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展会现场对客户常用的提问

发布日期:2017-03-28 14:11:22 作者: 点击:

每个愿意花时间停留的客户都有一定的采购意向,能够回答我们的问题说明他是优质的潜在客户,这些问题一方面可以现场沟通拉近距离,另一方面可以在展会结束后充作档案整理资料记录下来,后面跟进的时候才能做到有的放矢。 

       问客户问题的时候一定要用笔记本记录下来,离别前和参展商合影拍照留纪念,以便回来发给客户,好让客户加深印象。有些谈得好的客户,第二天还会来,记录下这些方便我们在第一时间认出那些客户来。 

我们可以问客户的问题: 

1. Is it your first time to visit this Show or first time to visit China? 
问这个问题主要是考虑客户来中国的频率,这可以判断客户和中国的供应商合作起来是否有经验,公司是否是新开拓中国地区的采购业务。 

2. How many years your company do this business? 
如果客户说很长的历史,你可以回复:Wow your company should be leader in your market, we are confident our unique product can help you expand more bigger market and develop together.   
如果客户的回答是公司历史不是很久的时候,可以告诉他:Our business are very promising business, we are sure we can help you enter market very fast and got very good feedback. 

3. Have your company done your customized gift-box, developed your unique private mould products with Chinese supplier? 
看客户的合作方式,是买现成产品现成品牌,还是贴牌?是否有自己私模的产品。 

4. What is your main sales channel, online sale as distributor or have shops?  Do retail business or wholesale? 
看客户的销售形式,直接可以看出客户的采购规模。 

5. What is your average purchase order amount every month from China? 
了解客户采购量。 

6. We warmly welcome your visit our factory in Shenzhen (by air about 2 hours),do you have time? 
如果客户说去,要马上问他在中国的电话,问他酒店是住那里,我们安排去接,确定具体的时间。并问下他在中国的行程,问他们需要哪些产品以便我们准备好样品,他们可以带回去。 

7. Do you have forwarder In china? 
一般相对来说自己有货代说明他们经常走货,这种客户需要重视。 

8. What is your market best seller ? 
如果客户提到我们没有的产品,可以告诉他:We have rich experience designer team and also we own all technology for XX, so we can develop your favorite  product as ODM. 

9. Did your company import from China directly before? 
巴西和俄罗斯客户进口是最大的问题,因为俄罗斯和巴西进出口权很麻烦,如果他们自己已经从中国采购过,说明他们进出口权问题不大,这种公司相对规模也大些。 

客户常问的问题,可以根据自己的情况准备一下答案: 

1. Are you factory or trading? 
可以给他看公司PPT、工厂图片,或者讲述工厂拥有哪些工艺,证明自己是工厂,也可以直接邀请客户去看工厂。 

2. Why I should choose your company, I never heard your company before. 

3. We buy from supplier A. what is the difference between your company with supplier A? 

4. Do you have all certification? 

5. How can I get price? 

6. MOQ and sample order? 

7. Which country do you already have distributor? 

8. Can I use our private packaging, our logo on your products? 

9. I have 3D drawings, can your company produce? 

10. Which is new products, which is best seller? 

 


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