追追追-國際貿易輕鬆學-新浪部落－音樂派對

追追追

如何讓永無休止的追蹤畫下句點？

Dear AYA,

追蹤對我而言真的是個永無休止的噩夢，我的老闆堅持客戶的每封詢問和報價都要追到有個結果，才可停止追蹤，所以每天一進公司就是一直追蹤之前的報價。很多客戶索價或索樣之後，就不肯回應，任憑我們怎麼追問，客戶就是不理睬。有時試著打電話詢問，絕大多數的客戶也不願多談，常常只回應 "請你再發 mail 給我，我再回你 "，這類的話通常都只是說說而已 ......

其實客戶不肯回應絕大多數都是對報價不感興趣，或許是因為價格因素，或者他當下其實沒有需求，只是先要個報價參考，但是往往他們都不願意給個回應，於是我每天就疲於奔命的追蹤 ......

想請問 AYA，您每次提供 proposal / offer 給客戶，客戶回應的機率有多高？我該如何說服我的老闆不要讓我們天荒地老的追蹤下去了？

感謝 AYA ~

小雅

＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊

Dear 小雅 :

客戶積極回應的機率，真的是沒有定數，業務人員無法預測也很難算準客人到底要不要買？會不會下單？因為可能連客人自己也無法完全掌握他的市場變化或是下游客戶的真正需求。

業務人員能做的當然還是遵循大數法則，廣為開發。你的老闆應該是那種除了廣度還要求深度的典型，他認為既然花了時間、人力去開發了半天，買不買總要有個答案才甘願。老闆的心情我們當然要體諒，但如你所言也不能永無休止的追蹤下去，所以面對這種狀況，也許你可以跟老闆商量是否發一封最後通牒給客人，如果這封信發出去客人還是沒回音，那應該就是無效客戶，再怎麼擠，也擠不出訂單來的，請老闆准許你就此結案或暫停，把時間轉而去開發其他目標吧！

至於這封最後通牒要怎麼寫，以下內容供你參考：

Dear Mr. XXX,

How are you doing today ?

This is Helen from ABC International Company. For reminding purpose, we are the company who dealing with XXX products and already sent you quotation & samples a couple weeks ago. We also tried to call you and contact you by e-mail many times to get your order confirmation or comments, but it seems you are too busy to give us a positive answer.

I am not going to bother you furthermore, but it is my duty to make a final report to my boss. Therefore, please kindly help me to finish the following questionnaire. Just spend 3 minutes to select the suitable answers from the options and send back to me by e-mail, so that we can conclude your case or find a better way to serve you.

Question ：
You already received our quotation and samples, but …......

( ) 1. There is no immediate demand within next
(a) 1 month (b) 2 months (c) 3 months (d) others __________

( ) 2. You are still waiting for customer’s reply, we should contact you again after (a) 1 week (b) 2 weeks (c) 1 month (d) others _____

( ) 3. You are not interested in our products because
(a) price is too high (b)designs are not matching
(c) quality is not good enough (d) Others ______________

( ) 4. If you already decided to buy from other supplier, please advise the supplier is from which country (a) Taiwan (b) China
(c) Korea (d) others __________________

Thanks for your cooperation.
Best regards,

Helen