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如何掌握外贸电话营销技巧

时间:2019.03.25信息来源:邦阅网

国内外贸企业工作的多数人员精通英语,但是这只限于日常书本化的英语,多数员工由于不是工作在第一线,因此对于和外国用户的信函往来以及外贸电话营销等并不在行,对于想要承担外贸企业一线工作的员工而言,必须了解如何掌握外贸电话营销技巧。

有些外贸工作人员以教科书的方式进行外贸电话营销技巧的学习,实际上这样的做法并不合适,就如同我国的很多专业书籍上先容的营销技巧一样,书本化的常识在实际的交流沟通过程中是有很大差异的,因此在实际沟通过程中要重点关注到对方所在国籍问题,以及所具有的沟通特点问题等等,并不是说所使用的沟通方式是英语,在习惯方面就相同,这一点的差异是很大的,例如有些用户了解欧美用户的交易习惯,但是在对中东用户进行电话沟通时采用的英语语种虽然双方都能听得懂,但是在交流技巧上却具有着本质区别,很有可能因为交流不当而导致产品销售失败。

Hello, Mr. Kalimu, although you have not done business with your company before, but you have had many business contacts with China Fan Dong International Co., Ltd., our company has a close relationship with Fan Dong International Co., Ltd. The company is missing mechanical and electrical product accessories is our main sales products, previously in Fandong company to learn that your company to purchase a large number of electrical products accessories, we hope to be able to enter into a business relationship with your company.

凯里木先生您好,虽然之前并未和贵企业有过生意往来,但是贵企业曾和我国范东国际有限企业有过多次的商贸往来,我企业和范东国际有限企业关系密切,其企业缺少的机电产品配件正是我企业主要销售的产品,此前在范东企业获悉贵企业要采购大量的电机产品配件,很希翼能够和贵企业达成业务关系。

韩国外贸界领军人物韩东哲同中东地区用户有二十多年的外贸产品买卖经验,从他撰写的书籍中曾经提到“If you communicate with users in Europe and the United States, such a mode of communication will naturally not be a problem, but if the communication target is a Middle Eastern customer, such a communication method is not appropriate, and Middle Eastern users will pay more attention to the price of products in the course of trading than those in the United States and the United States. As well as the level of profits that can be obtained in the course of the transaction, so in the actual communication process can not only point to the surface, but to pay attention to the details, for the scope of the product can not be introduced in an all-round way. But we must pay attention to the price of the product and the mode of transportation and so on.”

如果和欧美用户沟通,这样的沟通模式自然没有问题,但如果沟通对象是中东客户的话,这样的沟通方式并不合适,中东用户比欧美用户在交易过程中更加关注于产品的价格,以及在交易过程中能够获得的利润高低,所以在实际沟通过程中不能够仅点到面,而是要关注细节,对于范围面的产品可以不必全方位进行先容,但必须要关注到产品的价格以及运输方式等等。

以如上理论为出发点,在撰写针对于中东用户电话沟通时应该关注到如下方式:

Hello, Mr. Kalimu, we did not have any business dealings with you before, but we have a close business relationship with Fan Dong International Co., Ltd. We have learned that you are ordering a number of mechanical and electrical products accessories in the near future. The average price of mechanical and electrical accessories we sell is between $800 and $1200, for example, $25 per case, compared with the current international standard price of 37 yuan and a discount of 12 yuan, such as your purchase of our products. Land transportation and sea transportation costs are borne by our company, the relevant insurance will also be our responsibility, you can choose any trading mode, waiting for your good news.

凯里木先生您好,我方和贵企业此前并没有贸易往来,但是我企业和范东国际有限企业有着密切的商贸往来关系,获悉贵企业近期要订购一批机电产品配件,我方所销售的机电产品配件平均价格在800元到1200元之间,例如电机箱外壳每件25元,对比目前国际标准价格37元优惠12元,如贵方购入我方产品,陆路运输以及海路运输费用皆由我企业承担,相关保险也会由我企业来负责,贵企业可任意选择交易模式,静待贵企业佳音。

可以看到这样的沟通方式更容易被中东用户接受,此次电话沟通之后,双方持续沟通的可能性是很大的,这能够为后期贸易达成奠定基础,想要在沟通过程中没有误差,对于这样的要点就要仔细对待,一旦在这方面出现任何偏差,都可能导致外贸企业失去潜在客户群体,这对于后期企业产品在中东地区拓展市场带来的影响无疑很大,对于这一类型问题外贸企业不仅要关注,在实际沟通中也要将其落实于实践中去,只有如此才能够在用户拓展,以及用户数据转换方面拥有出色表现,提升外贸企业产品销售额度。

   
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