聊一聊如何电话开发国外客户

MIYA

[b][font=宋体][size=14px]各位，今天跟大家聊一聊电话开发。电话开发的终极目标就是让客户对你印象深刻，所以在做这个之前，口语一定要先练好。[/size][/font][/b][align=left] [/align][align=left][font=宋体][size=10.5pt][b]电话的内容简单来说就是：想办法把电话接到采购办公室、自报家门说明来意、公司及产品简单介绍、根据对方的主要产品进行初步交流、拿到对方的[/b][/size][/font]email[font=宋体][size=10.5pt][b]、[/b][/size][/font]skype[font=宋体][size=10.5pt][b]等联系方式以方便以后沟通。[/b][/size][/font][/align][align=left] [/align][align=left][font=宋体][size=10.5pt][b]以下是我自己编写的不同情况下的情景对话供大家参考，如有不妥，欢迎大家指正。谢谢！原创内容，如需转载，请标明此文出处外贸邦[/b][/size][/font][font=宋体][size=10.5pt][b]。[/b][/size][/font][/align][align=left] [/align][align=left]A-[font=宋体]销售，[/font]B-[font=宋体]前台，[/font]C-[font=宋体]采购[/font][/align][align=left] [/align][align=left][b]1.      [/b][b]开场白：[/b][/align][align=left][b][font=宋体]情况一：知道采购经理的名字[/font][/b][/align][align=left]A: Hello, sir /madam. This /Myname is xx from xxx company[font=宋体]（尽可能简练，因为说完之后前台也未必记得住）[/font]. May I speak to xxx?[/align][align=left] [/align][align=left]([font=宋体]有的前台会再多问一下[/font][/align][align=left]B: What’s it regarding? / Where are you from? ([font=宋体]也会有别的说法，大同小异，基本就是问有什么事情，来自哪里，如果听不懂没关系，问[/font]Pardon? [font=宋体]或者[/font]Sorry?)[/align][align=left]A: xxx sent us an inquiry but the information isnot complete, so I’m calling to check with him /her about the details. [font=宋体]（或[/font]xxx asked us to design an artworkfor his bag/box, I have some questions to check with him[font=宋体]；或[/font]xxx called me just now but I was inmeeting[font=宋体]）[/font][/align][align=left] [/align][align=left]B: Hold on, please. ([font=宋体]接下来可以顺利和采购通话，这种情况比较多[/font])[/align][align=left] [/align][align=left][b][font=宋体]情况二：查不到采购经理的名字[/font][/b] [/align][align=left]A: Hello, sir /madam. This /Myname is xx from xxx company. May I speak to your Purchasing /Import Manager? ([font=宋体]单刀直入[/font])[/align][align=left] [/align][align=left]B: What’s it regarding? / Where are you from? [/align][align=left] [/align][align=left]A: I’m calling from Qingdao, China and weare supplying paper bags and boxes for xxx([font=宋体]一些知名客户或其同行业的客户[/font]). I know you are importing paper bags /boxes, so hopefully we couldfind a way to cooperate.[/align][align=left] [/align][align=left]B: Would you please send an email to him/her? ([font=宋体]前台一般会挡住无关紧要的外来电话，会建议你发邮件[/font])[/align][align=left] [/align][align=left]A: OK, no problem. Could you please tell methe email address?[/align][align=left] [/align][align=left]B: OK, it’s %$$#@#%^&&**([font=宋体]注意在前台说完之后确认一遍[/font])[/align][align=left] [/align][align=left]A: Thanks a lot. And may I have his /hername? ([font=宋体]拿到采购经理名字的好时机[/font])[/align][align=left] [/align][align=left]B: xxx ([font=宋体]有时不告诉名字，会说[/font]Anyone in purchasing dept would reply to you after they check youremail).[/align][align=left] [/align][align=left]A: Thanks. May I know his /her direct line?([font=宋体]可以趁机要一下直线电话，运气好的话可以拿到[/font])[/align][align=left] [/align][align=left][b][font=宋体]情况三：[/font][/b] [font=宋体]前台拒绝转电话或者说有固定供应商[/font][/align][align=left]A: Hello, sir /madam. This /My name is xxfrom xxx company. May I speak to your Purchasing /Import Manager? [/align][align=left] [/align][align=left]B: [font=宋体]①[/font]Sorry, I can’t transfer the phone for you. / [font=宋体]②[/font]We have a supplier now.[/align][align=left] [/align][align=left]A: [font=宋体]①[/font]Never mind. Could you help let me know the email address forpurchasing manager? ([font=宋体]试试要一下邮箱，这种比较强硬的前台很可能会给你一个网站上的[/font]info[font=宋体]邮箱[/font])[/align][align=left]   [font=宋体]②[/font] OK. Maybe we could cooperateanother time. May I send our catalog to your purchasing manager so that youcould contact us when needed? ([font=宋体]如果前台拒绝给采购邮箱，就要她的邮箱，让其帮忙转发[/font])[/align][align=left] [/align][align=left][b]2.      [/b][b]与采购通话[/b][/align][align=left]C: Hello, xxx speaking.[/align][align=left] [/align][align=left]A: Hello, xxx. This /My name is xx from xxxcompany. I’m calling from Qingdao, China and we are supplying paper bags andboxes for xxx([font=宋体]一些大客户或其同行业的知名客户[/font]). I know you are importing paper bags /boxes, right? ([font=宋体]适当提出问题和客户互动，避免自己吧啦吧啦说个没完[/font])[/align][align=left] [/align][align=left]C: [font=宋体]①[/font]Yes, exactly. Could you send your catalog to me? ([font=宋体]有的客户可能很忙或不愿意打太长电话，更愿意通过书面形式的[/font]catalog[font=宋体]了解我们公司[/font]) / [font=宋体]②[/font] Yes. [font=宋体]（冷场型采购，专注冷场[/font]20[font=宋体]年）[/font][/align][align=left] [/align][align=left]A: [font=宋体]①[/font]Sure. Please tell me your email address. / [font=宋体]②[/font] What kind of paper bag /box areyou importing now? ([font=宋体]问个问题避免冷场，正好了解对方目前在采购的产品，随后可以有目的的发[/font]catalog[font=宋体]或推荐我们的设计，同时要一下邮箱[/font])[/align][align=left] [/align][align=left]C: it’s %$$#@#%^&&**[/align][align=left] [/align][align=left]A: Thanks. And do you use instant messengerlike skype? [font=宋体]（要一下[/font]skype[font=宋体]或手机，以后沟通会更方便，不给的话也不用急，可以留下自己的手机号）[/font][/align][align=left] [/align][align=left][font=宋体]打完电话，第一时间跟一封邮件，加深采购对你的印象。[/font][/align][align=left] [/align][align=left] [/align]