对于外贸业务员来说，开发客户是非常核心的一个能力，但是客户开发到了，如何转化也是非常重要的，今天就来聊聊跟进客户那些事。

跟进客户似乎是亘古不变的话题，但是有方法有节奏的跟进，才会获得事半功倍的结果。外贸快车今天就给你来段走心的推荐。

Customer types classification

1.下单客户（B2B平台、网站、开发信、RFQ）

The first: customer with order (B2B platform, Website, development letter, RFQ)

2.强烈购买意向客户（主要来自B2B询盘和网站留言）

The second: customer with strong intention to purchase (mainly from the B2B inquiry and Web site message)

3.意向客户（B2B、网站、开发信的自我整理归类）

The third: intention customers (B2B, website, development letter of a self-collation)

4.潜在客户（主要来自开发信）

The fourth: potential customers (mainly from the development letters)

How to follow up

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1.每3天至少一次跟进，发新产品推广，邮件问候，询问产品使用情况，主动询问客户提供帮助；

The first: at least once every 3 days, release the promotion of new products, e-mail greeting, ask about condition of the products, take the initiative to ask customers to offer help.

2.在一开始，必须一天跟进一次，保证客户一直记得你，不会跑单；

The second: At the beginning, you must follow up once a day to ensure that customers will always remember you and you won't lost the orders.

3.这种客户应该保持一直联系，更新产品，更新报价，更新图片，产品升级，有什么新鲜事都告诉客户，客户一直记得你，有订单了，他还是记得你，从而增加了下单的可能性；

Third: You should keep in touch with this kind of customers and update the products, price, pictures and upgrades. Tell the customer whatever is new there so that he will always remember you. When there are already orders, he still remembers you, thus increasing the possibility of the next order.

4.潜在客户，发产品开发信的时候一定不要忘记发给他

Fourth: potential customers, never forget him when sending development letter.

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Three kinds of tangled situations

1.询价客户，我们发完报价后，就直接没收到回复。

The first: inquire customer. After we send a quote, there is no reply.

2.给他做完PI的客户，我们发完PI后，PI沉邮海。

The second: After the PI is made for the customer and sent but it sanks in the sea of post.

3.正常来往邮件交流着的客户突然“蒸发”。

The third: the normal customers contacted through mails suddenly "evaporated."

第一种解决方案

Solution for the first case

1.邮件内容不能太多，注意称呼，礼貌问题；回完询盘后，再单独发一封邮件问一下客户是否收到你的前一封关于报价的邮件。

The contents of the message cannot be too much. Pay attention to salutation and polite questions. After replying the inquiry, send a separate message to ask whether the previous quote has been received.

2.深入挖掘细节需求信息，试着揣摩客户的想法；经常进入客户的公司网站去了解客户非常重要，知己知彼，百战不殆。

Dig deeper for details of demand information. Try to figure out the customer's idea; frequently entering the customer's company website to know the customer is very important. Know the enermies like yourself.

3.邮件太过平淡和模板化，我们需增加细节，邮件结束试着提出一到两个客户可能感兴趣愿意回复你邮件的问题。

The contents of the message cannot be too much. Pay attention to salutation and polite questions. After replying the inquiry, send a separate message to ask whether the previous quote has been received.

第二种解决方案

Solution to the second situation

1.从性价比来吸引客户，也许他还是不回复，但是他还是属于有需求的客户，那么，我们就只能采取时不时跟进状态。

Attract the customers with cost-effective. Perhaps he still won't reply, but he belongs to customers in need, so we can only follow up from time to time.

2.可能客户自己那边谈单失败或者工程延期导致需求改变或取消，这种情况采取时不时跟进状态。

The customer may has failed his order negotion or the project is delayed and therefore has to be changed or canceled. Take the same measure.

第三种解决方案

The third situation solution