年底將至，對于外貿(mào)人來說，這是一個重要的訂單沖刺時機(jī)。在這個關(guān)鍵時刻，如何向國外客戶催單成為一項(xiàng)關(guān)鍵任務(wù)。本文將分享催單的技巧，并附帶銷冠年底工作安排計劃。同時，我們將引入Focussend，一款具有郵件自動化功能的工具，來優(yōu)化郵件營銷策略。

一、催單技巧

1. 掌握客戶不下單的原因

1.1 觀望和猶豫

對于觀望和猶豫的客戶，通過發(fā)送新款產(chǎn)品信息或分享成功成交的案例，引導(dǎo)客戶看到潛在業(yè)務(wù)需求，從而促成成交。

1.2 價格因素

針對價格敏感客戶，可以提醒他們現(xiàn)在是春節(jié)前，產(chǎn)品有優(yōu)惠，或者解釋海運(yùn)費(fèi)用上漲等原因，強(qiáng)調(diào)現(xiàn)在成交是相對低價的機(jī)會。

1.3 供應(yīng)商比選

了解客戶如何篩選供應(yīng)商，提升自身競爭力，并在推介時突出自身優(yōu)勢，以獲取商機(jī)。

1.4 對產(chǎn)品品質(zhì)存在疑慮

針對品質(zhì)疑慮，發(fā)送資質(zhì)證明和工廠生產(chǎn)過程視頻，通過證明產(chǎn)品的質(zhì)量和可靠性來消除客戶疑慮。

2. 銷冠年底工作安排

2.1 春節(jié)前4周工作計劃

第1周： 市場分析與客戶溝通

第2周： 訂單處理與生產(chǎn)協(xié)調(diào)

第3周： 物流與支持服務(wù)

第4周： 內(nèi)部協(xié)作與文檔準(zhǔn)備

2.2 春節(jié)前最后幾天工作安排

節(jié)日問候

團(tuán)隊協(xié)作

個人工作總結(jié)

2.3 春節(jié)期間工作安排

值班安排處理緊急情況

學(xué)習(xí)與提升利用節(jié)假日學(xué)習(xí)新知識

二、如何開口催單

1. 提醒客戶即將而至的節(jié)假日

"Chinese New Year is around the corner, and since the factory is closed during the holiday, we’d like to help you plan the time in advance if your order is urgent."

2. 工廠生產(chǎn)需要排單

"Busy production is approaching. Kindly inform you that our factory is working at full capacity. The earlier you place the order, the sooner we can schedule the production plan."

3. 公司促銷推廣活動

"We wish if we can spare you a few minutes. Here is our super Spring Festival sale. The discount is even up to 30% off."

4. 公司清倉/清庫存活動

"We would like to announce that we will be having a Spring Festival Clearance Sale. We will be offering up to 30% discount on all the items of the attached list starting from [開始日期] to [結(jié)束日期]. It's on a first-come, first-served basis."

5. 物流旺季需要排倉

"Because of the busy production season, we need to queue for the available shipping space. Please make your decision as soon as possible to avoid further delay."

三、催單郵件模板

郵件示例 1：

Subject: Secure Your Order Before the Spring Festival Rush - Act Now!
Dear [客戶名稱],
  I hope this message finds you well. With the Spring Festival on the horizon, I wanted to reach out and ensure that your inventory is well prepared for the upcoming seasonal demand. Our production schedule is filling up rapidly as we approach the holiday season, and we anticipate a significant increase in order volume in the coming weeks. To ensure that your orders are processed and delivered without delay, we kindly encourage you to place your orders before [具體的截止日期].
Placing your order now will not only secure your inventory but also provide you with a competitive edge in your market. With the pre-holiday rush, freight carriers may also experience delays, and by ordering early, we can work together to ensure timely delivery. Our team is ready to support you in finalizing your requirements and answer any questions you may have. We value our partnership and look forward to helping you maintain a smooth and successful operation during this busy period. Please do not hesitate to reach out for any assistance with your ordering process. We are here to ensure that your needs are met with the highest level of service.

Warm regards,
[你的名字]
[你的職位]
[你的公司名稱]
[聯(lián)系方式]

郵件示例 2：

Subject: Final Reminder: Place Your Orders Now to Avoid Spring Festival Delays
Dear [客戶名稱],
  As we rapidly approach our national Spring Festival holiday, I am writing to you with a gentle reminder about the upcoming production deadline. The festival period will commence from [具體假期開始日期],
during which our manufacturing facilities will be closed. We are committed to delivering your products on time, but to do so, we must receive your confirmed orders by [最后下單日期].
To facilitate a smooth transition and avoid any potential disruptions in supply, we encourage you to review your current stock levels and upcoming requirements. Your foresight in placing orders now will help ensure continuous availability of products for your valued customers. We understand that planning ahead can be challenging, but our team is here to assist you every step of the way. Please let us know if there are any projects or orders we can expedite on your behalf before our holiday shutdown. Thank you for your prompt attention to this matter, and we appreciate your understanding. We look forward to your orders and are excited to continue our fruitful cooperation in the coming year.

Best regards,
[你的名字]
[你的職位]
[你的公司名稱]
[聯(lián)系方式]
 

PS：在春節(jié)期間，盡管國內(nèi)可能放假，但國外客戶仍可能在工作，且春節(jié)回來是海外采購高峰，因此提前催單、保持通訊暢通非常重要。

四、Focussend功能介紹

· 郵件營銷自動化，提升郵件精細(xì)化運(yùn)營的打開率和轉(zhuǎn)化率。

· 根據(jù)用戶全生命周期制定連續(xù)的營銷策略，多渠道聯(lián)動，實(shí)現(xiàn)企業(yè)的降本增效。

· 利用標(biāo)簽、分組、評分系統(tǒng)形成用戶360°畫像，實(shí)現(xiàn)個性化的精準(zhǔn)郵件營銷。

· 監(jiān)測郵件觸達(dá)后的用戶軌跡，接入智能表單，打通郵件與社交媒體和微信生態(tài)，優(yōu)化客戶全生命周期的郵件運(yùn)營策略。

通過Focussend，企業(yè)可以清晰了解用戶畫像，提升郵件營銷的精準(zhǔn)度，搭載郵件用戶生命周期營銷策略，簡易編輯器幫助輕松完成流程搭建，并通過郵件發(fā)送效果數(shù)據(jù)進(jìn)行清晰可見的優(yōu)化。

 

在這個充滿挑戰(zhàn)和機(jī)遇的時刻，合理運(yùn)用催單技巧、制定周密的工作計劃，并借助Focussend等工具的幫助，將為外貿(mào)人在年底取得更多的訂單和商業(yè)成功創(chuàng)造更多可能性。讓我們攜手迎接新的一年，共創(chuàng)輝煌！