加拿大外贸
在各位还在讨论着最怕被客户拒绝，怕对产品不感兴趣，怕价钱高谈不下来的时候，阿连忍不住要跟你说一件更可怕的事，就是客户再也不跟你玩耍了：你一直重视的客户，努力的想保持好关系，但最后却告诉你：我已经离职了，是不是想死的心都有了？
阿连之前就有一位沟通跟踪了很久的还是大公司里的一位关键人物，但却是在一个错误的时间碰到一位对的人。千辛万苦终于争取到送样测试。各方面都进行得很顺利，客户反馈样板测试质量pass了。不过当时正好过了客户的新年销售旺季，我也并不知道他们公司其实正在内部交接，所以客户说需要点时间进行内部讨论。我还猜想应该是价格问题。在跟客户沟通时灌输给他的理念是我们的产品是物有所值的。期间我还时不时找合适的理由给客户发份邮件或者打个电话，让他记得我。
周一的时候，我给客户电话，客户还说需要等等通知。
但当我等到星期四的时候再与客户联系，他告诉我他已经辞职，并且已经去了另外一家公司。OH NO！这真不是开玩笑，实在是太出乎意料了。虽然有那么一刻觉得突然间好像拉开了的弹簧无法弹出的感觉，但电话这头的我还是马上调整过来就像朋友聊天一样祝贺客户另谋到高职，顺便问问他工作的交接情况接手人等等，重点的是要切入刨出以后谁接手他的工作，我以后应该找谁，联系方式。还有客户现在转到什么公司，做什么产品。或许能够找到个新的合作机会哦。
虽然跟进过程中，客户离职会有点可惜，但人员流动的问题是很难避免的，我们也要趁客户离职时捞到一点有价值的信息：
1、客户离职后，尽快问清楚客户接手同事的联系方式。这样可以尽快地联系上接手的客户，协助客户尽快熟悉我们的订单情况。
2、向客户了解一下我们的产品与他们原公司的合作机会大不大，有什么需要注意和改进的地方。其实当客户离职后，你向他了解这方面的信息，他在职的时候可以会有顾忌不愿告诉你，但离职后会更乐意坦诚地跟你说。可能会得到更有价值的信息。包括一些敏感一点的也可以尝试去问问，例如竞争对手是谁，公司做决定的人是谁，一般可以促使他们下单的吸引因素是什么，现在接手人的性格等等这些都可以放胆去问。
3、关心一下客户现在就职于哪间公司，了解一下他们现公司的产品是什么，看看以后还有没有合作的机会，说不定又能打开一敝大门。这种机会其实还是挺大的，特别是同行业里的高层。
When you are still talking about being rejected by customers, customers' not interested in product and the price problem, I can't help telling you a more horrible thing: the customer quit the job.
How do you feel if the customer who you always make effort to keep the relationship but finally he tells you that he has already quitted the job? What a hateful thing.
I had once contacted a key person of a big company who I met in a wrong time. After the hard working, I finally got the chance to send sample. Everything went well and the sample passed the test. But it was the hot-selling period of the customer and I didn't know they were busy with the work handover which took time. I supposed they were considering the price, so when communicating with them, I focused on product quality and I kept sending email or calling him to impress him.
On Monday, I called my customer and he asked me to wait.
But when I called on Thursday, I was told that he had already quitted and had worked in another company. Were you kidding me? I was so surprised that I felt very disappointed. But for polite, I adjusted myself immediately and expressed my wishes to him and then asked him something about the handover, who took over his job and the contact, who I should contact with, which company he was in and which product he did etc, hoping that we would have new cooperation chance.
Though it is a pity that the customer who we contact with quits the job, the employee turnover problem is inevitable and we should seize some value information when we meet such kind of situation.
Firstly, we should ask the contacting information of the one who takes over the his job after leaving the company so that we could keep contacting the customer and help the customer know our order situation.
Secondly, check with the customer whether we are in big opportunity to cooperate with his origin company and what should be improved and care about. Actually, customer is more willing to tell you these information after he quits the job because he will scruple when he is at his post. So you may get more valuable information and you may try to ask some sensitive information such as your competitor, the decisive person of the company, the factors that may attract them to place order and the personality of the person who takes over his job etc.
Third, get to know which company your customer is in and what product he does, checking that whether you have cooperation chance in the future. Such kind of cooperation chance is big if the person is in high position in the same industry.
评论
有种追女孩献了老半天殷勤，结果发现人家小孩都已经会打酱油一样的感觉。。。。。
评论
英文很赞，方法很好，多多向楼主学习，谢谢楼主分享。
评论
谢谢~你可以去看看外贸连的微信订阅号LWG-8888，我平时也是在里面学习的。
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