节日祝福引来的询盘

相信大家都知道开发客户需要长期跟踪而不是一蹴而就的。而往往大多数人意识到这点却还是在开发过程中失去耐性。同时当你发第一封邮件给客户时，这便意味着跟踪的开始。
I believe most of you know that developing new customers costs a long time to follow. But the major of people often lose their patience during the development and following even when they notice that. It is the beginning of following customers when you send the first email to them.

A牌是该国的一个大品牌。阿连从第一次接触到跟踪也快一年，在这段时间里，客户连价格都不愿看，更是遭到客户的无数次以“万能理由”来拒绝，像有合作供应商，刚刚从别的供应商确认订单，有库存，没采购计划等等。
Brand A is a large brand in its country. During the period from my first contact to my following work lasts for almost a year, I experienced the case that my customers were not willing to know about the prices, and I was constantly refused by them with various excuses. I also received many common excuses that has current suppliers, or they have confirmed an order with another supplier, or have efficient stock, no purchasing plans and so on.

大家对这些理由也必定已经眼熟能详。作为一间傲娇的大公司，怎么可能这么容易就被阿连攻下呢，所以被拒绝是必然的。但是我并没有对此而灰心，反而越拒绝我越要突破。刚开始，阿连还是坚持每隔几天便向客户推荐热销款式。有一天客户终于抵受不了阿连的骚扰，回复了一封邮件给阿连，心里顿时十分激动直到看到客户说让我不要再推荐产品给他。
You are probably familiar with those excuses. It is not easy to start a business with such a large company, so being refused often happens. But I did not give up, and I tried to struggle for it. At the beginning, I still kept recommending our popular products to customers every few days. One day, my customers replied to me that they would be appreciated if I stopped sending the recommendation to them.

心碎一地！但是尽管遭到客户这么明确的拒绝，阿连还是稍稍作了点调整，把发邮件的频率缩小到每月一次，同时邮件内容也并不全是产品，而是与我们产品的相关市场信息或节日祝福，相信客户对这些内容还是接受的。就这样坚持了半年，终于在该国新年的一次祝福里得到了客户的回复。感谢我的祝福及之前一直给他有关产品的市场信息，让他不但对产品还对自己的市场情况有了深入的认识，同时确认了款式让阿连报价。就这样，快一年的时间客户的态度由反感转到好感。阿连的努力顺利地引起了客户的兴趣并且踏出了第一步。
Even if I was rejected by them, I changed the way, so I decided to send emails to them once a month. Besides, the emails I sent were not only about our products, but also contained relevant information about the markets as well as festival wishes, which could be accepted by them. During half of a year, I got the responses from my customers that they appreciated the wishes as well as the information I provided, for they could be familiar with our products and the current situations of the markets. Meanwhile, they confirmed the styles of products they required and inquired from me. By doing those, I spent a year changing my customers’ attitudes from being indifferent to being interested. I attracted their interests and started the first step.

通过这件事，可见开发客户到合作需要一定的时间，尤其是大品牌，在开发初期被拒绝是很正常的事，我们也不能因此而灰心。只要我们在跟踪过程能带给客户想要或者感兴趣的信息，必定能与客户拉近距离并留下深刻的印象。当客户真正有需要的时候第一个无疑会想到你。同时像每天发邮件而引起客户反感这方面，必须根据客户的态度而改变，只有在客户不反感的情况下接受我们传达的产品信息，这样你才会有机会。
From the above example, it is proven that developing customers costs a long time, especially when you are dealing with a large company and you are refused by them at the beginning. We must make a good impression on our customers as long as we provide them with information they want or they are interested in during the following. You have to change according to their attitudes if you notice that they take no interest in the emails you send. Only when they are willing to receive the information about the products can you seize the opportunity.

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