外貿(mào)客戶已經(jīng)有合作商了？如何挖掘合作機(jī)會(huì)？
新手業(yè)務(wù)員在投出自己的開(kāi)發(fā)信后，最常遇到的是這樣的情況：要么等不到對(duì)方的回復(fù)，石沉大海，要么是稍微好一些的，對(duì)方回復(fù)了你，卻被告知We have stable partners already. 讓剛剛?cè)计鸬南Ｍ鹈缢查g破滅。
但我們不要一收到這樣的回復(fù)就放棄聯(lián)系，因?yàn)槭紫任覀兛梢源_定客戶已經(jīng)有了對(duì)這種產(chǎn)品的需求。我們要做的就是再發(fā)出一封開(kāi)發(fā)信，讓客戶產(chǎn)生一些興趣，也許可以從中爭(zhēng)取到潛在的合作機(jī)會(huì)。
如果客戶是大型采購(gòu)商，我們可以再向他們推薦公司的不同類型產(chǎn)品，因?yàn)榇笮筒少?gòu)商往往涉獵的范圍廣，也許多問(wèn)一句就能得到對(duì)方在其他產(chǎn)品上的需求：
Our company also has other types of products, such as XXX and
XXX，Please take times to see if
you have interests.
If you are interested in these products, we will finish the samples
for you in five days for your reference, or making the product your own design.
If you need relevant services, please contact us.
同時(shí)，如果此時(shí)公司研發(fā)了新產(chǎn)品，我們也可以及時(shí)告知對(duì)方：
This is a new product of our company. Would you like to know
something about it?
Our company has invented a new product recently, might actually
be good for you.
如果可以提供樣品給對(duì)方，我們也可以主動(dòng)推薦自己：
We can send you some samples for free. If you think our products
meet your requirements, you can call us for inquiries and purchases at any
time.
這樣做即便最終沒(méi)能挖到“墻腳”也可以盡量讓對(duì)方對(duì)我們有印象，或許有成為替補(bǔ)的可能。
而當(dāng)我們面對(duì)的是中小型采購(gòu)商，應(yīng)盡可能地認(rèn)準(zhǔn)對(duì)方的需求定位，比如質(zhì)量?jī)?yōu)先還是價(jià)格優(yōu)先？需求量大不大？已有供應(yīng)商的貨源能否持續(xù)滿足客戶需求？在發(fā)出下一封開(kāi)發(fā)信時(shí)，我們要盡力強(qiáng)調(diào)自己的優(yōu)勢(shì)，多站在對(duì)方角度考慮，說(shuō)明選擇你有什么好處。我們可以先告訴對(duì)方我們已經(jīng)為多少客戶提供了服務(wù)：
Our partners are all over the world.（然后例舉幾個(gè)知名公司）
In production, we demand not only quantity but also quality, and
our products enjoy popularity throughout the world.
Our products compete in terms of product quality, reliability
and above all variety.
此外，還可以積極詢問(wèn)對(duì)方要求，根據(jù)這些要求來(lái)提供相應(yīng)的產(chǎn)品推薦：
What products are you currently purchasing? May I make an offer
to you based on these items for you to compare?
最后不要忘記恭維一下對(duì)方，讓他們感到自己的選擇是正確的，那樣客戶會(huì)覺(jué)得這家公司很有度量，對(duì)你的好感度也會(huì)提升：
You must have cooperated with them for a long time and I believe
your choice is right. I just want to prove to you that we can definitely be
your first choice, too.
Your decision is very wise. And we also would love to cooperate
with you.
如果能做到以上幾點(diǎn)，相信你將得到更多將產(chǎn)品銷售出去的機(jī)會(huì)。
易之家專注外貿(mào)大數(shù)據(jù)收集、挖掘、應(yīng)用及服務(wù)十余年；為解決“外貿(mào)中的諸多痛點(diǎn)”打造了全新的海關(guān)數(shù)據(jù)查詢系統(tǒng)——GPM系統(tǒng)（tradesns.vip）可幫助外貿(mào)企業(yè)快速找到相匹配的精準(zhǔn)采購(gòu)商、精準(zhǔn)采購(gòu)負(fù)責(zé)人，將80%的時(shí)間放在20%的精準(zhǔn)客戶身上，縮短客戶開(kāi)發(fā)周期和成本，提高開(kāi)發(fā)效率和成單率。
