老业务员的肺腑之言（2）
作者: dddshen5、可能你的样品是比较满意的，但相关的交易条件令人不满意，有些客户不会说。因他要样品也不只你一家。?总之，碰到这样的事，则要有耐心，能有订单则最好，若没有，也很正常。但你要努力去跟催客人的情况，以求得到最好的效果。如果本次不成功并不意味没有希望，经常保持与客户的联系和沟通，如果他是最终客户可能在经后的接触中会另外选择您。您要做好您的潜在客户资料档案。?分享B?对于一些小客/新客，我建议可向客人说明我们很乐意随时免费推荐最新潮的产品款式给他们，以吸引更多的客户和生意。但我们又面临负担大数目快递费用的困扰。
如果客人愿意为我们分担快递费的话，例如提供到付账号，将是对我们工作极大的支持。这样我可以多推荐一些有新意的样品给客人。当然，为帮助客人节约快递费，我们推荐新东西给客人都会从实用性考虑，在寄出之前都会通知客人，照片给客人看，客人看过确定需要后才寄出。我想这种方式对于一些真正有意开拓生意的客户会有一定的效果。?而对于那些大客老客，尽管他们每年和我们的生意额很大，我一般还是会出以下这封信件给客户的：
Dear?Sirs，?Firstly?thank?you?for?your?continuours?supports?in?the?past?years，
we?wish?both?business?snowballing?in?the?coming?years.?As?per?the?summing-
up?made?by?our?financial?department?in?the?last?half?year，?
the?statistics?showed?that?we?had?a?very?heavy?burden?on?sample?cost，
Just?as?you?know，?during?the?past?years?we?supplied?the?small?qty?samples?to
our?customer?free?of?charge，?in?this?way，?we?not?only?had?to?pay?the
samples?cost?in?our?factory，?but?also?pay?for?the?postage?to?express?courier，
such?as?UPS，?Fedex，?however，?our?profit?is?getting?smaller?and?smaller，
Under?the?above-mentioned?situation，?we?find?it?is?getting?difficult?to
run?business in?this?way。?In?order?to?solve?this?matter?in?a?reasonable?way，
we?hope?our?customer?could?help?to?share?the?cost?by?paying?the?postage，
So?could?you?please?inform?us?your?account?number?of?UPS?or?Fedex?or?other
express?by?return??So?that?we?could?send?samples?by?your?account?number，
while?we?will?supply?the?samples?which?are?free?of?charge?in?normal?small
quantity?as?before。?We?believe?this?will?do?favor?to?develop?the?business
between?us，?most?of?our?customers?is?doing?in?this?way?now，
we?sincerely?hope?it?will?be?also?workable?to?you。?Please?kindly?comment
the?new?way?and?advise?us?your?A/C?no。?Thank?you?for?your?cooperation。
Looking?forward?to?hearing?from?you?soon
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