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阿连最近统计了一下连粉们问我的问题，除了怎么开发客户以外最多的问题就是报价后客户失踪了怎么办？
Recently, I stat questions from fans. In addition to how to develop customers, what they ask most is what to do if customers disappear after quotation.
作为外贸销售，我们更像是一位农夫，手上的潜在客户就像是我们的种子。我们每天辛勤地在播种，也一直期待着每个种子的发芽和丰收。然而现实是骨感的，我们所下的种子并不一定全部都会发芽。尽管如此，总会有一些种子会发芽并带来丰收。而这些都需要我们去坚持。马上秋交会就要到了，可能阿连这个案例可以为你带来点运气噢。
As foreign trade salesmen, we are more like farmers, and the potential customers in our hands like seeds. Every day, we are working hard in the seed, waiting for germination and harvest of each seed. However, the real world is harsh because not all the seeds will sprout. In spite of this, some seeds will germinate and bring a good harvest which just need our persistence. Canton Fair is approaching, I hope my case can bring you good luck.
A客户是印度的一个小品牌， 记得二月份的时候通过搜索引擎，找到了该公司，虽然并不是什么大公司，但是依靠阿连的第六感，还是认定这个种子还是可以发芽的。因此阿连当天就拨通了客户的电话，居然被我直接联系上了负责人，阿连心里暗爽了一下，直入主题向客户表达了自己想要合作的意愿。
Customer A is a small brand in India. I found it by search engine in February. Not a big company as it is, with my sixth sense, I thought it must sprout. Hence, I called him at that day, surprisingly I contacted directly with the person in charge so I got straight to the point that I wanted to cooperate.
但是接下来的谈话却给阿连泼了一盆冷水。客户给了我经典婉拒式的回答：“有计划但暂时不需要，有需要再联系你”。虽然如此阿连还是诚恳地请求客户把邮箱地址给我以便发产品目录给他。
But the conversation poured cold water on me. The customer gave me the answer to reject politely: “ I have plan but temporarily not need, I will contact you when needed.” But I still request for e-mail address so that I could send him catalogue.
客户在电话里答应了阿连，然后挂了电话后就没有了然后。连个邮箱地址都不给我！后来再也联系不上客户了。这也是很多同行的瓶颈，往往会很无助或者直接放弃，但阿连对他所说的有计划采购我们的产品也一直耿耿于怀。
Although the customer said he would send me that but actually not after the call. I couldn’t contact him any more because he didn’t send me mail address! This was also the bottleneck for many peers so most people were helpless and gave up but I took what he said that had procurement plan of our products in heart.
这时候该由阿连来演示一下正确的做法：虽然没有要到客户的邮箱地址，但阿连通过当地一些黄页的网页搜到到他的手机号，在我看来“手机在手，客户我有”。之后便每隔两三天便在WHATSAPP上留言，在广交会准备阶段我也热情邀请了他，他还是一如既往地不回我信息。
Let me demonstrate the proper approach: although I failed to get the customer's mailbox address, I got his phone number by local yellow pages. In my opinion, “ I get phone number, so I can get customers”. Then I left messages every two or three days on the WHATSAPP and invited him with enthusiasm before Canton Fair but he didn’t reply me as always.
然而到了广交会的第一天，让我意想不到的是客户竟然在没任何通知的情况下突然去到我们的摊位并且很快地挑选好产品（这证明之前在WHATSAPP上的介绍是有用的）。还说广交会结束后去参观完我们的工厂便下单，虽然如此，但当时内心是没有什么把握的，毕竟客户是拥有三哥的高贵血统啊。
However, on the first day of the Canton Fair, unexpectedly, the customer visited our booth without information and chose products very soon (it indicated that my introduction on WHATSAPP was quite useful). Moreover, he said, after Canton Fair, he would place order after visiting our factory . Even so, I was not certain about it, after all, he was an Indian customer.
说好的惊喜就在这时候出现了，客户简直不按常理出牌，不但没有来工厂而且在广交会后的两个星期他便发邮件给阿连确认订单了，价格完全接受！
Here was a surprise. He didn’t play a card according to the common sense: without visiting our factory, he sent me email in two weeks after Canton Fair to confirm orders and accepted the price completely!
阿连自己都没有想到这个从来不回信息不接电话的客户竟然在跟踪短短2个多月的时间里便和我们达成了合作。
Beyond my expectation, this customer who never replied and answered my call had cooperation after I following up for just 2 months.
所以如果你还想问阿连客户不回复你怎么做的时候，你有先把阿连以上的步骤做了吗？你播下的种子总会在不知不觉中萌芽的。无论大小客户，请对他们都要心怀希望。
So if you ask me that what you should do if customers don’t reply you, I will say, have you done the above steps? Your seeds will always be in the bud unknowingly. Regardless of the scale of the customer, please have a hope for them.
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发表于 2015-8-31 14:36:35
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