整条业务链路分为三大阶段：开发客户→跟进成交订单→长期维系客户
1、开发客户
被动开发依靠阿里国际站、中国制造等B2B平台询盘；自主开发包含领英、谷歌、社媒、海关数据、展会、地推
2、跟进客户8大核心步骤
①报价：回复询盘并出具报价单
②寄样：样品寄出
③下单：出具PI形式发票
④备货生产：收定金后开工，核对产品细节
⑤跟进进度：和工厂同步生产情况，定期同步客户，出货前验货
⑥制单：订舱并整理全套报关资料
⑦出货订舱：收齐尾款后安排发货
⑧报关退税：完成收尾
3、维系客户
跟踪货运，发送清关资料。日常定期问候、推送新品、节日祝福
二、客户开发实操渠道
1、B2B平台：日常上新、投放广告
2、自主拓客
社媒搭建，发送开发信；谷歌用「产品关键词+distributor+目标地区」精准搜客，谷歌地图挖掘本地批发商
3、线下展会
备好样品画册，邀约老客户到场；展中主动对接外商交换名片；展后集中回访洽谈
三、四大常用贸易术语
EXW、FOB、CFR、CIF
四、回访话术
1、订单收货回访
Can you please offer any feedback on the recent order? In which areas can we improve? So we’ll service you better next time
2、沉睡客户回访
It’s been very long time since we touched base. Can you please let us know why you don’t place the order from us anymore? We treasure your feedback very much
3、成交客户调研
Can you please share any of your views that why you go for us finally? Your comments are very valuable for us
