新接手的老客户,做好功课再跟进

买家询盘：
Hi Robin, How are you? Can you update me on your latest VDSL products? 1 port VDSL2 4 port VDSL with Wifi and VoIP as option (AC preferred) I need chipset detail, memory and USD FOB. Thank you! Hi Elin, Nice to meet you. Do you have 1 port VDSL2 with Broadcom chip?



供应商回盘：
Dear Rune, Nice day!This is Eli,Robin's colleague from Kasda Digital Technology Co.,Ltd. It is my great honor to help Robin introduce our latest VDSL products for you. Thank you a lot to pay so much attention to us and we will never stop to provide better products and service to you. After carefully studying about your requirements,we elaborately choose the following 3 products for you. Please refer to the attached data sheets and quotation,if it is ok,we will provide best offer to support. Any further query about our company and products please feel free to discuss with us. Hope I can hear from you soon. Thanks. Hi Rune, Nice to meet you too. I am sorry to tell you that we don't have 1 port VDSL2 BCM router now.Would you please tell me if you plan to bid for this kind of router on telecom? I would like to send our price to you for last 3 products and you can tell me your target price after that. Any question is welcomed to be asked.Thanks. BTW,my name is Eli. Best Regards Eli


回盘备注：我是做路由器的，这是以前的同事的客户，跟我们联系的时间已经有一年半了 之前有买过我们的样机，也去过几次我们的展会，可是他要的产品我们没有，回复之后就没有音讯了，后来也有跟进，可是依旧没有回复。 Hi Rune, Good day!Nice writing to you agian! Have you checked the products I sent to you before? What do you think of it? Please contact with me if need any help.Wait for you reply. Thanks 我不想失去这个客户，请问凌燕老师我应该怎样挽回。




专家点评：Hello,
1、 你对该客户是否了解，是否反查过客户资料，该公司业务范围、产品、主要销售对象；
2、 从邮件上看，该客户是一个专业客户，客户没有回复你，主要是因为你没有能够满足客户的产品。
3、 应对之策：一是找到客户需要的产品，按照客户要求的指标报价；二是把你们公司的产品介绍给他，作为客户的后背供应商，等待客户以后的需求；三是你要根据客户的询问要求，先回答客户的问题，然后再推荐自己产品，而且应该在邮件中推荐，不要带附件，很多客户不愿意看附件。四是，如果客户不回复你，你是否有他的电话等其他联系方式，如果有，可以给他直接打电话。
4、 电子产品的客户要分类管理，你要根据掌握的资料对客户进行分类，比如客户是最终客户（比如，电信公司），还是批发商，或是零售商。有了这些资料，你才能判断客户的重要程度，是否值得去花大力气去跟。（如果是最终客户，你要想方设法找到或研发这个产品，会有较大的市场；如果是批发商，也要花力气找产品，因为这应该是一款热销产品，否则就可能跟不上市场；如果是零售商，说明这是一款成熟产品，应该较容易找到产品，竞争度也会高）。