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虽然我们作为SOHO，或者外贸公司，有时候能够遇到的大客户数量寥寥无几。曾经也说过我们要找门当户对的客户，和自己价值和三观相匹配的。这样合作起来没有那么难！大客户虽说是少，但也不会说没有！ 在我们外贸圈，也有很多大神，一个人就能干成一个团队的案例，她们也有接触过大客户，而且成功地把客户拿下了！就靠一个人打败世界500强的公司，所以不要小看任何一股力量，也不要小看任何一个个体，人的潜力是可以无限放大，努力到无能为力，说不定大客户就是你的了！ 每个SOHO都至少有一次快速崛起的机会，今天就来分享一下别人与大客户沟通和谈判的方式！ 1.将公司夸大：Guangzhou Factory/HK Office/Shenzhen Office 2. 年营业额夸大 3.主要客户夸大 Major Customer: Wal-Mart, BMW, Halfords..... 4.强调公司优势，根据客户情况Show 出你的金表 Frist and biggest player for the gas station retailers. High Rotation of Goods and Cash. Promote products in very high volume in short time. On time delivery is important to catch correct season 5. 让客户忧虑，关注市场 3 Days back in USA 30 days Back in UK 300 days back in China. 在日常的调查中，发现所有的工厂都是讲公司的简历，讲产品，全都是千篇一律的东西，但是我们作为SOHO,如果要赢得客户，必须要做出让客户眼前一亮的东西，做出好的presentation. 下面是一些与工厂不一样的观点和分析，讲讲当今的形势已经人们生活方式的转变等对于客户需求的变化这些内容。 The future is already here, it's just not evently distributed What the Future will be .Traffic(customer) is changing .Technology is eating this word .Population structure is changing .New retail means more efficient retailing .New Manufacturing Customers are changing .Customers are online everyday-UK data .Customers are in the social media, in the new communication tool, New Online Community. What should we do .We should be where the customer are expand online business aggressively .Expand online business aggressively .Make our brand aware online as well. Technology is eating this world-*ABCDE .AI-Artificial Intelligence .Block Chain .Cloud Computing .DATA .Energy What should we do .Improve our business efficiency by using new technology .Be sensitive to the change because of new technology--New electric car generation. .According data to make our business accurate Population Structure .500 M and 900 M .More and more jobs will be done by old people .Young people need to learn coding -new official language in future--Work more productively by machine New Retail and new Manufacturing . New retail--More efficient-Sell cheap but high quality .New manufacturing -- Higher quality, better experience and customized Quality Control System Factory Audit IQC-Warehouse-IPQC-QA Inspection-Outgoing inspection -Endurance test-Corrective actions and continual quality improvement Improve our Quality Control System .First Articles .In Process Quality Assurance .Final Quality Checking .Mass production safe lauching Quality Complaint Response-24*7 .Containment Actions .Root Cause Analysis .Corrective Actions .Preventive Actions Trending Products .Wearable Bluetooth speaker .Wireless charge with power bank .Handy minifan .Air pods earphone .E-cigarette 作为Soho，我们必须要学会深度挖掘客户的需求，因为SOHO重新开发新客户，建立业务关系是非常难的。而且周期也比较长，能够做到与老客户保持良好关系，比如原来与自己在工厂工作已有合作的客户。他们其实多半也会有更深层次的需求，比如说你之前所做产品的周边产品或者是相关的产品，你都可以去拓展，因为这些产品也许就是客户所需要的。 你要学会跟客户保持好联系，做好私人感情，让客户与你建立起深度信任，这样你的机会就会多很多！ 所以SOHO，刚出来，选品要选和之前类似的，或者是相关联的，对于你发展业务会比较容易，跟之前客户合作起来也相对没那么难。 |
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