你在国外客户眼中是什么样子？这30组数据让你重新理解外贸营销
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">*文末有福利，不要<span style="color: black;">错失</span>哦~</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">相比<span style="color: black;">通常</span>的<span style="color: black;">营销</span>人员<span style="color: black;">来讲</span>，外贸业务员与客户的距离更远，再加上时差、语言等<span style="color: black;">阻碍</span>，成单的难度<span style="color: black;">亦</span>变得更大。<span style="color: black;">经过</span><span style="color: black;">有些</span>与国外客户<span style="color: black;">关联</span>的统计数据，<span style="color: black;">咱们</span>能够<span style="color: black;">把握</span>客户的<span style="color: black;">实质</span>心理，从而更有效率地与客户进行沟通，<span style="color: black;">得到</span><span style="color: black;">更加多</span>的订单。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">举个栗子，你觉得有多少客户信任自己的<span style="color: black;">营销</span>？有一半以上吗？<span style="color: black;">实质</span>上，这个数据是3%，<span style="color: black;">仅有</span>3%的买家信任<span style="color: black;">营销</span>。汽车<span style="color: black;">营销</span>、保险业务员等都是可信度较低的职业。就像<span style="color: black;">仅有</span>17%的<span style="color: black;">营销</span>认为自己有点热情过头，给人咄咄逼人的感觉，但却有50 %的客户是这么认为的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当然，并非所有与<span style="color: black;">营销</span><span style="color: black;">关联</span>的数据都会让你大吃一惊。这份统计涵盖了从给客户的邮件到<span style="color: black;">tel</span>以及客户本身<span style="color: black;">有些</span>非常有意思的数据，是一份非常宝贵的资料。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/dfic-imagehandler/3ad9f4ae-1d5f-4a70-bfd8-b8bbd2443786~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724957020&x-signature=51NhNgQM1vbibBxP66F07DTpY5E%3D" style="width: 50%; margin-bottom: 20px;"></div><strong style="color: blue;">潜在客户<span style="color: black;">关联</span>数据统计</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1/</strong> <span style="color: black;">营销</span>平均需要打18通<span style="color: black;">tel</span><span style="color: black;">才可</span>与真正的买家联系上。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2/ </strong>超过40%的<span style="color: black;">营销</span>认为挖掘潜在客户难度最大。其次是成交，占36%；排名第三的是<span style="color: black;">制品</span>检验，占22% 。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3/ </strong><span style="color: black;">营销</span><span style="color: black;">每日</span>都要花时间去<span style="color: black;">研发</span>新客户，而<span style="color: black;">不该</span>该在月末或季度末集中去<span style="color: black;">研发</span>。统计<span style="color: black;">显示</span><span style="color: black;">一般</span><span style="color: black;">营销</span>人员在本季度的最后<span style="color: black;">一月</span>打<span style="color: black;">tel</span>的次数远远超过前两个月，但这些<span style="color: black;">tel</span>的成功率<span style="color: black;">常常</span>比前两个月份低30%。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">4/ </strong>约60%的买家想在<span style="color: black;">第1</span>次沟通时就谈论价格。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">5/ </strong>超过一半的买家在与<span style="color: black;">营销</span><span style="color: black;">第1</span>次接触时，<span style="color: black;">期盼</span>能看到<span style="color: black;">制品</span>的所有性能。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">6/ </strong>19%的买家<span style="color: black;">期盼</span>在<span style="color: black;">她们</span>购买过程的最初<span style="color: black;">周期</span>——意向<span style="color: black;">周期</span>，就与<span style="color: black;">营销</span>联系。60%的人想在第二<span style="color: black;">周期</span>——<span style="color: black;">思虑</span><span style="color: black;">周期</span>，买家<span style="color: black;">已然</span><span style="color: black;">思虑</span>购买同类<span style="color: black;">制品</span>，与<span style="color: black;">营销</span>取得联系。还有20%的买家在最后<span style="color: black;">周期</span>——决定<span style="color: black;">周期</span>才与<span style="color: black;">营销</span>联系，这个<span style="color: black;">周期</span>买家<span style="color: black;">已然</span>锁定<span style="color: black;">制品</span>的类型，对比后就会做出购买决定。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">7/ </strong>70%的B2B买家会在购买过程中观看视频。最受欢迎的是关于<span style="color: black;">制品</span>功能介绍的视频，接下来是<span style="color: black;">详细</span>操作<span style="color: black;">办法</span>和专业评论的视频。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">8/ </strong><span style="color: black;">最少</span>有50%的买家其实并不适合你销售的<span style="color: black;">制品</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">9/ </strong>77.3%的<span style="color: black;">营销</span><span style="color: black;">暗示</span>，<span style="color: black;">她们</span>的<span style="color: black;">机构</span><span style="color: black;">最少</span><span style="color: black;">供给</span>了四分之一的客户线索。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">10/ </strong>Google<span style="color: black;">发掘</span>几乎一半的买家都是千禧一代（1982-2000年出生）。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">11/ </strong><span style="color: black;">按照</span>买家的经验，以下是让客户满意的最佳<span style="color: black;">营销</span>方式，做到这些，<span style="color: black;">能够</span><span style="color: black;">加强</span>成交率。倾听<span style="color: black;">她们</span>的<span style="color: black;">需要</span>(69%)，不要咄咄逼人(61%)，<span style="color: black;">供给</span><span style="color: black;">关联</span>信息(61%)，<span style="color: black;">即时</span><span style="color: black;">回复</span>(51%)。</p><strong style="color: blue;"><span style="color: black;">营销</span>电子邮件统计</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">12/ </strong><span style="color: black;">仅有</span>24%的电子<span style="color: black;">营销</span>邮件会被打开阅读。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">13/ </strong><span style="color: black;">通常</span>人平均<span style="color: black;">每日</span>会删除收到的48%的邮件，<span style="color: black;">况且</span>这只需要花掉五分钟。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">14/ </strong>绝大<span style="color: black;">都数</span>潜在客户<span style="color: black;">期盼</span>在早上5点和6点阅读电子邮件，<span style="color: black;">因此</span>最好设置<span style="color: black;">按时</span>发送，在完美的时间发送你的信息。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">15/ </strong>邮件题目若是全大写字母，回复率会降低约30%。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">16/ </strong>3到4个词的主题比更短和更长的主题<span style="color: black;">更易</span>得到客户的回信。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">17/ </strong>让小学三年级都能看懂的邮件，比写给大学生<span style="color: black;">才可</span>看懂的邮件得到回复的可能性高30%。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">18/ </strong>邮件中的字数越多，得到<span style="color: black;">回复的</span>可能性就越小。超过2500字的邮件中，<span style="color: black;">仅有</span>三分之一会收到回复。然而，<span style="color: black;">亦</span><span style="color: black;">不可</span>走向另一个极端：一封25个字的邮件和一封2000字的邮件回复率差不多。50到125个单词是最好的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">19/ </strong>要只是<span style="color: black;">供给</span>信息——<span style="color: black;">亦</span>要提<span style="color: black;">有些</span>问题和<span style="color: black;">需求</span>。提1到3个问题的邮件比<span style="color: black;">无</span>任何问题的邮件更有可能得到回复。</p><strong style="color: blue;"><span style="color: black;">营销</span><span style="color: black;">tel</span>统计</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">20/ </strong>统计<span style="color: black;">显示</span><span style="color: black;">营销</span>人员提出的问题数量和<span style="color: black;">她们</span>成功的概率<span style="color: black;">关联</span>。<span style="color: black;">tel</span>中问客户15到18个问题比问7到10个问题更有效，<span style="color: black;">目的</span><span style="color: black;">能够</span>定11到14个问题。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">21/ </strong>成功的<span style="color: black;">营销</span>人员更<span style="color: black;">爱好</span>在<span style="color: black;">tel</span>中用到这些<span style="color: black;">暗示</span>合作关系的词，如“<span style="color: black;">咱们</span>”、“<span style="color: black;">咱们</span>的”和“<span style="color: black;">一块</span>”，而不是“你”、“我”和“你的”，<span style="color: black;">她们</span><span style="color: black;">运用</span>这些词的频率比普通<span style="color: black;">营销</span>高出10倍。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">22/ </strong>相比表现平平的<span style="color: black;">营销</span>，最成功的<span style="color: black;">营销</span>对这些<span style="color: black;">暗示</span>肯定的短语的<span style="color: black;">运用</span>多出5倍，如“当然”、“肯定”和“绝对”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">23/</strong>41.2%的<span style="color: black;">营销</span><span style="color: black;">暗示</span>，<span style="color: black;">她们</span>的手机是最有效的<span style="color: black;">营销</span>工具。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">24/ </strong>成功的<span style="color: black;">营销</span>人员在<span style="color: black;">tel</span>中讲话的时间占54%，而不成功的<span style="color: black;">营销</span>人员只占了42%。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">25/ </strong><span style="color: black;">营销</span><span style="color: black;">每日</span>花三分之一的时间与潜在客户<span style="color: black;">交流</span>，21%的时间写电子邮件，17%的时间录入数据，<span style="color: black;">另一</span>17%的时间挖掘<span style="color: black;">科研</span>新客户，12%的时间参加内部会议。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">26/ </strong><span style="color: black;">科研</span><span style="color: black;">显示</span>：在<span style="color: black;">tel</span>中，下面这些词<span style="color: black;">显现</span>的频率越高，转化率就越低。折扣、合同、免费试用、竞争对手以及数百万、十亿等过于抽象的数字。</p><strong style="color: blue;"><span style="color: black;">营销</span><span style="color: black;">举荐</span>统计</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">27/ </strong>84%的买家<span style="color: black;">由于</span>别人的<span style="color: black;">举荐</span>才购买的某<span style="color: black;">制品</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">28/ </strong>90%的购买都<span style="color: black;">是由于</span>同行<span style="color: black;">举荐</span>的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">29/ </strong>92%的买家信任<span style="color: black;">她们</span>认识的人的<span style="color: black;">举荐</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">30/ </strong>若对<span style="color: black;">制品</span><span style="color: black;">或</span>服务比较满意，83%的客户会乐意向他人<span style="color: black;">举荐</span>。<span style="color: black;">然则</span>若<span style="color: black;">营销</span>人员<span style="color: black;">无</span>向客户提出<span style="color: black;">举荐</span><span style="color: black;">需求</span>——<span style="color: black;">最后</span>就<span style="color: black;">仅有</span>29%的客户给出了<span style="color: black;">举荐</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">数据<span style="color: black;">亦</span>许<span style="color: black;">不可</span>说明所有，但它确实能反映部分的问题，<span style="color: black;">期盼</span>对你有所启发。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">*</strong>新年福利，免费<span style="color: black;">得到</span>世界各国外贸日历，<span style="color: black;">把握</span>各国重要节日，<span style="color: black;">再也不</span><span style="color: black;">错失</span>与国外客户互动的机会</p>
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我们有着相似的经历，你的感受我深有体会。 我赞同你的看法，你的智慧让人佩服，谢谢分享。 你的见解独到，让我受益匪浅，期待更多交流。 “BS”（鄙视的缩写）
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