专栏丨外贸新人，怎么样寻找和触达潜在客户？
<img src="https://mmbiz.qpic.cn/mmbiz_gif/fugbSkdBHCCRrIPz0ianlQk1JeibCgJqeH33BYEea7474ESdF39SpdwXZe74jHg80IVBLR2icTWoq7t5r2QjYibZmw/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"><p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">信息时代，互联网早已无孔不入，大数据<span style="color: black;">更加是</span>跃跃欲试。<span style="color: black;">每一个</span>从事外贸业务的人员都在追求高质量、高采购量的<span style="color: black;">优秀</span>客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">那样</span>，应该从<span style="color: black;">那些</span><span style="color: black;">方向</span>寻找和触达潜在客户呢？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">寻找潜在客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">判断潜在客户的购买迹象</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做外贸业务<span style="color: black;">必定</span>要有敏锐的嗅觉，可搜寻潜在客户购买的信号。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">采购过<span style="color: black;">咱们</span><span style="color: black;">制品</span>的企业并不<span style="color: black;">表率</span><span style="color: black;">便是</span>好的潜在客户，要看其<span style="color: black;"><span style="color: black;">是不是</span>能够<span style="color: black;">连续</span>采购，采购频次及频率是多少，以及在市场上的活跃度<span style="color: black;">怎样</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span>时候，<span style="color: black;">有些</span>活跃的潜在客户<span style="color: black;">亦</span>并不<span style="color: black;">表率</span>其<span style="color: black;">便是</span>有效客户，还需要<span style="color: black;">咱们</span><span style="color: black;">分析清楚客户是专业买家还是贸易<span style="color: black;">机构</span>、中间商，抑或代理采购。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">另一</span>，某些潜在客户会迟迟不下订单，或<span style="color: black;">基本</span><span style="color: black;">无</span>打算下订单。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">处理这类潜在客户的<span style="color: black;">办法</span>之一是减少跟进工作量，<span style="color: black;">把有效时间投到更有下单可能性的客户身上。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">毕竟<span style="color: black;">咱们</span><span style="color: black;">每日</span>的工作时间是有限的，要在有限的时间内把精力放在<span style="color: black;">有些</span>高质量的<span style="color: black;">优秀</span>客户身上。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">利用外贸大数据紧盯采购变化</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一般</span><span style="color: black;">状况</span>下，<span style="color: black;">咱们</span><span style="color: black;">通常</span>会对市场<span style="color: black;">优秀</span>客户做全面的关注，<span style="color: black;">包含</span><span style="color: black;">客户从哪个国家采购，<span style="color: black;">是不是</span>从中国采购、何时采购，近年的采购趋势是增长还是下降等。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">优秀</span>客户常年会有1～2家稳定的供应商，<span style="color: black;">因此呢</span>需要<span style="color: black;">连续</span>跟进。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一旦某天所关注的客户<span style="color: black;">起始</span><span style="color: black;">频繁地更换供应商</span>或<span style="color: black;">采购量<span style="color: black;">持续</span><span style="color: black;">增多</span></span>，就说明原供应商的供货能力已<span style="color: black;">没法</span>满足该客户的现有<span style="color: black;">需要</span>，</span><span style="color: black;">客户正在寻找更适合、更稳定的供货伙伴。对外贸业务人员<span style="color: black;">来讲</span>，此时<span style="color: black;">便是</span>很好的进入机会。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">而充分利用好外贸大数据，<span style="color: black;">能够</span>随时紧盯客户的采购动态变化。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">置身变化莫测的外贸大环境之中，每时每刻都有市场新介入者和退出者，<span style="color: black;"><span style="color: black;">经过</span>竞争对手的客户群体来挖掘潜<span style="color: black;">留意</span>向客户是另一种<span style="color: black;">有效</span>的方式。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">经过</span>外贸大数据的分析，<span style="color: black;">能够</span>时刻关注竞争对手的供货能力。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">例如，<span style="color: black;">因为</span>原材料供应链问题<span style="color: black;">引起</span>产能不足或企业<span style="color: black;">自己</span>在走下坡路时，此时应<span style="color: black;">把握</span>好当“接盘侠”的<span style="color: black;">机会</span>，一旦嗅到这个信号，就要立即行动起来。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">企业找到<span style="color: black;">自己</span>相<span style="color: black;">针对</span>竞争对手的<span style="color: black;">优良</span>、做好接盘等一系列变化<span style="color: black;">行径</span>，都离不开<span style="color: black;">对<span style="color: black;">精细</span>数据的分析</span>。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/fugbSkdBHCCRrIPz0ianlQk1JeibCgJqeH8NQHqRKAf8Yicx0hgdeXwoibkWujG7rqrJlU69YDQUPQ4gHa4l5G882w/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">触达潜在客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">首要</span>你得找到采购商</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">首要</span>你得找到采购商<span style="color: black;">况且</span>要是对您这类<span style="color: black;">制品</span>有<span style="color: black;">需要</span>的<span style="color: black;">目的</span>客户，<span style="color: black;">亦</span>叫潜在客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">找客户，<span style="color: black;">咱们</span><span style="color: black;">能够</span><span style="color: black;">经过</span>各大<span style="color: black;">外贸平台，社交网络，搜索引擎，谷歌地图，黄页，名录，海关数据，展会网站，协会，政会<span style="color: black;">公司</span></span>等<span style="color: black;">关联</span><span style="color: black;">途径</span><span style="color: black;">查询</span>你的采购商名单。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">获取到采购商的<span style="color: black;">机构</span>名，<span style="color: black;">tel</span>，及<span style="color: black;">机构</span>网址，自己搜索能力强大的，<span style="color: black;">能够</span><span style="color: black;">有害</span>用付费工具。<span style="color: black;">倘若</span>自己搜客户能力不太强大的，<span style="color: black;">意见</span>还是给自己配一个工具比较好，事半功倍。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">挖掘采购商决策人及决策人邮箱</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">①网站挖掘：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">咱们</span>在找到一个客户的网址的时候，<span style="color: black;">首要</span>要登录客户的官网查看，<span style="color: black;">非常多</span>官网会<span style="color: black;">颁布</span>老板<span style="color: black;">或</span>负责人的名字，运气好的还会直接<span style="color: black;">颁布</span>邮箱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">②搜索引擎挖掘：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">通常</span>国外负责人邮箱都是<span style="color: black;">XX名字+企业邮箱</span>后缀，官网<span style="color: black;">无</span>找到的话，<span style="color: black;">咱们</span>再利用搜索引擎<span style="color: black;">或</span>社交网络来搜负责人的名字，关键字<span style="color: black;">能够</span>XX<span style="color: black;">机构</span>+owner或director或buyer等，<span style="color: black;">尽可能</span>多用<span style="color: black;">区别</span>职位去搜索引擎尝试搜索。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>找到负责人名字了，<span style="color: black;">咱们</span><span style="color: black;">能够</span>针对负责人进行邮箱挖掘。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">③最直接的<span style="color: black;">办法</span>：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">拿<span style="color: black;">负责人的名字+企业邮箱后缀到谷歌搜索引擎搜索</span>，<span style="color: black;">倘若</span><span style="color: black;">无</span>搜出来，<span style="color: black;">咱们</span><span style="color: black;">能够</span>再利用邮箱猜测办法，<span style="color: black;">咱们</span><span style="color: black;">能够</span>观察一下这个<span style="color: black;">机构</span>职员对邮箱的命名规则，对邮箱进行猜测。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">所说</span>猜测，其实<span style="color: black;">便是</span>将负责人的姓和名字进行<span style="color: black;">区别</span>的组合，<span style="color: black;">而后</span>再猜测其邮箱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">咱们</span>组合<span style="color: black;">区别</span>的人名，<span style="color: black;">而后</span>对邮箱进行猜测，去验证这些邮箱<span style="color: black;">那些</span>是有效的，有效的邮箱<span style="color: black;">便是</span>该关键负责人的邮箱，发<span style="color: black;">研发</span>信<span style="color: black;">就可</span>。<span style="color: black;">因此</span>当您<span style="color: black;">没法</span>找到负责人邮箱的<span style="color: black;">状况</span>下，您<span style="color: black;">能够</span>尝试猜测采购商的邮箱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">④邮箱没找到怎么办？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">利用<span style="color: black;">社交网络</span>添加负责人为好友。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当咱们<span style="color: black;">无</span>挖掘到客户邮箱的<span style="color: black;">状况</span>下怎么办？难道不联系？直接放弃？那<span style="color: black;">这般</span>做，估计你的业绩<span style="color: black;">亦</span>很难做起来，<span style="color: black;">咱们</span>要有刨根问底的精神，要像追自己女<span style="color: black;">伴侣</span><span style="color: black;">同样</span>，追自己的客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">社交<span style="color: black;">媒介</span><span style="color: black;">怎样</span>用？<span style="color: black;">例如</span>：<span style="color: black;">linkedin</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">A.创建自己的账号，填写自己的简介及职场经验。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">（主页要填写的有吸引力，采购商愿意和您做<span style="color: black;">伴侣</span>）</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">B.给自己中意的采购商发送好友邀请，不要什么<span style="color: black;">伴侣</span>都去加，做社交营销，讲究的是细水流长，心急吃不了热豆腐。<span style="color: black;">例如</span>：我做灯具，<span style="color: black;">那样</span>我就专门只添加灯具的好友。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">C.加好友的<span style="color: black;">同期</span>，您<span style="color: black;">亦</span>要<span style="color: black;">定时</span>发布自己的动态，这叫内容营销，<span style="color: black;">优秀</span>的内容，<span style="color: black;">能够</span>让采购商自己找上门。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">D.当采购商<span style="color: black;">作为</span>您的好友以后，您<span style="color: black;">能够</span>给好友发短<span style="color: black;">信息</span>，但<span style="color: black;">意见</span>您不要疯狂发推销信，要是被客户投诉，您的账号很容易被封</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">⑤都联系不上怎么办</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">还是那句话，不要轻意放弃，<span style="color: black;">咱们</span>不是还有客户的<span style="color: black;">tel</span>吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">晓得</span>采购商的名字，<span style="color: black;">晓得</span>采购商的<span style="color: black;">制品</span>，直接<span style="color: black;">tel</span>联系采购商，效果更佳。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">然则</span><span style="color: black;">非常多</span><span style="color: black;">伴侣</span><span style="color: black;">胆怯</span>，觉得自己外语差，不敢打<span style="color: black;">tel</span>，不<span style="color: black;">晓得</span>要说什么，其实多打打就好了。外语好<span style="color: black;">能够</span>给自己的外贸业务加分。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">打<span style="color: black;">tel</span>的<span style="color: black;">目的</span>要简单，清晰</span><span style="color: black;">，一个订单<span style="color: black;">经过</span><span style="color: black;">tel</span>是很难立刻成交的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">打<span style="color: black;">tel</span><span style="color: black;">重点</span>抓住几点：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">①您是谁，简单介绍自己</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">②你要找谁</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">③你的目的是什么？获取采购商邮箱？获取手机号？等要有自己的一个目的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">只要达到你定的目的就<span style="color: black;">能够</span>，<span style="color: black;">倘若</span>这次没达到，过段时间，再尝试。<span style="color: black;">不外</span>打是话之前，最后把自己要讲的话记录下来。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不要<span style="color: black;">茫然</span>去打哦，<span style="color: black;">咱们</span>要做<span style="color: black;">精细</span>营销。<span style="color: black;">tel</span>营销技巧就不多讲了，<span style="color: black;">大众</span><span style="color: black;">能够</span>去课程学习哈。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/fugbSkdBHCCRrIPz0ianlQk1JeibCgJqeH28EmlqH3yxcZPQrWQibOSJibMODZ25MANKCFaRrakbGVuo96EliaYwNbg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">—End—</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">—华诚创智—</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸人的贴心顾问</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">海外客户<span style="color: black;">研发</span><span style="color: black;">|</span>商务跟进<span style="color: black;">|</span>外贸团队培训<span style="color: black;">|</span>物流代理及融资、保理</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/fugbSkdBHCBoruibAIicsiaTSFcMr94PRccInEmtRoIicFw5baWztMFmYgm6FsibxdOmiaOaNsFEz1rcBPXVMqgG757A/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/fugbSkdBHCBoruibAIicsiaTSFcMr94PRccc5iaR99RJyVsgFmibX8Gjuzsrf1c9BoyaH2T5t7Gvvd6BicciaS4NYX2wQ/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
一看到楼主的气势，我就觉得楼主同在社区里灌水。 楼主果然英明！不得不赞美你一下！
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