C级客户标准：简单地商务交流，交换名片，但没有谈到非常明确的产品需求，没有清晰的采购需求。这种客户可能是为了找一些产品的商机，可能是新开辟了这个行业，本人尚属了解摸底阶段。此时，业务员需要对客户做更深的了解，了解客户现有的业务范围和自己提供的产品范围是否接近，了解他的客户群体和自己现有的客户群体是否吻合，这一类客户具有相当的开发价值。

D级客户标准：则为只是拿样本，换名片，基本上没有交流的客户，展会上有大量此类客户存在。对此，业务员要通过后期信息收集、客户分析重新筛选及开发。

业务员根据客户分层形成销售漏斗，对不同等级的客户，制定跟进策略，有的放矢，把火力投放到最想要攻占的阵地，夺取相对最大的胜利。

04快速跟进不同类型的客户

1、A类客户

立即行动：在展会结束后的24小时内，发送个性化的邮件，通过提及展会上的一些细节或双方的共同话题或者合照，来唤醒客户的记忆。有明确意向的还可以提供详细的产品信息和报价。

提供样品：如果客户有打样要求，及时安排样品制作，并告知客户预计完成时间。

建立信任：通过提供公司案例、客户评价等，展示公司的专业性和可靠性。

邮件模板：

Dear [客户名],

Hi [客户名], it's [你的名字] from [公司名]. We met at [展会名] where you showed interest in [提及产品/服务]. To jog your memory, you mentioned [提及展会上的一个细节], which I found quite insightful.

I'm following up on our conversation about [产品/服务] and the specific needs you expressed. As discussed, I've attached the detailed information and pricing for our [产品/服务], including [任何特殊要求或讨论点].

Would you be available for a brief call this week to discuss how our [产品/服务] can address your [需求或问题]? I'm confident we can provide a solution tailored to your requirements.

Looking forward to your reply.

Best regards,

[你的名字][你的联系信息]

2、B类客户

这类客户在展会上留下了名片，表现出对产品的兴趣，但还没有做出购买决定。他们可能需要更多的信息或有些疑虑需要解决。

了解背景：在发送邮件前，先对客户进行背景调查，了解其业务范围、市场定位和潜在需求。

提供信息：发送包含产品目录、成功案例和定制服务介绍的邮件，以吸引客户的注意。

邀请互动：鼓励客户提出问题或要求更多信息，以便进一步沟通。

邮件模板：

Dear [客户名],

I hope this email finds you well. I am [你的名字] from [公司名], and I noticed your interest in our products at [展会名].

I have attached our product catalog for your review. We specialize in [提及主要产品或服务] and offer customized solutions to meet our clients' unique needs.

If you have any specific requirements or would like to discuss further, please feel free to reach out. We are here to help and look forward to the opportunity to work with you.

Thank you for considering [公司名] as your partner.

Warm regards,

[你的名字][你的联系信息]

3、C/D类客户

对于这类客户，可以采用群发邮件的方式，推送一些主打产品或促销活动，以激发他们的兴趣。

群发邮件：发送包含公司最新产品、促销活动和展会亮点的群发邮件。

持续沟通：定期发送更新和促销信息，保持联系并逐步培养客户。

邮件模板：

Dear [客户名],

It was a pleasure meeting you at [展会名]. I hope you found the event as informative and engaging as we did.

As discussed, I am sending over our product catalog and additional information about [提及产品或服务]. Should you have any questions or need further details, please feel free to reach out.

We are looking forward to potentially working with you and exploring how our products can meet your needs.

Warm regards,

[你的名字][你的联系信息]

4、未参加展会的客户

对于那些在展会前有联系但最终未参加展会的客户，可以通过发送展会精彩瞬间的图片集或通过社交媒体分享，让他们感受到展会的氛围，并提供一些展会上的热门产品信息。

分享展会亮点：通过邮件或社交媒体分享展会的精彩瞬间和成功案例，让未参加的客户感受到错过的机会。

提供展会专属优惠：为这些客户提供展会专属的优惠或折扣，以激发他们的购买兴趣。

保持联系：即使客户未参加展会，也要通过定期的邮件和社交媒体更新保持联系。

邮件模板：

Dear [客户名],

I hope this message finds you well. Although we were unable to meet at [展会名], I wanted to share some highlights from our successful participation.

[公司名] received an overwhelmingly positive response to our [提及新产品或服务]. I have included some photos from the event for your viewing.

We understand that you may have missed out on the opportunity to see our products firsthand, so we would like to extend a special offer exclusive to those who were unable to attend. Please find the details in the attached document.

Should you have any questions or require further assistance, please feel free to reach out.

Warm regards,

[你的名字][你的联系信息]

PS：记得根据客户的反馈和互动情况，适时调整跟进策略，以保持沟通的有效性和相关性。

05快速报价

及时响应客户的报价需求，快速报价，这是最重要的细节，当然这是以熟悉产品、价格等为前提。国外买家基本都是遍地撒网，如果我们没有及时回复，别的卖家可能就是抢占先机。

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询盘报价分析汇总