鉴于小伙伴们的请求，今天来说点干货，谈谈跟进客户的那些事儿...
跟进的客户可以分为三大类：
1） 潜在客户
2） 合作客户
3） 老同事留下的客户
而每一类下面又可以分为一些小分支，今天先说说大类客户如何跟进的问题。
对于未合作的潜在客户，可以先给客户一个定位，根据客户咖位的大小分为ABCDEFG，A类客户要重点跟进，时常关注他的网站及个人社交平台的更新，做好打持久战的准备。
如果初次询价没有回复，或者最终因为种种原因未能成单，要把握好跟进频率，没回复的时候，跟进稍频繁一些3-3-7-7天，若客户已经告知你未下单的原因，切勿再保持相同的跟进频率，以防客户反感。一般保持在与合作客户跟进的同等水平即可，建议以月为单位跟进。
跟进方法：
询盘同类产品推荐/新产品更新/行业及市场行情/同类客户的订单动态及产品介绍
此类客户更侧重于专业，质量及服务，在对客户不了解的情况下，切勿自作聪明去谈一些与产品及工作无关的事情。大客户没有过多的时间和精力去聊些无关紧要的话题，除非你们关系够铁并足够了解他。
跟进案例1:
Hello **,
How are you doing? This is Elisa, hope it doesn't disturb you.
Writing to share with you a Waterproof Testing Report about the 40mmledmodule you inquired at Oct.
They were soaked in the water the whole morning, but finally every led module kept working well, no any damaged.
If someday you want samples for testing yourself, please don't hesitate to contact me.
Although price is an important factor for buyers when you decide to purchsomething, other factors also as important as it.
Hopefully finally we can have a chance to prove something we have.
Best regards,
Elisa
对于已合作的客户，此时对他已有足够的了解，要对症下药，知道他喜欢什么类型的产品，更侧重于价格还是质量。后续跟进不要只是干巴巴地问：“Do you have new order?”可以全方位地获取并稳定客户对你的依赖及信任，比如：
货收到后，可以以”售后服务”为由，让客户站在客户的角度给出更多合理的建议，以求合作关系的稳固；
原材料涨价，可以及时更新产品价格，以帮客户节约成本为由，促成订单的再一次成交；
类似新产品推荐。此类新产品要结合客户之前的订单类别，以最适合客户市场的价格或质量或款式为由，给客户提供最新动态.....
跟进案例2:
Hello **,
Good morning! Hope you are doing well
Perhaps you are too busy to reply my previous emails, as well as LEDs are not used more.
No matter what reasons, we really want to get your professional suggestions about our LEDs you purchased.
It's really very very important to us.
In additional, Christmas Day is coming soon next month, if anything we can do for you on led lightings,
please don't hesitate to contact me.
Best regards,
Elisa
最后说说老同事留下来的客户，此类客户可以说是最难拿下的，有时候足够细心足够专业还远远不够。人心都是肉长的，尤其是与前同事长期合作的客户，双方已然达成共识，并建立了良好的伙伴关系，想要“挖墙角”不是一件简单的事情。
首先，要对这个客户足够了解，了解他之前所有的订单情况，了解他的喜好;
其次，要找出之前同事跟进中的薄弱环节，优化服务质量，同时要对前同事大加赞赏，切勿通过贬低别人来抬高自己；
最后，跟进初期要让客户感受到你的诚意，并适当地给客户一点甜头，让他对你慢慢产生信任感，弱化对前同事的依赖性。
跟进案例3:
Hello **,
This is Elisa, who is taking over Daisy's work from now on.
Knowing from your previous emails, you are really a nice person, very polite and easy-going!
It's my pleasure to be on continuous service of you in the next work.
Also, I found something bad from ourselves. I trust everything will be better and better in our next cooperation.
Products what you ordered as below:
1- shell and base
2- SJ-219-led PCB
3- SJ-6018-24V
4- K-1000C sd card controller
By the way, in fact, it's no need to charge molding fee for RGB(without ic) lamp, maybe Daisy got something wrong....
Anyway, if anything I can do for you in the future, or anything about the lights you purchased, please contact me feel freely.
Elisa is always here, and will try my best to help you!!!
I added yourSkype, please agree with me on your convenient time. Thanks!
Best regards
Elisa
