客户询价后，跟进客户是必不可少的步骤，就像追女生，女生对你有一定了解了，不能半途而废。

After quotation, following customer is necessary. Just like chasing girls, they know something about you and you cannot stop on the half of the way. 

根据我的经验，能在第一次拜访中就能做成生意的比例只占5%，嗯！第一次见面就成功的毕竟少数。也就是说跟进成了销售中最主要的工作。当然，永远和你不做生意的潜在客户也只占5%。

According to my experience, proportion of making a deal in the first visit only accounts for 5%, yes! Minority can win a girl in the first visit after all. This means that follow-up become the main work of salesmen. Of course, only 5% potential customers never do business with you.

我往往针对不同的客户情况把跟进分成三类，1.是服务性跟进；2.转变性跟进；3.长远性跟进。这里只讲后两种跟进，第二种转变性跟进，是指通过预约或者拜访直到通过努力可以达成合作的一种跟进方法。第三种长远性跟进，是指短期内还难以达成合作的跟进方法。

I keep following up in three different ways in accordance with different customers. The first one is following up with service; the second one is following up with transformation; and the third is following up with long-term. Only the latter two kinds will be mentioned here. The second situation is following up with transformation which means that trying the best to reach cooperation by making an appointment or visit. The third one means that it is hard to cooperate with them in a short term.

所谓转变性跟进，是根据客户的态度决定的。情况有以下几种
The so-called following with transformation depends on customers’ attitude. Various situations are as followed.

1、客户对产品还是比较感兴趣，也需要这种产品，只是对价格还有不同意见。针对这种客户的跟进，最好是收集同类产品的价格情况，从自己的产品成本出发，算账给客户听，以取得对你产品价格的认可。

The customer is comparatively interested in the product and needs it but holds different idea on price. For this kind of customer, the best way is to collect price of the same kind of product, and calculate to the customer begin with your product cost to gain approval of price for your products.

2、客户对产品很感兴趣，也想购买你的产品，但由于暂时的资金问题无法购买，对这类客户你应和他做好协调，共同制定出一个时间表，让他把购买你的产品费用做进预算。

The customer is very interested and wants to buy your product, but they cannot because of capital. You ought to coordinate with them very well to this kind of customers, jointly making a schedule and making them put the expense of purchasing your product in budget.

3、客户对你的产品还没有一个很深的了解，态度暧昧，可买可不买。对这类客户要尽量把自己的产品说的浅显易懂，要把产品给客户带来得好处数量化，激起客户的购买欲。客户往往最关心你的产品会给他的公司带来什么样的实惠。

The customer does not know your product very much, and the attitude is not firm. To this kind of customer you need to represent your product simply and understandably, quantify advantages that bring from your product to the customers, arousing the purchasing desire of them. They always care what advantages your product can bring to their company most.

所谓长远性跟进，是客户根本就不想用你的产品或者已经购买了同类产品。这类客户不会由于你积极的跟进就会要你的产品或者和你合作。对这类客户是不是就放弃不跟了呢？实践证明，往往这类客户会出现大买家，但你跟得太紧反而引起反感。最好的做法是和他真心实意的做朋友。

The so-called following up in long term is that the customer does not want your product at all or has already buy the same kind of product. This customer will not take your product or cooperate with you just because you are actively to keep following up. Does it mean you should give up on this kind of customers? Practice proves that big buyer always shows up around this kind of customers, but you might trigger antipathy if chasing too tight. The best method is making friends with them sincerely.

上面我简单的介绍了一些跟进的方法，可能并不详尽。可销售中许多方法还要你学会变通也要学会不断总结自己的经验。举一反三，无师自通才是销售的最高境界。

I have simply introduced some methods above to keep following-up. They might not be detailed enough. But many sales methods need you to learn to change and to summarize your own experience. It is the highest realm that draws inferences from a case and learns without teacher.

箱讯科技立足于国际货代供应商管理服务，团队自主研发国际货代SAAS系统，致力于成为顶尖的国际物流数字化基础设施供应商，以科技驱动国际物流创新发展，打造国际物流全链路数智化服务平台，为客户提供专业化透明化高效高性价比的全球供应链整合解决方案，以及端到端可见性和可控性的国际物流服务，欢迎咨询400-1567-881。