做外贸要挖别人的老客户不是件容易的事

我们知道，从有些付费的海关数据我们可以看到客户进口信息，也能知道客户是从中国哪个供应商采购的。

如果这些客户每年都有稳定的采购量，他们就是我们的潜在客户，你可以尝试不断地发消息开发，先做备胎，一旦他的原有供应商出现了问题，你就有机会转正，前提是你要找到这种客户并且坚持足够久的时间。

有些公司年底离职率比较高，这个时候公司领导可能会安排一些老客户给新员工跟进，对于曾经给公司下单的老客户，很多时候换人反而不下单了。无论新人如何绞尽脑汁，客户都只是保持着客套的回复！大概率是客户被离职的人带走了，这种客户是认人的，对原来的业务员是非常认可的，对方不一定看的是公司，有可能是看的价格。除非原来的业务员在处理客户订单时出现过非常大的错误，否则很难与你建立联系！

对于这种客户，你没必要花太多心思和精力在他身上，保持着联系就好。毕竟他已经跟老业务有过几年的交情，他习惯了之前业务员的处事方式，很多老外比较懒，是不愿意花时间重新熟悉，重新磨合的。

我之前一个菲律宾的客户，他是一个非常优质的客户，在工厂还是小作坊的时候，每年有差不多两百万的订单，所以每次他来工厂拜访，老板和经理都会安排很周到的接待，随着订单量增大，工厂忙不过来，外发把订单质量做差了。客户最后一次来是索赔的，因为他的客户不接受货，他重新下单给另外一家工厂，可是我们老板却没有正确对待客户的索赔，最后搞得不欢而散。而经理却把责任推在我的身上，说是因为我订单跟进不及时而导致这样的结局，于是他就跟客户说把我换掉，让另外一个业务员来跟进客户的订单。

经理是为了让客户继续下单，给个台阶，而我成了背锅侠。可是后来客户却再也没有给我们公司下过单，他还私底下找过我，说知道我是无辜的，老板不承担责任的做法太令他失望了！

有的客户愿意跟随你是因为你的人品，你的处事方式让他舒服；有的客户离开一个公司是因为对公司处事方式失望，是因为他感受不到公司对他订单的重视。

要做一个能够让新老客户都喜欢的人，可不是一件容易的事，首先你得要了解他，其次你得要能帮他解决问题，最后你还得让他喜欢上你，最重要的你得创造机会让他相信你提供的产品能为他带来价值！

还有人问如何给客户写感谢信，这里收集了几封，大家可以修改使用。其实这段时间应该是要准备给客户发放假通知的了，感谢信在年底就应该发！

Dear xxx,

Greetings!

Thank you very much for your orders this year. I am pleased that you entrusted us as your supplier for your project and am grateful that you continue to put your faith in our services. I hope our products met your expectations.

As always, we are happy to support you with any future projects you may undertake. I wish you the best with your current project and look forward to seeing the outcome. Many thanks again, and I look forward to working with you in the future.

Thanks & best regards

xxx

Dear xxx,

Greetings!

Another year has come and gone and with it all of the excitement, hardships, and little victories that make life, and business, worthwhile. At this time of the beginning of 2024, we wanted to let our most valued customers know just how much we appreciate their continued support.

We want to thank you from the bottom of our hearts and wish you all the best for the coming year.

Happy holidays and happy new year!

Thanks & best regards

xxx

Dear xxx,

Greetings!

We just wanted to know that we truly enjoy working with you and feel honored to be your chosen supplier.

The growth we're experienced over the years is because of customers like you, who faithfully support our business.

We value your trust in our company, and we will do our best to meet your service expectations.

Thanks & best regards

xxx

Dear xxx,

Greetings!

You've been a customer for nearly xxx years now, and we can't thank you enough for your loyalty. we wanted to let you know how grateful we are for your recent purchase.

We appreciate the continued opportunity to serve you. As always, please let us know if there's anything we can do to improve our service further.

Many thanks again for all of your business over the years!

Yours faithfully.

xxx

Dear xxx,

Greetings!

On behalf of xxx I would like to say thank you for being a loyal customer. It has been a pleasure serving you and supplying you with xxx and we hope that we can have the pleasure of providing for you for many more years to come.

Many thanks for your ongoing business and we look foward to serving you in 2024.

Thanks & best regards

xxx

以上仅供参考！

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