「Have you bought a ticket?」 「When is your holiday?」「When will you go back home?」… With the Spring Festival holiday approaching, topic on WeChat is about holiday. Meanwhile, it reflects their mood, but beyond expectation, some hardworking salesmen have had holiday plan. Although during holiday, they won’t miss each opportunity to cooperate with customers, actually this is also the essential characteristic for an excellent salesman.
那麼今天我們要探討的話題就是：為什麼要在假期跟進客戶，效果又如何呢？
So today we are going to discuss a topic: why should we follow up with customers during holiday and how well does it work?
不知道大家最近有沒有發現，大部分客戶開始變得有時間，更願意跟我們聊了，詢盤好像也比以往多，其中可能因為在年關客戶手上的項目已經完成得差不多了，當然有很大一部分原因是我們的競爭對手已經逐漸開始放假。
Do you find that most of customers are much more free to chat with us as well as inquiries, perhaps by the reason that almost customers had completed their projects, but the main reason is that many of our competitors are gradually on their holiday.
正如阿連之前曾經發布過一篇《我是不會告訴你：外貿黃金時間即將來臨啦》一樣，所以如果此時我們加緊聯繫客戶，那麼他們就可以預留更多的時間給我們，同時也能更加專注於我們一家的產品，更能給客戶留下深刻的印象。特別是節假日的時候，當其他業務員都沒有聯繫客戶的時候，也正是客戶最專注的時候，所以我們更應該抓住這段黃金時間。
As an article I』ve released--Golden Time of Foreign Trade, if at this time, we are stepping up efforts to contact them, they may give us more time, meanwhile, focusing on us so have deeper impression on us. Especially on holidays, when other salesmen don’t contact with customers, it is the golden time for us to seize because they are focused.
當然也會一些朋友說，客戶都知道我們中國將要進入長假模式，所以下單率並不高，因為即使是現在下單，也只能等年後工人回廠了才能正式開始生產。
Some must concern that customers know our holiday so won’t place many orders. Even they do so, workers cannot normally work until they come back the factory.
但阿連卻並不這樣認為的，正因為我們將要進入長假模式，我們更要提醒客戶，現在下單，我們能更快等年後回來第一時間安排他們的訂單，而不至於拖延了他們的銷售。
But I don’t think so. Since we are about to have a long-term holiday, we must remind them that if they place orders now, we can arrange their orders once we come back to avoid delaying their sales.
還記得剛開始接觸外貿的時候，阿連發了很長一段時間的開發信，但是實際上效果卻不好，極少能夠收到客戶的回覆，即便平時打電話給客戶催促，也很少能收到客戶的反饋。但是在一個五一長假時，趁著其他業務員都想好好休息時，我依然堅持給客戶發開發信，結果收到了比以往都多的客戶回復和詢價，同時也為自己後來的進一步跟進積累了一部分的客戶。
I remember when I started my foreign trade career, I kept sending development letters continuously for a long time but achieved nothing. Even I called my customers, seldom of them would reply to me. But during one May Day holiday, when others enjoyed their holiday, I still insisted on sending development letters. Surprisingly, I received more replies and inquiries, which accumulated parts of customers for my next step of following-up.
另外，去年一個找了好久都沒能找到關鍵人的重點客戶，因為在網上找了很多與公司相關的人的聯繫方式，在去年春節的前期，即便不清楚對方是不是關鍵人，但我讓仍堅持給客戶發了很多郵件，結果在春節前一天，突然收到了來自其中一個聯繫人的祝福郵件，後來才知道這個人正是他們公司的採購經理，為我們後來的合作奠定了基礎。
The other case was that I』ve tried my best to find the key person of my important customer for long time but still failed because there were many related contact information on the Internet. A few days before the New Year last year, without knowing they were key persons or not, I still sent many emails. On New Year's Eve, I suddenly received a blessing email from one of them, afterward, I found that he was their company's purchasing manager，which laid a foundation of our cooperation.
最後總結一句話給大家，還是那句話：越努力，越幸運。
At short: the harder you try, the luckier you will be.
外貿連閱讀指引
①星期一：招聘信息發布
②星期二：【連看世界】
③星期三：Choco專稿
④星期四：【Lian英語】
⑤星期五：【對話阿連】
原創作品，歡迎轉載，請標明出處：外貿連（微信號：LWG-8888)
Original works，welcome to repost， plesae mark the source:外貿連（Wechat ID:LWG-8888)