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LinkedIn与线下展会的结合

我们先分析欧美客户B2B采购的情况,欧美客户重要的采购和合作基本上是先通过线上搜索和线下展会找到供应商,再线下约见面会谈,或拜访工厂的方式逐步完成供应商的筛选和批量下单。

那么线下的展会和工厂的准备是面谈非常重要的场景,谨慎的客户很多时候会通过多次展会观察和工厂考察供应商后才做出采购的决定。所以,我们如何缩短成交需要经历的过程,节省时间,就显得非常重要。

第一、借助灵柏在领英上的优势,可以让你的业务在线上实现和潜在客户多部门的联系和沟通,保持和他们的联系和沟通频率,及时提醒客户在重要的展会到现场参观贵公司的展位并进行面谈;同时,线下展会的活动可以通过灵柏及时的发布在领英账号,批量告知所有客户展会的进展,吸引更多客户到场交流。

第二、现在更多的中国企业销售人员已经将到客户所在国拜访加强关系作为新的B2B业务突破方法,这需要花费大量时间和金钱,同样,如果能利用好线上的工具,做好提前在线上先对拜访目标国的客户群做提前的营销,并在到达过程中做拜访过程的宣传,让周围的客户更多的通过线上看到和了解贵司品牌和产品,增强信任度,可以大大提高效率,还可能见到新的客户,开拓新的商机。

第三、如果有客户到工厂拜访,同样值得来一场生动的营销报道,结合客户拜访的图片及时发布到公司领英账号,让关注自己的客户和自己关注的客户都体会到工厂的专业和热情。

关于接待客户时工厂应该做相关的准备,灵柏团队有幸考察过意大利知名照明公司的办公区和生产区,明细看到了一些差距,如果中国的工厂都能在专业性和整洁度两方面做到相同水平,相信一定会大大提高竞争力!

Tech

如何将联系人转换为询盘

有了联系人之后就像是你的鱼塘有了鱼,但是鱼不会自己上钩,所以需要你自己的主动出击。加了联系人之后可以分下面几步进行跟进。

第一步:表示感谢。

不要在一开始就表露出想做生意的企图,你唯一需要做的就是感谢对方同意加好友。可以用以下模板。        

模板一:Thank you so much for accepting my request!
模板二:Thanks for letting my join your professional network. Appreciate it!
模板三:Thanks for connecting! You have a nice day.

第二步:介绍自己独特价值然后明确告诉客户你希望他做什么,第二步和第一步最好间隔一个礼拜以上,可以用下面的模板:

Hi Jacky,

I saw you are working at XXX Lighting Company as a Lighting Designer. Our company has long history of working with Lighting Designers in different countries and our rich product lines become a great additional to their designs.(说明自己的独特价值) Would you like to learn more about how do we make Lighting Designers successful? (明确告诉客户你的诉求是什么)Thank you.

Lance

第三步:如果第二步客户没有回复,那就需要进行跟进。

Hi Jacky,

Just want to follow up with previous message. I will be extremely grateful if you can simply respond yes or no. If you are not interested in, no worries at all! Thank you!

Lance

如果第三步对方依然不回,就不要再继续发消息,因为有可能对方会把你当成发垃圾消息进行举报,导致你的账号受限,接下来能做的就是偶尔给对方的帖子点赞,或者对方生日的时候发祝福来刷存在感。

Tech

提高好友通过率的唯一黄金法则(附带模板)

在LinkedIn上,大部分国外客户的目的是只与他们值得信任的职场专业人士联系,所以如何给人第一印象留下专业印象很重要。

个性化的好友请求的通过率是模板的10倍以上,所以我们必须个性化好友请求,个性化的请求需要包含对方名字,强调了解过对方,说明来意,赞扬对方,同时保持礼貌和专业,LinkedIn上最无聊的一句话就是:“I’d like to add you to my professional network on LinkedIn.”

初级个性化 – 称呼对方的名字.

           Hi Jacky,

I’d like to connect with you on Linkedin. Thanks.

Sally

进阶个性化 – 称呼对方名字,简短自我介绍并且说明来意

Hi Jacky,

My name is Sally and I work for PrtScn Lighting Company. We have lots of great products and thought you might be interested in. Can you accept my connection request? Thanks.

Sally

高级个性化 – 称呼对方名字,简短自我介绍并且说明来意,不带销售意图的介绍自己能给对方带来的价值。

Hi Jacky,

My name is Sally and I have been in lighting industry for more than 10 years and I have built lots of great partnership with lighting designers through our project. Let’s connect as I believe my expertise and deep understanding in China market can be a great additional to your design. Thank you!

Sally

一些针对特定场景的有用的模板。

展会上见过

Hi Jacky,

I enjoyed our conversation during Hong Kong Lighting Fair last week. Your deep insight on LED lighting market is incredibly impressive. I’d definitely like to connect with professional like you. Let’s keep in touch!

Sally 

如果你想添加一些比较有影响力的人,诀窍是强调了解他们的工作,赞扬他们的工作。

模板一:

Hi Jacky,

I am a Major Account Manager at PrtScn Lighting. For the last year, I’ve been following your lighting design work and it’s really impressed me. I particularly loved your work for London Art Museum as the lighting component was really amazing and effective. If possible, can I join your professional network so I can learn more about your great work? Thank you.

Sally

模板二:

Hi Jacky,

I saw your project you did for Paup Company, and I am impressed with your work. My company is looking for partnership with lighting designers like you and our products can definitely enrich your design. Let me know if you are interested in working together. Thank you.

Sally

添加在同一个群组里的人。

Hi Jacky,

We are in the same group – LED Lighting Design, and I have really enjoyed reading your posts. Especially regarding the part about the future design change treading in Asia market. I’d love to keep in touch and learn more from you.

Sally

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