如何识别白嫖客户
要远离白嫖客户，首先需要学会识别他们。
以下是一些常见的特征：
1、从不下单：尽管多次报价，但这些客户从未下过订单，甚至没有对你的报价作相应的回应。
2、频繁提出无理要求：这些客户经常提出超出正常业务范围的要求，如免费订舱、催货等。
3、态度强硬：白嫖客户往往态度强硬，甚至威胁说如果不满足他们的要求就会投诉或终止合作。
4、缺乏诚信：他们可能会夸大自己的购买力或隐瞒实际情况，以获取更多的免费服务。一再地忽悠你，目的只有一个，就是获得更久的免费服务。
5、从不付费、一再失信：他可能称你又是Dear，又是Brother的，可能承诺下次给你下单，但是从未做到，一再失信于你，对你提供的服务从不提付费，绝对是一个“渣男”。
6、过度索取：要求提供详细方案、报价、竞品分析，却拒绝透露自身需求或预算。
7、拖延决策：以“需内部讨论”“等预算审批”为由长期拖延，却持续要求支持。
8、对比压价：将你的方案与免费资源对比，试图压低价格或获取额外服务。
9、消失术：咨询后突然失联，或转向其他供应商后仍要求你提供后续支持。
高质量客户：
- 会说明自己是采购/老板
- 会写清楚大致采购数量、周期、交货地
- 会主动提到认证、测试标准、售后要求
- 跟你确认交货期
- 反复讨论付款方式
- 提出正式报价要求
-
询问包装、标签、单证等细节
白嫖客户：
-
问一句“How much？”就没下文 -
要你做一堆方案，却不提他是谁 -
问东问西，完全没有订单时间表 -
拉长战线，不断“等等看” -
拒绝付样品费、打样板 -
不肯给公司抬头、不签NDA、不确认收货地
如果连需求都不说清，那就只是来收集资料的，不要浪费精力。
真正有采购任务的人，是“怕出问题”，不是“怕你催单”。
衡量客户的唯一标准不是“问得多”，而是——他愿不愿意为合作付出任何成本。
哪怕是：
-
一点样品费 -
一次视频沟通 -
一份简单的订单承诺
愿意付出，才是真买家。
那些“你先寄我看看”、“给我最底价我考虑下”的，别犹豫，直接归类为“白嫖”客户。
解决方案：学会拒绝，远离垃圾客户
1、在初次接触客户时，就设立明确的合作条件和底线，特别是你能接受的支付方式、定金和尾款比例的底限。
2、在正式合作前，签订详细的合同，明确双方的权利和义务。
3、定期评估客户的表现和合作情况。对于那些不守信、长期不下单、频繁提出无理要求的客户，通过邮件或电话与其沟通，明确告知合作的底线和期望。
4、培训员工学会识别和应对白嫖客户，增强他们的拒绝能力和自我保护意识。
5、在面对无理要求时，要明确表达自己的立场和底线。例如，可以说：“我们公司提供的订舱服务是有成本的，如果您需要这项服务，请支付相应的费用。”
6、在拒绝客户时，要保持专业态度，避免情绪化。
7、在拒绝客户的同时，可以提供一些替代方案，例如推荐其他服务提供商，或简单解释如何自行完成相关操作。
8、面对强硬的客户，必须坚定立场，不能因为对方的威胁或施压而妥协。要明确告知客户，如果不遵守合作条件，公司将终止合作。
9、与同事或上级讨论，共同制定应对策略，避免个人承受过大的压力。
以下是一些外贸应对白嫖客户的话术：
应对白嫖样品的客户
明确收费政策：
Dear [客户称呼]，thank you for your interest in our products. We are happy to provide samples to our customers, but according to our company policy, sample costs and shipping costs need to be settled before shipment. We truly appreciate your understanding, as this helps us maintain a fair and smooth process for all our clients. Please let us know if you have any questions.
强调成本与风险：
Dear [客户称呼]，we understand that you may be interested in our products and would like to see the samples. However, producing and shipping samples is not without cost. We have to consider the cost of materials, labor, and shipping. If you are serious about working with us, we would be happy to provide samples, but we need to charge a reasonable fee to cover our costs. Otherwise, we may not be able to provide samples for free. We hope you can understand our position and look forward to your response.
应对频繁询价但不下单的客户
询问采购计划：
Dear [客户称呼]，we have been in contact for a while and have provided you with a lot of information and quotes. We are wondering if you have a specific plan for placing an order? If you have any questions or concerns, please let us know so that we can assist you. We are looking forward to your order and are ready to provide you with the best service.
提醒合作成本：
Dear [客户称呼]，we have spent a lot of time and effort in responding to your inquiries and providing you with detailed information. We hope you can understand that this process also costs us time and resources. If you are not planning to place an order in the near future, we would appreciate it if you could let us know so that we can focus our efforts on other customers who are more likely to place orders. We hope you can make a decision soon and look forward to your order.
应对要求免费服务的客户
说明服务价值：
Dear [客户称呼]，we are happy to help you with your inquiries, but we have to consider the value of our services. We have a team of professionals who are dedicated to providing high-quality service to our customers. If you need our services, we would be happy to provide them, but we need to charge a reasonable fee to cover our costs and ensure that we can continue to provide the best service to our customers. We hope you can understand our position and look forward to your response.
提供替代方案：
Dear [客户称呼]，we understand that you may be looking for a cost-effective solution. However, we are not able to provide free services. We can offer you some alternative solutions that may meet your needs and budget. Please let us know if you are interested and we will provide you with more details. We hope you can find a solution that works for you and look forward to your feedback
