第一步：初次跟进（报价后一周左右）
跟进方式与话术
邮件礼貌询问：
主题建议：“Follow-up on our quotation for [产品名称]”
正文示例：“Dear Mr./Ms. [客户姓名], I hope this email finds you well. We sent you a quotation for [产品名称] last week. Have you had the chance to review it? We're looking forward to your feedback so we can further assist you.”
语气应保持专业、友好，既提醒客户回顾报价，又避免施加压力。
结合产品信息强化印象：
若报价内容较复杂，可在邮件中提炼核心卖点，并附上高质量产品图片，增强视觉吸引力。
例如：“Our [产品名称] features high durability and innovative design, as shown in the attachment. If you have any questions, feel free to reach out.”
目的
确认客户是否收到报价，排除遗漏可能；同时通过简洁信息唤起客户关注，给予二次考虑的机会。
第二步：二次跟进（首次跟进后一周左右）
跟进方式与话术
电话+邮件组合跟进：
尝试通过电话直接联系客户，开场白可为：“Hi Mr./Ms. [客户姓名], this is [你的名字] from [公司名]. We recently sent a quotation and followed up via email. I wanted to personally check in to see if you had any thoughts or need further clarification.”
通话宜简明扼要，重点表达重视与服务意愿。
电话后立即发送补充邮件，主题建议：“Further Follow-up on [产品名称] quotation”
内容可重申沟通要点，并附上报价单及产品资料链接，便于客户查阅。
目的
通过电话建立直接联系，体现积极态度，快速获取客户反馈或潜在顾虑。邮件则作为信息留存和补充，提升专业度与可信度。
第三步：针对性跟进（第二次跟进后一周左右）
跟进方式与话术
针对价格疑虑调整策略：
邮件主题：“Special Consideration on Price for [产品名称]”
正文示例：“We've reviewed our quotation and can offer flexible options—such as adjusted pricing tiers based on volume—to better suit your budget. Let's discuss how we can reach a mutually beneficial agreement.”
针对产品匹配度问题：
主题建议：“Discover How [产品名称] Can Align with Your Needs”
详细说明产品如何解决客户业务痛点，结合同行业成功案例，增强说服力。
提供案例或样品激发兴趣：
若有海外客户好评案例，可附截图并说明：“We've helped [客户公司名] achieve [具体成果] with this product. Would you like to learn more?”
或主动提出寄样：“To give you a better understanding of our product quality, we'd like to send you a free sample. Just let us know your shipping address.”
目的
直击客户潜在顾虑，通过价格弹性、信息补充或实物体验打破僵局，展现合作诚意，推动回应。
第四步：激活性跟进（第三次跟进后一周左右）
跟进方式与话术
社交平台互动+邮件引导：
在LinkedIn等平台关注客户动态，适当点赞评论，建立线上联系氛围。
随后发送邮件，主题：“Connected on LinkedIn, Interested in Your Business Progress”
正文示例：“Hi Mr./Ms. [客户姓名], I noticed your recent posts about [客户业务动态]. It's impressive! Regarding our previous quotation for [产品名称], we're still keen to explore cooperation opportunities. When can we set up a call to move this forward?”
展会邀请创造见面机会：
如有参展计划，可邮件邀请：“We'll be exhibiting at [展会名称] in [地点] from [日期]. It would be great to meet you there and showcase our [产品名称] in person. Can we arrange a meeting?”
目的
转换沟通角度，借助社交互动或线下活动营造轻松氛围，激发客户参与意愿，重建对话通道。
第五步：冲刺性跟进（第四次跟进后一周左右）
跟进方式与话术
邮件制造适度紧迫感：
主题建议：“Last Chance to Secure [产品优势] with Our [产品名称]”
正文示例：“After several follow-ups, we’re eager to move forward. However, due to rising material costs/order scheduling pressures, our current terms may change soon. If you can confirm within [X days], we can lock in the existing favorable pricing.”
附加承诺增强信任：
如：“Once you place the order, we guarantee on-time delivery and extended warranty support. You can rely on us for a smooth cooperation experience.”
目的
在前期铺垫基础上施加合理压力，配合保障承诺，促使客户做出最终决策，避免无限拖延。
总结：通过五步递进式跟进——从温和提醒到电话触达，再到针对性破局、激活互动，最后冲刺促成，形成完整闭环。外贸从业者可依据此流程系统化推进客户沟通，有效提升转化率。
选择比努力更重要，方向比速度更重要
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