电话开发客户之武林秘籍 Develop Customers by Phones

打电话开发客户我相信已经是很多外贸老人的家常便饭，但是对于很多外贸新人来说，担心不如何开口或者电话费贵，而止于前。但实际上打电话是开发客户最常用，最直接也是最快的一种方式。一张订单，很多时候都来源于几通电话。如果现在的你还停留在发开发信等回复的阶段，那么，你是时候拿起电话联系客户了。

打电话开发客户有哪些需要注意的呢？

首先是电话前准备：

1、打电话之前，需要先整理好客户资料，将需要拨打电话的客户名单列出来，由于各地时差原因，建议将客户按国家或地区分类，方便分时段联系客户。

2、打电话前，将你要说的point列出来，以防一紧张脑袋空白，你这个电话就白打了，电话费也白花了，而且更重要的是会影响你给客户的第一印象。电话开头的两句自我介绍要说得流利而且流露出自信。因为对于素未谋面的你，你在电话里的表现就是客户判断你和你公司的依据。所以打电话前，适当的对话练习是必须的。

除此之外，你要做到以下几点：

1、确定打电话目标，给最有可能成为客户的人打电话。当筛选完海量客户信息之后，给自己订立目标，每天必须打出多少个有效电话（即能找到客户的电话，对方挂机和没有接通的不算哦）。督促自己完成每日目标。

2、做个贴心的业务员。接通电话后，有条不紊地介绍自己，语速不宜太快，在说出自己名字之后，可以再拼一次，加深客户印象。例如“I am Libby, L-I-B-B-Y.”仔细听对方那边的背景声，若发现对方听起来很忙或者正在开会，你可以问问他什么时候方便给他电话，然后与他约定时间。这样对方会感觉你有礼貌而且懂得分寸。切忌罔顾对方状况，自顾自地说。

3、灵活变通。若接通电话之后，发现是客户公司的前台，那么你很有可能会被对方打发回去，因为每天客户总会接到不少供应商要求合作的电话，所以，聪明的前台总是会以各种借口为老板挡掉不必要的 “骚扰”。因此，你的脑袋必须足够灵活。你若知道客户姓名，可以直接说：“Hello，I am looking for Mr. Danny. We have made an appointment before. Please help transfer for me(Or is he there?). ”对于这方面的应对策略，阿连之前也发布过不少，大家可以在往期的文章中找回哦，在这我就不一一列举了。

4、找个信号好的安静的地方打电话。打电话的环境是影响对方接听你电话的耐心的重要因素。若一通电话下来总是断断续续，客户会觉得不耐烦而且一通电话下来，他可能也对你没印象。网上推荐使用SKYPE 打网络电话，可以节省话费。但是网络问题，客户总是听不清，所以，若大家选用这种方法联系客户，就要确保你的网络足够畅通。（温馨提示：打国际电话如何省钱，也可以翻查我们之前发布过的《阿连支招┃与客户煲电话粥再也不用怕了！How to save your telephone bill》）

5、做好每一通电话记录，包括谈话进度，客户接通时间，遇到的问题等等。慢慢地，你就能总结出到底什么时候打给客户最适合，而且，打电话的技巧也会慢慢提升。

6、持之以恒。这是做业务员必须具备的条件。订单不是靠一两个电话就能促成的。很多销售都止步在第一通电话遭拒绝之后，而他的成功，也在这个时候止步。

一个客户是否目标客户，是否值得继续跟进，几通电话过后，基本上就能揣摩得八九不离十了。比起你无止境地发开发信等回复，打电话可以大大节约你的时间和精力。最后，阿连要提醒你，打电话前记得要查清楚余额是否充足。

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Believe that developing customers through phones has been common for lots of old foreign traders, but for green hands, they don't know how to talk or they are worried about the expensive telephone bill, so they don't go ahead. In fact, phone is the most commonly used, the most direct and fastest way of developing customers. An order, a lot of times is successful thanks to a few phones. If you still stay in waiting reply to your development letters, then it's time to pick up the phone to contact customers.

What should we pay attention to?

Firstly, preparation before phone:

1.Before calling, you need to organize customer data, make the clients called list, due to the time difference, I suggest you classify customers based on the country or region, so it's convenient for you to contact customers time-segmented.

2.Before calling, you should list your point, as your mind is totally blank because of intension, it would waste your time as well as phone bill, and moreover, it will affect your first impression to clients. In the first two sentences of self-introduction, you should speak in fluently with confidence. Because unknown to you, your performance through phone is the criterion that customers judge you and your company. Therefore, before calling, the appropriate dialogues is a must.

Besides, you should do the following tips:

1.Determine the phone target, you should call for people who is the most likely to become your customers. After filtrating mass customer information, set goals for you- how many effective calls you must make every day(It means the calls can find customers, exclusive of hanging up and not connected). Urge you to complete daily goals.

2.To be a close salesman. Answering, orderly introduce yourself, avoiding speaking too fast or too monotonously, and after speak your name, you could spell it again to deepen the impression of you. For example, "I am Libby, L-I-B-B-Y." Listen carefully to each other on the other side of the background noise, If discover the each party sounds very busy, or is in a meeting, you could ask him what time would be convenient for phone, and then fix appointment time with him, so that each party will feel you are polite and know your place. Avoid ignoring his situation to proceed.

3.To be flexible. Answering, if you found it is receptionist, you could be sent back in all probability, because customers will get calls from many suppliers demanding cooperation every day, a smart receptionist always helps the boss out of unnecessary disturbance with all sorts of excuses. Thus, it's necessary for you to be flexible. If you know customer's name, you could say directly, "Hello，I am looking for Mr. Danny. We have made an appointment before. Please help transfer for me(Or is he there?)." For such coping strategy, I have released a lot before, you could find in the past, and I'm not going to list one by one.

4.Make a call in areas of good reception quietly. Call environment is an important factor that affects their patience of answering your phone. If the phone is always in fragmented sentences, customers would feel impatient and he might not have impression for you after a call. It is recommended to use SKYPE for online calls, which could save money. However, customers don't hear clearly all the times for the weak network signal. So if you choose this way to connect customers, you should keep online networks fluent.(Warm prompt: if you want to know how to save money from international calls, you could read back our article How to Save Your Telephone Bill released before.)

5.Make a record for each call, including conversation progress, on-time, and questions and so on. Then you can know the most suitable time for phone, what's more, call skills will improve slowly as well.

6.To be persevering. It's the necessary condition for salesmen. Orders are not relying on one or two phones. Lots of sales stop their foot after being refused in the first call, and his success also stops at this time.

If a customer is a target customer, or is worth to follow up, you could know after a few calls. Compared to waiting for reply to your development letters endless, it could save more time as well as energy for you to make a call. Finally, I want to remind you that you should check if balance is enough before calls.