底层逻辑：客户还没有看——让客户看——增加客户的查看渠道。
Core logic: Customer hasn't seen it yet → Make them see it → Increase viewing channels.
应对方案：
Actions:
1. Sync-send a copy to their email (cultivate key-account habits)
2. Use provided or public business contacts and confirm the preferred channel; respect opt-out requests. Skype has retired.
底层逻辑：客户看了没有回——让客户回——主动出击跟进客户。
Core logic: Customer read but didn't reply → Make them reply → Proactively follow up.
跟进客户三步曲 / The Three-Step Follow-Up Method：
| 步骤 | 英文 | 中文 | 说明 |
|---|---|---|---|
| Step 1 | Summarize Last Communication | 对上次沟通内容做总结 | 唤醒客户记忆 |
| Step 2 | Guide to Next Step | 引导客户进入下一步 | 给出明确行动指引 |
| Step 3 | Emotional Intelligence Push | 情商推进 | 建立情感连接 |
Three-Step Follow-Up Method:
- Step 1: Summarize the last communication to jog the customer's memory
- Step 2: Guide the customer toward the next concrete action
- Step 3: Add emotional intelligence — build rapport, not just push for orders
模板示例 / Template Example（发了报价后已读不回）：
Dear [Name], Wish you a nice day and everything goes well. Thank you very much for your kind patience which was very helpful for us to confirm the product details of our [Product] and I also sent you the quotation (including the shipping cost, lead time and payment method) for confirmation. (总结) As long as you confirm the order and payment method then I will draft a PI with order details for your reference. (引导下一步) Now we are getting closer and closer to the cooperation, I do believe we only have to keep a little more patience then we can help each other to move a big step, I really enjoy this kind of each other helping feeling. (情商推进) Looking forward to your kind reply. Best Regards, Yours [Name]
发了PI或信保订单后已读不回模板：
Now we are just one step from the cooperation, we already spent so much time in this order to help each other to walk 99 steps, I do believe both of us would love to make all of our effort to be more valuable in the final step.
当客户说 "I will come back to you soon / I will discuss with my partner / I need to compare with other suppliers..."
底层逻辑：客户委婉拒绝——委婉找出背后原因。
Core logic: The customer is politely declining → Gently uncover the real reason.
应对话术：
Thank you very much for your kind reply. Sure I can totally understand, as your professional and responsible sales, I have to say now it is the very important time for both of us. If you still have some other difficulties or concerns before ordering please must share them with me so that I can offer you the help with my professional knowledge and experience, I do believe I should have something that you probably need from. Sure we are open to any suggestion which would help us to move the order forward. Looking forward to your kind reply.
优先遵守客户约定时间；未约定时，可在2–3个工作日后补充一项有用信息，再视项目进度调整。没有通用72小时成交定律，也不以每天发几封衡量有效跟进。客户拒收或要求暂停时停止主动触达。
Follow the buyer's agreed timing. Without one, a useful update after 2–3 working days is a starting point, not a universal rule. Pause when requested.
当客户说 "I just need some time on it"，进入谈判空档期，不要直接催单，而是聊有深度的内容：
Dear [Name], Thank you very much for your kind reply. Sure I can totally understand your concerns. Anyway as your professional and responsible sales, I will keep my best patience in it, as we had many customers who would meet the same situation like yours. [Customer's Country] is really a dream place for the people all around the world... I always have a dream to visit your country, to see the famous [Landmark], to feel the successful air. If you don't mind would you please share me some real pictures of [Country] so that I can feel it from xxx kilometers away? Looking forward to your kind reply. Best Regards, Yours [Name]
When the buyer needs time, offer relevant help and agree on a follow-up date. Do not manufacture daily conversations or pressure the buyer to share personal material.
以下数量和付款比例只用于解释谈判结构，不是公司已批准政策。返点、分批发货、留存押金与退款条件必须由负责人及财务批准后写入合同。 / Illustrative scenarios only; obtain approval before making an offer.
方案A：返点方案 / Rebate Plan
Subject to internal approval, we can discuss the following volume-based option: 1. You can try to confirm the order with price of 1000pcs $xxx/pc first. 2. As long as you order up to 3000pcs then our company would return you the "extra cost" that we charged in your 1000pcs order.
方案B：押金方案 / Deposit Plan
Subject to internal approval, we can discuss the following split-shipment option: 1. You can try to confirm the order 3000pcs with its price only $xxx/pc. 2. You only have to pay the full payment of 1000pcs and 30% deposit of the rest 2000pcs. With this way you can enjoy the price of 3000pcs and ship 1000pcs first. Deposit allocation, cancellation and any refund conditions must be agreed in the signed contract. Do not promise unconditional refunds without approval.
采用阶梯押金滚动方案 / Tiered Rolling Deposit Plan：
1. Confirm order 1000pcs with 10,000pcs price, pay 30% deposit → production 2. Before delivery, pay full for 1st 1000pcs, keep 30% deposit for 2nd 1000pcs 3. For 2nd batch, no new deposit needed, just inform us to produce 4. Before delivery, pay full for 2nd 1000pcs, keep 30% deposit for 3rd 1000pcs 5. Keep this running until the 10th 1000pcs (total 10,000pcs)
针对年采购400-500万、分10个订单左右的客户：
| 序号 | 策略名称 | 策略名称 EN | 核心要点 |
|---|---|---|---|
| 1 | 直接问 | Direct Ask | 直接询问报价情况，是否需要帮助 |
| 2 | 时间推进法 | Time Push | 根据备货/生产/运输时间倒推下单时间 |
| 3 | 逐步推进法 | Step-by-Step Push | 分步发送备料/生产/质检/打包流程图片 |
| 4 | 有效期提醒 | Validity Reminder | 仅提醒真实报价有效期及已核实的成本变化，不虚构紧迫感 |
| 5 | 不确定法 | Uncertainty Method | 市场行情每天在变，无法确定交期和价格 |
| 6 | 产能确认 | Capacity Check | 核实排产后说明可用窗口，不假称产能饱和 |
| 7 | 事先通知法 | Advance Notice | 促销/新品/市场变动第一个通知客户 |
| 8 | 促销优惠法 | Promotional Offers | 限时折扣/满减/返点/买一送一 |
| 9 | 定金方案 | Deposit Options | 按客户风险、订单与财务批准讨论比例，不套用默认降幅 |
| 10 | 利润法 | Profit Analysis | 分析客户当地零售价和利润空间 |
| 11 | 总结选择法 | Summary & Choice | 整理产品组合方案供客户选择 |
| 12 | 解决潜在问题法 | Solve Hidden Issues | 找客户痛点，帮客户解决遗留库存问题 |
| 13 | 抛砖引玉法 | Bait & Hook | 分享投诉/客户好评引发客户兴趣 |
| 14 | 证据说明 | Relevant Evidence | 使用获授权且去除敏感信息的案例；不发其他客户PI或付款截图 |
| 15 | 请求帮助法 | Ask for Help | 业绩PK/月度任务需要客户支持 |
| 16 | 抢占市场法 | Market Preemption | 数据分析蓝海产品热销期，催促抢占先机 |
| 17 | 以退为进法 | Retreat to Advance | 先帮中间商拿单/做商业计划书/试小单 |
| 18 | 铺垫法 | Paving the Way | 询问客户还有什么困难，为成交做铺垫 |
| 19 | 对比成交法 | Contrast Closing | 数据对比现在下单vs延迟下单的差异 |
| 20 | 本地政策法 | Local Policy | 限电/环保/关税政策变动促使提前采购 |
| 21 | 情感营销法 | Emotional Marketing | 客户生日/升职/纪念日等定制化关怀 |
| 22 | 大胆询问法 | Bold Inquiry | 直接问客户抗拒点/设定回复时间限制 |