找客户就该找关键人FindtheKey

小助理：找客户就该找关键人 Find the Key Person
在外贸的道路上奔驰，会遇到形形色色的客户和采购，有些可以为我们的业绩锦上添花，有些却未能开花结果，这里面有一点很重要的原因就是他是否我们所想遇见的关键人物，这一点很重要，否则所做的一切随时会徒劳无功。
帅哥“KIM”是我所跟过的俄罗斯客户之中，为数不多中文讲得很好的采购员之一。KIM是该市场内一很大的R品牌的采购经理，现年24岁，很年轻吧，不仅如此，他说话还很温柔，而且很有绅士风度，如此有素质的人，让我更想能与之成功合作。
刚刚开始的时候，面对着我每天的“纠缠”，即使对方没有很快地回复我的邮件，但他每次回复都会很有礼貌地说一句：“非常抱歉回复晚了。”每每看到这句话，总会让人心里觉得暖暖的。后来为了方便沟通，对方还主动添加了我的Skype。
刚开始的时候跟Kim的沟通还是非常顺利的，从报价到客户选择样板，寄送样板，整个过程都进行地特别顺利，看似没任何问题。本还以为这个客户这么好沟通，购买意向很强，相信等样板测试结束，合作是再自然不过的事了。
但最后的结果是样板测试通过，可是客户公司销售团队觉得我们产品的外观不符合他们现时购买要求，表示现在还不需要这类产品。样板就这样搁置在他们的珠海办公室了。
为了了解清楚这件事也争取能在下一次再有合作的机会，我后来进一步跟Kim先生沟通过，才意识到问题的主要原因是，帅哥KIM不是最终的决策者，他的职责是选择产品，安排测试。他认为OK的产品，必须要通过老板和销售团队的认可，才能最终决定。来到最后一步才发现这个真正原因对销售真的是一大打击。
虽然平时跟踪客户都希望我们能遇到Nice容易沟通的，但我们最重要还是要注意自己跟踪的是否关键人，如果跟踪到关键人就容易摸清客户的要求、客户的购买意向，看看销售技巧在哪方面需要补充，这样可以大大增加客户的下单率。找到关键人，我们做事就能事半功倍！当然采购员也必须要保持沟通，有一天他们也有可能成为我们的关键人物。

In foreign trade circle, you will meet all kinds of customers and buyers, some of whom will help us with our business while others of whom we just fail to cooperate with. And one of the most important reason for that is we may not have met the key contact person. It is important because it may make all your efforts useless.
The handsome guy Kim is one of my few Russian buyers who can speak fluent Chinese. Kim is the purchasing manager of R, a big brand in the Russian market. He is now 24, which makes him pretty young. And he is a very gentle speaker. Such a cultivated gentleman makes me desire to cooperate with them ever stronger.
At first he didn't make any immediate reply to my everyday e-mails, but he would always add a very polite sentence in his e-mails: "I am sorry for the late reply." And every time I saw this sentence I would feel so warm. And later on, in order to make our communication easier, he added me as a contact on his Skype.
My communication with Kim was very well at the beginning. From making quotation, selecting samples to delivery of the samples, the whole process went on so smoothly that there seemed to be no problem at all. And I was glad that I had met such a customer who I could easily communicate with and who had strong buying inclination. I believed that after the tests we would surely get the cooperation done.
But the result is that, our samples passed the tests, but the sales team of the customer's company didn't think the appearances of our products were in accord with their purchasing requirements, and they claimed they didn't need this kind of products yet, so they just left our samples in their office in Zhuhai.
So as to get a complete understanding of the whole thing and to strive for another chance of our cooperation, I made further communication with Kim, which made me realize that the main problem lay in that the handsome guy Kim was not the final decision-maker, and his duty was just selecting samples and arranging for tests. The products he thought was good enough must be approved by the boss and the sales team. And it was quite a blow on me to realize this important point when I was one step away from the success.
In our daily work，we would hope that the customers we follow with can be nice and we can easily communicate with them, but the most important thing we should care about is ascertaining whether we are following up with the key person. If we can contact the key person, we can easily figure out the customer's requirements for the products and their purchasing intention, and we will realize that there are certain selling skills that we still need to work on, which will increase the chances of the customers placing orders. As long as we contact the key person, we can achieve greater success with fewer efforts. And of course we should keep contacts with the purchasers, because they can become the key people someday.

demon90：
学会了