如何讓客戶(hù)死心塌地跟自己合作！

凡是跟我合作的客戶(hù)，只要他以后買(mǎi)貨，他的第一選擇肯定是我，哪怕的我的價(jià)格不是最便宜，為何會(huì)如此呢？

Any customer who works with me,as long as he buys goods later,his first choice must be me,even if my price is not the cheapest.Why?

1.寄提單，我從來(lái)都是分開(kāi)兩份寄送

當(dāng)然是我自己掏錢(qián)，原因很簡(jiǎn)單，害怕丟失，提單只需要一份正本就可以提貨，寄送時(shí)，三份正本分為兩次寄送，萬(wàn)一其中一份丟失，客戶(hù)還可以憑借另外的提單正本提貨，不至于一下子全部丟掉~(yú)！雖然到現(xiàn)在為止沒(méi)遇到過(guò)一次丟失快件，但是客戶(hù)對(duì)于我們這種細(xì)心，專(zhuān)業(yè)非常欣賞。

Sending bills of lading,I have always sent them separately.Of course,I pay for it by myself.The reason is very simple for I am afraid of losing.The bill of lading only needs one original to pick up the goods.The three originals are sent twice.In case one of them is lost,the customer can also pick up the goods with the original bill of lading,and not all of them will be lost at once!Although I have not encountered a lost shipment so far,customers appreciate our care and professionalism.

2.不論客戶(hù)是否要求，我都會(huì)為客戶(hù)申請(qǐng)免費(fèi)箱使和堆存，

申請(qǐng)后，告訴客戶(hù)，我已經(jīng)為你申請(qǐng)到多少天的免費(fèi)箱使和堆存，以免你手續(xù)來(lái)不及辦理產(chǎn)生港口費(fèi)用，本身不是我們的事情，貨物已經(jīng)到港了，產(chǎn)生多少費(fèi)用都與我們無(wú)關(guān)，我們卻為客戶(hù)著想，客戶(hù)自然是很高興，感覺(jué)很貼心！

Regardless of whether the customer asks or not,I always apply for free boxing and stockpiling for customers.After the application,I will tell the customer how many days of free boxing and stockpiling I have applied for them in case of they are not able to process the port charges.Even if the goods have arrived at ports and the cost is not related to us,we are considerate for the customers.So customers are very happy and feel a sense of consideration from us!

3.我會(huì)主動(dòng)提出為客戶(hù)辦理無(wú)單放貨業(yè)務(wù)

很多近洋客戶(hù)也會(huì)要求做信用證，例如韓國(guó)客戶(hù)，泰國(guó)客戶(hù)，船期短，貨物已經(jīng)到港，可能我們的單據(jù)還沒(méi)有準(zhǔn)備好，等交單交單行審?fù)辏慕o開(kāi)證行，開(kāi)證行審核，聯(lián)系開(kāi)證人，會(huì)耽誤很多時(shí)間，甚至耽誤使用，我會(huì)主動(dòng)提出為客戶(hù)辦理無(wú)單放貨業(yè)務(wù)，很多客戶(hù)甚至不知道有這個(gè)業(yè)務(wù)，得知自己可以提前拿到貨，自然是相當(dāng)開(kāi)心，更是欣賞我們的熱心和專(zhuān)業(yè)。

Many overseas customers will also ask for a letter of credit.For example,customers from Korean and Thai have short shipping schedules.Maybe goods have arrived at ports,but our documents may not be ready yet.After the completion of the delivery of the documents,they will be sent to the issuing bank.After the issuing bank audits,contact the issuer,costing a lot of time or even delaying the time of use,I will take the initiative to propose delivery service for customers.Many customers don't even know that they have this business.They are very happy to know that they can get the goods in advance so they appreciate our enthusiasm and professionalism.

4.當(dāng)客戶(hù)提出使用LC at sight交易的時(shí)候，我們會(huì)提出建議客戶(hù)使用假遠(yuǎn)期信用證，假遠(yuǎn)期對(duì)于受益人是即期，對(duì)于開(kāi)證人是信貸，減免資金壓力。

很多原來(lái)不知道有這個(gè)業(yè)務(wù)的客戶(hù)都會(huì)很好奇的去找銀行詢(xún)問(wèn)，得知的確有此項(xiàng)業(yè)務(wù)時(shí)，高興地不得了，對(duì)于我們的印象越來(lái)越好，為我們的熟練地業(yè)務(wù)和操作所折服。

When the customer proposes to use the LC at sight to make transactions,we will advise clients to use the fake long-term letter of credit.The fake long-term is for the beneficiary at the spot,the credit card is credit,reducing the financial pressure.Many customers who didn't know that they had this business would be very curious to go to the bank to ask.When they learned that there is indeed this business,they are very happy.Their impression of us is getting better and better and they will be convinced by our skilled business and operation.

5.主動(dòng)為客戶(hù)查缺補(bǔ)漏

我曾經(jīng)有個(gè)香港客戶(hù)81歲，韓國(guó)一個(gè)客戶(hù)78，泰國(guó)一個(gè)客戶(hù)76，還在做采購(gòu)，但是總是丟三落四，不是這里忘了囑咐，就是那里忘了說(shuō)，自己忘了還不承認(rèn)，總認(rèn)為是賣(mài)貨的人忘了，耽誤了他們的事情。但是跟我合作之后從來(lái)沒(méi)有這樣過(guò)，我會(huì)盯著每一個(gè)細(xì)節(jié)，例如，有時(shí)候他們會(huì)忘記要產(chǎn)地證，我會(huì)要求操作把產(chǎn)地證做好一起寄過(guò)去；有時(shí)候他們會(huì)忘了要求我們把提單分開(kāi)，三個(gè)柜，分為兩個(gè)提單，我會(huì)每次都問(wèn)一句；例如有時(shí)候做CFR，他們會(huì)忘記做保險(xiǎn)，我就會(huì)打電話(huà)通知他們別忘記買(mǎi)保險(xiǎn)，他們沒(méi)把我當(dāng)成賣(mài)家，而是一個(gè)貼心的自己人，合作自然不在話(huà)下！

I took the initiative to check for customers.I used to have an 81-year-old Hong Kong customer,a 78-year-old Korean customer,a 76-year-old Thai customer who are still doing purchases,but always miss something and don't admit that they have forgotten but think it’s the people selling goods that have forgotten and delayed their affairs.But after working with me,things like these never happen because I will stare at every detail.For example,when they forget to require me to divide receipts,I will remind them of it;sometimes they do CFR,but forget to do insurance,I will call them to inform them not to forget to buy insurance,they did not take me as a seller,but a considerate person.So cooperation comes naturally!

6.合同簽訂后，我會(huì)時(shí)常向客戶(hù)介紹產(chǎn)品進(jìn)度，拍倉(cāng)庫(kù)照片，告訴客戶(hù)我們的訂艙進(jìn)度，等等，保持及時(shí)溝通

若真的由于某些原因訂不上艙位，我們會(huì)及時(shí)通知客戶(hù)，并且告知我們訂到了下一班，讓客戶(hù)對(duì)貨物的進(jìn)度有一個(gè)真實(shí)的把握。這也是專(zhuān)業(yè)性的體現(xiàn)！

After the contract is signed,I will often introduce the progress of products to customers,take photos of the warehouse,and tell customers about our booking progress,etc.And we keep in contact every moment.If it is really not available to book the plane for some reasons,we will notify the customer in time and tell the news that we have booked the next one,so that customers have a real grasp of the progress of the goods.This is also the embodiment of professionalism!

7.貨物發(fā)運(yùn)裝集裝箱時(shí)，我都會(huì)要求操作拍照片，空箱，半箱，滿(mǎn)箱，加固，封箱，鉛封，然后發(fā)送給客戶(hù)

讓客戶(hù)知道，貨物已經(jīng)切切實(shí)實(shí)的發(fā)運(yùn)，客戶(hù)是有權(quán)得知這些信息的，這是專(zhuān)業(yè)性和負(fù)責(zé)任的表現(xiàn)。

In the process of the goods packaged and shipped,I will ask workers to take photos of every steps:Empty boxes,half of boxes,full boxes,reinforcements,sealing,seals,and then sent to customers.The reasons why I do these are to let the customer know that the goods have been shipped tangibly for customers have the right to know all of these,which shows we are professional and responsible.

8.即便是未開(kāi)船，我們也會(huì)把已經(jīng)有的提單號(hào)提供給客戶(hù)，船公司的網(wǎng)站也提供給客戶(hù)，讓客戶(hù)確切的把握自己貨物的最新情況。

我也會(huì)時(shí)刻關(guān)注，一旦開(kāi)船立馬告知客戶(hù)。并且要求操作第一時(shí)間把制作好的箱單發(fā)票給客戶(hù)，供客戶(hù)檢查，看看是否有內(nèi)容需要更改。

Even if it is not on board,we will provide the existed bill of lading number and the shipping company's website to customers,so that they can accurately grasp the latest situation of their goods.I will always pay attention to it,I will inform customers as long as goods are on board.And ask the operation to invoice the completed box in the first time for the customer to check if there is any content that needs to be changed.

9.信用證客戶(hù)，即便不規(guī)定交單期（默認(rèn)21天），我也會(huì)要求我們操作盡快只做單據(jù)，交單議付

一方面可以盡快收匯，還可以讓客戶(hù)盡快拿到單據(jù)，辦理相關(guān)業(yè)務(wù)。

For customers who use letters of credit,even if it does not stipulate the delivery period（usually 21 days）,I will require our operator as soon as possible to make receipts.On the one hand,we can collect the money as soon as possible.On the other hand,we can let the customers get the documents quickly and handle the relevant business.

還有一些小細(xì)節(jié)，不再多說(shuō)，總之細(xì)節(jié)決定成敗，你的操作，代表著你是否專(zhuān)業(yè)，代表著你會(huì)給客戶(hù)帶來(lái)方便還是帶來(lái)麻煩，代表著你是否給客戶(hù)一種安全感。

There are more details than I have mentioned.In short,details determine success and failure.Your operation,on behalf of whether you are professional,on behalf of whether you will bring convenience to customers or cause trouble,on behalf of whether you give customers a sense of security or not.

已經(jīng)合作代表已經(jīng)建立了基本的信任，如果你能通過(guò)操作第一次合作，給客戶(hù)留下極其專(zhuān)業(yè)的印象，害怕客戶(hù)不給你返單？

If you are already cooperated,it means that you have established basic trust.If you succeed in the first cooperation,leaving a very professional impression on customers,are you still afraid that the customer will not cooperate with you again?