先表示理解 + 轻触痛点
客户不可能随便换供应商，所以第一步要降低防御心理
I completely understand. Most of our clients also worked with other suppliers before they met us.
May I ask, what’s the most important factor for you when choosing a supplier?
提供“备用方案”思路
有些客户虽然有稳定供应商，但他们并不排斥备选供应商。
I understand you already have a good supplier.
Many of our long-term clients keep us as their backup option, in case they need urgent orders or face unexpected issues.
用对比数据引发兴趣
客户说“有供应商”并不等于“不换”，有时候只是因为他们没见过更优方案。
That’s great. Just out of curiosity, how much does your current supplier usually quote for [product spec]?
If you like, I can send you a quick comparison, so you have more reference for future decisions.
用样品切入建立信任
客户对新供应商最大的顾虑是——“不确定你能不能交付同样质量”
No problem. If you like, I can send you a sample for free, so you can see our quality and service in advance.
That way, you’ll have one more reliable option when you need it.#外贸经验 #Zoe外贸 #外贸知识 #外贸人找客户 #出口外贸
客户不可能随便换供应商，所以第一步要降低防御心理
I completely understand. Most of our clients also worked with other suppliers before they met us.
May I ask, what’s the most important factor for you when choosing a supplier?
提供“备用方案”思路
有些客户虽然有稳定供应商，但他们并不排斥备选供应商。
I understand you already have a good supplier.
Many of our long-term clients keep us as their backup option, in case they need urgent orders or face unexpected issues.
用对比数据引发兴趣
客户说“有供应商”并不等于“不换”，有时候只是因为他们没见过更优方案。
That’s great. Just out of curiosity, how much does your current supplier usually quote for [product spec]?
If you like, I can send you a quick comparison, so you have more reference for future decisions.
用样品切入建立信任
客户对新供应商最大的顾虑是——“不确定你能不能交付同样质量”
No problem. If you like, I can send you a sample for free, so you can see our quality and service in advance.
That way, you’ll have one more reliable option when you need it.#外贸经验 #Zoe外贸 #外贸知识 #外贸人找客户 #出口外贸
