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 如何维护好与已合作的外贸客户的关系？这恐怕是外贸公司老板及业务员都最关注的话题之一了。

How to maintain the relationship well with the cooperated customer? I’m afraid this is one of the most concerned topics among foreign trading bosses and salespersons.

 做好外贸业务就两关键：

Actually, there are two key points to do well in foreign trading businesses.

第一：提高新客户转换率

Firstly, increase the conversion rate of new customers

第二：降低老客户丢失率

Secondly, decrease the loss rate of old customers

那要怎样维护好跟已合作客户的关系呢？阿连讲之前一定要强调一下，要建立健全客户档案，分类，记录……以便于日后跟踪。

Then how to maintain the relationship with the old customers? I must emphasize before telling that you should construct and complete the files of the customers, clarify and record for the convenience of follow-up in the future.

❶ .首先要做好售后服务，售后的跟踪。无论如何，产品是双方结缘的纽带，无论是什么产品，客户在使用中或许会存在这样那样的问题，所以我们要经常主动的联系客户，询问使用情况。一方面能让客户体会到你对他的关注，另一方面你也清楚地知道了客户的使用进度，能够掌握对方的采购频率，这对自己的销售是非常有利的。

Firstly, you need to do well in after-sales service and follow-up. However, products are the bond between both parties, no matter which product, there may be problems during the usage, therefore, we need to frequently contact the customer and ask about the using situation. On one hand, it enables the customer to feel your care about him. On the other hand, you will clearly know the process of usage to master the purchasing frequency of the customer which is quite favorable for your selling.

❷ .经常告诉客户一些有用的信息。例如：这段时间产品降价了，是否考虑提前预定一部分货物;这段时间涨价了，如果不急着用，建议你稍微缓几天购买;这段时间你们国家的询价很多，可能市场不错……这样给客户一种比较专业的感觉。

Tell the customers some useful information frequently. For example, the price is dropping recently, will it be a consideration to order some goods in advance like the price is rising, if not in an emergency, it is suggested to buy after a few days; These days, the inquiries are received a lot from your country that the market might be good. In this way, you will live a comparatively professional impression on the customer.

❸ .不要只邮件，要经常通电话，已经合作过的客户对你一定有着不错的印象，所以要经常给他们去个电话。

Not only mails but call often. A cooperated customer must have a good impression on you, therefore, call them frequently.

❹ .有条件的可以经常见面，可以到客户所在国家去考察，通过见面可以更深刻的了解客户，知道客户的客观情况，真实境况。而且当面的沟通要比邮件和电话更加有效。

Meet frequently if you can and visit the customer’s country to know more about the customer face-in-face. You can know about the object situation of the customer, the real situation. What’s more, a face to face conversation is more effective than mails or phone calls. 

❺ .各种节日的问候，事件营销，这是必不可少的。凡是合作过的客户，过节或者客户的生日都寄送一些小礼品给客户。

Varieties of greetings in festivals and event promotion is a must. You can send the cooperated customers gifts during festivals or birthdays.

❻ .尝试着进入客户的私生活，但因为有些客户并不喜欢生活跟业务混到一起，所以说尝试一下。和客户聊聊家庭，生活，这样会拉近彼此的关系。

Try to enter the personal life of the customers. However, some customers don’t like to mix life with business, therefore, just have a try. Talking about family and life with the customer may get closer to each other.

❼ .以各种理由邀请客户来厂参观，邀请客户来中国游玩。例如，广交会，一些大型节日，大型的活动，工厂的活动……一方面让客户觉得我们的热情好客，另一方面也是对我们自己产品充满自信的表现。

Invite the customer to visit the factory with any reason and welcome them to China. For example, Canton Fair, some big festivals, events and activities in the factory etc. On one hand, let the customer feel our hospitality. On the other hand, it is a presentation of our confidence in the products.

❽ .如果你发出的货物产生问题，一定不能回避，不能推卸责任，要积极的进行调查，配合客户解决问题，如果客户实在不能用，或者进行赔偿，或者进行退换。

If there are something wrong with the delivered goods, don’t escape or pass the buck but make an investigation positively and solve the problem cooperated with the customer or return the goods.

让客户爱上我们的产品是我们的终极目标！所以，产品质量一定要过硬，这样维护客户起来就更加方便，但这些也离不开团队合作。

Our final goal is to let customers fall in love with our goods! Therefore, the quality of the products must be great. In this way, the maintenance of customers will be more convenient while this won’t live without a team cooperation.