客户开发方法

Amanda Wu 2011/7/13

怎样才能做好客户开发 充分了解公司 了解我们的产品 知道我们的目标市场在哪里，谁是我们的目 标客户 掌握一定的开发方法 掌握一定的销售技巧 合理的时间分配/分摊风险 激情+坚持

客户开发流程1.充分了解公司 2.明确开发对象 3.建立详细的潜在客户的信息库。 4.系统地进行潜在客户的开发及沟通。 5.客户价值评估。 6.关系建立(与关键决策人建立良好关系;影响力渗 透) 7.促成合作 8.让客户把我们推荐给其它客户

客户开发方法：1.关键词搜索法以服务和产品来订关键词。 如：injection tooling / injection mold builder/injection mold manufacturer/injection mold maker/injection molding/injection molded product manufacture 具体的产品名称或某一类产品的统称+manufacturer或supplier。 如：/auto headlight manufacturer/plastic automotive interior product manufacturer/automotive safety system supplier/consumer product manufacturers 如果拿不准要用什么样的关键词，大家可以参考一下客户网站 的”About us”,是怎样描述他们的服务的,再活学活用，丰富和精练我 们的关键词运用技巧。

以公司性质来订关键词(OEM/ODM/brand manufacturer/tier 1/tier 2 supplier/buyer/importer/exporter) 使用方法：具体产品名称或该类产品统称+公司性 质+list or directories. 如 Household appliances OEM manufacturers directory Injection mold importers/exporters

以公司命名特点来找客户：

例：*mold and die* 或 *mold&die*就可以搜出所有符合此命名的模具公司来。 *Formen Gmbh 可以找出以此来命名的德国注塑厂

我们也可以用公用邮件+关键词这种方法找客户： 如：email @wannado.fr injection molding

以邮件的组成特点找客户： 例如：我们在google里输入 email @*mold*,就可以找到那些邮件后缀包含mold 的邮件。

以网站特点来找客户： 例如： WWW.*molding*.com

2.龙头企业带出法 每个行业都有其龙头企业，而这些企业的在网络 上的曝光机会也会很高。所以通过查找龙头企业 可以带出他们宠大且复杂的关系网：比如说他的 供应商链，竞争对手，参加过的展会，所在的协 会等等。 使用方法举例：*@

3.展会(fair/exhibition/show/Expo) 各个行业都有其展会，只要找到这些展会的网址就能找到丰富的客户资 源。 例：2011年塑胶方面的展会： Plast-Ex Venue: Toronto Congress Centre, Toronto, Ontario, Canada Plasticos Venue: Costa Salguero Exhibition Center, Buenos Aires, Argentina Plastec Midwest Venue: Donald E. Stephens Convention Center, Rosemont, Illinois, United States Of America Interplas UK Venue: National Exhibition Centre(NEC), Birmingham, England, United Kingdom EUROFINISH Venue: Flanders Expo Ghent, Gent, East Flander, Belgium Plast Imagen Mexico Venue: Centro Banam

ex Exhibition Centre, Mexico

Macfrut International Conventions & Exhibitions Venue: Cesena Trade Fair Distric, Cesena, Emilia-Romagna, Italy Fakuma Venue: Friedrichshafen Messegelande, Friedrichshafen, Germany Pro-Plas Expo South Africa Venue: Cape Town International Convention Centre (CTICC), Cape Town, Western Cape, South Africa Plast Eurasia Istanbul Equiplast Venue: Fira De Barcelona Montjuic, Barcelona, Spain Interplastica Venue: Expocenter Krasnaya Presnya Moscow, Moscow, Moskva, Russia Suedtec Venue: Duplicate with Landesmesse Stuttgart GmbH, Stuttgart, Baden-Wurttemberg, Germany PLAST Venue: Fiera Milano, Milan, Lombardia, Italy

Argenplas Venue: Buenos Aires La Rural Predio Ferial de, Buenos Aires, Argentina Plastex Brno Venue: Brno Exhibition Centre, Brno, Jihomoravsky Kraj, Czech Republic K-Plastics & Rubber Exhibition Venue: Dusseldorf Exhibition Centre, Dusseldorf, Nordrhein-Westfalen, Germany

4.协会

例：模具协会Argentina:Camara Argentina de Fabricantes de Herramientas e Instrumentos de Medicion Austria:Fachverband der Maschinen- und Stahlbauindustrie Osterreichs Belgium:Centrale de l'Industrie de Metalles de Belgique Canada:Canadian Association of Moldmakers Inc. Canada:Canadian Canada Canadian Plastics Industry Association Canada:Canadian Tooling & Machining Association Czech Republic:Tool Factories Association Estonia:ESTA Estonian Special Tooling Association Finland:Technology Industries of Finland France:Association Française de l'Industrie de Moules, Modeles & Maquettes (AFIM) Germany:German Machine Tool Builders' Assocation

Germany:Bundesinnungsverband Des Deutschen Modellbauerhandwerks Germany:Industrieverband Kunststoff und Verpackungen Greece:Association of the Hellenic Plastics Industries Hungary: Associations of the Hungarian Plastics Industries Hungary: SZMSZ (Hungarian Toolmakers Association) Italy:Assocomaplast Italy:Assogamma Associazione Imprese Italiane alta Gamma Italy:Unione Costruttori Italiani Stampi & Attrezzature Precisione Japan:Japan Die and Mold Industry Association

Netherlands:Moulds & Dies Industry Netherlands:Union of the Metal and Electrotechnical Industry Norway:Norwegian Plastics Federation Portugal:Associacao Portuguesa da Industria de Plasticos Portugal:Portuguese Association for the Mold Industry Africa:TASA Toolmaking Association of South Africa Spain:Asociación Cluster Metalmecánico de Extremadura Spain:Asociación Espanola de Fabricantes de Máquinas-herramienta

Spain:Export Trade Assocation of Spanish Manufacturers of Accessories, Component Parts and Tools for Machine Tools Spain:ANAIP-FETEP Spain:Federación Española de Asociaciones Empresariales de Moldistas y Matriceros Sweden:Svensk Industriförening Sweden:Swedish Special Tooling Association Switzerland:Swiss Mechanical, Electrical & Electronic Engineering and Metalworking Industries Switzerland:Verein Schweizerischer Maschinen-Industrieller King

dom:Gauge and Tool Maker's Association United Kingdom:The Manufacturing Technologies Assoication United Kingdom:Pattern Model and Mould Manufacturers Association USA:American Mold Builders Association USA:American Machine Tool Distributors' Association USA:Association for Rotational Molders USA:International Special Tooling & Machining Association USA:The Tooling & Manufacturing Association

5. 报刊/杂志塑胶/模具行业相关的报刊/杂志(出版物) European Plastics Injection Molding Magazine Modern Machine Modern Plastics Moldmaking Technology Plastics and Rubber Plastics Engineering Plastics Plastics News Plastics Technology Tool and Moldmaking Product Trade Shows / Expositions American Mold Builders Association Automotive News World International Manufacturing Technology OFC/ National Plastics Plastics Design and SAE World

6.行业报告 7.企业名录网站 www.firmendb.de

8.通过地图来找客户 9.通过黄页，当地网(每个城市的官方网)来找客户。 10.在线的方式找客户。(skype/msn/linkedin/face book,论坛等) 11.在相关网站上注册信息，让客户自己找上我们。 12.邮寄公司目录给目标客户。 13.电话/电视直销。 14.做广告。 15.投稿。 16.参加行业研讨会议，供应商匹配会议，展会等。 17.让我们现有的客户给我们介绍客户。 18.从我们竞争对手那里获得客户。 19.通过驻外经济商务参赞处找客户 20通过贸促会找客户