夜雨聆风发了报价就消失，是外贸人最深的痛。但真相是：客户不是忘了你，是根本没记住你。
报价只是入场券。你不跟进，对手就替你跟进。高效跟进的秘诀只有一条：不问“考虑得如何”，只给“新的价值”。
80%的客户需要平均跟进5次才能成交；这意味着，绝大多数客户都是经过多次跟进才能最终成单。不同维度跟进客户，可以从产品规格书，证书，测试报告，生产线图片，新品介绍等等跟进啊，自己找话题跟进呗，当然也要对客户进行背调，看看这个客户是不是目标客户，值不值得你多次跟进，要么也可以问问客户的在线联系方式，whatsapp方便跟进
用报价单跟进
Hi xx,
Hope you had a great start to the year.
Now that the Labor holiday is finished, things are finally back up to speed on our end. It feels like a lot of projects have been sitting on hold for a while — and I think now's the perfect time to get them moving again.
Attached is our latest quote for you to take a look.
Let me know if anything stands out or if you have any questions at all — happy to help however I can.
Here's to a much bigger and better 2026 for both of us.
降价式跟进
Hi Michelle,
I haven't forgotten that pricing got in the way of your project last year.
Good news — we've since optimized our product structure and restructured our supply chain. The result? We've cut costs by about 8%, and I want you to be the first to benefit.
Attached is our updated quote. I think you'll like the difference.
Let me know when you have 5 minutes to hop on a quick call and walk through the details.
Looking forward to making this work for you.
通国家已成交客户背书
Hi Daniel,
A Germany customer just placed an order for 1,000 pieces of our newly designed power bank. Doesn't sound huge — but for Europe market, that's a solid win.
It tells me this product could be a good fit for your chain as well.
Send you a sample so you can see the quality? No strings attached — just let me know where to ship it.
小试单成交跟进
Hi Hye,
How about we start with a small trial order?
In that way, we can prove to you — not just tell you — that our service and quality are top notch.
I can send over the PI in a separate email so it's easy for you to review and confirm whenever you're ready.
No pressure at all. And if anything comes to mind, just shoot me a message — I'm here to help.
高效跟进的精髓只有两点：
挖出真实拒绝项：客户说“价格高”，90%是幌子。不跟进，你永远不知道是付款方式、交期还是被同行黑了。多问一句“目标价是多少？”，真相就出来了。
用价值刷存在感：别催“考虑得如何”，改发“证书更新/同款出货视频”。当你从销售转为顾问，客户才会在下单时第一个想起你。
记住：80%的订单是在第4-11次跟进中成交的，而90%的人在3次跟进后就放弃了。
你不是输给了竞争，是输给了放弃。
我是外贸人艾瑞，做外贸已经12个年头了，从跟单到业务员到外贸经理，带团队4年，有经历过高光时刻也有低谷期，人生就是来探索的，持续分享外贸经验与干货。