Connecting With Your B2B Customer
如何和B2B客戶打好關係
刊登日期：2016-12-18
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Funday的商用英文單元，讓你在職場上不管是碰到開會、 寫信、和同事上司對談等場合都不用再害怕英文了！跟著今天的商用會話情境一起來學如何和B2B客戶打好關係！ |
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Connecting With Your B2B Customer 如何和B2B客戶打好關係 Martha and Richard are coworkers. They are having a conversation. 瑪莎和理查是同事。他們正在聊天。 Richard: What are you doing Martha? You look so busy. 理查：瑪莎，你在做什麼呢？你看起來真忙。 Martha: I am writing an e-mail to a B2B client, Ms. Chen. This one is a tough customer. We have been writing e-mails back and forth for 2 weeks. But we still haven’t closed the deal. 瑪莎：我正在寫信給一位B2B的客戶，陳小姐。她是一個強硬的客戶。我們已經互相通e-mail兩個禮拜，但是還沒有成交。 Richard: Can I ask how many times you have met face-to-face with this client? 理查：我可以問你和這位客戶見過幾次面嗎？ Martha: Actually I haven’t…. 瑪莎：事實上我還沒有…… Richard: No wonder you still haven’t closed the deal! 理查：難怪你還沒成交！ Martha: Is there anything wrong? 瑪莎：有什麼不對嗎？ Richard: I would say you absolutely must meet your prospects in person, especially when you’re selling them a high-end service. Meeting tough prospects in person will help you win them over, and increase your close rate many times over. 理查：我認為你絕對必須親自和你的潛在顧客見面，特別是當你要向他推銷一項高端的服務時候。親自與強硬的潛在顧客見面，能夠幫助你說服他們，並讓你的成交率增加好幾倍。 Martha: Oh…, I thought nowadays clients might prefer to communicate through e-mail. I was afraid they might think it’s a waste of time to meet face-to-face. 瑪莎：噢……，我以為現在客戶可能偏好透過電子郵件溝通。我擔心他們可能會覺得親自見面是浪費時間。 Richard: No. We need to engage with our customers. We need to talk to them and listen to their voices. That’s the only way to make our customers stick with us. Customers expect us to understand them as individuals and create value for them. Don’t lose sight of the big picture. Focus on the future growth of the relationship with your client and the bottom-line value for both parties. 理查：不。我們需要和我們的顧客打好關係。我們需要和他們聊聊，傾聽他們的聲音。這是讓顧客持續跟我們合作的唯一方法。客戶期待我們把他們當作獨立的個體來瞭解他們，並替他們創造價值。不要忽略掉了真正的目標。專注在客戶關係的未來發展，和雙方的底限價值。 Martha: But how should I deal with a tough customer? 瑪莎：但我應該如何和頑固的客戶打交道呢？ Richard: It’s a good sign that your client keeps writing e-mails back to you. What you need to do is to sit down with her and get to know her challenges, priorities and goals. Then show her how your service will solve their problems. By having meaningful and valuable interactions with the customer, you will get them committed to you. 理查：客戶一直寫信給你是個好跡象。你所需要做的是坐下來和她聊聊，瞭解她所遇到的挑戰、優先考慮的事項和目標。接著讓她知道你的服務會解決他們的問題。和顧客之間有意義且有價值的互動，會讓顧客對你死心塌地。 Martha: Thank you so much Richard. I’m going to make a phone call to my client right now and invite her out for dinner. 瑪莎：真是太感謝你了，理查。我現在馬上打電話給我的客戶，邀請她一起共進晚餐。 |
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