你是在“跟进客户”，还是在“打扰”？外贸沟通分寸指南

• qiansaily
• 外贸资讯

你是在“跟进客户”，还是在“打扰”？外贸沟通分寸指南

在外贸开发客户的过程中，我们经常会遇到以下这些“尴尬”场景：客户已有供应商、嫌价格高、迟迟不下单、担心产品质量……新手往往不知如何应对，甚至会被误解为“骚扰”。

但其实，这些情况并不可怕。关键在于我们是否掌握了正确的沟通方式与表达技巧。下面就来看看外贸老手是如何优雅化解这些难题的吧！

01 客户已有供应商，不代表你没机会
新手表达：

I'm sorry for bothering you.
很抱歉打扰你。

这种说法虽礼貌，但也容易传达出“我没底气”的感觉。

老手的沟通方式：

Although you already have a reliable supplier for XXX at the moment, I'd like to introduce our company as a capable alternative Plan B in China. Should there be any unexpected situations with your current supplier, please do consider getting in touch with us. We are confident that we have the ability to seamlessly fill any gaps and maintain a stable supply chain for you.

虽然贵司目前已有可靠的 XXX 供应商，但我们希望能作为您在中国市场的备选方案。如果将来出现任何供应异常，欢迎第一时间联系，我们有信心为您提供平稳衔接，保障供应链不断裂。

Economic globalization emphasizes the significance of a multi-channel supply chain, which can boost your company's competitiveness in the market for XXX products.
当前经济全球化趋势下，构建多元化的供应链正成为提升企业竞争力的关键。

✅ 小贴士：
客户已有供应商是常态，关键是让客户看到你的专业性和备用价值。展示你的实力，说不定就赢得了一个试单机会。

02 客户压价，觉得你家贵
新手表达：

Our quality represents a standard that is commensurate with the price.
我们的质量和价格是匹配的。

听上去像是在说：“你要觉得贵就别买”，容易让客户退缩。

老手这么说：

I understand that you're looking for a reliable and stable supplier for the long term. Why not place a trial order to comprehensively assess all aspects of our products and services? Through this, you'll clearly see who can truly provide the most value and is the right choice to meet your requirements.

我理解您正在寻找长期稳定的合作伙伴。不如先下一个试订单，全面了解我们的产品和服务。通过实际体验，您将更清楚谁能真正为您创造价值，谁才是合适的合作方。

We are aware of your concerns about the pricing. However, we can assure you that our quoted price is in line with the outstanding value that our products bring. Our steadfast dedication to quality control and excellent after-sales service makes us a reliable and stable partner for your business operations in the long run.

我们理解您对价格的考虑，但我们有信心，我们的价格与产品价值相符。我们对质量的严格把控和优质的售后服务，将是您长期合作的有力保障。

✅ 小贴士：
价格只是一个因素，更重要的是产品背后的服务、品质和长期稳定性。帮客户看清“价值”比单纯谈“价格”更有说服力。

03 客户犹豫不决、迟迟不下单
新手表达：

We'll be waiting for your decision.
我们等您的决定。

太被动，客户可能一拖再拖，甚至不了了之。

老手这么说：

I fully understand your concerns. When choosing a product, it's of utmost importance to think things through carefully, just like you're doing right now. I'm sure that you find this product attractive; otherwise, you wouldn't have taken the time to consider it, right?

我完全理解您的顾虑。认真权衡确实是选择产品时非常重要的环节。您之所以花时间思考，说明这款产品对您来说是有吸引力的，对吗？

Allow me to identify the part that's causing you trouble. Given my XX years of experience within this domain, I'm confident that I can provide you with perceptive and professional advice. Moreover, I'm here to help you save time and address any problems that may crop up, isn't that right?

不妨告诉我让您犹豫的点在哪里。凭借我在该领域 XX 年的经验，我相信可以为您提供专业建议，帮您节省决策时间，解决潜在问题，对吗？

✅ 小贴士：
与其等客户自己做决定，不如引导客户表达顾虑，主动协助解决问题，才能真正推动订单进程。

04 客户担心质量问题
新手表达：

You can be completely certain that our quality standards are flawless.
请您放心，我们的质量没问题。

听起来像是空口承诺，客户可能仍然存疑。

老手这样说：

Indeed, I understand your concerns. Before we start our cooperation, no matter how much I emphasize the outstanding quality of the product, it's necessary for you to verify its authenticity on your own. Therefore, I encourage you to experience it directly for a while, because experiencing it firsthand with your own eyes and senses is the most conclusive proof of its merits.

我非常理解您的顾虑。在合作开始前，仅凭我的介绍难以证明产品的真实品质。所以我建议您亲自试用，因为亲眼所见、亲身体验才是对产品最有说服力的验证。

We sincerely invite you to experience our quality standards in person instead of merely relying on our words. As the old saying goes, seeing is believing, and we are confident that your direct interaction with our products will prove everything on its own.

与其听我们怎么说，不如亲自体验我们的产品。正所谓“眼见为实”，我们相信，只要您试用，就会知道我们所言非虚。

✅ 小贴士：
客户在意的不是你怎么“承诺”，而是你有没有提供“验证”的途径。让客户有安全感，才有下一步合作。

结语：
你在“跟进”，还是在“打扰”？差别就在于：你有没有提供价值、有没有设身处地替客户考虑问题、有没有尊重客户的判断节奏。

外贸是一场“长跑”，不是“短促推销”。当你掌握了正确的话术与策略，你就会发现：客户的每一次犹豫，其实都是为你准备的一次突破机会。