[询盘案例库]跟进了4个月的客户不理我了,我做错什么了吗?

询盘来源国家:Portugal
产品行业:heat pump and solar
买家询盘:We have to buy the Air condition for a very famous Hotel in an Island in Portugal. We have to try to use as less electrical energy as possible.30 rooms and all the restaurant and kitchen and so on. ​ Please offer your best prices and a perfect quality for the Hotel. Heating and cooling. (Cooling more important) We wait for the best solution, untill now we can change things, the furniture and carpets will be ordered in the next few days, please tell us your ideas. Important also that the noise level is very very small, as it is a Romantic Hotel in a beautiful Island, unique in Portugal and for sure we can make promotion afterwards for your products, Portugal is a good market. Best regards xx
供应商回盘:Hi XX Thanks for your inquiry. Wait for a moment, I will tell you the specification for air conditioner heat pump later. Can you tell me the total space dimension which need air conditining,better separately for 30 rooms and all the restaurant and kitchen? Shall we match indoor fan coil with our outdoor heat pump together for you? Waiting for your reply.
回盘备注:首先我觉得这个客户很有意向,根据其后续告知的房间详细面积配置了我们的产品,客户想要凑齐一个货柜,我也配置了一个货柜的货物,从6月跟到现在刚好4个月了,一切就绪PI单我都已经发给客户了,正在就运输问题进行探讨:他说想发货到西班牙的巴塞罗那海运费便宜点,然后再用货车送到他的公司,他正在找便宜的货运公司,而且货要的很急,我就建议对方先打50%定金我们好开始生产,因为我们至少需要25天生产时间,对方可以在我们生产的时候找到好的货代。然后客户回复说:你是对的,但是我很少在公司我要安排所有的事情,明天会安排。这之后我给他发了3封邮件他都不理我。我哪里做错了吗?
专家点评:感觉你在这件事上有点着急了,这么长时间的沟通后,客户应该不会轻易推翻一切重来,而且客户说的理由很客观,他不像你一样每天的主要工作就是业务,客户同时也会有其它很多事情需要处理,这点应该理解客户。不回复你可能是没有及时打开邮箱,或者暂时比较忙安排其它事情优先,这种情况下建议是对客户表示理解,例如可以问一下邮件没有收到答复是不是其它事情比较忙,告知自己会继续等候客户的进一步消息,如果只顾催单反而可能有反作用。现在你很可能已经收到客户的消息了吧。

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