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1、客户开发方法,Amanda Wu 2011/7/13,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,怎样才能做好客户开发,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/inject
2、ion 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
3、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 directoryInjection mold importers/exporters,以公司命名特点来找客户：例：*mold and die*或*mo
4、ld&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
5、。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-ExVenue:Toronto Congress Centre,Toronto,Ontario,CanadaPlasticosVenue:Costa Salguero Exhibition Center,Buenos Aires,ArgentinaPlastec MidwestVenue:Donald E.Stephens Convention Center,Rosemont,Illinois,United
6、 States Of AmericaInterplas UKVenue:National Exhibition Centre(NEC),Birmingham,England,United KingdomEUROFINISHVenue:Flanders Expo Ghent,Gent,East Flander,BelgiumPlast Imagen MexicoVenue:Centro Banamex Exhibition Centre,Mexico,Macfrut International Conventions&ExhibitionsVenue:Cesena Trade Fair Dist
7、ric,Cesena,Emilia-Romagna,ItalyFakumaVenue:Friedrichshafen Messegelande,Friedrichshafen,GermanyPro-Plas Expo South AfricaVenue:Cape Town International Convention Centre(CTICC),Cape Town,Western Cape,South AfricaPlast Eurasia IstanbulEquiplastVenue:Fira De Barcelona Montjuic,Barcelona,SpainInterplast
8、ica Venue:Expocenter Krasnaya Presnya Moscow,Moscow,Moskva,RussiaSuedtecVenue:Duplicate with Landesmesse Stuttgart GmbH,Stuttgart,Baden-Wurttemberg,GermanyPLASTVenue:Fiera Milano,Milan,Lombardia,Italy,ArgenplasVenue:Buenos Aires La Rural Predio Ferial de,Buenos Aires,ArgentinaPlastex BrnoVenue:Brno
9、Exhibition Centre,Brno,Jihomoravsky Kraj,Czech RepublicK-Plastics&Rubber ExhibitionVenue:Dusseldorf Exhibition Centre,Dusseldorf,Nordrhein-Westfalen,Germany,4.协会,例：模具协会Argentina：Camara Argentina de Fabricantes deHerramientas e Instrumentos de MedicionAustria：Fachverband der Maschinen-und Stahlbauind
10、ustrie OsterreichsBelgium：Centrale de lIndustrie de Metalles de BelgiqueCanada：Canadian Association of Moldmakers Inc.Canada：Canadian Plastics Industry AssociationCanada：Canadian Tooling&Machining AssociationCzech Republic：Tool Factories AssociationEstonia：ESTA Estonian Special Tooling AssociationFi
11、nland：Technology Industries of FinlandFrance：Association Franaise de lIndustrie de Moules,Modeles&Maquettes(AFIM)Germany：German Machine Tool Builders Assocation,Germany：Bundesinnungsverband Des Deutschen ModellbauerhandwerksGermany：Industrieverband Kunststoff und VerpackungenGreece：Association of th
12、e Hellenic Plastics IndustriesHungary：Associations of the Hungarian Plastics IndustriesHungary：SZMSZ(Hungarian Toolmakers Association)Italy：AssocomaplastItaly：Assogamma Associazione Imprese Italiane alta GammaItaly：Unione Costruttori Italiani Stampi&Attrezzature PrecisioneJapan：Japan Die and Mold In
13、dustry Association,Netherlands：Moulds&Dies IndustryNetherlands：Union of the Metal and Electrotechnical IndustryNorway：Norwegian Plastics FederationPortugal：Associacao Portuguesa da Industria de PlasticosPortugal：Portuguese Association for the Mold IndustryAfrica：TASA Toolmaking Association of South
14、AfricaSpain：Asociacin Cluster Metalmecnico de ExtremaduraSpain：Asociacin Espanola de Fabricantes de Mquinas-herramienta,Spain：Export Trade Assocation of Spanish Manufacturers of Accessories,Component Parts and Tools for Machine ToolsSpain：ANAIP-FETEPSpain：Federacin Espaola de AsociacionesEmpresarial
15、es de Moldistas y MatricerosSweden：Svensk IndustrifreningSweden：Swedish Special Tooling AssociationSwitzerland：Swiss Mechanical,Electrical&Electronic Engineeringand Metalworking IndustriesSwitzerland：Verein Schweizerischer Maschinen-IndustriellerKingdom：Gauge and Tool Makers AssociationUnited Kingdo
16、m：The Manufacturing Technologies AssoicationUnited Kingdom：Pattern Model and Mould Manufacturers AssociationUSA：American Mold Builders AssociationUSA：American Machine Tool Distributors AssociationUSA：Association for Rotational MoldersUSA：International Special Tooling&Machining AssociationUSA：The Too
17、ling&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 NInjection Molding Magazine OModern Machine SModern Plastics MMoldmaking Technology MPlastics and Rubber WPlastics Engineering MPlastics HPlastics News MPlastics Technology MTool and Moldmaking Product Newswww.tool-Trade Sh
18、ows/ExpositionsAmerican Mold Builders Association Conferencewww.amba.orgAutomotive News World CInternational Manufacturing Technology SOFC/NFOECwww.ofcnfoec.orgNational Plastics Expositionwww.npe.orgPPlastics Design and MSAE World Congresswww.sae.org,6.行业报告7.企业名录网站www.K www.business-directory-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,
