1.观望和犹豫
这个很难，因为客户自身的需求不够强烈，所以不是“刚需”。
对于这类客户，不要抱太大希望。可以把他们分成有潜在业务需求的客户群，每隔一段时间通过邮件发送一些新产品信息。或者什么客户成交了，生意好了，让客户看到“钱景”来打动客户，成交。
2.价格因素
价格是商业中的一个重要因素。客户总是希望价格能便宜一点，这样才能多赚点利润。
如果客户长期跟进，确实认为价格偏高，我们的产品还是有调价空间的。然后我们可以告诉他，现在春节将至，产品有折扣，让客户看到降价的难得机会。
但是如果真的没有降价的空间，你可以跟客户解释，现在运费高，价格真的不能降了。而且因为劳动力、原材料等成本的增加，以及汇率的变化，价格可能会提高。现在成交比较低，越早成交越好。
3.供应商比较和选择
作为买家自然会货比三家，不会只被咨询。假设客户有购买需求，没有响应，那么这个时候他很可能已经选好家了。
对于这一点，我们首先要了解:国外采购商是如何筛选供应商的？努力提高自己的竞争力。竞争力不仅仅是价格。更多时候，你需要思考:除了低价，你还能给客户提供什么价值？
同行竞争的话，可以通过点石成金海关数据来查询这个买家的供应商，看看是哪些同行，交易价格是多少。
作为同龄人，你自然知道他们的优缺点。这时候你在向客户介绍的时候，就需要突出自己相对于其他供应商的优势，从而获得商机。
4.产品质量有疑问。
外国人也是一样，总想选便宜又好的。假设你的价格高，他会觉得他的成本在上升，利润在减少。而如果你的价格低，他会怀疑是不是“便宜没好货”，对你的产品质量产生怀疑。
这时候你要把资质证书(符合你所在国家/地区的资质证书)和视频证据(工厂生产过程等。).“靠自己”、“靠公司”、“靠别人”。使用能证明你产品合格的材料。如果行业内有大客户也能采用就太好了。
Chinese New Year is around the corner ，Since the factory is closed during the holiday，we’ d like to help you plan the time in advance if your order is urgent.Busy production is approaching. Kindly inform you that our factory is working at a full capacity.The ealier you place the order, the sooner we can schedule the production plan.Since it is peak season now, our factory is working at full capacity.If we can receive your order，confirmation by this week and arrange，production without delay during peak season.这点要把握好，要根据自身产品附上相关细节，让客户觉得物超所值，而不是反倒成为客户一再压价的话柄。
we wish if we can spare you a few minutes. Here is our super Spring Festival sale.The discount is even up to 30% off.We're thrilled to give you a special offer on our +产品/产品系列. You can enjoy a discount up to 20% off. Please let me know if you need more details.
we would like to announce that we will be having a Spring Festival Clearance Sale. We will be offering up to 30% discount on all the items of the attached list starting from [开始日期]to[结束日期].It's on a first come first served basis.
Our company is having an anniversary sale. Until end of this month we are offering 15% off for all our products. Check out the latest catalog and let us know if any of them are interested.Because of the busy production season, we need to queue for the available shipping space. Please make your decision as soon as possible to avoid further delay.Because of the logistics peak season, it's extremely difficult time to get the truck and shipping space, Please make your decision as soon as possible to avoid further delay. thanks for your understanding.
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