常见的FAQ，不一样的回答

大家有没有在不断积累客户的同时，也积累一些应该对客户问题的回答整理？俗称FAQ（Frequently asked questions）!

一般可以从三个维度来做FAQ分类规范整理。

1. Company credibility and information(公司背景和基本信息)

2. Product features and parameters(产品介绍/技术参数等)

3. Sales services and trade terms(服务和商务条款相关)

如果你有更多想法，也可以根据不同行业的习惯和产品特点做更多的拓展。FAQ里的问题，都是从无数个客户平时与我们沟通，洽谈过程中挑选出来，比较经典，常见的提问。

我们将这些已经获得客户正向反馈的，经验证有效的回答，进行模块化，做成可复制的SOP。

这样做的目的是什么呢？如果你是外贸经理，那么这些内容可以作为你培训新人的销售话术；如果你是业务员，你可以把这每一个问题都换成一封封邮件经过一定的“刻意编辑”，来引导客户的认知往我们这边积极的方向走；所有的订单成交都是因为你出色的解答了客户心中的十万个为什么。

Why should we choose your company over others?

也许你会这样回复客户， Because our quality is better. Because we have been in This industry for 10000 years. Because we have fast delivery........

正确的打开方式是这样的，如下：

（1）Customer testimonial

You have the choice of numerous professional, knowledgeable, and competent wet wipes machine vendors committed to serving their clients. We feel we're one of them.

In Lieu of listing all reasons we think you should choose us, we thought it would be a better idea to ask our existing clients why they chose and decided  to stay with our company. Below is a sampling of our client's answer.

The following unsolicited letter from the owner of company AAA summarized for us why we believe most of our clients choose us over others.

(2) Don't ask me, ask our clients.

Call our clients and see if they are willing to serve as third-party testimonials for our work. I think you'll enjoy listening to what they say.''

以上两个都是，我怎么说不重要，客户怎么说才是最重要的。（这里就要求你平时要注意收集和积累客户证言，客户推荐信了）

当你知道客户已经收到货的时候，不妨趁热打铁地请客户帮忙写一份letter of performance/recommendation. 只要客户签个名盖个章就OK了。

（3）Do You Prioritize What We Deliver?

We believe in being a flexible, customer-driven partner.

We believe in delivering value through innovation.

We believe in speed-to-market.

We believe everything starts, and ends, with quality.

We believe in becoming and extension of our customers' teams.

We believe that no matter the size of the project, it deserves the very best.

We believein an open and honest relationship.

We do not believe in shortcuts.

If you prioritize our company core value as above, then we're the team for you.

If you need to prioritize other things, then you should choose someone else.

最后反问客户，Are we match?

排比的感觉是不是够冲击，是不是觉得我们很高大上？这样的排比句式显得更有力量感，这样的价值观，是不是也是客户的价值观。

（4）Are we the right "Fit" for you?

Why should you choose to work with us is not because how good we are boasting or how cheap our product seems to be.

It is because our offer bridges Your needs and our solution addresses your pain;

It is because our products is able to achieve your desired result and performance;

It is because our market positioning matches yours and our commitment resonates with you;

It is because our competence to work out a proposal that springs a "before Vs after" clears your worries;

It is because our market performance and customer referral allows for your joined trust.

亲爱的客户，我们公司还有很多火花带碰撞，更多惊喜等你来。

未完待续。。。。