订单少的原因分析和处理方法

都说外贸路上布满了各种各样的荆棘，总是会走得艰辛。所以很多人望而却步，犹豫不决。The road ahead of foreign trade is full of difficultie, so many people step back or pause and ponder. 

的确，这条道路并不是一帆风顺的，任何一位业务员都会遭到客户的冷眼; 但是，遇到瓶颈，没订单的时候，该如何跨过这道坎？ 
Indeed, the road is not smooth. Each salesman must suffer from indifference; however, how to conquer this bottleneck of having no orders? 

俗话说：治病者，必医其受病之处，善救弊者，必塞其起弊之源。那么我们必须要了解深究出现这种困境的原因。 
As the saying goes: A healer will cure the disease, but a good healer will cure the source of disease. So we should explore the reasons.
一、分析没订单的理由 Analyze reasons

一）外在因素 External factor 
市场大环境，客户品牌销售渠道，产品销售情况，同行的恶性竞争。 
Market environment, customer brand sales channels, product sales situation and peers’ vicious competition. 

二）内在因素 Internal factor 
记得马云说过一句话：成功的人遇到任何挫折和不顺，从来都会自我审视。是的，没有订单可能是因为自身原因。所以从现在起停止抱怨，正视自己。那么自身理由普遍如下： 
A sentence from Jack Ma: what a successful man do once encounters difficulties, is to do self-inspect. That’s right, less order comes with self-problem. Now, please stop complaining and facing up yourself. Reasons are generally as follows: 

1.缺乏专业度和人格魅力从而获取不了客户信任度 
You fail to be trusted by customers due to lack of professional and personality charm 

2.没有积累足够多客户 
Fail to accumulate enough customers
二、对症下药，努力改进提升 Figure out specific solution to improve ourselves

一）外在因素 External factor 
1.知己知彼, 的确可以助力一把。所以就客户群体，市场，品牌来分析目前客户的购买力以及下订单规律。可以循着这些规律来跟踪客户，根据客户购买喜好来推荐介绍产品。 
Knowing yourself as well as the enemy can indeed help you get more orders. Hence, analyze customers’ current purchasing power as well as order rule according to customers group, market, brands and so on. And then, you’d better follow up with them and recommend products taking the above rule into consideration. 

2.客户跟踪停滞，按照不同停滞理由分析是否还能继续。如果可以，不妨提供些优惠给客户，让客户觉得获利更多。但是无论因何种原因，只要客户是目标客户我们都要保持联系并定期更新相关产品信息，市场信息给客户。 
Stagnation of following up. You can analyze whether there is possibility of the development. If there is, providing discount to make them be beneficial is suggested. But no matter what, as long as he is our target customer, we ought to keep contacting, updating products information and market information to customers. 

二）内在因素 Internal factor 
1.没有将心比心与客户沟通，获取客户信任。沟通要时刻以客户角度看问题, 并且了解客户的性格爱好，然后就客户性格用不同的沟通方式。譬如客户严肃性格的，那么必须要以严肃的态度对待客户的每件事情。 
Fail to judge customers’ feelings by your own and obtain their trust. Standing in customers’ perspective is necessary, and get to know their personality so as to decide what communication way is needed. For example, if the customer is serious, we ought to communicate in this way. 

2.没有积累足够多的客户是业务员致命的弱点。我们都明白，量变到质变。没能接到订单就是因为没有积累足够多的客户数量。所以请不要松懈了，持续开发客户是项任重而道远的任务。 
A key weakness of a salesman must be lack of enough customers. We all know a process from quantitative changes to qualitative changes. So the reason of less order must be lack of enough customers. Please don’t be relaxed, you still have a long way to go about continuously developing customers. 

其实，不仅仅是外贸，任何一件事情都不是容易的，都不是一帆风顺的。所以感恩每一次不顺换来更新的思考。 
Actually, not only foreign trade but also each matter is not quite easy. We should be grateful for unsmooth experience which brings us new thought.