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首页 / 博客 / 2025圣诞外贸催单爆单指南：12类客户精准话术+落地技巧，旺季业绩翻番就靠它

2025圣诞外贸催单爆单指南：12类客户精准话术+落地技巧，旺季业绩翻番就靠它

发布时间：2025/12/03

作者：AB客

阅读：172

类型：教程指南

本文聚焦2025年圣诞节外贸销售旺季，深入剖析了观望犹豫型、价格敏感型、货比三家型等12类典型客户的特点与需求。针对每类客户，提供了定制化的核心催单策略、实操跟进技巧以及中英文话术模板，旨在帮助外贸从业者有效把握圣诞商机，通过精准沟通与价值传递，显著提升订单转化率与销售额，实现业绩突破。

圣诞节是外贸行业年度最重要的销售节点之一，根据往年数据显示，圣诞季订单通常占B2B企业第四季度销售额的40%-60%。准确把握节日商机并实施有效的催单策略，不仅能显著提升季度业绩，更能为全年目标画上圆满句号。本文将针对12种典型客户类型，提供具体可操作的催单策略、实操技巧及中英文话术模板，助力外贸业务员在2025年圣诞季实现业绩突破。

一、观望和犹豫的客户

1. 圣诞节催单策略

以“节日商机可视化”为核心，通过持续、低干扰的信息渗透，让客户感知产品市场热度与盈利空间，逐步打消犹豫心理，促成主动下单。

2. 实操技巧

每周1-2次邮件触达，避免频繁骚扰；邮件主题加入“Christmas Hot Item”“New Arrival for Xmas”等节日关键词。
发送客户成交案例时，附上客户所在地区或同行业的真实订单截图（隐去敏感信息）、物流发货凭证或终端销售反馈。
结合圣诞节消费趋势，推荐1-2款爆款产品，而非全品类推送，降低客户决策成本。

3. 话术（中英文）

中文：您好！临近2025圣诞节，我们这款[产品名称]近期订单量激增，上周刚完成[某地区/某行业]客户的500件订单（附发货截图）。这款产品在圣诞礼品市场很受欢迎，客户反馈利润率可达[X]%。特意给您同步最新库存，目前还有[X]件现货，如需锁定库存可随时告知~

English：Hi [Customer Name]! As 2025 Christmas is approaching, our [Product Name] has seen a surge in orders recently. We just fulfilled a 500-unit order for a [region/industry] customer last week (shipping screenshot attached). This product is very popular in the Christmas gift market, and customers report a profit margin of [X]%. I'm writing to update you on the latest inventory—there are still [X] units in stock. Feel free to let me know if you'd like to reserve them!

二、认为价格高的客户

1. 圣诞节催单策略

分“有优惠空间”和“无优惠空间”两种场景，前者突出节日专属福利，后者强调成本上涨的紧迫性与当前价格的“稀缺性”，引导客户权衡利弊。

2. 实操技巧

有优惠空间时，明确优惠期限（如“Christmas Promotion Valid Until Nov 30”）和门槛（如“满200件立减5%”），制造紧迫感。
无优惠空间时，用数据佐证成本：附上近期海运报价单截图、原材料价格涨幅表或汇率变动趋势图，增强说服力。
强调“圣诞备货周期”，说明延迟下单可能因物流拥堵导致错过销售旺季，隐性成本更高。

3. 话术（中英文）

中文（有优惠）：您好！为迎接圣诞节，我们推出专属优惠：11月30日前下单，[产品名称]满200件立减5%，且包邮到[客户港口]。这款产品成本近期一直在涨，这是今年最后一波优惠，错过就要等明年了，您看是否需要锁定这个价格？

English（With discount）：Hi [Customer Name]! To celebrate Christmas, we're offering an exclusive discount: place an order before Nov 30, and get 5% off for [Product Name] orders over 200 units, plus free shipping to [Customer Port]. The cost of this product has been rising recently, and this is the last discount wave this year. Would you like to lock in this price?

中文（无优惠）：您好！理解您对价格的顾虑。目前海运费用较上月上涨了[X]%（附报价单），原材料和人工成本也有[X]%的涨幅，汇率波动还在持续。现在的价格已经是我们能给到的最优价，后续大概率会上涨。考虑到圣诞备货需要时间，建议您尽早下单~

English（No discount）：Hi [Customer Name]! I understand your concern about the price. Currently, sea freight costs have increased by [X]% compared to last month (quote attached), raw material and labor costs have also risen by [X]%, and exchange rate fluctuations continue. The current price is already the best we can offer, and it will most likely increase later. Considering the Christmas stock-up time, I suggest you place the order as soon as possible~

三、正在货比三家的客户

1. 圣诞节催单策略

以“差异化价值”破局，通过精准对标同行，突出自身在产品、服务、供应链等方面的独特优势，让客户感知“非你不可”的合作价值。

2. 实操技巧

利用牛客云等大数据工具查询客户过往供应商信息，分析同行的价格带、交货周期、产品规格等短板。
制作“优势对比表”，清晰列出自身与同行在圣诞备货关键指标（如交货期、质保、定制化能力、售后响应速度）的差异。
提供“圣诞专属增值服务”，如免费设计包装、优先排产、加急物流等，提升合作吸引力。

3. 话术（中英文）

中文：您好！了解到您正在对比供应商，特意为您整理了我们与[同行品牌]的优势对比（附表格）。在圣诞备货关键的交货期上，我们比同行快3-5天；还能提供免费的圣诞主题包装设计，帮助您提升终端销量。另外，我们针对老客户有优先排产权，现在下单可确保12月初到货，不会耽误您的圣诞销售旺季，您看是否需要进一步沟通细节？

English：Hi [Customer Name]! Knowing that you're comparing suppliers, I've prepared a comparison of our advantages with [Competitor Brand] (table attached). In terms of delivery time, which is crucial for Christmas stock-up, we are 3-5 days faster than our peers; we also offer free Christmas-themed packaging design to help you increase terminal sales. In addition, we have priority production rights for old customers. Placing an order now ensures delivery in early December, which won't delay your Christmas sales season. Would you like to discuss the details further?

四、对产品品质存在疑虑的客户

1. 圣诞节催单策略

以“权威证明+场景化佐证”建立信任，通过多维度资质材料和真实案例，消除客户对品质的顾虑，增强合作信心。

2. 实操技巧

发送客户所在国家/地区认可的资质证书（如CE、FDA、ROHS等），并附上证书查询链接或官方验证截图。
拍摄工厂生产流水线、质检环节的短视频，重点展示品控流程（如每批次抽样检测、包装防护措施等）。
分享同行业头部客户的合作案例，如“我们是[某知名品牌]的圣诞礼品长期供应商，已合作5年”，并附上合作授权书（隐去敏感信息）。

3. 话术（中英文）

中文：您好！关于[产品名称]的品质，我们已通过[某资质认证]（附证书及查询链接），完全符合[客户所在国家/地区]的标准。这是我们工厂的生产质检视频（附链接），每一件产品都经过3道质检工序。另外，我们也是[某知名品牌]的圣诞礼品供应商，合作多年来零品质投诉。您可以先小批量试单，感受品质后再批量下单，圣诞备货期有限，尽早下单更稳妥~

English：Hi [Customer Name]! Regarding the quality of [Product Name], we have passed [certification] (certificate and inquiry link attached), which fully complies with the standards of [customer's country/region]. This is the video of our factory's production and quality inspection (link attached), and each product undergoes 3 quality inspection procedures. In addition, we are also the Christmas gift supplier of [a well-known brand], with zero quality complaints after years of cooperation. You can place a small trial order first, and then place a bulk order after experiencing the quality. The Christmas stock-up period is limited, so placing an order as soon as possible is more secure~

五、有采购历史的老客户

1. 圣诞节催单策略

以“情感维系+需求挖掘”为核心，借售后服务之名切入，了解客户近期采购动态与顾虑，针对性推荐圣诞备货方案，唤醒复购意愿。

2. 实操技巧

邮件/消息开头提及过往合作细节（如“还记得去年您采购的[产品名称]，反馈很好”），拉近距离。
询问时聚焦具体问题，避免空泛（如“最近是否在筹备圣诞采购？之前的产品在终端销售中有没有需要调整的地方？”）。
根据客户历史采购品类，推荐升级款或圣诞限定款，并提供“老客户专属折扣”或“满赠活动”。

3. 话术（中英文）

中文：王总您好！时间过得真快，距离去年您采购[产品名称]已经快一年了，不知道那款产品在终端销售情况怎么样？近期是圣诞备货旺季，我们推出了[产品名称]的升级款，在[某功能]上做了优化，更符合今年的圣诞消费趋势。作为老客户，您下单可享额外3%的折扣，还能优先安排发货。您最近有采购计划吗？或者对我们的产品有什么建议，都可以随时和我说~

English：Hi Mr. Wang! Time flies. It's almost a year since you purchased [Product Name] last year. How was the terminal sales of that product? Recently, it's the peak season for Christmas stock-up. We have launched an upgraded version of [Product Name], which has been optimized in [a certain function] and is more in line with this year's Christmas consumption trend. As an old customer, you can enjoy an additional 3% discount when placing an order, and we can arrange shipment first. Do you have any purchase plans recently? Or if you have any suggestions on our products, feel free to tell me~

六、已经寄送样品的客户

1. 圣诞节催单策略

以“样品反馈+时效提醒”为重点，及时跟进客户对样品的评价，快速响应调整需求，同时强调圣诞备货的时间紧迫性，推动订单落地。

2. 实操技巧

样品寄出后3-5天跟进，避免客户遗忘；跟进时直接询问具体反馈（如“样品的质量、规格、包装是否符合您的预期？”）。
若客户提出修改意见，24小时内给出解决方案和调整周期，并明确“调整后不影响圣诞备货时间”。
告知客户当前样品对应产品的库存情况和生产排期，说明“样品确认后7天内可发货”。

3. 话术（中英文）

中文：您好！上周给您寄送的[产品名称]样品，您应该已经收到了吧？想了解下样品的质量、款式是否符合您的圣诞备货需求？如果有任何需要调整的地方，我们可以在3天内完成修改，确保不耽误您的备货进度。目前这款产品的圣诞库存还剩[X]件，样品确认后我们会优先为您排产，7天内就能发货，您看什么时候方便确认样品呢？

English：Hi [Customer Name]! You should have received the [Product Name] sample I sent you last week, right? I'd like to know if the quality and style of the sample meet your Christmas stock-up needs? If there are any adjustments needed, we can complete them within 3 days to ensure it doesn't delay your stock-up progress. Currently, there are [X] pieces left in the Christmas inventory of this product. After the sample is confirmed, we will prioritize production for you and can ship it within 7 days. When is it convenient for you to confirm the sample?

七、合作比较顺利的客户

1. 圣诞节催单策略

以“情感求助+专属福利”为切入点，利用良好的合作基础，委婉表达业绩需求，同时给予客户实际优惠，实现“双赢”催单。

2. 实操技巧

话术语气要真诚，避免功利性过强；先感谢客户长期支持，再提出需求。
提供“尾单专属福利”，如“额外赠送[X]件产品”“运费全免”“延长质保期”等，让客户感受到诚意。
强调“不影响合作关系”，减轻客户心理压力。

3. 话术（中英文）

中文：李总您好！2025年马上就要结束了，非常感谢您这一年来对我们公司和我的支持与信任，合作一直都很愉快。其实今天联系您，是有个小请求：我今年的业绩还差一点点没达标，如果您能在12月10日前下一个尾单，我就能顺利完成目标了。当然，我也为您准备了福利，这次下单除了常规折扣，还额外赠送[X]件[产品名称]作为圣诞礼物。如果实在不方便也没关系，不会影响我们后续的合作，我依旧会全力为您服务。再次感谢您的支持！

English：Hi Mr. Li! 2025 is coming to an end soon. Thank you very much for your support and trust in our company and me this year. The cooperation has always been very pleasant. Actually, I'm contacting you today with a small request: my performance this year is still a little short of the target. If you can place a final order before December 10, I can successfully achieve the goal. Of course, I also prepared a benefit for you. In addition to the regular discount, I will give you an extra [X] pieces of [Product Name] as a Christmas gift for this order. If it's really inconvenient, it's okay, it won't affect our subsequent cooperation, and I will still serve you with all my strength. Thank you again for your support!

八、死磕优惠的客户

1. 圣诞节催单策略

以“价值捆绑+优惠锚点”为核心，不盲目降价，而是通过“基础价+增值服务”“多买多省”等方式，让客户觉得“占了便宜”，同时保障自身利润。

2. 实操技巧

设计“圣诞阶梯价”，如“满100件享9.5折，满300件享9折，满500件享8.5折”，引导客户增加订单量。
将优惠转化为“非价格福利”，如“不降价但免费提供圣诞营销方案”“买就送定制化宣传海报”等，提升客户感知价值。
用“限时优惠”制造紧迫感，如“圣诞优惠套餐仅限11月20-30日，过后恢复原价”。

3. 话术（中英文）

中文：您好！非常理解您希望拿到更优惠的价格。考虑到圣诞备货，我们推出了阶梯优惠：满100件享9.5折，满300件直接享9折，满500件还能再降0.5折到8.5折，而且所有订单都送圣诞主题的宣传海报设计服务。这个优惠套餐只到11月30日，您采购量越大，性价比越高，既能满足圣诞销售需求，又能节省成本，您看这个方案怎么样？

English：Hi [Customer Name]! I fully understand that you want a more favorable price. Considering Christmas stock-up, we have launched a tiered discount: 5% off for orders over 100 units, 10% off directly for orders over 300 units, and an additional 0.5% off to 15% off for orders over 500 units. Moreover, all orders include a Christmas-themed promotional poster design service. This discount package is only available until November 30. The larger your purchase quantity, the higher the cost-effectiveness. It can not only meet the Christmas sales demand but also save costs. What do you think of this plan?

九、强烈好奇的客户

1. 圣诞节催单策略

以“深度解说+即时激励”为主，充分满足客户的好奇心，详细介绍产品亮点与圣诞应用场景，同时抛出限时优惠，推动快速成交。

2. 实操技巧

解说时结合圣诞场景，如“这款产品可以作为圣诞礼物送给[目标人群]，它的[某特点]能让礼品更有新意”。
用“互动式提问”引导客户参与，如“您觉得这款产品的圣诞包装用红色还是绿色更符合当地市场？”。
在客户表现出兴趣时，立即告知当前的优惠活动和库存情况，促成“冲动下单”。

3. 话术（中英文）

中文：您好！很高兴您对[产品名称]感兴趣~ 这款产品是我们今年的圣诞主推款，它采用了[某新材料]，手感更细腻，而且内置了[某小功能]，作为圣诞礼品送给消费者会很有惊喜感。您看，这是我们设计的3种圣诞包装方案（附图片），您更倾向于哪一种？现在下单不仅享受8.8折优惠，还能优先选择包装款式，库存只剩[X]件了，喜欢的话建议尽快锁定哦！

English：Hi [Customer Name]! I'm glad you're interested in [Product Name]~ This product is our main Christmas promotion this year. It uses [a new material], which feels more delicate, and has a built-in [a small function], which will be a surprise for consumers as a Christmas gift. You see, these are 3 Christmas packaging schemes we designed (pictures attached), which one do you prefer? Placing an order now not only enjoys a 12% discount but also can choose the packaging style first. There are only [X] pieces left in stock. If you like it, it's recommended to lock it as soon as possible!

十、温和有礼的客户

1. 圣诞节催单策略

以“专业真诚+耐心沟通”为原则，用严谨的产品信息和礼貌的服务态度打动客户，避免过度推销，让客户在舒适的氛围中做出决策。

2. 实操技巧

沟通时用词规范、条理清晰，分点介绍产品优势（如“第一，...；第二，...”）。
耐心解答客户的每一个问题，即使是基础问题也不敷衍，体现专业素养。
主动提供“圣诞备货方案”，如“根据您的市场需求，建议采购[X]件，分两批发货，第一批11月底到，第二批12月初到，确保库存充足”。

3. 话术（中英文）

中文：您好！感谢您抽出时间了解我们的圣诞产品。接下来我为您简单介绍下[产品名称]的核心优势：第一，品质方面，通过了[某认证]，质量稳定；第二，交货期，圣诞备货订单承诺7天内发货；第三，售后，提供30天无理由退换货服务。结合您的市场情况，我建议采购[X]件，分两批发货，既能避免库存积压，又能保障销售旺季供应。如果您有任何疑问，我都会详细为您解答，期待与您合作~

English：Hi [Customer Name]! Thank you for taking the time to learn about our Christmas products. Next, I will briefly introduce the core advantages of [Product Name]: first, in terms of quality, it has passed [a certification] and has stable quality; second, delivery time, Christmas stock-up orders promise to be shipped within 7 days; third, after-sales service, providing a 30-day no-reason return and exchange service. Combined with your market situation, I suggest purchasing [X] units and shipping them in two batches, which can avoid inventory backlog and ensure supply during the sales peak season. If you have any questions, I will answer them in detail for you. Looking forward to cooperating with you~

十一、自以为是的客户

1. 圣诞节催单策略

以“欲擒故纵+价值引导”为策略，适当“降温”，用行业趣事或高端客户案例激发客户的好胜心，让客户主动追求合作以证明自身“实力”。

2. 实操技巧

沟通时避免与客户争论，多倾听客户的观点，适时附和（如“您对[某市场趋势]的看法很独到”）。
分享“高端客户合作案例”，如“我们最近和[某知名企业]合作了圣诞大单，他们对产品的[某要求]很高，最终选择了我们”。
暗示合作有“门槛”，如“这款圣诞限定款产能有限，只优先供应给长期合作或订单量较大的客户”。

3. 话术（中英文）

中文：您好！听您分析[某市场动态]，确实很有见地，不愧是行业内的专家。最近我们遇到一件挺有意思的事：[某知名企业]找我们合作圣诞大单，他们一开始对比了很多供应商，最后因为我们的[某优势]选择了我们，还夸我们对圣诞市场的理解很到位。不过这款圣诞限定款的产能比较紧张，目前只优先安排给订单量500件以上的客户。您对今年的圣诞市场布局应该有清晰的规划，要是有兴趣，我们可以看看怎么协调产能~

English：Hi [Customer Name]! Listening to your analysis of [a market dynamic], it's really insightful. You deserve to be an expert in the industry. Recently, we encountered an interesting thing: [a well-known enterprise] approached us for a large Christmas order. They compared many suppliers at first, and finally chose us because of our [advantage], and also praised us for our good understanding of the Christmas market. However, the production capacity of this Christmas limited edition is relatively tight, and currently, it is only prioritized for customers with orders over 500 units. You should have a clear plan for this year's Christmas market layout. If you are interested, we can see how to coordinate the production capacity~

十二、售后服务存疑的客户

1. 圣诞节催单策略

以“透明化售后+风险保障”为核心，详细说明售后服务流程与承诺，用“无风险合作”方案消除客户顾虑，增强下单信心。

2. 实操技巧

制作“售后服务流程图”，清晰展示“问题反馈-专员对接-解决方案-处理时限”等环节。
明确具体售后承诺，如“质保期[X]个月”“质量问题48小时内给出解决方案”“退换货运费由我方承担”等。
提供“小批量试单+售后保障”方案，降低客户首次合作的风险。

3. 话术（中英文）

中文：您好！非常理解您对售后服务的关注，这也是我们非常重视的部分。我们的售后服务流程是这样的：您反馈问题后，会有专属售后专员12小时内对接，质量问题48小时内给出解决方案，质保期[X]个月内可免费退换货，产生的运费由我们承担（附售后服务流程图）。考虑到圣诞备货，您可以先小批量试单[X]件，体验产品和服务后再批量下单。这样您既不用担心售后问题，又能抓住圣诞商机，您觉得可行吗？

English：Hi [Customer Name]! I fully understand your concern about after-sales service, which is also a part we attach great importance to. Our after-sales service process is as follows: after you feedback the problem, there will be a dedicated after-sales specialist to connect within 12 hours, and a solution will be given within 48 hours for quality problems. You can return or exchange the goods for free within [X] months of the warranty period, and the freight incurred will be borne by us (after-sales service flow chart attached). Considering Christmas stock-up, you can place a small trial order of [X] units first, and then place a bulk order after experiencing the product and service. This way, you don't have to worry about after-sales problems and can seize the Christmas business opportunity. Do you think it's feasible?

以上12类客户的圣诞催单策略，从需求洞察到实操话术实现了全流程覆盖，每一个技巧都经过外贸实战场景验证，可直接复制套用。2025年圣诞备货窗口期已进入倒计时，抓住客户心理、用对催单方法，才能在旺季竞争中脱颖而出。建议收藏本文，针对不同客户类型灵活调整策略，无论是唤醒老客户复购，还是促成新客户转化，都能精准发力。祝各位外贸人圣诞旺季订单爆满，业绩再创新高！

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