培 训 资 料
Training Materials
我们所从事做的是海外精聊项目（主攻美国市场）（我们是使用一种女性的三方角色给和客户聊天，使用美国实卡以一种错误的方式给客户发送短信，然后解除误会，互换信息达成朋友发展添加到我们常用的社交应用程序如WhatsApp，telegraph开展后续）整体思路与框架参考以下内容：新增——初聊——铺垫产品——树立人设——成为某种特定的关系——加深感情——开发客户
What we are engaged in is an overseas chat project (mainly targeting the U.S. market) (we use a female three-way role to chat with customers, use a real card in the United States to send text messages to customers in the wrong way, and then resolve misunderstandings, exchange information to achieve friend development, add to our commonly used social applications such as WhatsApp, telegraph to carry out follow-up) The overall idea and framework refer to the following: New - first chat - Pave the way for the product - establish a personality - become a certain relationship - deepen the relationship - develop customers
一、第一天如何新增破冰与客户达成朋友产生共识？
1. How to break the ice on the first day and reach a consensus with customers?
错误的短信开场白
Wrong SMS opener（例如：你明天有空吗？我们很久没有一起喝咖啡了。）
(For example: Are you free tomorrow?) It's been a long time since we've had coffee together. ）如果收到客户的回复，多数情况下只要是正常的客户都会询问我们是谁。这时候我们就需要让客户直观认为你发错了短信
If we receive a reply from a customer, in most cases, the normal customer will ask who we are. That's when we need to make the customer intuitively think that you sent the wrong message（例如：这里不是XXX的电话吗，我是米娅 威廉姆斯，你不记得我了吗？）
(For example: Isn't this XXX's call, I'm Mia Williams, don't you remember me?) ）这里客户肯定会回复你找错人了
Here the customer will definitely reply that you have found the wrong person（错误的电话，我不是XXX，·····）
(Wrong call, I'm not XXX, ····· ）。接下来我们就要进入破冰，让客户意识到我们是不小心发送了错误的电话号码，打消客户的疑虑
。 The next step is to break the ice and make the customer realize that we have accidentally sent the wrong phone number to reassure the customer（很抱歉。是我不小心输入了错误的电话号码。你的电话号码和我的XXX朋友实在只相差一位数字，请原谅我这个粗心的女人，希望没有给你的生活带来困扰）
(I'm sorry.) It was I who accidentally entered the wrong phone number. Your phone number and my XXX friend are really only one digit apart, please forgive me for being a careless woman, I hope it didn't bother your life)。这里为什么要用到女人，因为男人对女人都会减少防备心理，也更加愿意和一个女人聊天。
。 Why do we use women here, because men are less defensive about women and are more willing to talk to a woman.“当聊到这里的时候，就需要开始以一种交朋友的方式介绍自己，互换客户基本信息（前期只需要了解客户工作，年龄，生活地区）让客户觉得这只是一场美丽的误会，然后引流到常用社交软件开展下一步”
"When we talk about this, we need to start introducing ourselves in a way of making friends, exchange basic customer information (we only need to understand the customer's work, age, and living area in the early stage) to make the customer feel that this is just a beautiful misunderstanding, and then lead to common social software to carry out the next step."详情可参考小组新增群或打粉文本话术演变一套合适自己的引流破冰话术。
For details, please refer to the group's new group or powder text discourse to evolve a set of drainage icebreaker discourse that suits you.
当我们把客户引流到聊天程序之后我们需要给客户保留一个好印象的同时最好能和客户达成一些共识保持热度聊天为第二天做准备。如果做到这一点，可以通过兴趣爱好的话题找到和客户的共同点然后开展话题。（不管我们想要了解到客户的什么，我们都需要先介绍我们自己，特别是前期聊天）
When we send customers to the chat program, we need to make a good impression on the customer, and at the same time, it is best to reach some consensus with the customer to keep the chat hot and prepare for the next day. If you do this, you can find common ground with your customers through topics of interest and hobbies, and start conversations. (Whatever we want to know about our customers, we need to introduce ourselves first, especially in the early chat)
普遍兴趣爱好：高尔夫，滑雪，瑜伽，跳伞，马术，旅行。
Common hobbies: golf, skiing, yoga, skydiving, equestrian, traveling.
聊兴趣爱好不能太死板，也不能一笔带过，当客户说出他的兴趣爱好之后，我们不管如何都要有一个和客户共同的兴趣爱好来延伸话题。如果去了解兴趣爱好这些知识可以参考谷歌搜索详细资料。但是不要粘贴复制，懂得改编。
When the customer says his interests, we must have a common interest with the customer to extend the topic. If you want to know about your interests and hobbies, you can refer to Google search for details. But don't paste and copy, know how to adapt.
兴趣爱好话题与见解能够体现出我们确实是做过这些有趣的事情
Hobbies, topics, and opinions show that we've done these interesting things
聊兴趣爱好：
Talk about hobbies:
我喜欢旅行，喜欢外面的世界和美丽的风景，我认为旅行是一件可以净化心灵，开阔视野的事情，还可以保存珍贵的回忆！
I love to travel, I love the outside world and beautiful scenery, I think traveling is a thing that can purify the mind, broaden my horizons, and also preserve precious memories!
我喜欢旅行，我去过日本、韩国和欧洲的一些国家，如德国、法国、西班牙、意大利、摩纳哥，我的梦想是和我的爱人一起环游世界。
I love to travel, I have been to Japan, South Korea and some countries in Europe such as Germany, France, Spain, Italy, Monaco, and my dream is to travel the world with my lover.
旅行激励我们去看、去学习、去尝试新的东西。它不断地挑战我们，不仅要适应和探索新的环境，而且要与不同的人和不同的文化打交道，迎接冒险的到来，并希望能与所爱的人分享新的和有意义的经验。
Travel inspires us to see, to learn, to try new things. It constantly challenges us not only to adapt and explore new environments, but also to deal with different people and different cultures, to embrace adventures and hopefully to share new and meaningful experiences with loved ones.
我喜欢法国巴黎，因为它历史悠久，食物丰富，而且仍然是浪漫之都。当我听说巴黎圣母院被烧毁时，我感到非常难过。它不仅代表着人民的信仰，而且见证了法国的历史。这是一个了不起的城市，非常多元的文化……您会发现来自每个国家和文化的人们。这个城市在建筑，饮食，博物馆和美术馆方面拥有悠久的历史。
I love Paris, France because of its rich history, great food, and still being the romantic capital. When I heard that Notre-Dame Cathedral had burned down, I was very saddened. It not only represents the faith of the people, but also bears witness to the history of France. It's an amazing city, very multicultural...... You will find people from every country and culture. The city has a long history in terms of architecture, food, museums, and galleries.
我喜欢瑞士，在瑞士的东部，冬季大雪覆盖，夏天绿草如茵，在那里可以感受到呼吸空间，也有美丽的山脉和绿色成荫的草地，从从蜿蜒的小径徒步登山，一边欣赏沿途风光，一边享受徒乐趣，我想这是非常有趣的，还有葡萄园可以品尝新鲜的葡萄酒。
I love Switzerland, in the eastern part of Switzerland, where you can feel the space to breathe when you are covered with snow in winter and green grass in summer, and there are also beautiful mountains and green meadows, and you can enjoy the scenery while hiking from the winding trails, which I think is very interesting, and the vineyards where you can taste fresh wine.
我喜欢瑞士，瑞士有好的自然景观和众多的湖泊，而且瑞士人给我的感觉非常好。他们喜欢健身，喜欢做疯狂的事情。这就是我对瑞士的印象
I love Switzerland, it has good nature and numerous lakes, and the Swiss people give me a very good feeling. They love fitness and love to do crazy things. That's my impression of Switzerland
在旅行中，可以到不同的地方感受当地以前自己没接触过得文化，还能感受到形形色色的人和他们各不相同的生活方式。
During your trip, you can go to different places to experience the local culture that you have not been exposed to before, and you can also experience the different people and their different lifestyles.
同时还能尝试到对自己来说是新的东西，旅行回来你会发现你会很多获得，过程虽然有点累，但一切都值得。以上是旅行话题，尽量说的生动一点，这样更加能体现一个三方的真实度也更加能在客户心目中留下一个好的印象同时通过说话的方式表现出自己是一礼貌，知识渊博，见识宽广，保持愉快聊天的高质量女性。给客户留下第一眼的好印象。看好时间主动预留第二天话题，夸赞客户。（现在比较晚了，我要去洗澡睡觉了。明天还有一些工作上的文件需要处理。今天和你聊天非常愉快，期待明天更多的交流。我的新朋友。）
At the same time, you can try something new for you, and you will find that you will gain a lot when you come back from the trip, and although the process is a little tiring, it is all worth it. The above is a travel topic, try to say it vividly, so as to reflect the authenticity of a three-way party and leave a good impression in the minds of customers, and at the same time show that you are a polite, knowledgeable, knowledgeable, and high-quality woman who maintains a pleasant chat by speaking. Make a good first impression on your customers. Take the initiative to reserve a topic for the next day and praise customers. (It's getting late, I'm going to take a shower and go to bed.) There are still some work papers to work on tomorrow. It was a pleasure to chat with you today and look forward to more exchanges tomorrow. My new friend. ）
二、第二天、三天。初聊，铺垫经历、产品，树立三方，四方人设。
Second, the next day, three days. The first chat, paving the way for experience, products, and establishing a three-party and four-party personality.
上班先回访新增客户从一个美好的祝福开始（XXX早上好，我们又见面了，你昨天休息的怎么样？）前期一定要主动去找新增客户聊天，找到更多的话题，更多的介绍自己，从而达到了解到客户的一些信息来达到目的。
Go to work and visit the new customers first Start with a good wish (XXX Good morning, we meet again, how was your rest yesterday?) In the early stage, we must take the initiative to chat with new customers, find more topics, and introduce ourselves more, so as to achieve the goal of understanding some information about customers.
第一天与客户聊天，很多时候可能可不会告诉你太多信息，很多都是一笔带过。所以接下来的聊天就非常重要了。接下来聊天主要需要了解到客户的重要信息（筛选客户基础几点，具体工种，工龄，家庭情况，感情状态。你想知道客户的信息，首先一定要先介绍自己。把自己介绍出去后反问客户你呢？）一定要避免灵魂拷问，这样客户会非常反感，而且美国客户是非常注重隐私的。同时也是非常直接的。但是前提是你需要得到客户的认可。不管任何时候都是在热聊当中铺垫，抓取重要信息和询问重要信息。我们可以说二十句废话。但是第二十一句一定要询问出我们想要的目的问题。
The first day of chatting with a customer may not tell you much information, and a lot of it will be a passing pass. So the next chat is very important. Next, the chat mainly needs to understand the important information of the customer (screen the customer's basic points, specific types of work, seniority, family situation, emotional status. If you want to know about a customer, you must first introduce yourself. After introducing yourself, ask the customer, what about you? Be sure to avoid soul torture, which will be very offensive to the customer, and the American customer is very privacy-conscious. At the same time, it is very straightforward. But only if you need to be recognized by your customers. At any time, it is to lay the groundwork in the hot chat, grab important information and ask for important information. We can say twenty words of nonsense. But the twenty-first sentence must ask the question of the purpose we want.
在了解这些信息的同时可以铺垫自己（家庭情况：这里可以聊到自己的儿童时代，在一个什么样的家庭长大，体现出我们家庭背景。
While understanding this information, you can lay the groundwork for yourself (family situation: here you can talk about your childhood, what kind of family you grew up in, and reflect our family background.
感情经历：经历过两段感情，一段是在大学时代青涩甜蜜但是却得不到结果的恋爱。第二段才是刻苦铭心让你陷入绝境然后受到家庭帮助重振旗鼓来到美国展开第二次生命的过程
Relationship experience: I have experienced two relationships, one is a love that is young and sweet in college but does not come to fruition. The second part is the process of hard work that puts you in a desperate situation, and then you are helped by your family to come back to the United States to start a second life
创业经历：讲述我们在创业路上的艰险和家庭给予我么的一些帮助，37岁左右的女人想要取得一定的成功。肯定少不了背后支持的人。这个支持的人就是我们的四方人设（姑姑）为后续切客做好铺垫
Entrepreneurial experience: Tell us about the hardships on the road to entrepreneurship and some help given to us by our family, a woman around 37 years old wants to achieve a certain amount of success. There must be people behind it. This supporter is our Quartet (aunt) to pave the way for follow-up customers
要让客户觉得我们是一个有着完整人生的女人，而不是凭空出现的。故事怎么讲，需要你们自己心里有一个框架，故事剧情越精彩，越跌宕。越能引起客户的共鸣。）
We want our clients to feel like we're a woman with a full life, not out of thin air. How to tell the story, you need to have a framework in your own heart, and the more exciting the story, the more ups and downs. The more it resonates with customers. ）
提产品、提彩并不是切客，只是为了让客户知道我们有在做这个加密货币短线交易。主要是为了知道客户对这个项目的反应。从而去决定后续如何决定这个客户需要用多少心思去开展
Raising products and lottery is not to cut customers, but to let customers know that we are doing this cryptocurrency short-term trading. Mainly to know how the client reacted to this project. So as to decide how to determine how much attention the customer needs to use to carry out
提彩非常简单，也有很多种方式，但是一切都需要在和热聊保持热聊的情况下去分享。方式如下：
It's very easy and there are many ways to do it, but everything needs to be shared while keeping the chat hot. Here's how:
我的朋友买车还差100K。她让我先借她100K。请稍等我一下，我现在需要把资金从我的短线交易账户提取到crypto账户然后转移给我的朋友。
My friend is still 100K short of buying a car. She asked me to lend her 100K first. Please wait a minute, I now need to withdraw the funds from my derivatives trading account to the crypto account and transfer it to my friend.
请等我一下。我现在有一个非常重要的交易需要完成。过程可能需要20分钟。当我完成之后我会给你分享我的喜悦和收获。然后在20分钟之后给客户扔一张收益图。
Please wait for me. I now have a very important deal to complete. The process can take up to 20 minutes. When I'm done, I'll share my joy and harvest with you. Then throw a revenue graph to the customer after 20 minutes.
很抱歉。我现在需要观察市场走势。可能需要几分钟。然后给客户甩一张趋势图。
I'm so sorry. I need to watch the market move now. It may take a few minutes. Then throw a trend chart to the customer.
以上是几种提彩的方式，但是一切都需要在热聊当中去铺垫。当我们铺垫收益图出去之后。如果客户没有反应。我们可以询问一下客户是否能够看懂这个图表是试探客户的反应。如果客户不懂，我们只需要简单的讲一下就停止。因为我们提彩的目的是为了看看客户对产品的反应。一定不要操之过急
The above are a few ways to raise the color, but everything needs to be foreshadowed in the hot chat. When we lay the groundwork for the earnings chart out. If the customer does not respond. We can ask the customer if they can understand that this chart is a test of the customer's reaction. If the customer doesn't understand, we just need to talk about it briefly and stop. Because the purpose of our promotion is to see how customers react to our products. Don't rush it
如何树立三方人设：
How to set up a three-way persona:
通过说话的方式，日常生活习惯，素材，给客户主观感觉就认为你是一个生活在上层社会的女性，而不是大街上随处可见的女人。当你给客户留下这些印象。
Through the way you speak, your daily habits, and your materials, you will feel that you are a woman living in the upper class, rather than a woman who can be seen everywhere on the street. When you make those impressions on your customers.
如果你不知道怎么去聊天，可以通过素材去找话题。不要让自己陷入一种尬聊的境地
If you don't know how to chat, you can find a topic through the material. Don't put yourself in an awkward conversation
重点：没有质量的客户及时丢掉，把时间用在质量的客户上。懂的赞美客户，树立第一印象，给日后聊天留下好的基础。
Focus: Lose customers who don't have quality in time, and spend time on quality customers. Praise customers who know how to make a first impression and leave a good foundation for future chats.
第四，第五天，增进感情保持暧昧，造梦了解客户梦想以及需求
On the fourth and fifth days, enhance the relationship and stay ambiguous, make dreams and understand the dreams and needs of customers
基本这里已经算是热聊了。这时候的客户哪怕我们不主动给客户发消息。客户都会主动来找我们聊天。因为我们已经走进了客户的内心世界。接下来就是去增进感情。给客户一种温暖。什么话题都是围绕客户去聊。带入性的告诉客户我们对待感情的一种态度已经未来想要的生活，这里及时称述自己对未来的渴望，让客户看到那种画面感
Basically, it's already a hot conversation here. At this time, even if we don't take the initiative to send messages to customers. Customers will come to us to chat. Because we have stepped into the inner world of our customers. The next step is to strengthen the relationship. Give customers a kind of warmth. All topics revolve around the customer. Bringing in the client to tell the client that we have an attitude towards the relationship has the future want to live, here is a timely statement of our desire for the future, so that the customer can see that sense of picture
了解客户的梦想，客户人生中未完成的遗憾。带入性的给客户做出一些建议，给客户从心里认定你的出现就是为了来拯救他，改变他。
Understand the customer's dreams and the unfinished regrets in the customer's life. Make some suggestions to the customer, and give the customer the mental belief that your presence is to save him and change him.
梦想可以改变一个人，也可以毁掉一个人。了解到客户的梦想，可以做到后续更好的吊大。
Dreams can change a person or destroy a person. Knowing the customer's dream, you can do a better job in the future.
前面三天聊热了，聊好了。后续是更加就简单的。很多东西都可以在开单之后慢慢去造梦，慢慢去了解吊大。
The first three days were hot, and the conversation was good. The follow-up is much simpler. Many things can be slowly dreamed after the bill is opened, and slowly understand the hanging big.
开客，吊大
Open the customer, hang big
切客要大胆，不要胆怯，饿死胆小的，撑死胆大的。如何邀约，切客。可以通过梦想，感情方向进行切客和邀约。例下：
Be bold, not cowardly, starve the faint-hearted, and support the bold. How to invite, cut customers. It is possible to make appointments and invitations through dreams, emotional directions. Example:
我一直认为如果两个人可以一起做一些有趣的事情，不仅仅可以更好的培养彼此之间的默契，同时也能增进彼此之间的关系。这对我们未来发展有很大的帮助。所以我做了一个决定。
I've always believed that if two people can do something interesting together, they can not only better cultivate a tacit understanding with each other, but also enhance their relationship with each other. This will be of great help to us in the future. So I made a decision.
你知道我是一个乐于分享的女人。而且我认为这件事情对你并没有什么坏处。同时我们还可以通过这件事情来培养彼此之间的默契，磨合彼此之间的脾气。如果我们能通过这件事情达到更多灵魂上的共鸣。那么我相信我们未来肯定可以一起去做更多更有趣有意义的事情。我们也可以一起去弥补你人生中的遗憾，一起努力完成我们彼此的梦想。
You know I'm a woman who loves to share. And I don't think it's any bad for you. At the same time, we can also cultivate a tacit understanding between each other and temper each other through this matter. If we can achieve more soul resonance through this matter. Then I believe that we can definitely do more interesting and meaningful things together in the future. We can also work together to make up for the regrets in your life and work together to fulfill each other's dreams.
切客话术有很多，适合自己的才是最好的。这个行业一定要有属于自己的思路和见解。别人的东西永远都只能参考。你的思维有多宽广，你的眼界有多高，决定了你在这个行业所能取得的成绩
There are many ways to cut customers, and the one that suits you is the best. This industry must have its own ideas and opinions. Other people's things can only be referred to. How broad your thinking and how high your vision is determines what you can achieve in this industry
聊天方向和重点
Chat direction and focus
1：聊人生
1: Talk about life
2：聊故事
2: Tell a story
3：聊曾经失败的一段感情
3: Talk about a relationship that has failed
4：聊小时候的故事
4: Talk about stories from your childhood
5：聊你的创业经历
5: Talk about your entrepreneurial experience
6：聊客户的梦想
6: Talk about the customer's dream
聊人生（是为了多了解客户一生的经历，人生=世界观）
Talk about life (in order to learn more about the customer's life experience, life = world view)
聊故事（是为了打开客户的心扉，互换故事，获取信任）
Tell stories (to open customers' hearts, exchange stories, and gain trust)
聊失败的感情卖惨（是为了防止后期客户和我们见面，我们被伤害的很深，很谨慎，慢热，只要他爱你还可以起到心疼你的作用，感情经历非常重要）
Talk about the failed relationship and sell miserably (in order to prevent the customer from meeting with us later, we are deeply hurt, very cautious, slow heat, as long as he loves you can also play a role in feeling sorry for you, emotional experience is very important)
聊小时候的故事（更进一步的走进客户的内心，加强信任，小时候都开始聊了信任感明显增加）
Talk about the story of your childhood (go further into the hearts of customers, strengthen trust, and start to talk about trust when you are a child)
聊创业经历（这个就是展现自己的能力与人格魅力的时候了，看你的故事怎么写的，好故事的加持起码成功一般）重点：不是为了钱而去创业
Talk about entrepreneurial experience (this is the time to show your ability and personality charm, depending on how your story is written, the blessing of a good story is at least successful) Focus: Not to start a business for money
聊梦想（是为了更好的吊大，有时候梦想可以成就一个人和毁掉一个人）
Talk about dreams (in order to better hang bigger, sometimes dreams can make and break a person)
涉及重点内容环节，拿不定主意及时救助负责人！ 一环错环环错！
When it comes to key content links, I can't make up my mind to rescue the person in charge in time! One ring is wrong, one ring is wrong, one ring is wrong!
以上一定要认真的记在脑子里，如没有框架，那么你将无从下手，漫无目的貌如盖楼，只有知道地基如何打牢才可以盖更高的楼，才知道如何去做
The above must be carefully remembered in the mind, if there is no framework, then you will have no way to start, aimless look like building a building, only know how to lay a solid foundation to build a higher building, only know how to do