应对询盘.doc

A：里面有如何回复询盘B：报价后如何跟进C：样品的问题当然鄙人一才疏学浅，二无经验可谈，所以只是一个思路，思路决定出路吗！首先我想强调的是不是每个报盘都必须让客户回你才满意。有些不回复你是很正常的。当然我们都希望每个都回复，同时希望回复的都是高质量的。第一 你作为老外的想想，他们每天收到多少报盘？怎么可能一个一个的去回复呢？第二 他们的不回复就说明我们有他们不满意的地方，他们不回复其实为了我们好，不想耽误大家的时间。毕竟我们不是去聊天而是去为工作而沟通最终达成订单。所以各位不要去纠结一两个客户的不回复而失去了大部分时间去跟踪更有质量的客户。我们每个阿里询盘的内容其实就显示出来一个潜在客户的想法1）准备入市 新手，不了解产品，透露信息比较全面2）寻找卖家明确目标信息全面3）询价备用-比较价格，筛选供应商备用4）索要样品/邀请函 别有所图5) 信息收集-目录/报价 对象为竞争者-问题非常专业。当然我们回询盘的时候不仅要快速，而且要专业，必须要体现3C原则1)courtesy 礼貌2）clarity 清晰 3）conciseness 简洁在回复询盘之前要分析询盘看是否是 以上情况的其中一种，然后分档次，分时间去回复客户如果很详细的客户，其实是很有必要去谷歌一下的。这样叫不打无准备之仗。做到知己知彼百战百胜。1) 查ip2) 查客户公司网站3) 判断网站价值，选取你有用的信息。比如员工数，年采购量，年销售额。这些都是关键4) 看清客户真实场景 工厂图片，公司图片5) 看清客观、第三方评价6) 客户销售或者进口的一些数据7) 针对不同国家报不同价格Retailer: 量小、频率高、订单急Trader ：量适中、价格敏感OEM importer : 量大、要求严、订单稳supermarket：量较大、要求严、订单稳然后客户如果不回复，也许就能感觉到问题的存在。比如你考虑到他们公司的规模。购买力。买家的真实存在性。购买能力。是否公司能够接下这个订单等。其实以上的分析看似简单，大家对于谷歌的技巧也要掌握好，做到心中有数。我下次更新会给大家讲讲我的谷歌方法。当然主题也是一门学问一般情况下，我们都会直接进行邮件的回复1）RE: Inquiry of the Item No.0325 Rotary Evaporator to XXX from YYY 正式专业2）To XXX 简洁明了3）或者译成买家的语言。显得亲切，而且更方便客户理解。这样更能吸引客户打开报价。主题写好了进行下一步骤 回复询盘（以下只是给各位一个参考，不要去照搬。没有什么意思）注：必须建立到以上的询盘内容已经分析到位的前提下再进行下边的工作。正所谓见人说人话，见鬼说鬼话。这句话虽说不好听，但是事实就是这样。两个彼此并未谋面的人不可能去谈什么感情，只是为了各取所需。也不必要鬼佬至上。我们要做到平常心对待这些。没必要求他们去采购。礼尚往来天经地义。对专业的买家就要用你最专业的最全的信息去回复才能收到回信。切记！询盘回复第一步（有针对性的询盘）Dear XXXThanks for your inquiry dated Jan. 15th, 2013 for Rotary Evaporator.Here kindly enclosed our Quotation of the item, pls kindly confirm it.Hope the above would meet with your requirement and looking forward to your prompt reply.Yours sincerely/ yours truly/ yours faithfullyXXX询盘回复第一步（含糊性的询盘）Dear XXXHere kindly enclosed our picture, pls kindly confirm whether is this item or not ? or could you please send us your product picture, so that we can provide you the best price with details.We await your kind opinions.Thanks and best regards,XXX可能到这里，大家都想，哎客户不回复。我是不是去追踪下，写你是否收到我的邮件。请在你方便的时间给我回复，谢谢。其实这样大可不必要，这样会让对方觉得你不信任他。还不如直接把以前的报价表再次发送效果更好。这叫装傻。其实不傻。按照常理 我们应该不止给客户发报价表所以我们的第二封就接着来比如enclosed is the 3rd party testing report，Please kindly check.然后第三封 公司生产产品操作流程第四封 公司工厂图片第五封 各种产品证书如果这五封信后，客户不回复你。说真的，除非是真的不匹配，不然客户不会给你不回信的。就算不回信也好。我们接着来。我们这里是针对菜鸟的跟踪客户不牵扯到打电话。因为刚开始做外贸，打电话会有很多漏洞。遇到高手就会很纠结的Dear XXXHow are you? For several days no news from you since we quote you for Item 0324 Rotary Evaporator, according to your inquiry dated Jan 15th 2013. I will be obliged if you return this message by any comments.XXX不回复就接着来 其实到这个时候客户不回复你。你继续跟也没什么意思。没有互动是没有结果的。不过我们接着来。Dear XXXWe are wondering if there is anything that we can do for you. Please do not hesitate to tell us.XXX.还要继续吗？亲？Dear XXX,How are you? Wish you have a good day and hope everything in your project goes well.We understand your choice and thanks for your inquiry.If you have any new inquiry about our products, or have some new orders to fill, Please let me know. We will try our best to meet your requisitionXXXWelcome you contact us and inquire us anytime; we must do our best to serve you without any delay, thanks倒数第二封Dear XXXHow are you doing? We have a month to not contact.I do not know whether there was a misunderstanding between us. But no matter what happens, you know, I am not only your business partner, you still my important friends.Please give me a reply, no matter what happens, I hope you know I am your friend.I am always waiting for you.XXXDear XXXHi ,We have sent you the quotation of the Rotary Evaporator dated Jan.15th 2013, We have not got your info until now. Maybe I am not good enough and not good at communicating. Could you please advise me the questions? I will be good in future and offer the suitable service for you and others. Thanks for your help.XXX然后把还是不回复的就加到长期骚扰里 其实这个长期骚扰现在来说不适用了。因为客户更希望看到的都会些有用的东西。如果他之前有回复你，你就可以定期的给他更新产品价格之类的。Dear XXX,How are you? I hope your everything is going well.I wonder whether you have any pending orders or inquiry recently.If so, please contact me with no hesitate, we are sure any of your inquiry will get our prompt attention & reply. Thanks.Best regards,XXXDo the following up after QuotationA:Dear Sir,The quotation of the blabla you might have received and considered？Please kindly advise your opinions.B:Have you got my offer dated on blabla ? Any comments are appreciated.We look forward to your early reply.C:Please kindly help to check the price before and advise the comments.Thanks in advance.D:I wonder whether you received our email dated Mar10th, Dec 2013?As a professional manufacturer of blabla, we are now working with many customers in your market.Our quality meets ISO, CE, FDA standard and price is quite competitive for your market.Please kindly review our email. Free samples are waiting for your evaluationsWe appreciate for your prompt reply.以上只是一个思路，其实一个意思可以用各种方式去表达，我以前经常给别人说，我一个客户报价后会连续跟进9次才会选择放弃。再者 就是我的寄样品 如何跟客户要快递账号的邮件。我特别喜欢用不同的表达方式。这样自己整天写邮件也不会觉得吐。 Samples Issures关于样品一般有三个问题1乱要样品2到付账号3样品跟进1 Freight collect运费到付例句We accept to send you the free samples with freight collect. Please advise your account.2 Courier Account快递账号例句Please help to give me your courier account.3 Express Account ; Freight Collect Account.或者更具体的Please give me your FedEx or UPS express account.A:Due to so many productssize existing, we often make samples as customer request.Please let us know the details so that the free samples are offered to you immediately.Could you please advice your courier account and the freight is collected.B:询问客户是否需要样品，并提供快递账号1：Samples could be prepared in 5 working days. Please help to send me your address in detail with courier account, if you would like to evaluate the samples?2：Samples were just completed and passed our internal inspection. Please check the photos in attachment. Would you like us to send them to you? Which express company do you prefer? Please kindly advise the courier account.3：We are here just following up to check whether your customer has come to your town? Does everything okay? Should I send the samples to you now?Samples were just completed and passed our internal inspection. Please kindly advise the courier account.4：Would you like to evaluate our samples in advance? We want you to look over the attached photos of samples and give us your comments.5：We accept to send you the free samples with freight collect. Please advise your account.6：We accept to send you the free samples with freight collect. Please advise your account. Or you can remit the payment USD60 to our company account.7: By the way, I would like to recommend you some new items. Please check another e-mail with full photos and descriptions.Any interest, please keep me posted. I have all samples on hand, and could send them at any time.I look forward to hearing from you soon.Kind regards,8:We are willing to provide the free samples for you and freight is collected. Note here: It will be free if you need 2-5pcs samples.（样品数量自己改下）Please kindly advise us you express NO. such as DHL、FEDEX or UPS