如何跟进没有答复的客户.doc

如何跟进没有答复的客户。在平时商务往来中，发现很多客户在对公司某个产品价格询盘后，业务人员一般都能及时给予报价，但是报价后就一直没有客户的反应，没有见有订单。那么一般像这种情况下，作为一个业务人员，是否觉得no reply=no result? 其实不然，客人一般询价不只是针对一家公司，就像我们寻找供应商，询问面辅料价格，一定会是货比三家，有时候比的就是价格，但是在价格跟货没有多大差别的时候，比的就是人性化的东西服务。或者再说的坦白一点，客人看的是这家公司到底有没有重视他。所以怎么样来解决这个问题呢？应该写什么内容的邮件去给客户以求进一步跟进呢？应该在发出报价后几天内发出邮件比较合适呢? （当然，很多询价也有可能是虚假的。）针对这些问题，本人的做法如下：（括号里面written in odds是本人的注解）情景一：直接去函敦促（一般是第一次报价中附上了详细的资料，包括产品的图片，价格，包装方式以及最小订货量等等）Dear XXX，Wish everything well with you! （此类的客套话，改天我再整理一些）We had receipted your letter on May 1.（说明客人询盘的时间，这样显得自己不是很贸然地去打扰别人）And we have sent you X catalogues of our goods. Have you got it? (再说自己已经及时报价回复过客人您，故意问客人是否收到，这样引起客人的很好的回忆.没办法，回忆是需要线索的，这种线索，只好由我们提供了.) We hope those things are met your requirements and will help you in making your selection.（我司希望这些能够符合您的口味，符合您的选择。继续客套。）All of these are done，just for one aim，to supply you not only in high quality and reasonable price，but also in good service. We also hope we can make friendly cooperation with you.（因为所有一切都是未知，所以只能用希望来委婉表达意向了。）In the attachment， there are several spec. for other goods in our company. If you are interesting in these，we can send you more.Im sorry for interrupting you & Wish we will promote business as well as friendship.Best regards,JaneXXXX Co,Ltd.XXXXXXXX.comTel: XXXXXFax: XXXXXX(特别注意结尾署名一定要记上自己所在的公司名称，邮箱，电话以及传真，如果有公司的企业网地址也要写上。这样便于客人记住你的公司。)情景二：在情景一后，依然没有消息，那么有可能是价格问题，或者临时发生改变，或者客人是中间商，还在等最终客人的确认，或者是其他问题？那么你可以做一些简单的询问：Have you received my E-mails？Is there any question or problem with you？ Our price can be negotiated.情景三：在客人明确表示对某一款产品有兴趣后，当发送具体事项后，客人没有答复的时候，那么就可以直接打电话问清楚情况，当然要注意打电话的时间，毕竟是有时间差的，不要在别人休息的时候打电话过去。问明白出问题的点，然后根据具体情况做一些措施看能否挽回order.或者继续发邮件过去，本人喜欢发邮件，因为打国际长途，偶家老板会jijizhazha的。Dear XXXX,How are you? Have you got a good weekend. (经过几次的接触后，就要显出跟客人的关系更加进一步了，所以用这种跟老朋友打招呼式开头。)For several days no news from you, my dear friend. Does everything go well？Now I am writing for reminding you about our offer for item of XXXXX according to your relative inquiry. Have you got (or checked) the prices or not?(你可以添加一些文字介绍你所在公司的优势，补充产品特色以及其他吸引客人的东西). Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on service for you recently.Looking forward to your prompt response,Thanks and best regards,Yours FaithfullyJaneXXXX Co,Ltd.XXXXXXXX.comTel:XXXXXFax:XXXXXX情景四：如果仍然没有回音的话，可以在一个月后再写一封信。Dear XXX，Now I am writing for keeping in touch with you for further business. If you have any new inquiry, welcome here and I will try my best to satisfy you well with competitive prices as your request. By the way, how about your order (or business) with itemXXXX? If still pending I would like to offer our latest prices to promote an opp