外贸询盘来往邮件怎么写.ppt

,询盘你来与我往,陈栎霖,三大炮,询盘分析回复询盘有效合理跟进（流程关于合作的客人不跑掉，询盘关于没有合作开的客人，如何开始）,收到买家询盘,询盘洽谈,合同签订,发货及制单,订单之源,外贸基本流程,收款,外贸人员接触询盘与客户后,常有的抱怨在哪里?,合理报价的重要性（空间的适度掌控）价格高报价单无突出,看似不专业无针对性报价策略(肯定与否定,YES与NO的运用)（价格空间）,报价后客户就好象失踪了?,举例1(单一性产品或寻求创新）,Crystallamp:A8699Price:US$500(FobZHONGSHAN)Packing:50*78*60CM（Unassembled)LAMPSIZE:96CM,H:105CMN.W:21KGG.W.25KGMOQ:10PCSDeliveryTime:35DAYSuponthereceiptofdepositorLC,举例2,信任度（TAOBAO）专业度的体现有否(PDF）市场周期客户度假或在出差本身有其它供应商，尝试寻找新供应商，时间积累问题，需多了解邮件表达模糊.需要简单，清晰，不要过多修饰,2.为什么联系的过程中,客人就象失踪了?,一、询盘分析,案例1(主攻目标明确专业型),二.询盘内容,客人信息的全面度(不完全）目标明确度（基本明确）询问专业度（没有体现）,三、询盘回复,16,.询盘回复注意点,回复时间及时无法当天及时回复的，务必说明原因。称呼：带上客户姓名问候语：礼节呼应感谢正文：有问必答无法回答则给出解释重点突出意思明确结束语：希望对方的回复，表示合作的愿望落款：统一规范信息完整,17,Re:QuotationfromSuccesslightingco.ltdDearPeter，Howareyou?Manythanksforyourinquiryasbelow.（提醒客人，他是主动，我是在回复他的邮件和问题，引起客人继续看的兴趣）Ourfactoryisaprofessionalmanufacturerofdecorativelamps.Wehavemademanysuccessinprojectdecorationashotels,churches,etc.InotedthatyouareinterestedinourproductswithitemMD8725,IthinkyougotthesizeandspecificationsfromthedetailsfromALIBABA.Thepriceofitisenclosed.Pleasecheck.Ithinkyouneeditforanylobbyorhotels,soIattachedmorelampphotosforyou.Theselampsareforpassage,meetinghall,andsoon.Andoursuccessfulexamples.Iwouldliketoinformyouthatwehavecertificateas.andweexportedto.Wearelookingforwardtoyourearlyreply。SincerelyyoursAnnExportManagerSUCCESSLIGHITNGFACTORY.address-Tel:00867601234567Fax:00867607654321E-mail:annWebsite:,Call&Faxclienttoremind,新客户邮件中找需求点老客户具体到谈判环节拟定标题产品促销/新产品上市,邮件主题,客人回复,DearAnn,Thanksalotforyourquickresponse.Ihavepassedyourmailandphotostoourengineeringcolleague.Theywillstudyandgivemeanswerin2days.ButforMD8725,Igotamuchlowerpricefromothersuppliers.Canyoudoitbyareasonableprice?BTW,pleasesendmesomephotosofyourfactoryandoffices.Waitingforyourgoodnews!Bestregards!Peter.,Whatispeterwanttoknowabout,这个时候，我们要如何应对,谈判价格,角色转换理由充分解释专业语气坚定且面带笑容单纯的“这已经是最低价了”-NOWAY！,回复,DearPeterThankyousomuchforyourreplymailasbelow.(提醒客人，我是在回复他的邮件，引起他的注意）1.PleasekindlychecktheattachedPDFcatalogueforourfactoryandoffices.2.Ishowedyouthephotosforourprojectwehavedone.Ihopeyouwillhaveconfidenceforourfactoryandourabilityforproducing.3.Yes,IbelievethatyougotcheaperpriceforMD8725.AndIknowtheremustbecheaperandhigherpricethanmine.Forcrystallamps,thematerialofcrystalsandcolorformetalarethemainreasonforthepricedifference.Inotedthematerialofeverypartinthelampphoto,youwillknowthereason.Asyouhavetalkedaboutitwithme,aftermycalculation,IcouldmakeastepbyfinalpriceUSD7200.DearPeter,Ihopetherewouldbegoodcooperationbetweenus,notonlythisorder,butmoreandmorechances.SoIknowtheimportanceofpriceandservice.Youarewarmlywelcomedtovisitourfactory,Ibetthatyouwillsatisfywithourprice,qualityandability.BestregardsANN.,针对性回复,例如：询问产品的包装尺寸和其它同类产品之间的差异.询问产品的对应认证.产品的关键零部件要求.加工过程中的应用工序.一个不离谱的价格要求.,主攻客户的判断标准,案例2客人索样品/求报价,首次回复,DearSaurabhHowareyoudoing?Thanksalotforyourmailandyourtrustonus.Igotyourpictureforpendantlamp,whichisverygooddesign.Yes,wehavethiskindoflamp.Inotedthatthevolumeis0.045CBM,sotheremustbefoamtoprotecttheglass.Saurabh,consideryourqty1500pcs=1*40hq,so,wouldyouliketoinformmeyourtargetpriceacceptable?Andwhatisbrandoftransformeryouwanttouse?Youknow,wealwayssupportyouquitewell,Ifthepricenotlowerthanourbasicprofit,wewilldoitforyou.SoIamwaitingforyourprice.Bestregards!YourssincerelyLilin.,总结,对于产品的要求产品的数量客户的TARGETPRICE以对客户的了解作回复，新客人报低价。,案例3目标明确需培养型,DearPawelHowareyou!IamlilinfromABClightingco.ltd.Iaminchargeoftheexportbusinessinourcompany.T.Ithinkyouhavereadourintroduction.Weareprofessionalmanufacturerondecorativelamps.IamsogladtoinformyouthatwehavegotCEcertificateandwehavesuccessfullyexportedtoUK,DK,Finland,Holland,etctoEurope.Wegotgoodreputationfromourcustomers.AndwepassedthetestsofRoHsontheaccessoriesandplating.IattachedourEcatalogueandourCEcertificateforyourreading.Ithinkyouwillknowmoreaboutourfactoryandourproducts.Anyquestion,pleasefeelfreetocontactwithme,Iamreadyhere.Youarewarmlywelcomedtovisitourfactory.Hopetoestablishgoodrelationshipwithyou!Bestregards!,DearlilinThanksalotforyoursupportandkindexplainationsoncrystallamp.Forthe1storder,Iknowitisverysmall.Butlilin,Istillhaveonequestion,aretheselampsdifficulttoinstall?YouknowIdidtablelampsbefore.AnditisveryexpensiveforlaborinEurope.Regards!Pawel,DearPawelIdontthinkitissmallorder,butaimportanttestbetweenus.Afterthistest,itwillbechanged.Pawel,forinstallation,no,itisnotdifficultatall.Attachedisthedrawinginstructionwhichwillbematchedforeverylamp.AndIattachedaVideotoshowyouhowtoinstall,youwillnoticethatwehavedonemostofworks,youjustneedtohangthemupisok.Trustonme.Iwouldliketogrowuptogetherwithyou.YourssincerelyLilin,DearpawelItisreallygreatthatyouwillgetnewshowroom,soitmeansyourbusinessisbigger,isntit?Pawel,weworkedtogetherfor3years,Iamhappyforyou,andnowyourqtyincreasedto40ftfullcontainer.Youknowourfirstorderisonly6lampsforsample.Pawel,forcelebratingyournewshowroomopening,wehavegiftforyou!Haaah,Tomakeonebigadvertisingbillboardforyou.Tomakepapercatalogueforournewproductsbyyourcompanyinfo.Tosendyouourupdatednewdesignforsamplesandalsowith2largecrystalchandeliers.TherewillbefairinGermany,wewillgiveyouoursampleforyoutoexhibite.Letshandinhandtocreatemoresuccess!Bestregards!YourssincerelyLilin.,询盘回复要点,及时回复(原则24小时内)专业知识换位思考站对位置,三、跟进客户,WHY？HOW？,1.对于没有回复的客户,定期关怀周期性的跟进，针对上次的报价节日的问候放假通知价格变动的通知,询盘跟进（一）已报价,DearPeterHaveyoureceivedmymailonXXXregardingthequotationforMD8725yourequired?Anyhow,Isendyouagainforreminding.Bestregards!Ann.,询盘跟进（二）已寄样品,DearPeterNowIamherewritingtoyouwisheverythingwellwithyouandyouresteemedcompany.IgotinfofromDHLfeedbackthatyouhavegotoursampledatedxxx.Ihopeitisgoodforyourtestingandstudy.Anycommentsbyreturnwillbemuchappreciated.Itwillbeourbigpleasureifwehaveopportunitiestobeonserviceofyouinnearfuture.Lookingforwardtoyourpromptresponse.ThanksandbestregardsANN.,3.对于有回复，一直无订单,价格变动通知（尤为重要）国内，国家市场的形势交流（埃及）节日的问候新产品的推荐放假通知结合我们的私人展示厅,跟进重点催款备货情况及时沟通发货后的及时通报船务信息后期跟踪到货情况催促客户翻单其他产品的推介,已成交客户,DearMr.Khaled,Duetorisingpriceintheworld-widemarket,afterthismonth,Wewillincreaseourpriceabout5%.Sinceyouareavaluedcustomeroflongstanding,wewishtogiveyoutheopportunitytobeatthepriceincreasebyorderingnowatthecurrentprices.AsIknowyourordercircle,nowthetimeitis.Ifyourorderthistimeis2containers,wewillprovideyouadditional2%disountforsupportandwillbebigadvantagethanyourcompetitors.Welookforwardtoyourearlyreply.BestRegards,Ann.,案例涨价通知,跟进重点定期关怀特价或有新产品时及时通知寻找新的合作点把握“度”,从未回复的客户,DearMrGary,Howareyou?HopeeverythingisOKwithyou.Nowwearewritingforkeepingintouchwithyouforfurtherbusiness.Ifanynewinquiry,welcomehereandwewilltryourbesttosatisfyyouwellwithcompetitivepriceasperyourrequest.Bytheway,howaboutyourorderwithitem106?Hopetherewouldbeanopportunitytocooperatewitheachother.WarmestRegards,AnnABCCOMPANY,案例,跟进重点已报价情况已寄样品情况已沟通过的技术参数情况,有回复,未成交的客户,样品费用+快递费用,DearMr.Sawyer,Haveyoureceivedmyemailregardingthequotationforcrystallamp?BestRegardsAmy,NoReply1,DearMr.Sawyer,Wisheverythingwellwithyouandyouresteemedcompany!WeareinreceiptofyourletterdatedAug10,andasrequestedweexpressedyou3cataloguesforourproducts.Wehopetheywillreachyouinduecourseandwillhelpyouinmakingyourselection.Wishwewillpromotebusinessaswellasfriendship!BestwishesAmy,NoReply2,DearMr