如何回复询盘的培训

1、 -Josphen -2015.02.11询盘处理的几个步骤询盘处理的几个步骤A.A.分析询盘分析询盘1.客户需求是否明确2.客户需求的侧重点是在哪方面3.客户背景（公司，国家，购买力，决策权）B.B.回复询盘回复询盘1.主题如何能够足够吸引人2.内容是否切合客户需求，给予侧重点足够的关注度，是否符合三原则3.是否把握住了2/8原则 3.1 20%的客户的是好客户，是值得你用80%的时间长期跟进的4.签名是否有足够的信息，例如：个人名称，公司名称等5.回复时间提高你的邮件的曝光率，及时，适时，长时间的回复。分析询盘分析询盘-需求是否明确需求是否明确询盘询盘1询盘询盘2Give Me a Quo

2、taion for import sri Lanka My expected order quantity is 100分析询盘分析询盘-侧重点侧重点询盘询盘1询盘询盘2Hi All, Im looking for crystal USB 50 nos with below specifications , Capacity - 16 GB / 32 GB with gift box send me images / Price & delivery asap. My expected order quantity is 50 Nosdear sir , madam we are lo

3、oking for usb flash drive- Simple USB stick ? design not confirmed Should be straight, angular ? no round shapes, just very simple stick Color: WHITE ? is important! With 1c print (just a web address) capacity : 4 GB qty : 10.000 or 20.000 pcs. this is used to save data for the medical records. so m

4、ust be real 4gb n with good quality . kindly offer for the best price, along with the details n packing n delivery time waiting for your earliest reply. thanks ravi My expected order quantity is 10000 02 20000 pieces 分析询盘分析询盘-分析客户背景分析客户背景Hi, we are italian broker that sell usb. Do you have a price l

5、ist? Best regards. Marco - Myusb Buyer Details: 买家详细信息：买家详细信息：Name姓名 Mr Marco Bertolini Business Email公司电子邮箱 infomycd.it Company Name公司名称 MyUsb Country/Territory国家/地区 Italy Phone Number联系电话 Tel: (39 0522) 866249Company Website公司网址 www.myusb.it Address公司地址 Italy 分析询盘分析询盘-分析客户背景分析客户背景dear sir , madam

6、we are looking for usb flash drive- Simple USB stick ? design not confirmed Should be straight, angular ? no round shapes, just very simple stick Color: WHITE ? is important! With 1c print (just a web address) capacity : 4 GB qty : 10.000 or 20.000 pcs. this is used to save data for the medical reco

7、rds. so must be real 4gb n with good quality . kindly offer for the best price, along with the details n packing n delivery time waiting for your earliest reply. thanks ravi My expected order quantity is 10000 02 20000 pieces 分析询盘分析询盘-分析客户背景分析客户背景Name姓名 Mr RAVI SABHNANI Business Email公司电子邮箱 Job Titl

8、e职位 manager Company Name公司名称 shivex traders ltd Country/Territory国家/地区 China (mainland) Phone Number联系电话 Tel: (86 755) 27679045Company Website公司网址 LinkedIn ProfileLinkedIn个人网址 Address公司地址 Room 1303,13th Floor LOON KEE BUILD267-275 Des Voeux Road CentralHONG KONG China (mainland) Business Type业务类型 Ex

9、porter Year Established成立年份 1988 Inquiry was sent from询盘发自于 23.91.*.* (United States)询盘处理的几个步骤询盘处理的几个步骤A.A.分析询盘分析询盘1.客户需求是否明确2.客户需求的侧重点是在哪方面3.客户背景（公司，国家，购买力，决策权）B.B.回复询盘回复询盘1.主题如何能够足够吸引人2.内容是否切合客户需求，给予侧重点足够的关注度3.是否把握住了2/8原则 3.1 20%的客户的是好客户，是值得你用80%的时间长期跟进的4.签名是否有足够的信息，例如：个人名称，公司名称等5.回复时间提高你的邮件的曝光率，及

10、时，适时，长时间的回复。邮件主题邮件主题第一种：用买家名称加强印象。第一种：用买家名称加强印象。a.简短点的，举个例子：Re: To John-MP3 player。（注：John是买家的名字）第二种：用第三方来引起买家重视。第二种：用第三方来引起买家重视。a.例如：如果我是行业中walmark的供应商，可以写：walmark trusted supplier of mp3 player第三种：用买家的需求点来引起买家重视。第三种：用买家的需求点来引起买家重视。a.比如，产品有专利，那邮件标题可写为：RE: to John , Mp3 players with patented designs

11、.b.比如，产品已经在法国销量很好，那邮件标题可写为：Re: to John, crazy MP3 10,000pcs sold out in France (注：这种类似于报纸标题的适用于法国，西班牙等买家性格比较随性的国家)c.英国买家，考虑到他们普遍作风严谨，我们可以对产品的质量，认证，环保节能方面特别关注 可以用Mp3 player with CE certificate 等包含认证信息的标题。第四种：针对一些印巴第四种：针对一些印巴/中东地区，我们可以用价格作为标题的核心：中东地区，我们可以用价格作为标题的核心：可以用discount ,promotion等突出价格上的优势注意：不要

12、让自己成为帮助老外拼价格的一份子，从而把整个行业做烂掉,一个产品，故该种方法只适合对价格特别关注的买家和地区，不建议经常使用。第五种：利用客户侧重点做主题第五种：利用客户侧重点做主题如：如：”Factory offer USB memory” “Crystal USB ”第六种：假装成客户的买家第六种：假装成客户的买家这个我个人的观点是不建议这么去做的总结：主题要突出自己的优势或者买家关注的点。可以学习国外报纸上的文章标题方法，开拓自己总结：主题要突出自己的优势或者买家关注的点。可以学习国外报纸上的文章标题方法，开拓自己的思路的思路询盘处理的几个步骤询盘处理的几个步骤A.A.分析询盘分析询盘1

13、.客户需求是否明确2.客户需求的侧重点是在哪方面3.客户背景（公司，国家，购买力，决策权）B.B.回复询盘回复询盘1.主题如何能够足够吸引人2.内容是否切合客户需求，给予侧重点足够的关注度3.是否把握住了2/8原则 3.1 20%的客户的是好客户，是值得你用80%的时间长期跟进的4.签名是否有足够的信息，例如：个人名称，公司名称等5.回复时间提高你的邮件的曝光率，及时，适时，长时间的回复。邮件内容邮件内容切合客户需求最好是如下面来写邮件切合客户需求最好是如下面来写邮件客户问题1-答案1客户问题2答案2客户问题3答案3我的疑问是邮件内容三原则邮件内容三原则1.简练2.字体看起来舒服，字号大小合适

14、3.要分段书写书写邮件的几个疑问书写邮件的几个疑问1.有的客户没有提到具体的问题，我不知道如何回复2.我除了回复客户的问题之外，还能做点什么3.是否在第一封邮件中就报价4.如何报价5.客户没有提到具体的问题，你需要创造具体的回复，也就是说你要给客户推荐产品，并附上推荐产品的报价。除了回复客户的问题外，你还可以告知客户我们公司的情况，还可以问问他们的销售情况等等你需要的信息，包括直接问客户要在线的联系方式，那么如何来介绍公司呢如何介绍公司：大数据调查显示：买家关注度比较高的信息如下：l 发货期快（几天？）l 价格有绝对的优势（直接注明）l 有多年生产或外贸经验l 有参加买家当地的展会，或业内知名

15、展会（展会名称、参加时间）l 有自己的研发团队（人员数量）l 有跟知名品牌或企业合作（品牌名称）l 通过了相关认证（认证名称、编号）故：一定要对公司进行一个简短的介绍，但是第一次回复，公司介绍不宜过长，一般不要超过四句话。错误案例：Dear Helen,We are manufacture of Mp3 and we can product many kinds of Mp3 such as.（不要流水账似的公司介绍）正确示范：We are a manufacture specializing in Mp3 with 10 year experience。（有数据更清晰）如果买家是美国的客户，

16、那我们换成We are a manufacture specializing in CE Mp3 ，and our Mp3 is popular in America.（具体到国家，更佳有针对性）总结：将公司比较优势的点介绍2-3个，不要多，一定要精。最好先分析对方背景，然后切入自身优势，同时要注意介绍的用语，避免使用常规的比较生硬的介绍方式。介绍公司可以写的公司优势1.工厂，不是贸易公司2.机械设备3.人员组成等4.工厂年龄5.品质6.交货期7.认证8.做过的大客户目前的外贸环境之下，第一封邮件我们需要给客户相应的价格，客户什么都可以不关心，价格是肯定关心的，但是我不建议直接发给客户整个的报

17、价单，而是挑几个你觉得符合客户情况的产品报价如何报价第一种：直接在邮件中报价：Dear Josphen ,Thanks for your inquiry about Mp3.For Model 101,our price is $xxx Fob shanghai.Any problem, pls. contact with me. Hope we can establish a good business relationship.第二种：图文结合，这种大家接受度比较高表格式报价（比较适用于参数比较多的产品）表格式报价（比较适用于参数比较多的产品）：下面我们看看网络上的一些人的分享的第一封询盘

18、如何回复针对所有产品询价的邮件回复，针对所有产品询价的邮件回复，交向客户做公司简介交向客户做公司简介Dear customer,This is XiaoA, the sales supervisor from HongKong XXX international group, its very nice to contact with you.We are very pleased to receive your below email, thanks for your interesting and kind attention. XXX international group was es

19、tablished in 2001, but with ten years of valuable experience in the rubber mainly engaged in manufacturing various rubber products, motors and accessories. Pls visit our website: to check more and detailed items.Enclosed pls find our products poster and specifications for your reference. We are the

20、real munufacturer of auto accessories in China, we also accept OEM/ODEM order and package.If you have any interesting on our products, pls feel free to let me know, we will provide you the best price and service.针对某款产品询价的邮件回复针对某款产品询价的邮件回复模板ADear customer, This is XiaoA, the sales supervisor from XXX

21、 Industry Co., Limited, its very nice to contact with you. We are very pleased to receive your below enquiry about Rearview Mirror, thanks for your interest and kind attention. Model #XY-010 Rearview Mirror is our new model and very hot sell product which has perfect design and two colors(blue, ligh

22、t blue) options for customers/ Model #XY-090 car key camera is our hot sell product which has perfect design and very good quality. Enclosed pls find our best quote and detailed specification(products catalogue), you can find more products from it.If you have any interest and need samples for testin

23、g, pls feel free to let me know. We are looking forward your soonest feedback. 针对某款产品询价的邮件回复针对某款产品询价的邮件回复模板BDear customer, This is XiaoA, the sales supervisor from XXX Industry Co., Limited, its very nice to contact with you. We are very pleased to receive your below email, thanks for your interest

24、and kind attention. XXX is the professional manufacturer of security system products in China, specializes in the development and promotion of Mini-Camera program in various appearances such as MP3, Lighter, Digital Watch, Sunglasses, Button, USB Flash Drive, Mini pen, ID Card, Car Key, Car DVD and

25、Car GPS. Pls visit our website: to check more and detailed items. Regarding to Car DVD , pls see the specification as below:TD717:7 inch car DVD player Detachable Face TouchScreen/BLUETOOTH RDS/Ipod control/USB/SD car DVD/ car video/7以下是一个表格If you have any interest, pls feel free to let me know. We

26、are looking forward to hearing from you soon. 针对针对OEM/ODM产品询价的邮件产品询价的邮件回复回复Dear customer, This is XiaoA, the sales supervisor from XXX Industry Co., Limited, its very nice to contact with you. We are very pleased to receive your below enquiry about xxx, thanks for your kind attention. However, we ar

27、e sorry to tell you that we have no the same Gps DVD model you sent to me, but weve promoted our new model #XY-070 DVD which is our hot sell product with perfect design and very good quality. Enclosed pls find our best quote and detailed specification(products catalogue), you can find more products

28、from it. But if you insist on your own model, we can still open the new tooling for you, as we have strong R&D capability and accept OEM/ODM orders. If you have any interest and need samples for testing, pls feel free to let me know. We are looking forward your soonest feedback. 针对非我司产品的询价的邮件回针对

29、非我司产品的询价的邮件回复复模板ADear customer,This is XiaoA, the sales supervisor from XXX Industry Co., Limited, its very nice to contact with you. We received your below enquiry about Waterproofing material, but can you advise whats the products exactly? Are they car cover or waterproof? And can you send us some

30、 products photos and specifications which you are looking for?针对非我司产品的询价的邮件回针对非我司产品的询价的邮件回复复模板BDear customer,This is XiaoA, the sales supervisor from XXX Industry Co., Limited, its very nice to contact with you. We received your below enquiry. However, we are not the watch factory, we are the profes

31、sional manufacturer of security system products in China, specializes in the development and promotion of Mini-DV program in various appearances such as MP3, Lighter, Digital Watch, Sunglasses, Button, USB Flash Drive, Mini pen, ID Card, Car Key, Car DVD and Car GPS. If you are intrerested in our pr

32、oducts, pls visit our website: to check more and detailed items. We are looking forward to hearing from you soon. 打样规则打样规则Dear customer , Nice to get your prompt feedback, tks a lot.We really would like to support your business with our perfect service and good quality products. Thanks for your inte

33、rest in our Car DVD. However, in order to control our factory cost, weve set the sample policy long time for each customer: Sample(1-5PCS) should be charged 130% of the unit price, but the sample fee could be refunded after placing new order(qty reaches 500Pcs, MOQ: 50Pcs). So if you would like the

34、sample for testing or show, we will send you after you paid the sample fee total, but donot worry about it because we will refund the money after you placing new order. I think it deserves to pay this sample, because our good quality product will not make you disappointed. We sincerely hoping could

35、start business with you in coming days soon. If its ok, pls advise your shipping address and Fedex account no., we will arrange the sample after your paying, tks a lot. 客人觉得产品价钱和运费过高，客人觉得产品价钱和运费过高，应该如何回复应该如何回复Dear customer , I am sorry, the shipping cost is lower than the fact, the total G.W of the

36、goods would be around 30Kgs, and i asked the cheapest shipping company for you. For the products price, what we quoted to you is our lowest price, our goods has very good qualtiy which cannot be compared with the rubbish goods from other factories. I believe you will be very happy to see our perfect

37、 quality goods and considerate service. Aboved pls double check, i am waiting for your feedback, tks.不确定客人是否找的是我们公司不确定客人是否找的是我们公司所生产产品种类所生产产品种类Dear customer , This is XiaoA, sales supervisor from our company.Weve received below email from you, pls note we are the professional manufacturer of securit

38、y system products in China, specializes in the development and promotion of Mini-Camera program in various appearances such as MP3, Lighter, Digital Watch, Sunglasses, Button, USB Flash Drive, Mini pen, ID Card, Car Key, Car DVD and Car GPS. etc. Pls visit our website: XXX to check more and detailed

39、 items.Pls double check if you are looking this kind of products. If you have any interest about our products, pls feel free to let me know.客户不愿意支付首次样品费及运客户不愿意支付首次样品费及运费费Dear customer, This is XiaoA. I am sorry to tell you that our company has the sample policy:1. Sample(1-5PCS) should be charged 130% of the unit price, but the sample fee could be refunded after placing new order(qty reaches 500Pcs, MOQ: 500Pcs). 2. Sample shipping chgarge should be freight collected or prepaid by customer. If anybody donot wanna to paying for the samples, that will be fine, its