把外贸询盘变为真实订单的实战案例

1、把外贸询盘变为真实订单的实战案例以下是客户的一些回复：给大家分享一下我的工作成绩。HiJoe,Iappreciateyourapproachverymuch,thankyoufortheexplanations.Wevebeeninthatbusinessformanyyears,soweknowaboutthematerialrangeusedforthisproductline(Imeandesignersfurniture),thatswhywererequestingdetailledmaterialdescriptionsfromprospectivesuppliers.Andact

2、uallyyoudidthispartverywell.FirstofallIwanttoaskyouifwecanhavetheabilitytoseeyoursampleproductsexportedbeforetoanyretailerintheU.S.?Ifyoucangiveanyretailersaddressherewecanexaminethereeasilyyourproducts.OtherwisearepresentativeofourcompanyshouldvisityourfactoryandexaminetheproductsinChina.Theforward

3、erfromChinaisnotaproblem,wehaveaconsultantinChinaforpaperworketc.Ifwecanestablishabusinesspartnershipinthefutureshipmentswillbecontainerbased.Wewouldliketoseealsothelatestproductpicturesyoutookandprices.Thankyouforyourcooperation,hopetohearfromyousoon.Regards第一封HiJoe,夏涛博客外贸企业海外推广第一劢志博客Thankyouverymu

4、chforthepicsandtheprices,theylookgood,howverIdohavesomeadditionalquestionsforyou,regardingtheBarcelonachair,Isawinyourdimensionsthattheheightyouhaveis87cm,howevertherealoneis76cm,canyoumakethatadjustmentifrequired,anddoesyourchairhasleatherstrapsathebackandundernotvisiable,andthethirdquestionhowthic

5、kareyourcushions.FurtherIwouldliketoknowifyourpartnerfactorycanmakesomeadditionalfibreglassitemsifrequested,Iwillsendyousomepicsfromsomeoftheitemssoyoucanseewhatthepossibilitiesare.ThanIreallyliketoordersomesampleitemsfromyou,astheballandtheeggchair,sowheredowegofromhereiwilltransfertheamountsreques

6、ted,andthanyoucanarrangeaforwarderwhowillshipittous,atourcosts.letmeknowwhattodo,Ihopetohearfromyousoon,gerard第二封Oh,Imeanttothankyouforthemanypicturesthatyouhavesentme.Moreover,Ithankyoufordocumentingtheshippingproceduresandpackagingoftheitem.夏涛博客外贸企业海外推广第一劢志博客Again,manythanks.Best,Erkan第三封HiJoeLan,

7、Ithanksyouverymuchforalltheinformation,Iamreallyimpressedwithyourchoiceofmaterialsandyourpursuitforperfection,thesearethecompaniesweliketoworkwithsinceweservethehighersegmentsoftheEuropeanmarket,soregardingyourtermsandconditionsthesearenoproblemforus.Soletstakethisalittlefurtherandshowmethenewpicsyo

8、uhavetakenandtheFOBpricesofalltheclassicitemsyousell.ThenIwantsomemoreinformationfromyousinceyoualsoofferedmetheBallchairImayassumethatyoualsodofiberglassfurnitureordoyououtsourcethattopartnerfactories.andisyourcompanyinterestedinworkingonnewdesignsandthedevelopmentfromthat.whatIliketohearromyouiswh

9、atpossibilitiesyouhavetooffer,besidestheclassicssinceIsawononeofyourpicturesalsoawhiteupholsteredmodernstainlesssteelchair.IwillinformyoualittlebitmoreabourourcompanywearelocatedinBali,wherewedesignhighqualitysolidwoodenfurnitureforseveralhighendretailersintheUK,Sweden,Norway,Germany,youcanhavealook

10、atourrangeat,howevermostofourcustomersalsoarelookingformodernclassicsandretrofurnitureastheballchairandseveralotherproductsasmodernstainlesssteelitemsandupholsteredfurniture.foralltheserequestsweare夏涛博客外贸企业海外推广第一劢志博客lookingforreliablepartnerswhiliketoworkandthinkswithus.atthisstageweexportaround8til

11、l10containersamonthfromChinamostlymodernclassicsastheBarcelona,eamesloungerandstooltheLC1/2/3series,butasImentionedbeforeweareabsolutelylookingforthebestqualityavailable.andregardingyourknowledgeaboutsteelandleatherqualitiesanddesignersbackroundsIfeelthatyouandyourcompanywillofferthatexpertisewearel

12、ookingfor.SoIhopetoseeandhearfromyousoon,regards,Jane第四封DearJoeThepicturelookssonice.herearetheitemsIaminterested.ProductItem:HZ-CF012andHZ-CF005Inafirsttimetoseetherealqualityaspictureshownofyourproduct,wewouldliketobuyonesampleofbothreferences.Isitpossible?AndwhatisyourbestpriceforthebothsamplesC&

13、amp;Ffrance-Marseille?Thankyoubyadvanceforyouranswer,andIhopedogoodbusiness夏涛博客外贸企业海外推广第一劢志博客inthefuture.Bestregards.第五封hellomr.lau,thankyouforthereallygoodservicebysendingmesomuchfotosfromyourstudio.Ihavedecidedtoordernextweek3-4barcelonachairsand-ifIwillselltheminGermany-oneortwoballchairs.Ireally

14、trustyourcompanyandespeciallyyouandIwon?needanytest-sendings.YouwillgettheentiremoneyafterIhavesoldthesearticleshereinGermany,thiswilltakeoneweek.AfterthatIwillgiveyoutheinformationthatyouhavegotthemoney.Isaidmycustomersthattheproduction-asyousaid-willtake20daysandtheshipping25days.Yousee,I?lfirstge

15、tthemoneyfrommycustomersandthenI?lgetthepaymenttoyouraccount.Thankyouforthepatienceandtherealgoodcommunication,yourinformationswereveryhelpfulformyplanningsandmyorderswhichwillbedoneatyourcompanyinfuture.夏涛博客外贸企业海外推广第一劢志博客manymanygreetingstoshenzhen!Yours,Antonio第六封大家拿到单之后到北京来请吃饭哦。嘿嘿这里转一个处理询盘的经验谈对于供

16、应商如何接触买家,给大家提几点建议：一、应付买家的网上查询：应该要有一个辨伪程序，否则一旦业务做开，你会淹没在电子邮件的海洋里。一般从买家查询的内容，你就能判断出来哪些是实盘，哪些是虚盘。应该重点处理那些针对性很强的、可以称得上是询盘的电子邮件。对于无价值的询盘，要敢于果断舍弃。如果以为每个询盘都是要向你买货未免过于天真。有的询盘过于空泛，也许只是客户做市场调查的一种手段。如果你不放弃空泛的信息，可能你每天只能做一些处理电子邮件的事了。二、处理买家的查询一定要注意方法和技巧。要善于透过电子邮件的表象看到深层去，了解询盘者真正的用意。他是否是真正的买家或者中间商甚至是你的竞争对手?他购买的动机是

17、什么?他的购买能力如何?掌握这些以后，你就可以有高超的回复处理能力，能够抓住客户的心理，让买家更快、更好的了解你的企业及产品。三、要非常清楚你的产品(包括质量)是否适合目标市场?要设法了解国内其它同行的质量和价格水平。现在获取同行的产品信息是多么轻松啊!您要明白，一份询盘，国外客户不会只发给你一家，而会同时发给很多供应商。只有你的产品质量及价格优于同行，才有可能最终获得定单。夏涛博客外贸企业海外推广第一劢志博客四、电子邮件的使用技巧：处理电子邮件的八字方针：简单、可信、恰当、快速!1.简单：语言要简炼，不要罗罗嗦嗦，言之无物。要知道，很多国外商人的耐心是很差的，你浪费他的时间就等于在谋财害命。

18、千万不要小看处理电子邮件的艺术，我告诉你，很多外贸业务员其实都不懂如何写一封好的电子邮件。其中的关键就在于你能否很好的把握买家询盘的真正意图，从而给他他最需要的最有针对性的答复。2.可信：简单并不是要你省略最基本的礼仪，我相信任何一个人都不喜欢不礼貌的回复。和买家开始联系时还要注意，在电子邮件的后面，一定要附上你详细的联系方式，包括你的姓名、职位、公司名、电话、传真、E-mail地址、网址和公司地址等信息内容，给对方一个很正规的印象。有些厂商答复时常常丢三落四，很容易给人留下不良印象。3.恰当：恰当其实是最不容易的!这里面不仅包含了前二个因素，更重要的，还需要专业。(1)买家总希望和精通产品的人打交道，如果你在回复询盘时错误百出，一看就是外行，买家会认为你不是真正的生产厂家，或者对产品并不熟悉，很可能就一去不回。所以回复时一定要详细注明产品的规格、包装方式、功用、报价等资料。(2)充分利用电子邮件传递图片的优势，这样更能说明问题，同时也可以降低成本。(3)发出邮件之前，要仔细的检查一下，有无拼写或语法