让回盘不再石沉大海(朱建峰)

1、让回盘不再让回盘不再石沉大海石沉大海浅析第一封询盘的回复关于询盘，客户抱怨最多的是：关于询盘，客户抱怨最多的是：询盘太少？询盘是广告或骗子？询盘问的不是我做的产品？回复询盘后客户就没了音讯？客户可能听到过这些建议客户可能听到过这些建议对询盘进行分类管理选择最佳时间回复回复的主题要吸引人回复的内容要全面、创新跟进要主动、持续，方式要多样确保邮箱正常，尽量避免使用附件线上、线下培训今天我们只谈写作今天我们只谈写作阿里常见询盘阿里常见询盘4例例例典型性非诚意询盘例典型性非诚意询盘Dear Sir, Please give me your full product list with unit pri

2、ces FOB China.ThanksBob询盘分析询盘分析称呼不针对群发没有介绍自己可能是小公司产品不精确不是内行没有交易细节没到采购环节客户可能存在的优势客户可能存在的优势买家同样很难得到其他供应商的重视, 买家不内行，大供应商一般不会关注买家很小，需要帮助，容易信任 3 买家在一个小而封闭的好市场应对方法应对方法无视（鄙视） 给简单报价单 详细介绍公司、产品 提问引导、获取信息 建议回盘建议回盘Dear Bob,We produce pens and plastic ball pens. Which one are you interested in?Also please indic

3、ate quantity for us to quote.RegardsTracy例又是砍价王，烦！例又是砍价王，烦！Dear Sir, we are a turkish company located in gemlik turkey we interest very much in your Kitchen Steel Sinks Series but suitable prices are very important for us so please sent us your pricesbest regards turan tunckal询盘重点：特别提到价格要好反映问题：买家兴趣真

4、实，但实力有限如何应对：不报价，尝试了解买家专业度和购买力建议回盘建议回盘Dear Turan,Thanks for your inquiry. Have you bought from China before? Our products have a quite wide price range for different types and different quality requirement. What price level do you think suitable for your market?RegardsTracy例大公司，我没信心例大公司，我没信心Hi Sir,We

5、 are the 3rd largest gifts distributor in USA. We now need all Q4 promotional and new year gifts as well as pens and the printed material. Quote if you are in the very business. Also pictures and details please.Michael找准突破口找准突破口3rd largest distributorQ4、new yearPens and printed materialIn the very b

6、usiness应对方案应对方案价格可以给介绍优势产品表达对市场的熟悉外贸操作的熟练是关键建议回盘建议回盘Dear Michael,See our price list in below. Youll easily find way to sell our new cartoon pens - it is very welcome by US kids between age 7-15.Let me know the items you are interested in and the quantity you need. Ill confirm the lead time and other

7、 information for you.Tracy例该说的我都说了例该说的我都说了I am looking for Air Cylinder model: SPWG-26-800 INER DIAMETER: 200 MM STROK LENGTH: 800 MM Pressure: 10 barMaterial: steel (Iron) and painted from inside the piston by Nickel chromiumQty: 8 Sealing for above cylinder Qty: 20 sets Condition Last date: 17/6/2

8、009 C&F by Air (Cairo Airport) and by Sea (Alexandria Seaport) Technical Catalog with dimension drawing Delivery time (from you receive your money + shipping time) Validity of your price All documents (Shipment documents, Packing list, Invoice and Original Certificated) must be send by DHL or Fe

9、dEx or any quickly post mail after you shipment the motors Note:If you put the goods in wooden box, this wooden must be Fumigation andstamped by the plant of Quarantine in country of origin. 询盘分析询盘分析称呼不针对群发没有介绍自己可能是小公司产品信息详尽内行交易细节详尽采购意向真实我们客户的真实回盘我们客户的真实回盘Thanks for your inquiry .Your needed item co

10、de isSC200*800 , USD 185.92 , delivery time :2-3 days , payment terms :T/T in advance .SI200*800 ,USD287.51.Also ,sincerely we can create opportunity to exlarge the item scope of pneumatic products(AIR CYLINDER(FESTO,SMC,AIRTAC.) ,SOLENOID VALVE ,FRL,FITTING) in 2009 and later years .Welcome you con

11、tact us and inquire us anytime ,we Must do our best to serve you without any delay ,thanks .回盘分析回盘分析报价太冒失、数字太精确没有突出公司和产品的优势报价不完整，也没有显示外贸操作的熟练格式细节不规范，中式英语多客套语稍多建议回盘建议回盘Dear xxx,Thanks for your inquiry. We are exporting 3-5FCL/month of this series mainly to EU and USA, and you may know XXX buys from u

12、s. We quote for xxx as below:USDxxx/set C&F Cairo by air.USDxxx/set C&F Alexandria by sea.Advanced T/T is required for this first trial order. Price could be much better when your quantity grows big.Regardsxxx今日小结今日小结第一封来信：偶发、群发、随意发、发错第一封来信：偶发、群发、随意发、发错第二封来信：确定感兴趣的产品、第二封来信：确定感兴趣的产品、被你公司或你公司的

13、产品吸引被你公司或你公司的产品吸引第三封来信开始：详细了解产品、第三封来信开始：详细了解产品、商谈交易细节商谈交易细节第一封询盘回好，才会有后续第一封询盘回好，才会有后续第一封回盘的目的第一封回盘的目的回答买家的问题介绍公司和产品开始谈生意了解买家情况、判断客户意图第一封回盘的分类第一封回盘的分类买家情况完全未知判断真实性买家很专注于价格了解专业度买家是大公司展示外贸能力买家对产品很专业展示专业度买家真实，但具体情况不详all第一封回盘的常见误区修复第一封回盘的常见误区修复来信即复来信即复搜索买家信息先搜索买家信息先买家国家很重要买家国家很重要阿三也可能比老美好阿三也可能比老美好模板式回复模板式回复分析来盘分析来盘强项产品才回强