提高报价成功率（下）-由买家属性区别回复策略
声明
下述内容由易学客从Jimmy老师线下培训课程“开发信的顶层设计及实战技巧”与“客户询盘RFQ处理及跟进成单绝招”厦门站的内容中节选和简化而成，由Jimmy老师授权易学客邦号转载于外贸邦。
综述
之前Jimmy老师给大家介绍了，依据不同的RFQ，基本可以将客户分成：专业型，半专业型，非专业型，三种类型的买家。并通过实战邮件的案例讲解了怎么做初步分类。
传送门（点击前往阅读）：提高报价成功率（上）-由RFQ询价邮件确定买家属性
在已经能轻易分类客户后，Jimmy老师承接上次内容，继续跟各位邦友分享下，不同买家的类型应该如何与之回复？
第一：专业型的客户询盘回复
●上集中如下的询盘：
Dear Jimmy,
This is Eva from Schneider France and I was introduced by China colleagues.
Please check the attached technical datasheet for this special LED light. Qty will be around 1 million pcs. I would like you to offer me CIF incoterm. Enclosed is commercial quotation sheet which needs you to fill in completely.
Hope to get your reply by COB of 15th May 2017.
Best Regards,
Eva
●根据上集的分析，我们发现客户是专业的买家，那么我们需要做如下工作：
1.与公司协调确定技术是否完全满足;
3.专业的买家第一次交流，利润等要适当的控制好;
4.沟通过程中再挖掘更多可能没提及的要求;
●在解决技术疑问后，我们可以这样回复：
Dear Eva,
Thanks a lot for your RFQ.
Attached are our technical datasheets which are fully compliant with your requirement as well as commercial table you need.
If any other questions, let’stalk and we are standby at any time.
Best,
Jimmy
●这样的回复目的如下：
A：专业的买家，如果符合要求，只需要提供对方索要的内容;
B：专业的买家，我们可能只有一次报价机会，所以利润必须合理控制;
C：惯例性留尾，看下是否有其它潜在的问题和交流;
第二：半专业型的客户询盘回复
●上集的举例如下：
HI Jimmy,
We are a trading company in Kenya and we distribute lots of LED products.
I checked your company website and found this LED model XXX suit us and could you help provide your offer together with your company technical spec.
Thanks and looking forward to your reply.
Best Regards,
Nerash
●根据上集的分析，半专业型买家，我们需要做如下事情：
1.对方是半专业型买家，推荐我司产品规格书;
2.贸易术语没给，一般先报价FOB，后期有需要可进行CIF或者CNF报价等;
3.与客户重点关注推荐的产品是否满足其要求
●所以回复如下：
Dear Nerash,
Thanks a lot for your interest in our product LED model XXX.
Enclosed are our recommended spec and FOB offer.
We need your help to confirm whether this suit your requirement and if any more comments, please don’t hesitate to contact us.
Best Regards,
Jimmy
●这样的回复目的：
A: 推荐产品对应的规格书，可体现专业性，同时也会引导买家快速关注到沟通要点问题上，让客户关注产品是否符合其要求;
B: 先按照FOB报价，而不是进行无谓询问，可在FOB报价书中体现如有需要也可提供CIF等方式报价，增加后期沟通可能;
C: 满足其要求给予第一轮对应的报价，不盲目推荐其他产品，体现良好的配合度;
第三：非专业型的客户询盘回复
●上集的询价邮件如下：
Dear Jimmy,
We are a company located in KSA and we are interested indistributing your products as we have some potential customers.
Could you help to send list of your products and offer there.
Thanks.
●上集我们分析了，一般针对这样的非专业客户：
第一步大家不需要花费太多的时间去给与很多的产品推荐，而是挖掘，不管对方是真的有兴趣还是套价格的，我们作为专业外贸销售，都需要挖掘真实需求，做好沟通工作。
●所以回复如下：
Hi Leo,
Thanks a lot for your email.
Could you let me which kind of product and which type you need.
Moreover, please let me know your demand qty.
Looking forward to your reply.
Best Regards,
Jimmy
●沟通目的很简单：
这样的客户很不专业，我们何必真的罗列那么多产品，你需要做的就是挖掘对方到底什么需求，节省时间，把更多的精力放在专业和半专业的客户身上，而非盲目的推荐这个那个，对方需求都没搞懂，推荐反而容易弄巧成拙，并不利于成单。
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