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abby
abby
2016-06-06 14:05:26
问答

如何更好的回复询盘

从事外贸从业人员可能都有这样的经历:及时回复了买家询盘,但似乎总是“石沉大海”,这是为什么呢?是邮件内容太多无针对性?内容太少买家没兴趣?还是我们的英语水平需要再提高?我们可以想象,买家通过B2B平台寻找感兴趣的供应商时,往往不会只针对一位会员发送询盘,如何才能让买家继续回复我们?跟进买家,把握询盘实战技巧非常重要!以“Plush Toy毛绒玩具”为例,我们列举了一些询盘跟进实例,供会员朋友们参考!一、买家询盘为泛问所有产品询盘格式通常如下:We are interested in all your products, could you please send us more information and samples about your products and price list?可参考如下模板回复:Dear Sir/ Madam,Thanks for your inquiry at Mrv?a=saCz=sr_okg.We are professional supplier for plush toys at competitive price, located in Nanjing City, Jiangsu Province. Here is the attachment with some pictures of our products that may suit your requirements, for more, please check our website, and select the products that you’re interested in.We have great interest in developing business with you, should you have any inquiries or comments, we would be glad to talk in details through MSN:XXX \ mails or any way you like.(附件内容可挑选一些公司主打产品)客户泛泛咨询时,往往真实购买意图一般,除非其正好需要/感兴趣您现在的产品或您挑选出的主打产品。对能给予继续回复的客户应继续重点追踪,没有回复的客户则可以考虑不必花费大量时间追踪。二、买家询盘为针对公司具体产品发的询价此类询价目标性较强,真实有效性较高,需重点跟进。已经根据买家询盘内容做出了具体回复,并同时报了价格,但买家没有再发邮件过来。建议可发以下类似邮件提醒买家:Dear Sir/ Madam,Good morning!For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of XXX dated XXX according to your relative inquiry at Mrv?a=saCz=sr_okg. Have you got (or checked) the prices or not? Any comments by return will be much appreciated. (可根据客户要求的产品加上自己产品的特色)It will be our big pleasure if we have opportunities to be on service of you in near future.Looking forward to your prompt response.(可将第一次发给客户的邮件内容附在邮件下方以提醒买家第一次邮件回复内容。)若过段时间,买家还是没有回复邮件,建议可再发如下类似邮件再次追踪:Dear Sir/ Madam,How are you? Hope everything is ok with you all along.Now I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will try my best to satisfy you well with competitive prices as per your request.By the way, how about your order (or business) with item XXX? If still pending, I would like to offer our latest prices to promote an opportunity to cooperate with each other. 如果连续三封邮件发出去之后买家仍然无动于衷,基本证明买家可能对您产品/价格不感兴趣或者由于其他原因暂时不需要您的产品,我们应暂时搁置,将时间用在继续寻找新的目标客户上。当然也有很多非常好的买家会被您的毅力感动,回复告诉您一些关于产品进展的情况,我们千万不可急于求成,而应按照客户的提示有针对性得去保持追踪。以下为几种经常收到的买家回复:1.客户收到跟进邮件后,如果觉得还没有对我们产品有需求的话,他/她一般都会说以后联系,不管怎样,能让客户回复已经不错了,说明以后还是有机会的:Dear,I’m doing fine, thanks for your information.I’m still in the planning of building my new house, due to the work constrain I decided to delay it first.Anyway I will contact you once I decided. Thanks!2.收邮件的人不是公司决策者Dear,Thank you! I received your email and I sent it to my boss. He didn't tell me anything just now.I will contact you soon once got any news.3.告诉您不及时回复邮件的原因Dear,I receive more than 10 offers every day and it will take me some times to look into each and every offers. I will contact you in the future if you are in our selection of companies.Many thanks for your co-operation.跟进技巧:这类客户建议可通过发新产品介绍或者新报价的方式来保持联系,相信时间久了成为您客户的可能性还是比较大的。至少让买家对您留有印象,即使暂时不需要您的产品,日后有需要的时候也会首先想到您。4.可能暂时不需要您的产品,但会问其他产品或者详细咨询一些与产品相关的问题,如:Dear,Please excuse the delay in my reply.I have been so busy searching through all the mails, concerning the plush toys project.May I ask you, where you purchase your soft fabric for the toys? We have a customer who is interested in this subject.In the coming days, I will reply concerning some samples.跟进技巧:这样的客户就要根据公司的实际情况来回复了,建议不管能否帮得上忙都能给些回复和建议,暂时不能成为客户也可以先做朋友嘛,至少他问的是与您产品相关的问题,中国有句俗话“多个朋友多条财路”,特别是生意上的朋友!5.想借机刺探军情的Dear,Sorry for the late reply. I will get back with you later.I am very busy at the moment. If you have US customer as reference, that would help a lot.I am not here to steal information. We use reference in US to generate trust, just like you have "connections" (friends) among Chinese.跟进技巧:应对这样的买家,如果公司在US地区有关系较好,规模较大的老客户,不妨挑选两个介绍给他/她,这样很能显示您的实力。但回复之前还是应根据公司具体产品在这个地区的推广情况来做妥当回复,站在买家立场多思考其询问的真正目的,一般简单告知公司名称即可,谨慎透露对方联系方式。如果在US地区没有客户,可以多介绍一些其他国家的客户来显示公司实力,同时向买家暗示我们在US地区还没有合作伙伴,如果您和我合作,将会帮助您开发整个US市场。6.讨价还价Dear,Thanks for your reply, I have received your quot[收起]
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abby
abby
2016-06-06 11:06:23
问答

如何写开发信让客户一定回复你!

每天都写开发信,很少有客户回你,怎么办? 首先我们不谈邮件内容,先谈邮件格式 1.邮件自提要整齐美观,统一字体,不要有颜色的字体,最好使用Arial,Calibri或者Times New Roman字体,或者是客户使用的字体,邮件内容后面要附上自己的个人信息——公司名,地址,个人电话,skype,wechat等,最好不要附上网址,容易进垃圾邮件,或者被屏蔽。 2.要分段写邮件内容,要有条理和逻辑,让人能一目了然。 3.不要太客套了,一般第一句是问候,然后直接进入正题介绍“你是谁,做什么的,有什么优势,”最后可以问下客户的采购数量或者客户需求 4.可以在正文中插入张产品图片,或者附件,大小不要超过1M ,但是有的时候也很有可能被进垃圾箱或者屏蔽。 标题怎么写: 一般都是写客户名称、客户公司名/产品/你方公司名,但是最好可以这样写new xx products from xx ltd,产品一定是客户网站的关键词产品名。 还有,可以加上一些词,比如:" Don't miss", Good NEWS for + 客户名字, "Attention"," Factory direct sale",等等。 正文怎么写: 首先问候good day或者how are you doing (现在外国人比较常用这句问候).然后写很高兴得知你做什么产品,我觉得你可能需要我们的产品。第二段介绍公司,要求突出优势,简洁明了。第三段问客户需要我们的产品么,附上最新产品给你参考,希望你会喜欢。下面是例子: Hi,xx Glad to find you are in tablet case business,I think you may need our products. TTX Technology Co.,Ltd is a 10 years' tablet case manufacture and trustable supplier of Tucano,Logiix,Skech etc.Our products will certainly enlarge your businss and achieve your biggest values. Do you need this now?Enclosed is our new items,hope you'll like it. Have a nice day,Thanks. 其实开发信也没有固定模板,或者你可以尝试这个简短的: Need our products? 10 years' tablet case factory,CE &RoHs certified,Tucano trusts us. Catalog and sample available,welcome inquiry. 或者 Need our products?See our catalog. Wish your business prosperous.Nice day. 欢迎大家补充更多更好的想法!![收起]
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已经是最后了
abby
abby
2016-08-03 09:34:57
SNS 是指社交平台吧[收起]
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abby
abby
2016-06-15 09:26:08
还有,注意自己的人身安全和财物安全。[收起]
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abby
abby
2016-06-06 14:06:42
日本的客户就是这样的 问的问题比较精细,很注重细节,要有耐心多沟通才行[收起]
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abby
abby
2016-06-06 14:05:37
可是 困难就在于你分析不透客户的心理,不知道他说高的原因是哪一个[收起]
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abby
abby
2016-06-06 10:04:57
可以把老客户建立一个系统的档案 包括以前合作过的记录啊 照片啊 制作成PPT 发给他 他会很感动 觉得受重视[收起]
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abby
abby
2016-06-06 10:03:46
外贸上面的电话营销越来越多了![收起]
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abby
abby
2016-06-02 14:50:45
具体怎么受骗的过程以及对方的公司信息都知道吗[收起]
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abby
abby
2016-06-02 14:49:38
合同的生效日期和有效期限也很重要。[收起]
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已经是最后了
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