询盘跟进和回复技巧

谢谢分享，下星期可以套用一下

感觉还不错，顶一个

mark一下

lol 有木有

Thank you for sharing with us

Tips:
跟进邮件的发送时间宜选择在星期二到星期五期间。星期六、星期日最好不要进行这样的跟进邮件（特别是主动的业务发邮件），
因为星期一上班后，客户的邮箱里往往会充满了需要的工作邮件，人们常常会没有时间或耐心仔细阅读此类业务发邮件，而丧失机会

6.讨价还价
Dear,  
Thanks for your reply, I he received your quote and I am currently looking through all of the quotations that I he received. Currently your prices aren’t the best but your products are very good. If you could make your prices more competitive I am sure we would be putting an order in with you very soon.

跟进技巧：可根据具体价格情况回复客户，或通过询问客户所在区域和订单量大小来可能范围内的让步。  综上，对于有效询盘，我们一定要保持跟进。家每天都会到很多Offer，如果不恰当跟进，家很有可能会忽略我们。跟进过程中，更重要的是细细体会各种可能的原因，积极采取相应措施，激发、把握家购意图，达成合作。

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 he 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 he “connections” (friends) among Chinese.  

跟进技巧：应对这样的家，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妥当回复，站在家立场多思考其询问的真正目的，考虑已在合作的客户公司是否愿意您将其公司名称透露，因为同一区域的多个采购上不可避免将存在竞争。一般简单告知公司名称即可，谨慎透露对方方式。

4.可能暂时不需要您的产品，但会问其他产品或者详细一些与产品相关的问题，如：
Dear，  

Sorry for delay in my reply.  I he been so busy searching through all the mails, concerning the item of XX(产品). May I ask you, where you purchase XXX(可能是产品相关行业的其他产品或产品的材料部件). Currently We’re 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！

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，相信时间久了成为您客户的能性还是比较大的。至少让家对您留有印象，即使暂时不需要您的产品，日后有需要的时候也会首先可想到您。

2.邮件的人不是公司决策者
Dear，  
Thank you! I received your email and I sent it to our outsourcing manager. He didn’t tell me anything just now.  I will contact you soon once got any news.

以下为几种经常到的家回复：
  1.客户到跟进邮件后，如暂时对的产品无需求的话，他/她一般都会说以后，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，这个时候一定要有耐心：
Dear，
  I’m doing fine, thanks for your information.  I’m still in the planning of building my new office, due to the work constrain I decided to delay it first.  Anyway I will contact you once I decided. Thanks!

若过段时间，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 emailing you to keep in touch for further business. If any new inquiry, you’re welcome to reach us here and I will try my best to satisfy you well with competitive price as request.  By the way, how about your order (or business) with item XXX? If still pending, I would like to offer our latest price to promote an opportunity to cooperate with each other.

如果连续三封邮件发出去之后家仍然

一、询盘为泛问所有产品 内容大多如下：
We are interested in all your products, could you please send us more information and samples about your products and price list?

回复可参考如下：

Dear Sir/ Madam,  Thanks for your inquiry at Ad=/r/r_okg.  We are professional supplier for XX(产品名) at competitive price, located in XX(公司地址). By now our products he been exported to XX(出口国别或地区). Here is the attachment with some pictures & price of our products that may suit your market requirements. Also you’re welcome to check