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1、 让你的回盘不再石沉大海让你的回盘不再石沉大海 浅析外贸第一封询盘的回复浅析外贸第一封询盘的回复浅析外贸第一封询盘的回复浅析外贸第一封询盘的回复 客户抱怨最多的询盘问题客户抱怨最多的询盘问题询盘问的产品不明确询盘问的产品不明确询盘问的产品不明确询盘问的产品不明确 B B B B回复询盘后客户就没音讯了回复询盘后客户就没音讯了回复询盘后客户就没音讯了回复询盘后客户就没音讯了之前询盘回复率低的一般建议之前询盘回复率低的一般建议降低期望值降低期望值降低期望值降低期望值对询盘进行分类管理对询盘进行分类管理对询盘进行分类管理对询盘进行分类管理选择最佳时间回复选择最佳时间回复选择最佳时间回复选择最佳时间回
2、复回复的主题要吸引人回复的主题要吸引人回复的主题要吸引人回复的主题要吸引人回复的内容要全面、创新回复的内容要全面、创新回复的内容要全面、创新回复的内容要全面、创新跟进要主动、持续，方式要多样跟进要主动、持续，方式要多样跟进要主动、持续，方式要多样跟进要主动、持续，方式要多样确保邮箱正常，避免使用附件确保邮箱正常，避免使用附件确保邮箱正常，避免使用附件确保邮箱正常，避免使用附件在线培训在线培训在线培训在线培训阿里常见询盘阿里常见询盘 4 例例例例典型性非诚意询盘典型性非诚意询盘Dear Sir,Dear Sir,Please give me your full product list with
3、 Please give me your full product list with unit prices FOB China.unit prices FOB China.ThanksThanksMahtaMahta询盘分析询盘分析称呼不针对称呼不针对称呼不针对称呼不针对群发群发群发群发没有介绍自己没有介绍自己没有介绍自己没有介绍自己可能是小公司可能是小公司可能是小公司可能是小公司产品不精确产品不精确产品不精确产品不精确不是内行不是内行不是内行不是内行 4 4 没有交易细节没有交易细节没有交易细节没有交易细节没到采购环节没到采购环节没到采购环节没到采购环节 你可能存在的优势你可能存在的优势
4、客户同样很难得到其他供应商的重视客户同样很难得到其他供应商的重视客户同样很难得到其他供应商的重视客户同样很难得到其他供应商的重视客户很小，需要帮助，容易信任客户很小，需要帮助，容易信任客户很小，需要帮助，容易信任客户很小，需要帮助，容易信任客户不内行，大供应商的优势减弱客户不内行，大供应商的优势减弱客户不内行，大供应商的优势减弱客户不内行，大供应商的优势减弱客户在一个小而封闭的好市场客户在一个小而封闭的好市场客户在一个小而封闭的好市场客户在一个小而封闭的好市场应对方法应对方法无视（鄙视）无视（鄙视）无视（鄙视）无视（鄙视） 给简单报价单给简单报价单给简单报价单给简单报价单 详细介绍公司、产品详
5、细介绍公司、产品详细介绍公司、产品详细介绍公司、产品 提问引导、获取信息提问引导、获取信息提问引导、获取信息提问引导、获取信息 建议回盘建议回盘Dear Mehta,Dear Mehta,We produce pens and plastic ball pens. WhichWe produce pens and plastic ball pens. Whichone are you interested in?one are you interested in?Also please indicate quantity for us to quote.Also please indicate
6、 quantity for us to quote.RegardsRegardsStellaStella例例我报价很认真我报价很认真 I am looking for Air Cylinder model: SPWG-26-800 I am looking for Air Cylinder model: SPWG-26-800 INER DIAMETER: 200 MM STROK LENGTH: 800 MM Pressure: 10 barINER DIAMETER: 200 MM STROK LENGTH: 800 MM Pressure: 10 barMaterial: steel (
7、Iron) and painted from inside the piston by Nickel chromiumMaterial: steel (Iron) and painted from inside the piston by Nickel chromiumQty: 8 Qty: 8 Sealing for above cylinder Qty: 20 sets Sealing for above cylinder Qty: 20 sets Condition Last date: 17/6/2009 Condition Last date: 17/6/2009 C&F by Ai
8、r (Cairo Airport) and by Sea (Alexandria Seaport) C&F by Air (Cairo Airport) and by Sea (Alexandria Seaport) Technical Catalog with dimension drawing Technical Catalog with dimension drawing Delivery time (from you receive your money + shipping time) Delivery time (from you receive your money + ship
9、ping time) Validity of your price Validity of your price All documents (Shipment documents, Packing list, Invoice and Original All documents (Shipment documents, Packing list, Invoice and Original Certificated) must be send by DHL or FedEx or any quickly post mail after you Certificated) must be sen
10、d by DHL or FedEx or any quickly post mail after you shipment the motors shipment the motors Note:- Note:- If you put the goods in wooden box, this wooden must be Fumigation andIf you put the goods in wooden box, this wooden must be Fumigation andstamped by the plant of Quarantine in country of orig
11、in.stamped by the plant of Quarantine in country of origin. 询盘分析询盘分析称呼不针对称呼不针对称呼不针对称呼不针对群发群发群发群发没有介绍自己没有介绍自己没有介绍自己没有介绍自己可能是小公司可能是小公司可能是小公司可能是小公司产品信息详尽产品信息详尽产品信息详尽产品信息详尽内行内行内行内行交易细节详尽交易细节详尽交易细节详尽交易细节详尽采购意向真实采购意向真实采购意向真实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 code isThanks fo
12、r your inquiry .Your needed item code isYS200*800 , USD 195.92 ,YS200*800 , USD 195.92 , delivery time :5-6 days , delivery time :5-6 days , payment terms: T/T in advance. payment terms: T/T in advance.YE200*800,USD296.52.YE200*800,USD296.52.Also ,sincerely we can create opportunity to exlarge the A
13、lso ,sincerely we can create opportunity to exlarge the item scope of pneumatic productsitem scope of pneumatic products(AIR CYLINDER(FESTO,SMC,AIRTAC.),SOLENOID (AIR CYLINDER(FESTO,SMC,AIRTAC.),SOLENOID VALVE ,FRL,FITTING)VALVE ,FRL,FITTING) in 2009 and later years. in 2009 and later years.Welcome
14、you contact us and inquire us anytime ,we mustWelcome you contact us and inquire us anytime ,we mustdo our best to serve you without any delay ,thanks.do our best to serve you without any delay ,thanks.客户回盘分析客户回盘分析报价太冒失、数字太精确报价太冒失、数字太精确报价太冒失、数字太精确报价太冒失、数字太精确 2 2报价不完整，也没有表达外贸操作的熟练报价不完整，也没有表达外贸操作的熟练报价
15、不完整，也没有表达外贸操作的熟练报价不完整，也没有表达外贸操作的熟练 3 3没有突出公司和产品的优势没有突出公司和产品的优势没有突出公司和产品的优势没有突出公司和产品的优势客套语稍多客套语稍多客套语稍多客套语稍多格式细节不规范，中式英语多格式细节不规范，中式英语多格式细节不规范，中式英语多格式细节不规范，中式英语多建议回盘建议回盘Dear xxx,Dear xxx,Thanks for your inquiry. We are exporting 3-5FCL/month of this series Thanks for your inquiry. We are exporting 3-5F
16、CL/month of this series mainly to EU and USA, and you may know XXX buys from us. We mainly to EU and USA, and you may know XXX buys from us. We quote for xxx as below:quote for xxx as below:USDxxx/set C&F Cairo by air.USDxxx/set C&F Cairo by air.USDxxx/set C&F Alexandria by sea.USDxxx/set C&F Alexan
17、dria by sea.Advanced T/T is required for this first trial order. Price could be much Advanced T/T is required for this first trial order. Price could be much better when your quantity grows big.better when your quantity grows big.RegardsRegardsxxxxxx例例又是来砍价的又是来砍价的Dear Sir,Dear Sir, we are a turkish
18、company located in gemlik turkey we are a turkish company located in gemlik turkey we interest very much in your Kitchen Steel Sinks we interest very much in your Kitchen Steel Sinks Series but Series but suitable prices are very importantsuitable prices are very important for us for us so please se
19、nt us your pricesso please sent us your pricesbest regards best regards TomTom询盘重点：特别提到价格要好询盘重点：特别提到价格要好询盘重点：特别提到价格要好询盘重点：特别提到价格要好反映问题：客户兴趣真实，但实力有限反映问题：客户兴趣真实，但实力有限反映问题：客户兴趣真实，但实力有限反映问题：客户兴趣真实，但实力有限如何应对：不报价，尝试了解客户专业度和购买力如何应对：不报价，尝试了解客户专业度和购买力如何应对：不报价，尝试了解客户专业度和购买力如何应对：不报价，尝试了解客户专业度和购买力建议回盘建议回盘Dear T
20、om,Dear Tom,Thanks for your inquiry. Thanks for your inquiry. Have you bought from China Have you bought from China before? before? Our products have a Our products have a quite wide price rangequite wide price range for different for different types and different quality requirement. types and diff
21、erent quality requirement. What priceWhat price level level do you think suitable for your market?do you think suitable for your market?RegardsRegardsStellaStella回盘分析回盘分析-Have you bought from China before?-Have you bought from China before?-Have you bought from China before?-Have you bought from Chi
22、na before? 这句话一写，让买家不回也要回，否则就表示从没在中国这句话一写，让买家不回也要回，否则就表示从没在中国这句话一写，让买家不回也要回，否则就表示从没在中国这句话一写，让买家不回也要回，否则就表示从没在中国进过货。所以这句话是引出下一封来信的诱饵。进过货。所以这句话是引出下一封来信的诱饵。进过货。所以这句话是引出下一封来信的诱饵。进过货。所以这句话是引出下一封来信的诱饵。-. quite wide price range -. quite wide price range -. quite wide price range -. quite wide price range 这
23、句话着重是在引买家把数量说出来以了解其购买力。同这句话着重是在引买家把数量说出来以了解其购买力。同这句话着重是在引买家把数量说出来以了解其购买力。同这句话着重是在引买家把数量说出来以了解其购买力。同时也让买家感受到一个老业务员业务操作的谨慎、专业，时也让买家感受到一个老业务员业务操作的谨慎、专业，时也让买家感受到一个老业务员业务操作的谨慎、专业，时也让买家感受到一个老业务员业务操作的谨慎、专业，因为不乱报价。因为不乱报价。因为不乱报价。因为不乱报价。- What price - What price - What price - What price 这句话是在套客户的心里价格。这句话是在套客
24、户的心里价格。这句话是在套客户的心里价格。这句话是在套客户的心里价格。例例中性询盘如何跟进中性询盘如何跟进 DearDearZhejiangABCKnittingCo,Ltd,ZhejiangABCKnittingCo,Ltd, WeareWeareinterestedinyourproductofSocksinlargequantities.interestedinyourproductofSocksinlargequantities. PleasesendusdetailsofyourproductspecificationsandPleasesendusdetailsofyourprod
25、uctspecificationsandpricepricetermsforshipmenttotheportofSeattle,WAUSAbythewaytermsforshipmenttotheportofSeattle,WAUSAbythewaySEAorAIR. SEAorAIR. Welookforwardtohearingfromyousoon. Welookforwardtohearingfromyousoon. Sincerely, Sincerely, SueSue询盘分析询盘分析n n称呼有针对了，但是是公司名称称呼有针对了，但是是公司名称称呼有针对了，但是是公司名称称呼有
26、针对了，但是是公司名称-不是群发，如不是群发，如不是群发，如不是群发，如果是也是有所选择的发送果是也是有所选择的发送果是也是有所选择的发送果是也是有所选择的发送n n产品明确，并且说定单数量大产品明确，并且说定单数量大产品明确，并且说定单数量大产品明确，并且说定单数量大-内行，实力强内行，实力强内行，实力强内行，实力强n n告诉运输方式及港口告诉运输方式及港口告诉运输方式及港口告诉运输方式及港口-采购意向真实采购意向真实采购意向真实采购意向真实Dear Sue, Dear Sue, Thanks for your letter of Jan.3nd showing your intrests
27、in our company and our Thanks for your letter of Jan.3nd showing your intrests in our company and our products. products. Enclosed please find the relative pictures and the price list with min.qty Enclosed please find the relative pictures and the price list with min.qty for yourreference.for yourre
28、ference. We have nearllyWe have nearllyten years of experiencesten years of experiences in producing high quality cotton socks, in producing high quality cotton socks, especially especially the mercerized cottonthe mercerized cotton sockssocks.And our.And our website website is is ,you ,you could g
29、et more informations about our company and our products.could get more informations about our company and our products. Here,I would like to know the Here,I would like to know the socksmaterialsocksmaterial you need to order,which could help us you need to order,which could help us offer you choices
30、 within a narrow range relatively._We got used to do business by offer you choices within a narrow range relatively._We got used to do business by the price of the price of FOB Shanghai,besides we also accept theexceptions for the clients FOB Shanghai,besides we also accept theexceptions for the cli
31、ents request.request.Looking forward to our further communication soon.Looking forward to our further communication soon.Best regardsBest regardsStella ZhangStella Zhang回盘分析回盘分析n n从第一段看出，虽然买家说数量很大，但是供应商在报价从第一段看出，虽然买家说数量很大，但是供应商在报价从第一段看出，虽然买家说数量很大，但是供应商在报价从第一段看出，虽然买家说数量很大，但是供应商在报价时还是把对应的最小起定量写上了，防止产生
32、纠纷。同时时还是把对应的最小起定量写上了，防止产生纠纷。同时时还是把对应的最小起定量写上了，防止产生纠纷。同时时还是把对应的最小起定量写上了，防止产生纠纷。同时如果买家数量比最小起定高很多，买家也敢来还价。如果买家数量比最小起定高很多，买家也敢来还价。如果买家数量比最小起定高很多，买家也敢来还价。如果买家数量比最小起定高很多，买家也敢来还价。n n第二段介绍公司优势第二段介绍公司优势第二段介绍公司优势第二段介绍公司优势-主营行业、主打产品、企业网站主营行业、主打产品、企业网站主营行业、主打产品、企业网站主营行业、主打产品、企业网站n n第三段了解询盘中没有的信息第三段了解询盘中没有的信息第三段
33、了解询盘中没有的信息第三段了解询盘中没有的信息材料、价格条款。体现供材料、价格条款。体现供材料、价格条款。体现供材料、价格条款。体现供应商的专业，同时也把话题更加深入，如果客户回复则马应商的专业，同时也把话题更加深入，如果客户回复则马应商的专业，同时也把话题更加深入，如果客户回复则马应商的专业，同时也把话题更加深入，如果客户回复则马上进入了更深环节的磋商。上进入了更深环节的磋商。上进入了更深环节的磋商。上进入了更深环节的磋商。Dear Stella, Dear Stella, Thanks for your quick response. Thanks for your quick respo
34、nse. Attached isAttached is more more detailed list of what my company will be needing.detailed list of what my company will be needing. I hope this helps and I hope this helps and if you are able to produce these if you are able to produce these type of socks I will need a sample before an order is
35、 type of socks I will need a sample before an order is placed.placed.v/r v/r SueSue询盘分析询盘分析n n从第一段就能看出买家已经充分地被你的公司及从第一段就能看出买家已经充分地被你的公司及从第一段就能看出买家已经充分地被你的公司及从第一段就能看出买家已经充分地被你的公司及产品所吸引了，她已经肯把她要的产品的设计图产品所吸引了，她已经肯把她要的产品的设计图产品所吸引了，她已经肯把她要的产品的设计图产品所吸引了，她已经肯把她要的产品的设计图给你了。给你了。给你了。给你了。n n从第二段可以看出买家已经把你锁定成她的
36、供应从第二段可以看出买家已经把你锁定成她的供应从第二段可以看出买家已经把你锁定成她的供应从第二段可以看出买家已经把你锁定成她的供应商了，只要你能够生产这样的产品；她也提出了商了，只要你能够生产这样的产品；她也提出了商了，只要你能够生产这样的产品；她也提出了商了，只要你能够生产这样的产品；她也提出了她的大货前的要求她的大货前的要求她的大货前的要求她的大货前的要求要打一次样品给她确认。要打一次样品给她确认。要打一次样品给她确认。要打一次样品给她确认。Dear Sue, Dear Sue, I feel so sorry that I didnt pay attention to your I fe
37、el so sorry that I didnt pay attention to your enclosed informations. And again for some notenclosed informations. And again for some notdefinite reason I couldnt open those attached files.definite reason I couldnt open those attached files.Here, I come to your sending again.Here, I come to your sen
38、ding again. Thanks for your letter and looking forward to your Thanks for your letter and looking forward to your reply.reply. Best regardBest regardStella ZhangStella Zhang ( (这封邮件有点傻，写的也有点罗嗦，要说的意思就是附件打不开！这封邮件有点傻，写的也有点罗嗦，要说的意思就是附件打不开！这封邮件有点傻，写的也有点罗嗦，要说的意思就是附件打不开！这封邮件有点傻，写的也有点罗嗦，要说的意思就是附件打不开！) ) Dea
39、r Stella, Dear Stella, I have attached the collection of socks that I would like to I have attached the collection of socks that I would like to have with photos and what they are made of and the kind have with photos and what they are made of and the kind of snaps I think would work best on them at
40、 the bottom of snaps I think would work best on them at the bottom of the page. of the page. Please tell me if you can make them, and if possible when Please tell me if you can make them, and if possible when will you be able to show me a sample. will you be able to show me a sample. If you have a b
41、etter If you have a better idea for the snaps or the fabric of the socks please do not idea for the snaps or the fabric of the socks please do not hesitate to let me know I willing to make changes.hesitate to let me know I willing to make changes. （从最后这封询盘可以看出，买家不仅意向非常明确了，而且（从最后这封询盘可以看出，买家不仅意向非常明确了，
42、而且（从最后这封询盘可以看出，买家不仅意向非常明确了，而且（从最后这封询盘可以看出，买家不仅意向非常明确了，而且V/r V/r 已经非常信任你了，绿色字表示已经非常信任你了，绿色字表示已经非常信任你了，绿色字表示已经非常信任你了，绿色字表示“ “如果你有关于产品的好建议，如果你有关于产品的好建议，如果你有关于产品的好建议，如果你有关于产品的好建议，Sue Sue 可以提出来，她愿意做改动可以提出来，她愿意做改动可以提出来，她愿意做改动可以提出来，她愿意做改动“ “。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、发错第一封来信：偶发、群发、随意发、发错第一封
43、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、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产品吸引被你公司或你公司的产品吸引被你公司或你公司的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、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商谈交易细节商谈交易细节第一封回盘的目的第一封回盘的目的回答客户的问题回答客户的问题回答客户的问题回答客户的问题 介绍公司和产品介绍公司和产品介绍公司和产品介绍公司和产品 开始谈生意开始谈生意开始谈生意
44、开始谈生意 引诱客户发第二封询盘，引诱客户发第二封询盘，引诱客户发第二封询盘，引诱客户发第二封询盘，以便更多的了解客户以便更多的了解客户以便更多的了解客户以便更多的了解客户 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来信即复来信即复搜索客户信息搜索客户信息搜索客户信息搜索客户信息客户国家很重要客户国家很重要客户国家很重要客户国家很重要阿三也可能比老美好阿三也可能比老美好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模板式回复模板式回复分析来盘分析来盘分析来盘分析来盘强项产品才回强项产品才回强项产品才回强项产品才回每封询盘都有价值每封询盘都有价值每封询盘都有价值每
45、封询盘都有价值详尽自我介绍详尽自我介绍详尽自我介绍详尽自我介绍突出优势突出优势突出优势突出优势客套结合纠缠客套结合纠缠客套结合纠缠客套结合纠缠专业结合重视专业结合重视专业结合重视专业结合重视积极主动多渠道积极主动多渠道积极主动多渠道积极主动多渠道关注客户感受关注客户感受关注客户感受关注客户感受尽快报价尽快报价尽快报价尽快报价不轻易报价不轻易报价不轻易报价不轻易报价降价习以为常降价习以为常降价习以为常降价习以为常不轻易降价不轻易降价不轻易降价不轻易降价卑躬屈膝卑躬屈膝卑躬屈膝卑躬屈膝不卑不亢不卑不亢不卑不亢不卑不亢善于回答问题善于回答问题善于回答问题善于回答问题善于获取信息善于获取信息善于获取信息善于获取信息外贸是一场博弈外贸是一场博弈从第一封询盘回复就开始从第一封询盘回复就开始
