很多外貿(mào)從業(yè)人員也許都有這樣的經(jīng)歷：及時(shí)回復(fù)了買家詢盤，但似乎總是“石沉大?！保@是為什么呢？是郵件內(nèi)容太多無針對(duì)性？?jī)?nèi)容太少買家沒興趣？還是英語水平需要再提高？
我們可以想象，買家通過
以“Plush Toy毛絨玩具”為例，我們列舉了一些詢盤跟進(jìn)實(shí)例，供朋友們參考！買家詢盤為泛?jiǎn)査挟a(chǎn)品
1. 詢盤格式通常如下：
We are interested in all your products could you please send us more
information and samples about your products and price list?
可參考如下模板回復(fù)：
Dear Sir/ Madam。
Thanks for your inquiry at
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 detai ls through
MSN：XXX /
附件內(nèi)容可挑選一些公司主打產(chǎn)品?？蛻舴悍鹤稍儠r(shí)，往往真實(shí)購買意圖一般，除非其正好需要您現(xiàn)在的產(chǎn)品或您挑選出的主打產(chǎn)品，或者對(duì)此表示了濃厚的興趣。對(duì)能給予繼續(xù)回復(fù)的客戶應(yīng)繼續(xù)重點(diǎn)追蹤，沒有回復(fù)的客戶則不必花費(fèi)大量時(shí)間追蹤。
2. 買家詢盤為針對(duì)公司具體產(chǎn)品發(fā)的詢價(jià)
此類詢價(jià)目標(biāo)性較強(qiáng)，真實(shí)有效性較高，需重點(diǎn)跟進(jìn)。如果您已經(jīng)根據(jù)買家詢盤內(nèi)容做出了具體回復(fù)，并同時(shí)報(bào)了價(jià)格，但買家沒有再發(fā)郵件過來。建議可發(fā)以下類似郵件提醒買家：
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
comments by return will be much appreciated. （可根據(jù)客戶要求的產(chǎn)品加上自己產(chǎn)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.
可將第一次發(fā)給客戶的郵件內(nèi)容附在郵件下方以提醒買家第一次郵件回復(fù)內(nèi)容。若過段時(shí)間，買家還是沒有回復(fù)建議可再發(fā)如下郵件再次追蹤：
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.
如果連續(xù)三封郵件發(fā)出去之后買家仍然無動(dòng)于衷，基本證明買家可能對(duì)您的產(chǎn)品或價(jià)格不感興趣，或者由于其他原因暫時(shí)不需要您的產(chǎn)品，我們應(yīng)暫時(shí)擱置，將時(shí)間用在繼續(xù)尋找新的目標(biāo)客戶上。當(dāng)然也有很多非常好的買家會(huì)被您的毅力感動(dòng)，回復(fù)告訴您一些關(guān)于產(chǎn)品進(jìn)展
的情況，我們千萬不可急于求成，而應(yīng)按照客戶的提示，有針對(duì)性地保持追蹤。
以下為幾種經(jīng)常收到的買家回復(fù)：
? 客戶收到跟進(jìn)郵件后，如果覺得還沒有對(duì)我們產(chǎn)品有需求的話，他一般都會(huì)說以后聯(lián)系，不管怎樣，能讓客戶回復(fù)已經(jīng)不錯(cuò)了，說明以后還是有機(jī)會(huì)的。
Dear。
I’m doing f ine, 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 wi l l contact you once I decided. Thanks!
? 收郵件的人不是公司決策者。
Dear。
Thank you! I received your 't tell me
anything just now. I will contact you soon once got any news.
? 告訴您不及時(shí)回復(fù)郵件的原因。
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.
? 跟進(jìn)技巧：
這類客戶建議可通過發(fā)新產(chǎn)品介紹或者新報(bào)價(jià)的方式來保持聯(lián)系，相信時(shí)間久了成為您客戶的可能性還是比較大的。至少讓買家對(duì)您留有印象，即使暫時(shí)不需要您的產(chǎn)品，日后有需要的時(shí)候也會(huì)首先想到您。
? 可能暫時(shí)不需要您的產(chǎn)品，但會(huì)問其他產(chǎn)品或者詳細(xì)咨詢一些與產(chǎn)品相關(guān)的問題，如：
Dear。
Please excuse the delay in my reply. I have been so busy searching through all
the
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.
? 跟進(jìn)技巧：
這樣的客戶就要根據(jù)公司的實(shí)際情況來回復(fù)了，建議不管能否幫得上忙都能給些回復(fù)和建議，暫時(shí)不能成為客戶也可以先做朋友嘛，至少他問的是與您產(chǎn)品相關(guān)的問題，中國有句俗話“多個(gè)朋友多條財(cái)路”，特別是生意上的朋友！
? 想借機(jī)刺探軍情。
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.
? 跟進(jìn)技巧：
應(yīng)對(duì)這樣的買家，如果公司在美國有關(guān)系較好、規(guī)模較大的老客戶，不妨挑選兩個(gè)介紹給他/她
資深財(cái)務(wù)顧問向TA咨詢
ay I would like to confirm whether you have received our previous
Looking forward to your reply soon.
3. 針對(duì)買家行業(yè)及需求進(jìn)行定制化回復(fù)
如果買家詢盤中提供了具體的行業(yè)和需求信息，比如“我們是一家酒店，需要毛絨玩具作為客房裝飾，有什么符合主題的款式和尺寸嗎？”此時(shí)，可以根據(jù)買家需要進(jìn)行定制化回復(fù)，并提供相應(yīng)建議：
Dear Sir/ Madam。
It's a pleasure to know that you run a hotel and are interested in our plush toys as room decoration. We have various styles and sizes of plush toys that may match your hotel themes such as cute and soft animal toys, cartoon character toys, etc. Could you please provide more specific information about your hotel's themes, such as the color scheme, the target guests, etc.? Then we could recommend some matching plush toys for you.
Regarding the sizes, would you like small plush toys as table decorations or big plush toys as floor decorations? We can make customized sizes based on your requirements.
Looking forward to your reply and the chance to work with you.
總之，跟進(jìn)買家需要靈活運(yùn)用不同的回復(fù)方式，并盡可能根據(jù)買家的具體需求提供個(gè)性化的服務(wù)和建議。同時(shí)，及時(shí)提醒買家回復(fù)，積極主動(dòng)地跟進(jìn)也是關(guān)鍵。
結(jié)匯購匯顧問向TA咨詢
"We are interested in all your products could you pleand us more information and samples about your products and price list?"-這是比較常見的騙子使用的引誘供應(yīng)商上鉤的語句 見得太多了。。。。
139-1777-6136
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