詢盤回復(fù)技巧-外貿(mào)專用.ppt

阿里巴巴 版權(quán)所有 1999-2008,詢 盤 處 理 技 巧,阿里巴巴 版權(quán)所有 1999-2007,詢盤處理技巧,詢盤分析 詢盤回復(fù) 客戶跟進(jìn),阿里巴巴 版權(quán)所有 1999-2008,收到買家詢盤,詢盤洽談,合同簽訂,發(fā)貨及制單,訂單之源,外貿(mào)成交步驟,收款,ALIBABA上的買家踴躍加入,4,阿里巴巴 版權(quán)所有 1999-2007,外貿(mào)人員洽談外貿(mào)業(yè)務(wù), 遇到的共同問題是什么,阿里巴巴 版權(quán)所有 1999-2008,郵箱收不到 郵件密度 發(fā)送時(shí)間，客戶看郵件的時(shí)間 客戶休假 。,1.我回復(fù)了買家為什么買家不理我?,阿里巴巴 版權(quán)所有 1999-2008,客戶不相信我 市場(chǎng)周期 客戶度假或在出差 已在聯(lián)系其它供應(yīng)商 郵件表達(dá)不清楚,2.為什么有些買家聯(lián)系了幾次就沒音了?,阿里巴巴 版權(quán)所有 1999-2008,如果是個(gè)專業(yè)客戶，很有可能是和其它的供應(yīng)商正在合作脫離不了。 信息收集，有可能成為競(jìng)爭(zhēng)對(duì)手，業(yè)務(wù)范圍之外的問題謹(jǐn)慎回答。,3 .和客戶一直都有郵件聯(lián)系,但是客戶就是不下訂單,阿里巴巴 版權(quán)所有 1999-2007,什么是大買家？沒有天生的大買家；適合的帶來利潤(rùn)的是最好的，superdeal； 大客戶喜歡試訂單. 由于自己的沒有相對(duì)應(yīng)的條件可以和大客戶合作, 阿里巴巴海外推廣推薦。 等等.,.反饋好多啊，可沒有我想要的大買家?,Superdeals,SuperDeals是一個(gè)優(yōu)勢(shì)產(chǎn)品的免費(fèi)推廣平臺(tái)。只要客戶的產(chǎn)品在價(jià)格、最小起定量,庫(kù)存產(chǎn)品，高科技及新產(chǎn)品等方面有競(jìng)爭(zhēng)力，就能獲得推廣。,10,10,11,阿里巴巴 版權(quán)所有 1999-2007,視頻 廣告推廣 大買家采購(gòu) 參展計(jì)劃 參照相關(guān)鏈接,阿里巴巴的大買家推廣,13,阿里巴巴 版權(quán)所有 1999-2008,一、詢盤分析,Dear Sir, Our company XXXXXXXX is a wholesaler for pest control supplies in Italy. We are interesting for your sprayers so please send us a catalog and a price list for them.,案例1,阿里巴巴 版權(quán)所有 1999-2008,Dear Sir, We are interested in your products . Please send us details of your product specifications and price terms for CIF Genova. We look forward to hearing from you soon. xxxxx Company:ABC Address:XXX Italy Business Email:XXXXXXXXX Telephone:0039-xxx Fax:0039-xxx,案例2,阿里巴巴 版權(quán)所有 1999-2008,案例3,Dear Amy, please quote for: AlNiCO V cylinder , axially magnetized QUANTITY : N 20.000 pcs/lot SHIPMENT : CIF Los Angeles by sea Thanks in advance and best regards. Mr. Travis Winn ABC Company Address : xxx District CA USA Business Email : Phone : 001-xxx Fax : 001-xxx,1. 詢盤的價(jià)值,有（無）收件人稱呼 有（無）對(duì)產(chǎn)品的詳細(xì)詢問 有（無）自己公司的背景介紹 客戶的EMAIL后綴是（不是）其網(wǎng)站的 落款有（沒有）自己公司網(wǎng)址和聯(lián)系電話,阿里巴巴 版權(quán)所有 1999-2008,1) 毫無關(guān)系的詢盤. 2) 沒有提到相關(guān)產(chǎn)品，只是大致尋求合作的 詢盤. 3) 有提到具體產(chǎn)品的詢盤 4) 提到產(chǎn)品的同時(shí)還需要一些價(jià)格、裝箱和出貨資料的詢盤,2詢盤分類（內(nèi)容）,3詢盤分類（動(dòng)機(jī)）,1、索要樣品型 D 2、信息收集型 D 3、目標(biāo)不明確型 C 4、目標(biāo)明確非專業(yè)型 B 5、目標(biāo)明確專業(yè)型 A,20,1)過濾 索要樣品型 D 信息收集型 D 2)培養(yǎng) 目標(biāo)不明確型 C 3)主攻 目標(biāo)明確專業(yè)型 A 目標(biāo)明確非專業(yè)型 B,4如何處理不同類別的郵件,二、詢盤回復(fù),23,1.詢盤回復(fù)時(shí)間,及時(shí) 根據(jù)時(shí)差重點(diǎn)回復(fù) 港、臺(tái)、日、韓、澳大利亞馬上回復(fù) 印度上午11:00前 中東下午1:00前 歐洲下午3:00前 美國(guó)、加拿大、墨西哥等美洲和拉美國(guó)家 下午下班前 無法當(dāng)天及時(shí)回復(fù)的，說明原因。,24,2.詢盤回復(fù)格式,五要點(diǎn) 稱 呼：帶上客戶姓名 問候語：禮節(jié) 呼應(yīng) 正 文：有問必答 無法回答則給出解釋 重點(diǎn)突出 意思明確 結(jié)束語：希望對(duì)方的回復(fù) 落 款：統(tǒng)一規(guī)范 信息完整,25,Dear Sir or Madam，- 稱呼 How are you? - 問候 Many thanks for your inquiry dated XXXXX - 呼應(yīng) -正文 we are looking forward to your early reply。- 結(jié)束語 Sincerely yours/Yours faithfully/Best regards XXX Export Manager Hangzhou xxx Co., Ltd. 8th Gaofeng Road,QuZhou, ZheJiang,325000,China - 落款 Tel: 0086 0571- XXX Fax: 0086 0571- XXX E-mail: Website: ,DEAR MR. JONE, WE HAVE RECEIVED YOUR INQUIRY ON THE SPRING ROLLS AND SAMOSAS TO US , THANK YOU VERY MUCH . WE ARE VERY PLEASED TO KNOW YOU AND WOULD LIKE TO INTROUDUCE US TO YOU . WE ARE VERY SURE WE COULD MEET YOUR KIND REQUIREMENTS , BECAUSE WE ARE A VERY BIG COMPANY WITH MORE THAN 1,000 EMPLOYEES AND COVERING AREA LAND IS 2,000,000 SQURE METERS , WHO HAS BEEN ON EXPORTING TO MANY COUTRIES ALL OVER THE WORLD . OUR PRODUCTION ABILITY IS MORE THAN 1,000 MTONS EVERY YAER , AND THE QUALITY IS VERY GOOD WITH HIGH REPUTATION TO OUR CUSTOMERS . WE HAVE BEEN EXPORTED TO GERMAN, FRANCE, ENGLAND AND SOME OTHER EU COUNTRIES , ALSO JAPAN, SINGAPORE AND SOME OTHER COUTRIES . QUALITY IS MOST IMPORTANT TO US , WE HAVE ALREADY PASSED ISO 9001 QUALITY SYSTEM AUTHORITIES , AND HAVE SSOP, GMP , HACCP ACCORDING TO CIQS REQUIREMENTS . QUALITY IS FIRST AND PRICE IS SECOND , WE ARE VERY PLEASED TO QUOTE OUR LOWEST PRICE FOR YOU ACCORDING TO OUR TENET : BEST QUALITY AND COMPETITIVE PRICE . PLEASE NOTE OUR PRICE AS FOLLOWING : BEST REGARDS 落款,26,阿里巴巴 版權(quán)所有 1999-2007,新客戶 郵件中找需求點(diǎn) 老客戶 具體到談判環(huán)節(jié)擬定標(biāo)題 產(chǎn)品促銷/新產(chǎn)品上市 注意用詞的選擇,3郵件主題,28,4正文內(nèi)容七要素,1）產(chǎn)品型號(hào)和配制（用圖片） 2）突出產(chǎn)品性能和所擁有的各項(xiàng)認(rèn)證 3）按訂貨的數(shù)量及有效時(shí)間給出的報(bào)價(jià) 4）目的港的信息（FOB,CIF,) 5) 巧妙的應(yīng)用電子版的 catalog 和 price list 6) 給自己的公司簡(jiǎn)介做重點(diǎn)介紹 7) 與此買家需求相關(guān)的其他必要信息,29,舉例,Pet Cloth Model Number: Pet1001 Price: US$(Fob shanghai) Packing: xx(cm), /ctn, .kg/ctn Minimum Order Qty: Delivery Time:,阿里巴巴 版權(quán)所有 1999-2008,對(duì)開始有反饋的客戶，設(shè)定梯度報(bào)價(jià) 例如： -設(shè)定 MOQ（最少定貨量） -MOQ 是什么價(jià)格，散貨是什么價(jià)格. -整個(gè)集裝箱，或者全年合作是什么價(jià)格 -談模具費(fèi)用 -收取樣品費(fèi)用（如何應(yīng)對(duì)免費(fèi)要樣品者）,5報(bào)價(jià),AlNiCo5 ring（Br: 500Gs, bHc: 600Oe, (BH)max: 5.0MGOe）: USD20.20/pc Quantity：10pcs/lot Tooling cost：USD150.00 Total：USD352.00 Payment: T/T at sight upon receipt of the goods. Shipment: By UPS with freight collected. Delivery: ETD China about 28 days after receiving your prepayment for the Tooling Cost Tooling cost: T/T the tooling cost USD150.00 in advance before the production started.,阿里巴巴 版權(quán)所有 1999-2007,6.做公司簡(jiǎn)介常犯的幾個(gè)錯(cuò)誤,夸大事實(shí)和實(shí)際完全不符合. 側(cè)重點(diǎn)不明確或者是沒有側(cè)重點(diǎn). 套用另外一家公司的簡(jiǎn)介. 生搬硬套翻譯成英文不知道在寫什么東西. 等等,案例1：,XXX Molding Technology Co., Ltd. was established in 1998. We are one of the leading manufacturers in China specializing in designing, researching, developing, manufacturing and processing professional die casting molds and die casting products. Our product line includes die-castings, automotive parts, motor parts, electromechanical products, and tools. We export our products to USA and Europe.,案例2：,XXX Molding Technology Co., Ltd. Was established in 1989, and is growing into a international oriented company with her more than 10 years professional experience in the field of die casting molds . During the past ten years, we have established the full process from Proto-type Samples, Quantity Production, Quality Control, to Fabrication and Technical support. Up to now, 90% of our products has been widely used in many kinds of application in Europe and USA. XXX Molding Technology Co., Ltd. has certified ISO9002 by UKAS Quality Management, UK.,7.根據(jù)不同文化特點(diǎn)回復(fù),日本 E)如果把這種規(guī)格的玩具做的更小一些，它的具體規(guī) 格是多少？貴司有沒有做過更小的規(guī)格？請(qǐng)告訴我 們規(guī)格改變后它的具體參數(shù)。 美國(guó) A)貴司的玩具非常漂亮，我們很喜歡，謝謝您。請(qǐng)問 能不能做的更小一些？會(huì)不會(huì)更精致漂亮？ 英國(guó) C)請(qǐng)你把該玩具的各個(gè)規(guī)格更加詳細(xì)地介紹一下 德國(guó) D)這種規(guī)格太大了，我們需要更小的規(guī)格，包裝更精 美，這是我們市場(chǎng)的需要。 法國(guó) B)你的玩具能不能做的更小一些？小一些看上去更富 有情調(diào)。,阿里巴巴 版權(quán)所有 1999-2008,詢盤回復(fù)總結(jié),快 準(zhǔn) 狠,阿里巴巴 版權(quán)所有 1999-2008,三、跟進(jìn)客戶,跟進(jìn)客戶,WHY？ HOW？,WHY,買家 買家一般不會(huì)馬上給你下單 買方市場(chǎng) 自身 一個(gè)詢盤說明不了什么 不要讓你的客戶忘記你 買家是最好的老師,HOW,如何知道是主攻方向的客戶？,阿里巴巴 版權(quán)所有 1999-2008,例如： 詢問產(chǎn)品的包裝尺寸 和其它同類產(chǎn)品之間的差異. 詢問產(chǎn)品的對(duì)應(yīng)認(rèn)證. 產(chǎn)品的關(guān)鍵零部件要求. 加工過程中的應(yīng)用工序. 一個(gè)不離譜的價(jià)格要求.,主攻客戶的判斷標(biāo)準(zhǔn),阿里巴巴 版權(quán)所有 1999-2008,1.對(duì)于沒有任何回復(fù)的客戶,周期性的跟進(jìn)，針對(duì)上次的報(bào)價(jià) 節(jié)日的問候 放假通知 價(jià)格變動(dòng),阿里巴巴 版權(quán)所有 1999-2008,詢盤跟進(jìn)（一）,Dear Sirs, Having no news from you for several days. Id like to know your comments on our quotations /samples dated xxxx. Any comments by return will be highly appreciated. It will be our great pleasure if we could co-operate with you in near future. Thanks for your kind attention. Looking forward to your prompt response. B Rgds,阿里巴巴 版權(quán)所有 1999-2008,詢盤跟進(jìn)（二）,Dear sirs, How a