外貿(mào)的回復技巧

1、詢盤的回復技巧我已經(jīng)及時回復了買家詢盤，但似乎總是“石沉大?！保合嘈胚@是眾多外貿(mào)人員常遇到的狀況。這是為什么呢？是郵件內(nèi)容太多無針對性？內(nèi)容太少買家沒興趣？還是我們的英語水平需要再提高？以下是轉(zhuǎn)發(fā)阿里巴巴詢盤跟進的技巧，希望對大家有幫助！一、詢盤為泛問所有產(chǎn)品內(nèi)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?回復可參考如下：Dear Sir/ Madam,Thanks for

2、 your inquiry at A.We are professional supplier for XX(產(chǎn)品名) at competitive price,located in XX(公司地址). By now our products have been exported to XX(出口國別或地區(qū)). Here is the attachment with some pictures & price of our products that may suit your market requirements. Also youre welcome to check our w

3、ebsite(xxx) for more details and select your interested products.Were sincerely looking forward to developing business with you, If any comments, we would be glad to discuss in details through MSN：XXX mails or any way you like. (附件內(nèi)容可挑選一些公司主打產(chǎn)品或通過搜索初略客戶市場需求后可推薦的產(chǎn)品類型)泛泛咨詢時，往往真實購買意圖一般，除非其正好需要/感興趣您現(xiàn)在的產(chǎn)

4、品或您挑選出的主打產(chǎn)品。對能給予繼續(xù)回復的買家應繼續(xù)重點追蹤，未回復的買家可在轉(zhuǎn)發(fā)首次回復郵件基礎上詢問買家是否有收悉X月X日的回復，如仍無回音可以考慮不必花費大量時間追蹤。二、詢盤為針對公司具體產(chǎn)品發(fā)的詢價此類詢盤價目標性較強，真實有效性較高，需重點跟進。倘若已據(jù)詢盤內(nèi)容做出了具體回復，并報了價格，但買家沒有再回郵件，可發(fā)以下郵件提醒： Dear Sir/ Madam,Several days no news from you and sincerely may all go well.Now I am writing for reminding you about our offer fo

5、r XXX(品名) dated on XXX as reply to your inquiry from A Have you got (or checked) the prices or not? Any comments by return will be much appreciated. 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.（最好把第一次發(fā)給客戶的郵件內(nèi)容和客戶

6、最初的詢盤附在郵件下方以提醒買家。簡便方法：可直接轉(zhuǎn)發(fā)第一封回復郵件。收件人寫明買家的Email.） 若過段時間，買家還是沒有回復郵件，建議可再發(fā)如下類似郵件再次追蹤： 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 1inquiry, youre welcome to reach us here and I will try my best to satisf

7、y 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.如果連續(xù)三封郵件發(fā)出去之后買家仍然無動于衷，基本證明買家可能對您產(chǎn)品/價格不感興趣或者由于其他原因暫時不需要您的產(chǎn)品，可暫時擱置，將時間用在繼續(xù)尋找新的目標客戶上

8、。當然也有很多非常好的買家會被您的毅力感動，回復告訴您一些關于產(chǎn)品進展的情況。我們千萬不可急于求成，應仔細分析家客戶的提示有針對性得去保持追蹤。以下為幾種經(jīng)常收到的買家回復：1.客戶收到跟進郵件后，如暫時對提供的產(chǎn)品無需求的話，他/她一般都會說以后聯(lián)系，不管怎樣，能讓客戶回復已經(jīng)不錯了，說明以后還是有機會的，這個時候一定要有耐心：Dear，Im doing fine, thanks for your information.Im still in the planning of building my new office, due to the work constrain I decide

9、d to delay it first.Anyway I will contact you once I decided. Thanks!2.收郵件的人不是公司決策者Dear，Thank you! I received your email and I sent it to our outsourcing manager. He didnt tell me anything just now.I will contact you soon once got any news.3.告訴您不及時回復郵件的原因Dear，I receive more than 10 offers every day

10、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. 跟進技巧：這類客戶建議可通過發(fā)新產(chǎn)品介紹或者新報價的方式來保持聯(lián)系，相信時間久了成為您客戶的能性還是比較大的。至少讓買家對您留有印象，即使暫時不需要您的產(chǎn)品，日后有需要的時候也會首先可想到您。4.可能暫時不需要您的產(chǎn)品，但會問其他產(chǎn)品或者詳細咨詢

11、一些與產(chǎn)品相關的問題，如：Dear，Sorry for delay in my reply.I have been so busy searching through all the mails, concerning the item of XX(產(chǎn)品). May I ask you, where you purchase XXX(可能是產(chǎn)品相關行業(yè)的其他產(chǎn)品或產(chǎn)品的材料部件). Currently Were interested in this subject. In the coming days, I will reply concerning some samples.跟進技巧：這樣

12、的客戶就要根據(jù)公司的實際情況來回復了，建議不管能否幫得上忙都能給些回復和建議，暫時不能成為客戶也可以先做朋友嘛，至少他問的是與您產(chǎn)品相關的問題，中國有句俗話“多個朋友多條財路”，特別是生意上的朋友！5.想借機刺探軍情的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

13、 use reference in US to generate trust, just like you have “connections” (friends) among Chinese.跟進技巧：應對這樣的買家，如果公司在US地區(qū)有關系較好，規(guī)模較大的老客戶，不妨挑選兩個介紹給他/她，這樣很能顯示您的實力。但回復之前還是應根據(jù)公司具體產(chǎn)品在這個地區(qū)的推廣情況來做妥當回復，站在買家立場多思考其詢問的真正目的，考慮已在合作的客戶公司是否愿意您將其公司名稱透露，因為同一區(qū)域的多個采購上不可避免將存在競爭。一般簡單告知公司名稱即可，謹慎透露對方聯(lián)系方式。如果在US地區(qū)沒有客戶，可以多介紹一些其

14、他國家的客戶來顯示公司實力，同時向買家暗示我們在US地區(qū)還沒有合作伙伴，如果您和我合作，將會幫助您開發(fā)整個US市場。6.討價還價Dear,Thanks for your reply, I have received your quote and I am currently looking through all of the quotations that I have received. Currently your prices arent 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.跟進技巧：可根據(jù)具體價格情況回復客戶，或通過詢問客戶所在區(qū)域和訂單量大小來做可能范圍內(nèi)的讓步。綜上，