把外貿(mào)詢(xún)盤(pán)變?yōu)檎鎸?shí)訂單的實(shí)戰(zhàn)案例

1、把外貿(mào)詢(xún)盤(pán)變?yōu)檎鎸?shí)訂單的實(shí)戰(zhàn)案例以下是客戶(hù)的一些回復(fù)：給大家分享一下我的工作成績(jī)。HiJoe,Iappreciateyourapproachverymuch,thankyoufortheexplanations.Wevebeeninthatbusinessformanyyears,soweknowaboutthematerialrangeusedforthisproductline(Imeandesignersfurniture),thatswhywererequestingdetailledmaterialdescriptionsfromprospectivesuppliers.Andact

2、uallyyoudidthispartverywell.FirstofallIwanttoaskyouifwecanhavetheabilitytoseeyoursampleproductsexportedbeforetoanyretailerintheU.S.?Ifyoucangiveanyretailersaddressherewecanexaminethereeasilyyourproducts.OtherwisearepresentativeofourcompanyshouldvisityourfactoryandexaminetheproductsinChina.Theforward

3、erfromChinaisnotaproblem,wehaveaconsultantinChinaforpaperworketc.Ifwecanestablishabusinesspartnershipinthefutureshipmentswillbecontainerbased.Wewouldliketoseealsothelatestproductpicturesyoutookandprices.Thankyouforyourcooperation,hopetohearfromyousoon.Regards第一封HiJoe,夏濤博客外貿(mào)企業(yè)海外推廣第一勱志博客Thankyouverymu

4、chforthepicsandtheprices,theylookgood,howverIdohavesomeadditionalquestionsforyou,regardingtheBarcelonachair,Isawinyourdimensionsthattheheightyouhaveis87cm,howevertherealoneis76cm,canyoumakethatadjustmentifrequired,anddoesyourchairhasleatherstrapsathebackandundernotvisiable,andthethirdquestionhowthic

5、kareyourcushions.FurtherIwouldliketoknowifyourpartnerfactorycanmakesomeadditionalfibreglassitemsifrequested,Iwillsendyousomepicsfromsomeoftheitemssoyoucanseewhatthepossibilitiesare.ThanIreallyliketoordersomesampleitemsfromyou,astheballandtheeggchair,sowheredowegofromhereiwilltransfertheamountsreques

6、ted,andthanyoucanarrangeaforwarderwhowillshipittous,atourcosts.letmeknowwhattodo,Ihopetohearfromyousoon,gerard第二封Oh,Imeanttothankyouforthemanypicturesthatyouhavesentme.Moreover,Ithankyoufordocumentingtheshippingproceduresandpackagingoftheitem.夏濤博客外貿(mào)企業(yè)海外推廣第一勱志博客Again,manythanks.Best,Erkan第三封HiJoeLan,

7、Ithanksyouverymuchforalltheinformation,Iamreallyimpressedwithyourchoiceofmaterialsandyourpursuitforperfection,thesearethecompaniesweliketoworkwithsinceweservethehighersegmentsoftheEuropeanmarket,soregardingyourtermsandconditionsthesearenoproblemforus.Soletstakethisalittlefurtherandshowmethenewpicsyo

8、uhavetakenandtheFOBpricesofalltheclassicitemsyousell.ThenIwantsomemoreinformationfromyousinceyoualsoofferedmetheBallchairImayassumethatyoualsodofiberglassfurnitureordoyououtsourcethattopartnerfactories.andisyourcompanyinterestedinworkingonnewdesignsandthedevelopmentfromthat.whatIliketohearromyouiswh

9、atpossibilitiesyouhavetooffer,besidestheclassicssinceIsawononeofyourpicturesalsoawhiteupholsteredmodernstainlesssteelchair.IwillinformyoualittlebitmoreabourourcompanywearelocatedinBali,wherewedesignhighqualitysolidwoodenfurnitureforseveralhighendretailersintheUK,Sweden,Norway,Germany,youcanhavealook

10、atourrangeat,howevermostofourcustomersalsoarelookingformodernclassicsandretrofurnitureastheballchairandseveralotherproductsasmodernstainlesssteelitemsandupholsteredfurniture.foralltheserequestsweare夏濤博客外貿(mào)企業(yè)海外推廣第一勱志博客lookingforreliablepartnerswhiliketoworkandthinkswithus.atthisstageweexportaround8til

11、l10containersamonthfromChinamostlymodernclassicsastheBarcelona,eamesloungerandstooltheLC1/2/3series,butasImentionedbeforeweareabsolutelylookingforthebestqualityavailable.andregardingyourknowledgeaboutsteelandleatherqualitiesanddesignersbackroundsIfeelthatyouandyourcompanywillofferthatexpertisewearel

12、ookingfor.SoIhopetoseeandhearfromyousoon,regards,Jane第四封DearJoeThepicturelookssonice.herearetheitemsIaminterested.ProductItem:HZ-CF012andHZ-CF005Inafirsttimetoseetherealqualityaspictureshownofyourproduct,wewouldliketobuyonesampleofbothreferences.Isitpossible?AndwhatisyourbestpriceforthebothsamplesC&

13、amp;Ffrance-Marseille?Thankyoubyadvanceforyouranswer,andIhopedogoodbusiness夏濤博客外貿(mào)企業(yè)海外推廣第一勱志博客inthefuture.Bestregards.第五封hellomr.lau,thankyouforthereallygoodservicebysendingmesomuchfotosfromyourstudio.Ihavedecidedtoordernextweek3-4barcelonachairsand-ifIwillselltheminGermany-oneortwoballchairs.Ireally

14、trustyourcompanyandespeciallyyouandIwon?needanytest-sendings.YouwillgettheentiremoneyafterIhavesoldthesearticleshereinGermany,thiswilltakeoneweek.AfterthatIwillgiveyoutheinformationthatyouhavegotthemoney.Isaidmycustomersthattheproduction-asyousaid-willtake20daysandtheshipping25days.Yousee,I?lfirstge

15、tthemoneyfrommycustomersandthenI?lgetthepaymenttoyouraccount.Thankyouforthepatienceandtherealgoodcommunication,yourinformationswereveryhelpfulformyplanningsandmyorderswhichwillbedoneatyourcompanyinfuture.夏濤博客外貿(mào)企業(yè)海外推廣第一勱志博客manymanygreetingstoshenzhen!Yours,Antonio第六封大家拿到單之后到北京來(lái)請(qǐng)吃飯哦。嘿嘿這里轉(zhuǎn)一個(gè)處理詢(xún)盤(pán)的經(jīng)驗(yàn)談對(duì)于供

16、應(yīng)商如何接觸買(mǎi)家,給大家提幾點(diǎn)建議：一、應(yīng)付買(mǎi)家的網(wǎng)上查詢(xún)：應(yīng)該要有一個(gè)辨?zhèn)纬绦?，否則一旦業(yè)務(wù)做開(kāi)，你會(huì)淹沒(méi)在電子郵件的海洋里。一般從買(mǎi)家查詢(xún)的內(nèi)容，你就能判斷出來(lái)哪些是實(shí)盤(pán)，哪些是虛盤(pán)。應(yīng)該重點(diǎn)處理那些針對(duì)性很強(qiáng)的、可以稱(chēng)得上是詢(xún)盤(pán)的電子郵件。對(duì)于無(wú)價(jià)值的詢(xún)盤(pán)，要敢于果斷舍棄。如果以為每個(gè)詢(xún)盤(pán)都是要向你買(mǎi)貨未免過(guò)于天真。有的詢(xún)盤(pán)過(guò)于空泛，也許只是客戶(hù)做市場(chǎng)調(diào)查的一種手段。如果你不放棄空泛的信息，可能你每天只能做一些處理電子郵件的事了。二、處理買(mǎi)家的查詢(xún)一定要注意方法和技巧。要善于透過(guò)電子郵件的表象看到深層去，了解詢(xún)盤(pán)者真正的用意。他是否是真正的買(mǎi)家或者中間商甚至是你的競(jìng)爭(zhēng)對(duì)手?他購(gòu)買(mǎi)的動(dòng)機(jī)是

17、什么?他的購(gòu)買(mǎi)能力如何?掌握這些以后，你就可以有高超的回復(fù)處理能力，能夠抓住客戶(hù)的心理，讓買(mǎi)家更快、更好的了解你的企業(yè)及產(chǎn)品。三、要非常清楚你的產(chǎn)品(包括質(zhì)量)是否適合目標(biāo)市場(chǎng)?要設(shè)法了解國(guó)內(nèi)其它同行的質(zhì)量和價(jià)格水平?，F(xiàn)在獲取同行的產(chǎn)品信息是多么輕松啊!您要明白，一份詢(xún)盤(pán)，國(guó)外客戶(hù)不會(huì)只發(fā)給你一家，而會(huì)同時(shí)發(fā)給很多供應(yīng)商。只有你的產(chǎn)品質(zhì)量及價(jià)格優(yōu)于同行，才有可能最終獲得定單。夏濤博客外貿(mào)企業(yè)海外推廣第一勱志博客四、電子郵件的使用技巧：處理電子郵件的八字方針：簡(jiǎn)單、可信、恰當(dāng)、快速!1.簡(jiǎn)單：語(yǔ)言要簡(jiǎn)煉，不要羅羅嗦嗦，言之無(wú)物。要知道，很多國(guó)外商人的耐心是很差的，你浪費(fèi)他的時(shí)間就等于在謀財(cái)害命。

18、千萬(wàn)不要小看處理電子郵件的藝術(shù)，我告訴你，很多外貿(mào)業(yè)務(wù)員其實(shí)都不懂如何寫(xiě)一封好的電子郵件。其中的關(guān)鍵就在于你能否很好的把握買(mǎi)家詢(xún)盤(pán)的真正意圖，從而給他他最需要的最有針對(duì)性的答復(fù)。2.可信：簡(jiǎn)單并不是要你省略最基本的禮儀，我相信任何一個(gè)人都不喜歡不禮貌的回復(fù)。和買(mǎi)家開(kāi)始聯(lián)系時(shí)還要注意，在電子郵件的后面，一定要附上你詳細(xì)的聯(lián)系方式，包括你的姓名、職位、公司名、電話(huà)、傳真、E-mail地址、網(wǎng)址和公司地址等信息內(nèi)容，給對(duì)方一個(gè)很正規(guī)的印象。有些廠(chǎng)商答復(fù)時(shí)常常丟三落四，很容易給人留下不良印象。3.恰當(dāng)：恰當(dāng)其實(shí)是最不容易的!這里面不僅包含了前二個(gè)因素，更重要的，還需要專(zhuān)業(yè)。(1)買(mǎi)家總希望和精通產(chǎn)品的人打交道，如果你在回復(fù)詢(xún)盤(pán)時(shí)錯(cuò)誤百出，一看就是外行，買(mǎi)家會(huì)認(rèn)為你不是真正的生產(chǎn)廠(chǎng)家，或者對(duì)產(chǎn)品并不熟悉，很可能就一去不回。所以回復(fù)時(shí)一定要詳細(xì)注明產(chǎn)品的規(guī)格、包裝方式、功用、報(bào)價(jià)等資料。(2)充分利用電子郵件傳遞圖片的優(yōu)勢(shì)，這樣更能說(shuō)明問(wèn)題，同時(shí)也可以降低成本。(3)發(fā)出郵件之前，要仔細(xì)的檢查一下，有無(wú)拼寫(xiě)或語(yǔ)法