很多外貿(mào)從業(yè)人員可能都有這樣的經(jīng)歷：及時回復了買家 詢盤 ，但似乎總是“石沉大?！?，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?
我們可以想象，買家通過Made-in-China.com尋找感興趣的中國供應商時，往往不會只針對一位會員發(fā)送 詢盤 ，如何才能讓買家繼續(xù)回復我們?跟進買家，把握 詢盤 實戰(zhàn)技巧非常重要!
以“Plush Toy毛絨玩具”為例，我們列舉了一些詢盤跟進實例，供會員朋友們參考!
一、買家詢盤為泛問所有產(chǎn)品
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：
Dear Sir/ Madam,
Thanks for your inquiry at Made-in-China.com.
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 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)
客戶泛泛咨詢時，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)品或您挑選出的主打產(chǎn)品。對能給予繼續(xù)回復的客戶應繼續(xù)重點追蹤，沒有回復的客戶則可以考慮不必花費大量時間追蹤。
二、買家詢盤為針對公司具體產(chǎn)品發(fā)的詢價
此類詢價目標性較強，真實有效性較高，需重點跟進。已經(jīng)根據(jù)買家詢盤內(nèi)容做出了具體回復，并同時報了價格，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 Made-in-China.com. Have you got (or checked) the prices or not? Any 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內(nèi)容。)
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 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，我們應暫時擱置，將時間用在繼續(xù)尋找新的目標客戶上。
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(guān)于產(chǎn)品進展的情況，我們千萬不可急于求成，而應按照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，如果覺得還沒有對我們產(chǎn)品有需求的話，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：
Dear，
I’m doing fine, 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 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 my boss. He didn't 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 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可能性還是比較大的。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 mails, concerning the plush toys project.
May I ask you, where you purchase 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.
跟進技巧：這樣的客戶就要根據(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(guān)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 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(guān)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，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 aren't 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，或通過詢問客戶訂單量大小來做可能范圍內(nèi)的讓步。
總結(jié)：
對于有效詢盤，我們一定要保持跟進。買家每天都會收到很多Offer，市場競爭很激烈，如果我們不跟進，買家很有可能會忽略我們。跟進過程中，更重要的是細細體會各種可能的原因，積極采取相應措施，激發(fā)、把握買家購買意圖，達成合作。
另外，我們建議，跟進郵件的發(fā)送時間宜選擇在星期二到星期五期間，星期六、星期日最好不要進行這樣的跟進郵件(特別是主動的業(yè)務開發(fā)郵件)。因為星期一上班后，客戶的郵箱里往往會充滿了需要處理的工作郵件，人們常常會沒有時間或耐心仔細閱讀此類業(yè)務開發(fā)郵件，機會從而也會大打折扣了。
Best regards!
If you have any questions, pls. feel free to contact with me.
寫的很好，學習了，謝謝！
的確很好
不錯，學習了
值得學習
學習
