《有效處理詢盤》

有效處理詢盤怎樣看待詢盤?-----除了明顯的廣告垃圾信,每個詢盤都是一個機(jī)會.-----收到詢盤首先要篩選分類,重點放在如何跟進(jìn)高質(zhì)量詢盤，分層次跟進(jìn)篩選1.詢盤來源市場2.詢盤來源類型:是否systemmatch?3.買家提供的信息

a.買家聯(lián)系信息

b.產(chǎn)品針對性

c.詢盤正文內(nèi)容提醒

買家一般會給多個供應(yīng)商發(fā)送詢盤，所以回復(fù)最好做到以下幾點：a.回復(fù)一定要快速、及時、有效b.溝通技巧和專業(yè)度c.客戶管理d.持續(xù)跟進(jìn)，做好服務(wù)第一回合(詢盤）Subject:InterestinmobileairconditioningunitsmodelsMT32HiSir,

Allowmetointroducemyself.MynameisTonyEdenandIownandrunanairconditioningcompanyspecialisinginthesaleandrentofmobileairconditioningunitsinUK.

IwouldbeveryinterestedinreceivinginformationandpricesforyourMT32modelsafterseeingthemontheAlibabawebsiteandyourown.Couldyoupleasetellmewhatyoursmallestandaveragevolumeofsaleswouldbe.

IdohopewecandobusinessandIlookforwardtohearingfromyousoon.VaporcoAirConditioningKindRegardsTel:+44(0)1628****72

TonyEdenFax:+44(0)1628****37

ReadBetweentheLineNotabigcompanyInthesamefieldInterestedinspecificitems(MT32)ForUKmarketHadthedesiretobuysoonifmeetdemands第一回合（回復(fù)）Subject:reply

DearTony,iamamanda,gladtoreceiveyourmail.notedyouinterestinourportableairconditoners,ourportableairconditionershavegoodsalereport.i'dliketoknowwhichkindofbusinessyouwanttodowithus?wealsowanttoknowwhatisthequantityandotherdetails.

waitingforyourreply,iwillresponseyousoon.springregards

amanda

amanda@**hong***.comtel.:0086-5**-2*****85/6/7/8/9mobilephone:0086-138****5123

詢盤處理技巧（1）規(guī)范的格式（paragraph,capitalization,spelling,grammar…）主題Subject

－點睛之處問候語－禮節(jié)、呼應(yīng)有問必答－不能回答要給解釋重點突出，意思明確落款－統(tǒng)一規(guī)范，信息完整Salutation&OpeningSentencesSubject: QuotationfromKonstarElectricIndustrialCo.,Ltd.HiTony,IamAmandafromKonstarElectricIndustrialCo.,Ltd.VerypleasedtoreceiveyourenquiryofOct.18thinwhichyoushowgreatinterestsinourproductsMT32.Salutation&OpeningSentencesWehavebeensupplyingmobileairconditioningtoJapanandKoreanmarketandotherforeigncountriesforanumberofyears.Thanksforbeinginterestinginourproducts.MT32haswhiteandredcolorforchoose.Kindlyinformuswhichcoloryouareinterestedinasdifferentcolordifferentprice…Yourearlierreplywillbehighlyappreciated!SignatureBestRegards,AnnieWangSalesManagerKonstarElectricIndustrialCo.,Ltd.8thGaofengRoad,Xinqiao,325000,ChinaWebsite:Tel:

0086-571-88411556Fax:

0086-571-88411335Email:aka888@第二回合（詢盤）

Sent:Thursday,March17,20053:55AMSubject:Re:replyDearAmandaThankyouforyourpromptreply.Atpresent,Iwouldliketoknowwhatthelowestquantityofunitsyouarepreparedtosellandthepriceofwhiteone.OnceIhavethisinformation,perhapswecantakeourdiscussionsfurther.

Ihopetohearfromyouverysoonandthankyouagainforyourpromptreplyandregards.

KindRegards

TonyEden詢盤回復(fù)技巧（2）專業(yè)報價－完整，針對性專業(yè)圖片－清晰，方便瀏覽和接收向客戶提要求－審慎，tellwhy前瞻性－專業(yè)的最好體現(xiàn)語氣－可能會影響全盤第二回合（回復(fù)）HiTony,Wellreceivedyouremailagain.ThebellowisthequotationofMT32inwhitecolorforyou.Wealsoenclosedthefeaturesandcomponentsintroductionforyourreference.Pleaseremembertocheck.

Ifyouhaveanyotherproblemspleasefreetocontactwithus.Thanks!

QuotationSheet詳見附件幾個回合后（詢盤）Dearamanda

Ihopeyouarewell?IamveryinterestedinyourmobileairconditioningunitsandasIpreviouslystated,pleasedthatyoucansell/supplytheminsmallerquantitiesthanmostmanufacturers.IfpurchasingIwouldliketosticktotheFOBprice.MyfreightforwardercanarrangeshippingviaLCL(lessercontainerload).

IhavereadthedetailsoftheunitsonyourwebsitebutIhaveafewotherquestionsthatIfpossibleIwouldlikesomeanswersto.①Firstly,couldyoutellmeiftheunitsaretwinhosed.②Alsoifthehosescomewithawindowkitofsomekind?.

③Ifpossible,couldyouemailmeacopyoftheirinstructionmanual.Thiswouldansweralotofmyquestions.④

AlsowouldtheunitscomewithaUK3pinplug.⑤Andlastly,arethereanycertificatesthataccompanytheyourproduct?.

Itake

itI

canstillpurchaseasampleunitfromyou.Ilookforwardtoyourreplyregardingtheabove.

KindregardsTonyEden詢盤回復(fù)技巧（3）客戶有多個問題時，一一作答，條理清楚客戶提出的專業(yè)問題尤其不能避而不答涉及到產(chǎn)品證書，質(zhì)量等級的問題最好主動提及減少郵件往來的回合，提高效率幾個回合后（回復(fù)）HiTony,Everythingisok,thanks.Regardingyoursomequestion,Isendtheirinstructionmanualtoyouasattachmentalongtothismail,kindlycheck!wecansupplyplugwithUK3

pin.andproductspass3CandCEcertificate.ifyoubuyasampleatfirst,youalsowanttodoFOBviaLCL?gladtoreceiveyourmailagain,andwaitingforyourearlyreply.thanksandbestspringregards

Amanda

詢盤回復(fù)技巧（4）

討價還價第一次報價適當(dāng)留有空間（如海運(yùn)費和匯率等的變動）價格的合理性與競爭對手相比其他選擇方案

Jane，

Howareyou,Iamsorrytotellyouthatthepricesyouhavegivenmearewaytoohigh,Icanbuythe0.5mmhereinAustraliaforXXX.

Andweneedafairbitofitsoon.Ifyoucan'tdoabetterpriceIamafraidIhavetogosomewhereelse.

Iamverysorryaboutthis.

Haveagreatday.

RegardsJohnWolfram

John,

Thankyouforyourinformationandfrankness.Totellyouthetruth,Ilikeyourwayofdoingbusiness.AndIwanttotellyouthat,inourlocalmarket,the0.5mmnickelscreencanbeboughtatalowerpricethenyourUS$***.Butifyouwanttoimportorwewanttoexport,thefreightchargeisreallyabigproblem.Youmustbeclearthatthefreightchargeforthisspecialsizednickelscreenisveryhigh.Wemayhavetouse40'highcontainer.Nowasyourexperience,couldyoutellmehowtoshipthemtoyourport?OrisitpossibleforyoutobookshippingspaceandwegetthedealonFOBcondition?Iamwellacknowledgeofthedifficultyonthisdealbetweenus.Sowhateveryoudecideorsuggest,willyoupleasetellmewithouthesitation?Ican'tfindawayout,sopleasegivemeahand.

Waitingforyourearlierreplywithmuchsincerityandpatience.

詢盤回復(fù)技巧（5）

無法滿足對方需求語氣+解決方案I’mafraid…

Whatdoesyour“difficult”reallymean?解決方案（asdetailedaspossible)無法滿足對方需求（1）

Reno,Thankyouforyouremail.Butthescooteryouneedishardtoproduce.Ifyouneed,wewillchangesomepartsofEC-ES04.Ifyoureallyneed,wecandoitforyou.Butthepricewillbehigh.Douglas無法滿足對方需求（2）

Myfriend,Yourmessagehasbeenreceived,Thankyou.Itisdifficulttounderstandyourinquiryof56mm8ohmwaterproofspeakerwhichcanhandle102db,becausethroughourvastexperience,itisalmostimpossibleintechnology.Canyousupplyuswithyoursample?Ifso,itwouldbebighelptothisproject.Hopewecouldworktogether.YoursFaithfully,ChenRong無法滿足對方需求（3）Mr.Jones,ThankyouforyourinquirydatedApril9.Regardingtheproductyouarelookingfor,currentlyourfactorydoesn'thavetheexactspecificationasyoumentioned.Wewouldappreciateitifyoucouldsupplyusmoredetailsabouttheproductyouneed,suchasusage,productstructure,material,workingconditionandsoon.Thatwillhelpustoseeifweareabletomeetyourspecifications.Pleasetakeamomenttoreviewsomesimilarproductsintheenclosedcatalog.Theyareallofhighqualityandhavebeenexportedtomanycountriesworldwide.Thanksagainandwearelookingforwardtoestablishingabusinessrelationshipwithyourcompanyinthenearfuture.

Anyofyourearlycommentswillbehighlyappreciated.Bestregards,ChenRong

持續(xù)跟進(jìn)--Don’twaste…

定期發(fā)送你的產(chǎn)品和銷售信息節(jié)假日的問候視時機(jī)詢問對方的合作意向（call）隨時保持溝通工具:

客戶管理系統(tǒng)---私人展示廳

IM工具:如trademanager,MSN,facebook等跟進(jìn)也得不到回應(yīng)，還有必要嗎？

答案是：

絕對必要

絕大部分的成交都來自

4---11次的跟進(jìn)持續(xù)跟進(jìn)（一）

開發(fā)信We

ownyournameandaddresstoWendy,whoinformedusthatyouareinthemarketfor

stainlesssteel

products.Wearea

companywhospecializeinthisfieldforabout15years.Weapproachyoutodayinthehopeofestablishingbusinessrelationswithyouandexpect,byourjointeffects,toenlargeourbusinessscope.Ienclosedsomestainlesssteelproductspicturesforyourreference,Ifyouareinterestedinanyofitems,pleasetellusbyemail.Wewillgiveyouourlowestquotationandtryourbesttocomplywithyourrequirement.Ourcustomersarealwayssatisfiedwithourproductsandtheserviceafterselling.Andwebelievethatyouwillbesatisfiedtoo,afterwedobusinesstogether.Wearelookingforwardtoyourearlyreply.持續(xù)跟進(jìn)（二）

首次跟進(jìn)

Howareyou?Hopeyoureverythinggoeswell!

Enclosed

areour

Aluminumproducts

whichareavailableatpresent.Wewouldbeveryhappytosend

pricetoyouifanyitems

match

yourmarket'staste.You

may

also

browseourwebsite

at

,whichincludes

our

all

product

line.Ifany

of

these

items

be

of

interest

to

you,pleasedon'thesitatetocontact

usatanytime,wewilltryourbesttocomplywithyourrequirementsandprovideyouourcompetetiveprice,thanksinadvance!Yourearlierreplywillbehighlyappreciated!持續(xù)跟進(jìn)（三）

二次跟進(jìn)

Ididn'tgetyourreplyaftersendingaluminumproductsforyourreference,maybethoseitemsdon'tmatchyourmarket!Ichangetosendourseafoodsetforreferenceanditwillbeour

greatpleasureto

serveyou

ifyouareinterestedintheseproducts.

You

may

also

browseourwebsite

at

,whichincludes

our

all

product

line.Ifany

of

these

items

be

of

interest

to

you,pleasedon'thesitatetocontact

usatanytime,wewilltryourbesttocomplywithyourrequirementsandprovideyouourcompetetiveprice,thanksinadvance!Lookingforwardtoyourearlierreply!持續(xù)跟進(jìn)（四）

三次跟進(jìn)

EnclosedareourBarwareset

anditwillbeour

greatpleasureto

serveyou

ifyouareinterestedinanyofthem!Yourcommentsonourproductswillbehighlyappreciatedcausedweknoweverysuccessful

business

got

throughhundredsof

kindlynegotiations...You

may

also

browseourwebsite

at

,whichincludes

our

all

product

line.Ifany

of

these

items

be

of

interest

to

you,pleasedon‘thesitatetocontact

usatanytime,wewilltryourbesttocomplywithyourrequirementsandprovideyouourcompetitiveprice,thanksinadvance!Lookingforwardtoyourearlierreply!持續(xù)跟進(jìn)（五）

新產(chǎn)品發(fā)布跟進(jìn)

Howdoyoudo!Enclosed

areour

updateditems.Itcoversthelatestdesignsandhotsolditemswhichareavailableatpresent.Wewouldbeveryhappytosend

pricetoyouifanyitems

match

yourmarket'staste.You

may

also

browseourwebsite

at

,whichincludes

our

all

product

line.Ifany

of

these

items

be

of

interest

to

you,pleasedon'thesitatetocontact

usatanytime,wewilltryo