换个角度看询盘

越来越多的朋友喜欢利用B2B平台或者搜索引擎来找买家，方便省钱！但是询盘回复率低的问题总是让我们困惑不已。面对网络上各种关于询盘回复的技巧用起来也是因人而异。今天笔者以另外一种角度分析询盘，分析买家，以期达到知已知彼，以智取胜的效果? 还是先从分析开始，让第一封回复埋下伏笔，然后用计引至成交?

??如何分析判断询盘

??如何有效回复第一封询盘

??如何有效促进询盘成交

??询盘回复模板

??询盘回复技巧

如何分析和判断询盘

一、询盘的分类

1）毫无关系的询盘

2）没有提到相关产品，只是寻求合作的询盘

3）有提到具体产品的询盘

4）提到产品的同时还需要一些价格，装箱和出货资料的询盘

二、如何处理不同类别的邮件

1）过滤掉毫无关系的询盘

2）培养大致寻求合作的询盘：回盘之后没有了下文,定期的用不同新颖的标题邮件进行再次跟踪。邮箱也可以偶尔换换着联系！

3）主攻：提到产品的同时还需要一些价格，装箱和出货资料的询盘，主攻这类询盘，以多种的销售方式促进客户提早定样品！

4）需要注意的是，在分类询盘和回复的同时，一定要警惕客户用不同的邮箱套问产品的价格。遇到一个地区的同一产品的询价要谨慎处理！

三、主攻客户的判断标准

通过客户的资料和客户询盘的重点判断，找出客户直奔的主题。

例如：

询问产品的包装尺寸（客人在有订单的前提下，在算装箱量）和其他同类产品之间的差异。（客人在比较，你的产品贵在哪里？）询问产品的对应认证。（客人肯定是正规渠道的公司，也许是官方的客户）产品的关键零部件要求。加工过程中的应用工序。一个不离谱的价格要求。（客人肯定已经做过价格比较。）

四、潜在客人如何培养？

1、建立一个长效的联系机制和办法

2、采用特别提醒和优惠促销等活动，用利益驱动他们和我们合作。

3、采用口碑营销来培养客户。

4、做长期的准确报价，让客人时刻感受到压力！（提示下个月要涨价，给客人压力）

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外贸邮件模板

[ 录入者:xiaoru | 时间:2009-05-31 20:21:01 | 作者: | 来源:阿里巴巴 | 浏览:1060次 ]

针对外贸中的邮件往来，整理了以下英文书信模版。主要涵盖“主动跟新买家建立联系”、“对新买家要求建立业务联系的回复”、“向老客户介绍公司新的产品信息”、“回复对某个产品的查询”、“无法提供对方查询中所要求的产品时”、“查询对方公司的产品”、“几种报盘”、“信用证相关”、“报价相关”等模版。

A、主动跟新买家建立联系

Dear Mr. Jones:

We understand from your information posted on Alibaba.com that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future.

We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our online company introduction at Http:// which includes our latest product line.

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1.

Dear Edison Bonilla,

How are you? Thanks a lot for your mail and your trust on us.

I noted that you are interested in our products with item BL-88, I think you got the size and specifications from the details from ALIBABA.The price of it is enclosed. Please check. As usual,we use the T/T as payment.And our minimum order quantity is 1000pieces.We separately enclosed our full e-catalogue. Please feel free to ask me,if you have any more question./I kook forward to hearing from you. / I can send samples to you, if you reply to me/I can do for you some special samples, if you reply to me /

Yours,sincere

Star Cheng

Company: Shenzhen Qkie Electronic CO., LTD

Cuntry:China

Add:5/f,Building A,Xixiang haoye Technology park,Fuyong Town,Baoan District,ShenZhen City,China

Tel: 86-755-2751 2960

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当今国际贸易，询盘回复方法是百家争鸣百花齐放。而往往第一封邮件回复的好坏直接影响到买家对你能力的看法。

看到过相当一部分回复的邮件诸如：

“Sorry，we cannot manufacture this kind of products you need.”；

“Sorry, the goods you want is less than our MOQ.”；

“Thank you for your email. We are very very professional in this field and we can provide you good price. FOB XXX Is USDXXX. If you need large quantity, we can quote you more cheaper. Thank you for regards.”

有的内容超过一半都是自我介绍，有的或许不喜欢在第一封回复信中直接报价而是进一步挖掘买家对产品的具体需求参数等等。各种方法没有好坏之分，最根本的是看你回复过后对方的响应程度。绝大部分其实都石沉大海，这就是结果。诚然，对于国际贸易中邮件买家二次回复本身就是个比较低的概率，除非你的产品有独到之处，不可替代。通常能达到60%的回复率都已经是很高了。但如果回复率低于10%，那确实是比较失败的，要找找原因了。

这个是会员之家中某些行业的询盘回复模版：/cgs/help/allinarea/reply04.html

关于报价单的小锦囊——制作多份价格单

不要只做FOB价格单.

不要欧洲客户价格和非洲的一样.

不要只有分期付款的价格单.

不要只有全部价格的价格单.

灵感有了吗？如果还是没有的话，回复之后看到的附件将更加惊艳！！

没有最好只有更好，各行各业的情况不同没有固定的模版是通用的。本人抛砖引玉做一个模版，欢迎大家借鉴点评：

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各种询盘回复范本

以下是回复询盘的一些技巧，你可以参考一下：

高效回盘5大要诀

及时：接到买家询盘，要给予及时反馈，确保询盘回复有效性。通常在1小时内完成回询盘，订单生成的率高达70%，回时间超过10小时，会大大降低订单生成率。

专业：卖家应具备丰富的行业知识，对于客户关于产品方面询问，能够给予专业解答。

准确：要将回复信写得很清楚，首先要正确理解买家来函的准确意思，如有不清楚的地方，则应立即去函向客户询问了解，切忌一知半解。

具体：尽量一次性多传达自己的意思，以免来回沟通错过了商机。

格式：格式一般分为称呼、正文、敬祝语、落款几个部分，语言简洁准确，避免出现语法和拼写的错误。鉴于东西方文化的差异建议回答卖家问题直截了当，一般疑问句建议先回答yes或者no，然后再补充自己需要说明的。 回盘参考模版

不同状态下订单，回复询盘的方式和技巧各有不同。下面将订单状态大致分为一下几类，一一说明：

1、未付款询盘回复：

第一主动出击，当买家下单后应及时主动与买家联系，联系内容可以按照先后顺序包括为打招呼，对产品进一步的介绍，并告知请付款以及时查看库存备货，尽快发货。下面一个不错的回复：

Dear XXX,

we have got your order of......

The bag you order is one of the hot items from my store and it is made of high quality leather. But the order seems unpaid. If there's anything I can help with the price or size etc.

When the payment is finish, I can stock up the item and get it ready for shipping.

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Dear Bruce:

It is good to hear from you again.You inquired about my bamboo baskets on September 15,1998.I sent you a company catalog at that time.I can send you a second catalog if you need?

（点评：告诉他曾经联系过你，省得他把你和其他的供应商混为一谈，增加亲近感。）

You are not the only importer in Brazil that has asked us about bamboo baskets. I have also received inquires from ABC company,Universal Co Ltd in Brazil,but they always inquired another kind of baskets.I will introduce this kind of basket for you if you need.Would you like me to help you by making a special sample for you Brazil market? （点评：让他知道他的竞争对手都很关心你的产品，为占据市场先机，最好早点动手，商机如战机，瞬乎万变，机不可失，失不再来）

We are a professional bamboo products manufacture with 14 years experiences in China,offering over 1,500 various kinds of bamboo products and monthly output up to 5 millions pieces.We are the best manufacturer that you can trust in China.The details for the product(as the attached photo)you inquired as following :FOB XXX,Min.Order:2,000,Price:USD1.80/pc,Delievery Time:30 days after the receipt of send you a smaple with catalog together.

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外贸邮件模板

Dear **

Nice to meet you .

Thank you for the favor of our products .At the same time .We would very much like to work with you to establish long-term friendly relations of cooperation . I am sale director of santong plastic Supply Co.Ltd.My name is Denny.We have 8 years experience plastic bottle and box . I think we could get your mind.

Our business model is both whole sale and retail. So that we will accept the DIY style or Own Style form the Clients.Our MOW is 1 piece as retail price .

Our retail price range is 65-89USD .But in order to show our sincerity. I will give you the whole sale price check the attachments (Not including shipping).

I hope you to make better reference,please check real photos in the attachments I will print labels for you (but costs need to be customer commitment),I f you want to put your logo in your order.

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