外贸询盘的要点

在Tradett上开展外贸业务不是你回复的好客人就会下订单给您，但是如果您回复的不好肯定就得不到客户的订单。

1.回复时间注意事项： 今天的今天一定要回 香港、台湾、韩国 2个小时内回复 澳大利亚收到后马上回 欧洲下午三点前一定要回 美国下班前回 （根据各国的时差和工作习惯统计） 注：如果不能回复询盘一定要给客户一个回应，告诉他目前不能回的原因和什么时候能够给客户回

2.回复原则： 3C原则 Clearness(清楚) Concisenes(简洁) Courtesy(礼貌)

3.案例分析

第一回合 （1）需要思考的问题：

专业度 professional (多了解自己的产品，在每一封邮件中体现您的专业度) 满足需求度 meet demands

体现诚意 show your sincereity

（2）回复邮件注意点 规范的格式（paragraphy, capitalization,spelling ,grammer…….）

主题 Subject ——点睛之处（用之前客户给的主题/自己总结的主题如:公司+for哪几个产品） 问候语——礼节、呼应 有问必答——不能回答要给客户解释 重点突出，意思明确 落款——要有完整称呼

第二回合 询盘回复 专业报价——完整、针对性/报价谨慎、完整 专业图片——清晰、方便浏览和接收 向客户提要求——审慎，tell why 可以向客户报两个价格fob/c&f价 前瞻性——专业的最好体现 语气——会影响全局 几个回合后 客户来邮件后 客户有多个问题 一一作答，条理清楚 客户提出的专业问题尤其不能避而不答（如在说明中已有要标出） 涉及到产品certificate、质量等级的问题最好主动提及 减少邮件往来的回合，提高效率

4.公司介绍 公司介绍怎么写？ 公司介绍三行 How long? When？ What？ 三行最适合且要有独特的卖点，放在开始和结尾都是可以的 公司介绍内容： 独特卖点 员工情况 质量控制程序 公司新闻 工厂规模 贸易服务设备 特殊生产能力 参展情况 代理商及代表处 质量和安全标准 委托加工服务 研发能力 其它主要客户

5.讨价还价 第一次报价给自己适当留有空间 价格的合理性 与竞争对手相比 其他选择方案

6.独家代理 了解当地试产，了解该代理商 让对方先谈条件 保护自身利益（合作方式、合作期限、违约条款、数量） 如果可能具体到某一制定产品

7.无法满足对方需求时 一定要注意语调＋给出解决方案 总结 每天提升一点 专业书籍——熟读唐诗三百首，不会作诗也会吟 企业内部学习——三人行、必有我师 客户邮件——很好的免 费 老师 温故而知新——自己是自己的老师 意识决定行为 重视你的每一客户赢在服务 自己多做功课，少让客户做功课 细节很关键 仔细阅读客户邮件中每一句话，和每一封邮件 5.针对性回复客户的信

息，特别欧美的客户，非常有时间观念，不会给你太多的时间空间。所以要好好利用这封邮件。

6.回复询盘的时候针对客户的信息，专业性和针对性去回答，更多体现我们公司产品的特性。

第二篇：外贸回复询盘模板

一 、询盘回复架构一般分为以下几个部分：

1.未付款询盘回复：

这一环节是一个卖家第一次接触买家，有几个注意事项和大家分享一下： 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：

Hi dear friend，

First of all，thank you so much for your support and your order placed in my store。

Pls kindly be noted that all colors and sizes are available in stock and ready to be delivered in 1-2 days

I have noticed that the order you placed has not been paid please let me know what I can do for you.

In order to honor the good beginning and establishment of our long term and reliable business relationship, I will give you some samples for free for you to test the market.

I am sure that you will be satisfied with our products quality and competitive price and we are confident to maintain our business

relationship as we are biggest wholesaler which capable of providing quality goods, competitive price and fast delivery, quick response at the same time.

If there’s any questions，please let me know ASAP. I am looking forward to your reply and more rewarding business with you in the future. Regards

2.已付款订单的回复：

主要内容包括确认产品的规格，尺码等等具体事宜，表现卖家的专业性下面是一个不错的例子：

Hi，there

S,M,L,XL,XXL are all available at this stage, you can do the purchase and leave me a note for the size you need, I will organize item ASAP once payment has been made Regards

3. 发货后的回复：

从货物离开中国海关至买家收到货物建议每个阶段卖家都给买家发一封邮件通知买家，直到买家收到货为止。因为买家付款后都急于收到货物，而邮寄过程一般又是5-10天不确定的，因此这样随时通知买家货物状态一是表现自己商业诚信度二是及时的沟通能让买家不再急切询问。下面是一个不错的例子：

1.Dear David，

The item you order is already sent it out and the tracking number is EA935185185CN

The mail status is as follows:

20071130 21:43:12

SHANGHAI

Dispatch from Sorting Center

This is the status of your order. You will get it soon. Thanks for your support and understanding.

2. UNITED STATES OF AMERICA USSFOA

Handed over to Customs

this is the status showing on EMS.Have you already get the items? If you have got the items, please let me know. Thanks

Regards

Hi there

Just a quick update, item has been sent earlier from manufacture direct and you should have received it by late this week or early next week, also as you are my first time customer, I have enclosed a pair of Columbia Coolmax hiking socks worth 15 in retail, hope you enjoy them. Any questions please let me know. And I’m willing to help anytime: P Keep in touch! Regards

4.提醒买家给自己留评价,这是在交易结束后很重要的一环节：

Hi there,

Thanks for your continuous support to our store, and it would be

appreciated if you can leave us a positive feedback and I will do the same to you. Thanks

Regards

二、买家常见问题回答：

1.推广新产品,采购季节期间根据自己的经验，可给买家推荐自己热销的产品。 Hi there,

Right now Christmas is coming, and hair straightened has a large potential market. Many buyers bought them for resale on eBay or in their own store, it‘s high profit margin product, here is our GHD mk4 STRAIGHTER link, Please click to check them our, if u want to buy more than 10pieces, we also can help u get a wholesale price. Thanks.

Regards

2.货物断货，货物偶尔的断货只要认真解释一下，买家一般能够理解，最好的办法是告诉买家自己会积极尽量帮他找到库存，同时向他介绍类似的款式供其选择。

Hi there,

We are really sorry that the bag you order is out of stock at the moment. I will contact the factory to see when they are going to be available again.

I would like to recommend you some other pretty bags which have the same style. Hope you like them as well.You can click on the following link to check them out. If there’s anything I can help with, Please feel free to contact us. Thanks.

Regards

3.改完价格再次催款,很多情况买家下单后觉得运费过高，不愿意付款希望卖家能够给与折扣，下面的回复可以借鉴一下。

Hi there,

We already reset the price for you. I give you another 10% discount on top of the original shipping price. Because the price we offer is lower than the market price and as you know the shipping cost is really high, we do not make much profit from this product. Hope you are happy with it and feel free to contact me if there’s anything I also can help. Regards

4.大量订购询问价格，大量订单询盘买家若是赶上采购季节应该是很有诚意的买家，对他们的回复要详尽一些，内容一般包括样品的价格，采购量和相应的价格，这个报价建议是包括运费的，给买家感觉是给他的一个优惠。

Hi there,

thanks for your inquiry, and we really want to do more business with you, and I think it is the best way to place an sample order which is it’s 45 usd shipping included, If 100 pieces in one order the price we can offer you is pretty much the bulk price which is 39.5 usd/piece. If you have any idea, Please let us know, and we will try our best to help you. Looking forward to your reply

Regards

5.海关问题，某些国家海关由于定期的严格检查或者罢工等问题造成邮件延误，建议及时和买家通知，及时的沟通让买家感觉你是一直在跟踪货物的状态，以免置之不理造成误会。

Hi there,

According to the news from EMS in China, large quantity of mails to England is blocked by the custom due to the inspection. For the safety of the goods I suggest to send the goods after a few days. Is it ok with you？Please let us know ASAP. Thanks

Regards

6.买家几天后还没有收到货物的询问，需要及时地与快递公司联系察看货物状态。

hi Ruiz ,

we did send the package out on 2007-10-16,something's wrong happened with the shipping company ,and we have been contacting them till now .we called the package back and resent them ,the new tracking number is :111814176

it's shipped via TNT .

Sorry for the trouble. You’ll get the package soon.

If there are any questions, don’t hesitate to tell me.

Regards

7．货物调换问题。

Hi there，

Thanks for the update, Ok, if you have pick the wrong size I suggest 2 options:

Option 1: Just follow the exchange policy on the item description: please post item to the following address and let me know the tracking number ASAP

Also let me know what size you need to order, if you are unsure, please provide your Height, and Weight measurement. So we can confirm before new item sent after old one arrived

Option 2:

I can offer just $69 on the second jacket (the size you would like to upgrade to) with postage, so you can make some easy $$ and don’t have to wait for exchange item as I will just send you another invoice and send it ASAP once payment has been made :p

Please let me know which option you would like to take : p

Regards

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