让回盘不再石沉大海浅析第一封询盘的回复傅萌
今天我们不讲这些内容１．搜索询盘中的信息２．选择最佳时间回复３．回复的主题要吸引人４．回复的内容要全面、创新５．跟进要主动、持续，方式要多样６．确保邮箱正常，尽量避免使用附件
今日关键词心理战、英文写作、第一封
第一封来信：偶发、群发、随意发、发错第二封来信：确定感兴趣的产品、被你公司或你公司的产品吸引第三封来信开始：详细了解产品、商谈交易细节
阿里询盘５例
例１
Dear Sir,Please give me your full product list with unit prices FOB
１．称呼不针对群发２．没有介绍自己可能是小公司３．产品不精确不是内行４．没有交易细节没到采购环节
我见过的应对方法
way１．无视（鄙视）way２．简单报价（以牙还牙）way３．详细介绍公司、产品（模板）
假如我们尝试转化优势
１．买家同样很难得到其他供应商的重视２．买家很小，需要帮助，容易信任３．买家不内行，大供应商的优势减弱４．买家在一个小而封闭的好市场
way４．提问引导、获取信息
Dear xxx,We produce pens and plastic ball pens. Which one are you interested in?Also please indicate quantity for us to
买家情况完全未知的判断真实性先
例２
Dear Sir,we are a turkish company located in gemlik turkey we interest very much in your Kitchen Steel Sinks Series but suitable prices are very important for us so please sent us your pricesbest regards xxx xxx
询盘重点：特别提到价格要好反映问题：客户兴趣真实，但实力有限如何应对：不报价，尝试了解客户专业度和购买力
比如这样回复
Dear xxx,Thanks for your inquiry. Have you bought from China before? Our products have a quite wide price range for different types and different quality requirement. What price level do you think suitable for your market?Regardsxxx
买家纠结价格的先了解专业度
例３
Hi Sir,We are the 3rd largest gifts distributor in USA. We now need all Q4 promotional and new year gifts as well as pens and printed materials. Quote if you are in the very business. Also pictures and details
大公司，还是算了吧
提取突破口
１．3rd largest distributor２．Q4、new year３．Pens and printed materials４．In the very business
寻找应对策略
3rd largest distributor -价格可以给Q4、new year -介绍优势产品Pens and printed materials -表达对市场的熟悉In the very business -外贸操作的熟练是关键
比如这样回复
Dear xxx,See our price list in below. You’ll easily find way to sell our new cartoon pens -it is very welcome by US kids between age me know the items you are interested in and the quantity you need. I’ll confirm the lead time and other information for
买家实力雄厚的记得体现外贸能力
例４
I am looking for Air Cylinder model: SPWG-26-800 INER DIAMETER: 200 MM STROK LENGTH: 800 MM Pressure: 10 barMaterial: steel (Iron) and painted from inside the piston by Nickel chromiumQty: 8 Sealing for above cylinder Qty: 20 sets Condition Last date: 17/6/2009 C&F by Air (Cairo Airport) and by Sea (Alexandria Seaport) Technical Catalog with dimension drawing Delivery time (from you receive your money + shipping time) Validity of your price All documents (Shipment documents, Packing list, Invoice and Original Certificated) must be send by DHL or FedEx or any quickly post mail after you shipment the motors Note:If you put the goods in wooden box, this wooden must be Fumigation andstamped by the plant of Quarantine in country of origin.
仍然可能是群发仍然可能是小公司
产品信息详尽内行交易细节详尽采购意向真实
阿里会员的真实回盘
Thanks for your inquiry .Your needed item code isSC200*800 ,@ ,delivery time :2-3 days ,payment terms :T/T in advance .SI200*800 ,@ ......Also ,sincerely we can create opportunity to exlarge the item scope of pneumatic products(AIR CYLINDER(FESTO,SMC,AIRTAC...) ,SOLENOID VALVE ,FRL ,FITTING) in 2009 and later years .Welcome you contact us and inquire us anytime ,we mustdo our best to serve you without any delay,thanks .
再说些什么好呢？
１．报价太冒失、数字太精确２．没有突出公司和产品的优势３．报价不完整，也没有显示外贸操作的熟练４．格式细节不规范，中式英语多５．客套语稍多
让文字真正打动买家
Dear xxx,Thanks for your inquiry. We are exporting 3-5FCL/month of this series mainly to EU and USA, and you may know XXX buys from us. We quote for xxx as below:USDxxx/set C&F Cairo by C&F Alexandria by T/T is required for this first trial order. Price could be much better when your quantity grows
买家非常内行的您也要同样内行
例５
DearZhejiangxxx xxxCo,Ltd, WeareinterestedinyourproductofSocksinlargequantities. Pleasesendusdetailsofyourproductspecificationsandprice termsforshipmenttotheportofSeattle,WAUSAbythewaySEAorAIR. Welookforwardtohearingfromyousoon. Sincerely, xxxxxx
１．有公司称呼，但无人名２．有产品大类，但不具体３．有数量规模，但没落实４．有交易条件，但未确定
真实跟进往来
Dearxxx,Thanks for your letter of showing your intrestsin our company and our products. Enclosed please find the relative pictures and the price list for have nearllyten years of experiences in producing high quality cotton socks, especially the mercerized cotton socks. And our website is , you could get more informations about our company and our ,I would like to know the socks'material you need to order,which could help us offer you choices within a narrow range relatively.^_^We got used to do business by the price of FOB Shanghai,besides we also accept theexceptions for the clients' forward to our further communication regardsxxx
Dear xxx,Thanks for your quick response. Attached is more detailed list of what my company will be needing. I hope this helps and if you are able to produce these type of socks I will need a sample before an order is xxx xxx
Dear xxx,I feel so sorry that I didn't pay attention to your enclosed informations. And again for some not definite reason I couldn't open those attached files. Here, I come to your sending for your letter and looking forward to your regardxxx
Dear xxx,I have attached the collection of socks that I would like to have with photos and what they are made of and the kind of snaps I think would work best on them at the bottom of the page. Please tell me if you can make them, and if possible when will you be able to show me a sample. If you have a better idea for the snaps or the fabric of the socks please do not hesitate to let me know I willing to make changes. v/rxxx xxx
买家真实但具体不详的综合运用、灵活发挥
第一封询盘回好，才会有后续
家庭作业
i am interested in bedroom suitesi would like to ask for samples of one or twos offs then full container loadsif you are interested can you send me prices and picturesthanks
最后第一封回盘的常见误区
来信即复×搜索客户信息先√客户国家很重要×阿三也可能比老美好√模板式回复×分析来盘√强项产品才回×每封询盘都有价值√详尽自我介绍×突出优势√客套结合纠缠×专业结合重视√积极主动多渠道×关注客户感受√尽快报价×不轻易报价√降价习以为常×不轻易降价√卑躬屈膝×不卑不亢√善于回答问题×善于获取信息√
不回心中无数之盘
让回盘不再石沉大海－浅析第一封询盘的回复傅萌@
