让买家主动回复阿里巴巴.金延芬.2010
2
现象•回复询盘后，多数石沉大海•报价无回应6
买家不回复的可能原因•来不及回•纯粹打探价格行情•做供应商储备•甚至于，偏见84
买家不回复的可能原因（续）•你的价格不合适•你的价格合适，但他对你心存疑虑•你的价格合适，但最终客户尚未决定85
关键：我们的主动•做买家的采购顾问•体现软实力•持续主动跟踪
几个往来回合Between Justin & Elaine
1stround（enquiry）Subject: Interest in mobile air conditioning units models ET32 & ET26Date: Dec 8, 2009 Dear Sir,1Allow me to introduce myself. My name is Justin Eden and I own and run an air conditioning company specializing in the sale and rental of mobile air conditioning would be very interested in receiving information and prices for your ET32 & ET26 models after seeing them on the Alibaba website and your own. Could you please tell me what your smallest and average volume of sales would is my intention to bolster my rental fleet and also add a larger variety of productsto thesales do hope we can do business and I look forward to hearing from you Air ConditioningKind Regards Tel: +44 (0)1282 ****08Justin Eden Fax: +44 (0)1283 ****06
1stround（reply）Subject: replyDate: Dec 8, 2009Dear Justin,i am Elaine, glad to receive your mail.①noted you interest in our portable air conditioners, our portable airconditioners have good sale 'd like to know ②which kind of business you want to do with us?we also ③want to know what is the quantity and other for your reply, i will response you regards ElaineElaine@Bluesky .com
回复提示重点迈好第一步•有说必应，有问“必”答，必要时有策略保留•提问，是为了更好服务对方
回复提示兼顾迈好第一步•格式尽量规范•个性化，使买家印象深刻
格式尽量规范•一个问题一个自然段•段与段之间空开•避免全部大写•避免过多网络用语
个性化，使买家印象深刻主题•Brand-new styleET32 & ET26 from Bluesky Co.,Ltd•The most popular stylein 2010--ET32 & ET26 •Popular in UK/EU--ET32 & ET26•The best priceyou can get--ET32 & ET26•Unique selling point--ET32 & ET26•……
个性化，使买家印象深刻邮件格式•邮箱显示名•信纸•行文•签名
2ndround (enquiry)Date: Dec 10, 2009 Subject：MOQ and priceDear Elaine,Thank you for your prompt reply. At present, I would like to know what the lowest quantity of units you are prepared to sell and consequently the price per uni（ again）Once I have this information, perhaps we can take our discussions hope to hear from you very soon and thank you again for your prompt reply .Kind RegardsJustin Eden
2ndround (reply)Date: Dec 10, 2009Subject：MOQ and priceDear Justin Eden,how are you?we have no min. quantity, first sample, then bigger, then more bigger,Sure is ok. FOB shanghai / ningbo:ET-26 USD153, ET-32 USD173, Kindly check!if you want to have CNF price, you should kindly let us know your quantity, i will reply you are looking forward to establishing business trip with and best spring regardsElaine
回复提示重点•对不足处及时示歉，以挽回客户•报价需完整
回复提示兼顾•避免过于口语化•斟酌用词•细节制胜
Last round(enquiry)Dear Elaine，I hope you are well?I am very interested in your mobile air conditioning units and as I previously stated, pleased that you can sell/supply them in smaller quantities than most manufacturers. If purchasing I would like to stick to the FOB price. My freight forwarder can arrange shipping via LCL (lesser container load).I have read the details of the units on your website but I have a few other questions that If possible I would like some answers to. Firstly, could you tell me if the units are twin hosed. Also if the hoses come with a window kit of some kind?.To be continued
Last round(enquiry)To continueIf possible, could you email me a copy of their instruction manual. This would answer a lot of my questions. Also would the units come with a UK 3 pin plug. And lastly, are there any certificates that accompany your product?I takeit Ican still purchase a sample unit from you. I look forwardto your reply regarding the regardsJustin Eden
Last round (reply)Dear Justin,everything is ok, your some question, i send their instruction manual to you as attachment along to this mail, kindly check!we can supply plug with UK 3pin. and products pass 3C and CE you buy a sample at first, you also want to do FOB via LCL? glad to receive you mail again, and waiting for your early and best spring regardsElaine
回复提示•尽可能及早、全面提供产品信息•减少邮件往来的回合，提高效率
No message from Justin for6 days, what to do?
客户跟进•频率？•方式？•内容？
有效记录客户信息客户管理.xls
让买家主动回复关键是，我们的主动–专业回复，体现实力–做买家的采购顾问，打动买家–持续主动跟踪，成为买家的首选
Fly Higher！金延芬jyf2074@在线培训
