外贸客户的跟进

1、We are pleased to have visited your websiteAAAy直 接针对报价开发信不回跟踪A_A （-_-）（A_A ）A.A*A0A1问原因Dear Sire,Hope you are fine, my frie nd.It is regret that I have nt receive any in formati on from your side.May I have your idea about our offer?We will try to satisfy you upon receipt of your reply.As we dont wa

2、nt to lost a good customer like you!If there is any thi ng we can do for you, we shall be more tha n pleased to do so.Hope we can build good cooperati on with you.2还不回信，一周后问客人不回信的原因.（70%会告诉原因）Dear Sire,Glad to con tact you aga in!Have you kin dly check my offer?Hope they are workable for your market

3、!Sorry that we still dont receive any in formati on from you.I would apprreciate for your any comment about our offer, Including price, quality, sercive.No matter if it is positive an swer or not.It is great help for us to meet your requireme nt.Waiti ng for your favorable resp onse soon!3.之后，尝试新产品报

4、价，刺激客人的神经.or询问是否需要其它报价。Dear Sire,good day! My quotati on you might have received and con sidered.Could you kin dly advise your comme nts at your earlier convenience?if the products isnot your are expect ing, pls advise me your details requireme nt,I will re-offer asap .I am of service at any time!注：

5、不同客人换着写邮件，让客人知道公司/产品的存在别缠太紧，10天1封一询盘泛问所有产品（购买意图一般，继续回复的重点追踪）如下: Could you please send us more information and samples about your products and price list?1. 先发送目录，请求选择产品再报价：Dear XXX,Thanks for your inq uiry at Made-i n-Chi .We are professi onal supplier for vacuum pumpat competitive price, loca

6、ted in WenLing City,ZheJiang Provinee.（附件挑选主打产品）Here is the attachme nt with some pictures of our products that may suit your requireme nts,for more, please check our website, and select the products that you re interested in.We have great in terest in develop ing bus in ess with you, May I have any

7、 inq uiries or comme nts.we would be glad to talk in details through MSN : XXX mails or any way you like.2. 发了目录后无回复.直接去函敦促Dear XXX，Wish everythi ng well with you and your esteemed compa ny !We are in receipt of your letter dated Aug 10 , and as requested was expressed you catalogue for our vacuum g

8、oods .We hope they will reach you in due course and help you in making your selecti on of the products . Con tact me with any questi on or problem.Wish we will promote bus in ess as well as frie ndship!Best wishes !二、询盘针对具体产品 （报价后无回复）（需重点跟进）A. .1.可提醒买家：Dear XXX,Good mornin g!Hope you have got a won

9、derful weeke nd!For several days no n ews from you, my frie nd.Now I am writing for reminding you about our offer for item of XXX dated XXX according to your relative inq uiry at Made-i n-Chi .Have you got （or checked） the prices or not?Any comments by return will be much appreciated.（产品特色）It

10、will be our big pleasure if have opportunities to service you in near future.Look ing forward to your prompt resp on se,Thanks and best regards,Yours Faithfully XXX（可将第1次发的邮件附在邮件下方提醒买家上次邮件内容）.2过段时间买家还没回复，再发下类邮件再追踪：Dear Sir/ Madam,How are you?Hope everythi ng is ok with you all along.Now I am writ in

11、g for keep ing in touch with you for further bus in ess.If any new inquiry, welcome here and I will try my best to satisfy you with competitive prices 。By the way, how about your order （or bus in ess） with item XXX?If still pendin g, I would like to offer our latest prices to promote a cooperate wit

12、h each other. 如连续3封邮件发出后仍无回复，那买家可能对产品无兴趣/暂不需要，应暂时搁置，寻找新客户。也有好买家被感动，回复一些关于产品进展的情况，我们千万不 可急于求成，应按照客户的提示有针对性得去保持追踪。B. .1.也可附件再发一次报价，并如下2次跟进：Dear xxx,Wish you have a nice day!May I ask whether you have received my quotati on?Now I am sending it aga in ,if you have any other ideas.Please feel free to con

13、 tact me.We will do much better if you can give any advices to us.I am waiting for your reply ASAP.Best regards.2.两次报价后无应，继续询问报价看法：Dear XXx,have you received our quotati on of .,If you have any further questi on, please dont hesitate to con tact us.Await ing for you comme nt about our quotati on.Hop

14、e that we can establish a good bus in ess relati on ship with you in the n earest future. your prompt reply will be appreciate.(订单快促成时，客人不回复)邮件如下：先写邮件问清情况，简单询问，女口Have you received my P/l, Is there anyquestion or problem with you? 再问何时开L/C 或汇订金过来.。如客户没回复，那 你应该(很有必要)打个电话过去问清情况，是价格问题还是临时发生改变？客户是中间商，还在等

15、最终客户的确认？还是其它问题？然后根据情况做一些措施看能否挽回这一张 订单。最终的长时跟进 ，如仍没回复，可在1个月后再写信。第一种：Dear XX,Now I am writ ing for keep ing in touch with you for further bus in ess.If any new inquiry, welcome here and I will try my best to satisfy you well with comptetitive prices as per your request.By the way, how about your order

16、 (or bus in ess) with item *?If still pending I would like to offer our latest prices to promote an opportunity to cooperate with each other.Thanks and best regards第二种： Dear XX,Hope everythi ng goes well with you and your bus in ess !Tks for your inquiry dated on *, this is Sherry Hong from(your com

17、pa ny ),hope you still remember me.Regardi ng to our offer which we quoted to you,should you have any queries ?pls do feel free to con tact with us,we will do our utmost to support you.Have a nice weeke nd !几种常收到的买家回复：客户收到跟进邮件后，如果觉得还没有对我们产品有需求，他一般都会说以后联系，不管 怎样，能让客户回复已经不错了，说明以后还有机会：Dear， I m doing fi

18、ne, thanks foryour information.l m still in the planning of building my oesehdue to the work constrain I decided to delay it first.A ny way I will con tact you once I decided. Than ks!收邮件的人不是公司决策者Dear，Thank you! I received your email and I sent it to my boss.He did nt tell me any thi ng just now.l w

19、ill con tact you soon once got any n ews3. 告诉您不及时回复邮件的原因 Dear， I receive more than 10 offers every day and it will take me some times to look into each and every offers. I will con tact you in the future if you are in our selecti on of compa ni es.Ma ny tha nks for your co-operati on.跟进技巧：这类客户建议-发新产

20、品介绍或者新报价的方式来保持联系，相信时间久了成 为您客户的可能性还是比较大的。至少让买家对您留有印象，即使暂时不需要您的产品， 日后有需要的时候也会首先想到您。可能暂时不需要您的产品，但会问其他产品或者详细咨询一些与产品相关的问题，如：Dear， Please excuse the delay in my repl y.I have bee n so busy searchi ng through all the mails, concerning the plush toys project.May I ask you, where you purchase your soft fabri

21、c for the toys? We have a customer who is in terested in this subject .In the coming days, I will reply concerning some samples.跟进技巧：这样的客户就要根据公司的实际情况来回复了，建议不管能否帮得上忙都给些回复和建议，暂时不能成为客户也可以先做朋友，至少他问的是与您产品 相关的问题，中国有句俗话 多个朋友多条财路”特别是生意上的朋友！5借机刺探军情 Dear， Sorry for the late reply. I will get back with you lat

22、e门 am very busy at the moment. If you have US customer as referenee, that would help a lot.I am not here to steal in formati on. We use refere nee in US to gen erate trust, just like you have connections (frie nds) among Chinese.跟进技巧：应对这样的买家，如果公司在US地区有关系较好，规模较大的老客户，不妨挑选两个介绍给他/她，这样很能显示您的实力。但回复之前还是应根据

23、公司具体产品在这个地区的推广情况来做妥当回复，站在买家立场多思考其询问的真正目 的，一般简单告知公司名称即可，谨慎透露对方联系方式。如果在US地区没有客户，可以多介绍一些其他国家的客户来显示公司实力，同时向买家暗示我们在US地区还没有合作伙伴，如果您和我合作，将会帮助您开发整个US市场。还价Dear，Thanks for your reply, I have received your quote and I am currently lookingthrough all of the quotati ons that I have received. Curre ntly your pric

24、es arent the best but your products are very good. If you could make your prices more competitive I am sure we would be putt ing an order in with you soon.跟进技巧：根据具体价格情况回复客户，或询问客户订单量大小做范围的让步。总结：对有效询盘，一定要保持跟进。买家每天收到很多Offer，竞争很激烈，如果不跟进，买家会忽略我们。跟进过程中，更重要的是细细体会各种可能的原因，积极采取相应 措施，激发、把握买家购买意图，达成合作。跟进邮件的发送时间

25、选择在星期二到星期 五，星期六、日最好不要进行跟进邮件（特别是主动的业务开发邮件）。因为星期1上班后，客户邮箱充满需处理的工作邮件，常常没耐心阅读此类开发邮件。运费预付/到付Would you like it to be prepaid or collected.我已经帮你拿到 DHB和TNT预付费用在上封信中。I have got the DHL prepaid fee and TNT prepaid fee for you in my last email.如果你想运费到付的话，请告诉我你的快递帐号。If you would like to be freight collected,ple

26、ase kin dly provide your courier accou ntn umber.圣诞节的信1.圣诞节/春节放假通知Dear XX,We would like to exte nd our warm wishes for the upco ming holiday seas on and wishyou and your family a Merry Christmas and a prosperous New Year.We also take this opportu nity to say tha nks for your bus in ess and support o

27、ver theyears.Our office will be officially closed the following times during the holiday period: fromMon day 24th December to Mo nday 2nd Jan uaryOur support team will still an swer emails through the Holidays, however, please bepatient as our response time may be a little slower than usual.May you

28、travel safely over this busy festive seas on and come back refreshed for a successful 2012.Best Wishes,2. 节日贺卡 Dear XX,As the merry music and ambience,aslo your good mood,Christmas time is here once again, and it is time again to bring in the New Year.We wish the merriest of Christmas to you and you

29、r loved ones, and wish you happ in ess and prosperity in the year ahead!Thanks for your susta ined support in the past year,we got a good sucess.Pers on ally,tha nks to my frie nd,I aslo have a very good life.Everythi ng goes so well.Attached please find the greet ing card to you.May the joy of Chri

30、stmas be with you throughout the year!Yours XXX3. 节日快乐 Dear xx,On the occasi on of coming Christmas and New Year, XXX XXX Compa ny would like to con gratulate you and your compa ny on the arrival of Xmas Seas on and to exte nd to you all my best wishes for your perfect health and lasting prosperity.

31、 Hope we can have nice bus in ess cooperati on in the new year! Sin cerely Yours xxxx xxxx xxxx4. Good day! The Christmas and New Year holiday is coming n ear once aga in.We would like to exte nd our warm wishes for the upco ming holiday seas on and would like to wish you and your family a Merry Chr

32、istmas and a prosperous New Year. We also would like to express our en dless tha nks for your cares and kin dly support for my work in this year, And hope we have a pleasa nt and successful cooperati on in comi ng 2012!Merry Christmas and happy New Year!外贸回复索取样品的信函模板It is a pleasure to know of your

33、continued interest in our products.The samples you have requested are now available and will be sent free of charge.We have sent the package via FedEx,with Airway Bill Number 8180-8713-0983.我们已寄了包裹联帮快递，单号是XXXXXWe would like to reiterate that we accept customization of products to suit your requireme

34、 nts.Plesse do not hesitate to con tact us for any further clarificati on.样品免费，但需要对方支付运费Dear Sir or Madam,My pleasure to know of your con ti nued in terest in our products.The samples you have requested are now available.Samples are free of charge,but accord ing to our compa ny policy,thecostomer mu

35、st pay the shippi ng cost.样品免费，但跟据公司政策，客户要付邮费Samples will be sent immediately as soon as the sta ndard US$70 shipp ing payme nt is tran sferred to our accou nt No. 009-334833299-2432 at Ho ng Kong & Sha nghaiBan ki ng Corporatio n( HSBC)or whe n you provide us with your DHL, TNTUPS or FedEx accou nt

36、 number.或者提供你的到付帐号Sorry for the inconvenience, I hope this little formslity will not stand inthe way of our future relatio nship.希望这个小礼节不会阻碍我们未来的关系Hope you can un dersta nd our positi on and look forward to our futurecooperatio n.希望你理解我的处境，盼望合作With best ragards,样品免费,但需要对方提供营业执照Dear Sir,We are please

37、d that your compa ny is in terested in our products.The samples you have requested are now available. They are free of charge,but it isour compa ny policy to request a Certificate of I ncorporatio n.公司政策要营业执照。Samples will be sent immediately as soon as the Certificate of In corporati on hasbeen sent to our fax number, (86-0577)62889098.Sorry for the inconvenience. We sincerely hope this little formality will not stand in the way of our future relati on ship.We hope you can un dersta nd our positi