外贸询盘来往邮件怎么写.ppt

1、询 盘 你来与我往,陈 栎 霖,三大炮,询盘分析 回复询盘 有效合理跟进 （流程关于合作的客人不跑掉，询盘关于没有合作开的客人，如何开始）,收到买家询盘,询盘洽谈,合同签订,发货及制单,订单之源,外贸基本流程,收款,外贸人员接触询盘与客户后,常有的抱怨在哪里?,合理报价的重要性（空间的适度掌控） 价格高 报价单无突出,看似不专业 无针对性 报价策略 (肯定与否定,YES与NO的运用)（价格空间）,报价后客户就好象失踪了?,举 例 1 (单一性产品或寻求创新）,Crystal lamp : A8699 Price: US$500 (Fob ZHONGSHAN) Packing:50*78*60C

2、M （Unassembled) LAMPSIZE: 96CM,H:105CM N.W: 21KG G.W. 25KG MOQ: 10PCS Delivery Time:35 DAYS upon the receipt of deposit or LC,举 例 2,信任度 （TAOBAO） 专业度的体现有否 (PDF ） 市场周期 客户度假或在出差 本身有其它供应商，尝试寻找新供应商，时间积 累问题，需多了解 邮件表达模糊.需要简单，清晰，不要过多修饰,2.为什么联系的过程中,客人就象失踪了?,一、询盘分析,案例1 (主攻目标明确专业型 ),二. 询盘内容,客人信息的全面度 (不完全） 目标明确

3、度 （基本明确） 询问专业度 （没有体现）,三、询盘回复,16,.询盘回复注意点,回复时间及时 无法当天及时回复的，务必说明原因。 称 呼：带上客户姓名 问候语：礼节呼应 感谢 正 文：有问必答 无法回答则给出解释 重点突出 意思明确 结束语：希望对方的回复，表示合作的愿望 落 款：统一规范 信息完整,17,Re: Quotation from Success lighting co.ltd Dear Peter， How are you? Many thanks for yourinquiry as below. （提醒客人，他是主动，我是在回复他的邮件和问题，引起客人继续看的兴趣） Our

4、 factory is a professional manufacturer of decorative lamps. We have made many success in project decoration as hotels, churches,etc. I noted that you are interested in our products with item MD8725, I think you got the size and specifications from the details from ALIBABA.The price of it is enclose

5、d. Please check. I think you need it for any lobby or hotels, so I attached more lamp photos for you. These lamps are for passage, meeting hall, and so on. And our successful examples. I would like to inform you that we have certificate as.and we exported to . We are looking forward to your early re

6、ply。,Call & Fax client to remind,新客户 邮件中找需求点 老客户 具体到谈判环节拟定标题 产品促销/新产品上市,邮件主题,客人回复,Dear Ann, Thanks a lot for your quick response. I have passed your mail and photos to our engineering colleague. They will study and give me answer in 2 days. But for MD8725, I got a much lower price from other supplie

7、rs. Can you do it by a reasonable price? BTW,please send me some photos of your factory and offices. Waiting for your good news! Best regards! Peter . . .,What is peter want to know about,这个时候，我们要如何应对,谈判价格,角色转换 理由充分 解释专业 语气坚定且面带笑容 单纯的“这已经是最低价了”-NO WAY！,回复,Dear Peter Thank you so much for your reply

8、mail as below. (提醒客人，我是在回复他的邮件，引起他的注意） 1.Please kindly check the attached PDF catalogue for our factory and offices. 2.I showed you the photos for our project we have done. I hope you will have confidence for our factory and our ability for producing. 3. Yes, I believe that you got cheaper price for

9、 MD8725. And I know there must be cheaper and higher price than mine. For crystal lamps, the material of crystals and color for metal are the main reason for the price difference.I noted the material of every part in the lamp photo, you will know the reason. As you have talked about it with me, afte

10、r my calculation, I could make a step by final price USD7200. Dear Peter, I hope there would be good cooperation between us, not only this order, but more and more chances. So I know the importance of price and service. You are warmly welcomed to visit our factory, I bet that you will satisfy with o

11、ur price,quality and ability. Best regards ANN . .,针对性回复,例如： 询问产品的包装尺寸 和其它同类产品之间的差异. 询问产品的对应认证. 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.,主攻客户的判断标准,案例2 客人索样品/求报价,首次回复,Dear Saurabh How are you doing? Thanks a lot for your mail and your trust on us. I got your picture for pendant lamp, which is very good de

12、sign. Yes, we have this kind of lamp. I noted that the volume is 0.045CBM, so there must be foam to protect the glass. Saurabh, consider your qty 1500pcs=1*40hq, so, would you like to inform me your target price acceptable? And what is brand of transformer you want to use? You know, we always suppor

13、t you quite well, If the price not lower than our basic profit, we will do it for you. So I am waiting for your price. Best regards! Yours sincerely Lilin . .,总结,对于产品的要求 产品的数量 客户的TARGET PRICE 以对客户的了解作回复，新客人报低价。,案例3 目标明确需培养型,Dear lilin Thanks a lot for your support and kind explainations on crystal l

14、amp. For the 1st order, I know it is very small. But lilin, I still have one question, are these lamps difficult to install? You know I did table lamps before. And it is very expensive for labor in Europe. Regards! Pawel,Dear Pawel I dont think it is small order, but a important test between us. Aft

15、er this test, it will be changed. Pawel, for installation, no, it is not difficult at all. Attached is the drawing instruction which will be matched for every lamp. And I attached a Video to show you how to install, you will notice that we have done most of works, you just need to hang them up is ok

16、. Trust on me. I would like to grow up together with you. Yours sincerely Lilin ,Dear pawel It is really great that you will get new showroom, so it means your business is bigger, isnt it? Pawel, we worked together for 3 years, I am happy for you, and now your qty increased to 40ft full container. Y

17、ou know our first order is only 6 lamps for sample. Pawel, for celebrating your new showroom opening, we have gift for you! Haaah, To make one big advertising billboard for you. To make paper catalogue for our new products by your company info. To send you our updated new design for samples and also

18、 with 2 large crystal chandeliers. There will be fair in Germany, we will give you our sample for you to exhibite. Lets hand in hand to create more success! Best regards! Yours sincerely Lilin . .,询盘回复要点,及时回复 (原则24小时内) 专业知识 换位思考 站对位置,三、跟进客户,WHY？ HOW？,1.对于没有回复的客户,定期关怀 周期性的跟进，针对上次的报价 节日的问候 放假通知 价格变动的通

19、知,询盘跟进（一）已报价,Dear Peter Have you received my mail on XXX regarding the quotation for MD8725 you required? Anyhow, I send you again for reminding. Best regards! Ann . .,询盘跟进（二）已寄样品,Dear Peter Now I am here writing to you wish everything well with you and your esteemed company. I got info from DHL fee

20、dback that you have got our sample dated xxx. I hope it is good for your testing and study. Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on service of you in near future. Looking forward to your prompt response. Thanks and best regards A

21、NN . .,3.对于有回复，一直无订单,价格变动通知（尤为重要） 国内，国家市场的形势交流（埃及） 节日的问候 新产品的推荐 放假通知 结合我们的私人展示厅,跟进重点 催款 备货情况及时沟通 发货后的及时通报船务信息 后期跟踪到货情况 催促客户翻单 其他产品的推介,已成交客户,Dear Mr. Khaled, Due to rising price in the world-wide market, after this month, We will increase our price about 5%. Since you are a valued customer of long st

22、anding, we wish to give you the opportunity to beat the price increase by ordering now at the current prices. As I know your order circle, now the time it is. If your order this time is 2 containers, we will provide you additional 2% disount for support and will be big advantage than your competitor

23、s. We look forward to your early reply. Best Regards, Ann . .,案例 涨价通知,跟进重点 定期关怀 特价或有新产品时及时通知 寻找新的合作点 把握“度”,从未回复的客户,Dear Mr Gary, How are you? Hope everything is OK with you. Now we are writing for keeping in touch with you for further business. If any new inquiry, welcome here and we will try our be

24、st to satisfy you well with competitive price as per your request. By the way, how about your order with item 106? Hope there would be an opportunity to cooperate with each other. Warmest Regards, Ann ABC COMPANY,案例,跟进重点 已报价情况 已寄样品情况 已沟通过的技术参数情况,有回复,未 成 交 的 客 户,样品费用+快递费用,Dear Mr.Sawyer, Have you rec

25、eived my email regarding the quotation for crystal lamp? Best Regards Amy,No Reply 1,Dear Mr. Sawyer, Wish everything well with you and your esteemed company ! We are in receipt of your letter dated Aug 10 , and as requested we expressed you 3 catalogues for our products . We hope they will reach you in due course and will help you in making your selection . Wish we will promote business as well as friendship! Best wishes Amy,No Reply 2,Dear Mr. Sawyer, Good morning! Hope you have got a wonderful weekend! For several days no news from you, my