轉(zhuǎn)帖：
以下是我做了外貿(mào)3個(gè)月(現(xiàn)在不對(duì)了 已經(jīng)是4個(gè)月了)的一些理論上關(guān)于分析回復(fù)詢盤+跟蹤客戶的的心得，曾經(jīng)的我也是個(gè)什么都不會(huì)的畢業(yè)生?，F(xiàn)在只是剛?cè)腴T，希望給那些還沒有入門和掙扎的朋友提些建議，進(jìn)步的更快些。
A：里面有如何回復(fù)詢盤
B：報(bào)價(jià)后如何跟進(jìn)
C：樣品的問題
當(dāng)然鄙人一才疏學(xué)淺，二無經(jīng)驗(yàn)可談，所以只是一個(gè)思路，思路決定出路嗎！~~
首先我想強(qiáng)調(diào)的是不是每個(gè)報(bào)盤都必須讓客戶回你才滿意。有些不回復(fù)你是很正常的。當(dāng)然我們都希望每個(gè)都回復(fù)，同時(shí)希望回復(fù)的都是高質(zhì)量的。第一 你作為老外的想想，他們每天收到多少報(bào)盤？怎么可能一個(gè)一個(gè)的去回復(fù)呢？第二 他們的不回復(fù)就說明我們有他們不滿意的地方，他們不回復(fù)其實(shí)為了我們好，不想耽誤大家的時(shí)間。畢竟我們不是去聊天而是去為工作而溝通最終達(dá)成訂單。所以各位不要去糾結(jié)一兩個(gè)客戶的不回復(fù)而失去了大部分時(shí)間去跟蹤更有質(zhì)量的客戶。
我們每個(gè)阿里詢盤的內(nèi)容其實(shí)就顯示出來一個(gè)潛在客戶的想法
1）準(zhǔn)備入市 –新手，不了解產(chǎn)品，透露信息比較全面
2）尋找賣家—明確目標(biāo)—信息全面
3）詢價(jià)備用---比較價(jià)格，篩選供應(yīng)商備用
4）索要樣品/邀請(qǐng)函 別有所圖
5) 信息收集-目錄/報(bào)價(jià) 對(duì)象為競爭者-問題非常專業(yè)。
當(dāng)然我們回詢盤的時(shí)候不僅要快速，而且要專業(yè)，必須要體現(xiàn)3C原則
1)courtesy 禮貌
2）clarity 清晰
3）conciseness 簡潔
在回復(fù)詢盤之前要分析詢盤
看是否是 以上情況的其中一種，然后分檔次，分時(shí)間去回復(fù)客戶
如果很詳細(xì)的客戶，其實(shí)是很有必要去谷歌一下的。這樣叫不打無準(zhǔn)備之仗。做到知己知彼百戰(zhàn)百勝。
1) 查ip
2) 查客戶公司網(wǎng)站
3) 判斷網(wǎng)站價(jià)值，選取你有用的信息。比如員工數(shù)，年采購量，年銷售額。這些都是關(guān)鍵
4) 看清客戶真實(shí)場景 工廠圖片，公司圖片
5) 看清客觀、第三方評(píng)價(jià)
6) 客戶銷售或者進(jìn)口的一些數(shù)據(jù)
7) 針對(duì)不同國家報(bào)不同價(jià)格
Retailer: 量小、頻率高、訂單急
Trader ：量適中、價(jià)格敏感
OEM importer : 量大、要求嚴(yán)、訂單穩(wěn)
supermarket：量較大、要求嚴(yán)、訂單穩(wěn)
然后客戶如果不回復(fù)，也許就能感覺到問題的存在。比如你考慮到他們公司的規(guī)模。購買力。買家的真實(shí)存在性。購買能力。是否公司能夠接下這個(gè)訂單等。
其實(shí)以上的分析看似簡單，大家對(duì)于谷歌的技巧也要掌握好，做到心中有數(shù)。我下次更新會(huì)給大家講講我的谷歌方法。
當(dāng)然主題也是一門學(xué)問
一般情況下，我們都會(huì)直接進(jìn)行郵件的回復(fù)
1）RE: Inquiry of the Item No.0325 Rotary Evaporator to XXX from YYY 正式專業(yè)
2）To XXX 簡潔明了
3）或者譯成買家的語言。顯得親切，而且更方便客戶理解。這樣更能吸引客戶打開報(bào)價(jià)。
主題寫好了進(jìn)行下一步驟 回復(fù)詢盤（以下只是給各位一個(gè)參考，不要去照搬。沒有什么意思）
注：必須建立到以上的詢盤內(nèi)容已經(jīng)分析到位的前提下再進(jìn)行下邊的工作。正所謂見人說人話，見鬼說鬼話。這句話雖說不好聽，但是事實(shí)就是這樣。兩個(gè)彼此并未謀面的人不可能去談什么感情，只是為了各取所需。也不必要鬼佬至上。我們要做到平常心對(duì)待這些。沒必要求他們?nèi)ゲ少?。禮尚往來天經(jīng)地義。對(duì)專業(yè)的買家就要用你最專業(yè)的最全的信息去回復(fù)才能收到回信。切記！
詢盤回復(fù)第一步（有針對(duì)性的詢盤）
Dear XXX
Thanks for your inquiry dated Jan. 15th, 2013 for Rotary Evaporator.
Here kindly enclosed our Quotation of the item, pls kindly confirm it.
Hope the above would meet with your requirement and looking forward to your prompt reply.
Yours sincerely/ yours truly/ yours faithfully
XXX
詢盤回復(fù)第一步（含糊性的詢盤）
Dear XXX
Here kindly enclosed our picture, pls kindly confirm whether is this item or not ? or could you please send us your product picture, so that we can provide you the best price with details. We await your kind opinions.
Thanks and best regards,
XXX
可能到這里，大家都想，哎客戶不回復(fù)。我是不是去追蹤下，寫你是否收到我的郵件。請(qǐng)?jiān)谀惴奖愕臅r(shí)間給我回復(fù)，謝謝。
其實(shí)這樣大可不必要，這樣會(huì)讓對(duì)方覺得你不信任他。還不如直接把以前的報(bào)價(jià)表再次發(fā)送效果更好。這叫裝傻。其實(shí)不傻。
按照常理 我們應(yīng)該不止給客戶發(fā)報(bào)價(jià)表
所以我們的第二封就接著來
比如enclosed is the 3rd party testing report，Please kindly check.
然后第三封 公司生產(chǎn)產(chǎn)品操作流程
第四封 公司工廠圖片
第五封 各種產(chǎn)品證書
如果這五封信后，客戶不回復(fù)你。說真的，除非是真的不匹配，不然客戶不會(huì)給你不回信的。就算不回信也好。我們接著來。我們這里是針對(duì)菜鳥的跟蹤客戶不牽扯到打電話。因?yàn)閯傞_始做外貿(mào)，打電話會(huì)有很多漏洞。遇到高手就會(huì)很糾結(jié)的
Dear XXX
How are you? For several days no news from you since we quote you for Item 0324 Rotary Evaporator, according to your inquiry dated Jan 15th 2013. I will be obliged if you return this message by any comments.
XXX
不回復(fù)就接著來 其實(shí)到這個(gè)時(shí)候客戶不回復(fù)你。你繼續(xù)跟也沒什么意思。沒有互動(dòng)是沒有結(jié)果的。不過我們接著來。
Dear XXX
We are wondering if there is anything that we can do for you. Please do not hesitate to tell us.
XXX .
還要繼續(xù)嗎？親？
Dear XXX,
How are you? Wish you have a good day and hope everything in your project goes well.
We understand your choice and thanks for your inquiry.
If you have any new inquiry about our products, or have some new orders to fill, Please let me know. We will try our best to meet your requisition
XXX
Welcome you contact us and inquire us anytime; we must do our best to serve you without any delay, thanks
倒數(shù)第二封
Dear XXX
How are you doing? We have a month to not contact.
I do not know whether there was a misunderstanding between us. But no matter what happens, you know, I am not only your business partner, you still my important friends.
Please give me a reply, no matter what happens, I hope you know I am your friend.
I am always waiting for you.
XXX
Dear XXX
Hi ,We have sent you the quotation of the Rotary Evaporator dated Jan.15th 2013, We have not got your info until now. Maybe I am not good enough and not good at communicating. Could you please advise me the questions? I will be good in future and offer the suitable service for you and others. Thanks for your help.
XXX
然后把還是不回復(fù)的就加到長期騷擾里 其實(shí)這個(gè)長期騷擾現(xiàn)在來說不適用了。因?yàn)榭蛻舾Ｍ吹降亩紩?huì)些有用的東西。如果他之前有回復(fù)你，你就可以定期的給他更新產(chǎn)品價(jià)格之類的。
Dear XXX,
How are you? I hope your everything is going well.
I wonder whether you have any pending orders or inquiry recently.
If so, please contact me with no hesitate, we are sure any of your inquiry will get our prompt attention & reply. Thanks.
Best regards,
XXX
A:
Dear Sir,
The quotation of the blabla you might have received and considered？
Please kindly advise your opinions.
B:
Have you got my offer dated on blabla ? Any comments are appreciated.
We look forward to your early reply.
C:
Please kindly help to check the price before and advise the comments.
Thanks in advance.
D:
I wonder whether you received our email dated Mar10th, Dec 2013?
As a professional manufacturer of blabla, we are now working with many customers in your market.
Our quality meets ISO, CE, FDA standard and price is quite competitive for your market.
Please kindly review our email. Free samples are waiting for your evaluations
We appreciate for your prompt reply.
以上只是一個(gè)思路，其實(shí)一個(gè)意思可以用各種方式去表達(dá)，我以前經(jīng)常給別人說，我一個(gè)客戶報(bào)價(jià)后會(huì)連續(xù)跟進(jìn)9次才會(huì)選擇放棄。
再者 就是我的寄樣品 如何跟客戶要快遞賬號(hào)的郵件。我特別喜歡用不同的表達(dá)方式。這樣自己整天寫郵件也不會(huì)覺得吐。
Samples Issures
關(guān)于樣品一般有三個(gè)問題1 亂要樣品 2 到付賬號(hào) 3樣品跟進(jìn)
1 Freight collect運(yùn)費(fèi)到付 例句 We accept to send you the free samples with freight collect. Please advise your account.
2 Courier Account 快遞賬號(hào) 例句 Please help to give me your courier account.
3 Express Account ; Freight Collect Account.或者更具體的 Please give me your FedEx or UPS express account.
A:
Due to so many products size existing, we often make samples as customer request.
Please let us know the details so that the free samples are offered to you immediately.
Could you please advice your courier account and the freight is collected.
B:
詢問客戶是否需要樣品，并提供快遞賬號(hào)
1：Samples could be prepared in 5 working days. Please help to send me your address in detail with courier account, if you would like to evaluate the samples?
2：Samples were just completed and passed our internal inspection. Please check the photos in attachment. Would you like us to send them to you? Which express company do you prefer? Please kindly advise the courier account.
3：We are here just following up to check whether your customer has come to your town? Does everything okay? Should I send the samples to you now?Samples were just completed and passed our internal inspection. Please kindly advise the courier account. 4：Would you like to evaluate our samples in advance? We want you to look over the attached photos of samples and give us your comments.
5： We accept to send you the free samples with freight collect. Please advise your account.
6： We accept to send you the free samples with freight collect. Please advise your account. Or you can remit the payment USD60 to our company account.
7: By the way, I would like to recommend you some new items. Please check another e-mail with full photos and descriptions.Any interest, please keep me posted. I have all samples on hand, and could send them at any time. I look forward to hearing from you soon. Kind regards,
8: We are willing to provide the free samples for you and freight is collected. Note here: It will be free if you need 2-5pcs samples.（樣品數(shù)量自己改下）
Please kindly advise us you express NO. such as DHL、FEDEX or UPS so that send samples to you sooner.
Your prompt rely would be greatly appreciated.
我覺得以上就可以應(yīng)對(duì)隨便的客戶了，至于什么騙樣品的，他就可以走遠(yuǎn)了。還是那句話 同一種意思，不同的表達(dá)。思路決定出路。
當(dāng)然我們寄樣品過后就要跟進(jìn)，以下也有跟進(jìn)的模版。
詢問客戶是否收到樣品并給意見
1: We are here just following up to check whether your received our samples? Does everything okay?Please do not hesitate to contact me if any questions.
2: Good Morning! Have you enjoyed a nice weekend?I am sure that you’re very busy every Monday, and really sorry to trouble you at this time. Just following up to check whether you received our samples? Does everything okay?
If any questions, please do not hesitate to contact me.
3: I am desperate to get your approval for samples.
4: We look forward to receiving your approval in 3 days.
5: Hope our samples could match your request.
谷歌方法 和 其他問題會(huì)接著一一道來，你懂的
很全面的文章，謝謝分享。
