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1、如何跟蹤客戶 外貿(mào)函電 如何跟蹤客戶(外貿(mào)函電)2010-06-23 11：14一、買家詢盤為泛問所有產(chǎn)品 詢盤格式通常如下： We are interested in all your products,could you please send us more information and samples about your products and price list? 可參考如下模板回復(fù)： Dear Sir/Madam, Thanks for your inquiry at Made-in-C. We are professional supplier for

2、plush toys at competitive price,located in Nanjing City,Jiangsu Province.Here is the attachment with some pictures of our products that may suit your requirements,for more,please check our website,and select the products that youre interested in. We have great interest in developing business with y

3、ou,should you have any inquiries or comments,we would be glad to talk in details through MSNXXX\mails or any way you like. (附件內(nèi)容可挑選一些公司主打產(chǎn)品客戶泛泛咨詢時(shí)，往往真實(shí)購買意圖一般，除非其正好需要/感興趣您現(xiàn)在的產(chǎn)品或您挑選出的主打產(chǎn)品。對能給予繼續(xù)回復(fù)的客戶應(yīng)繼續(xù)重點(diǎn)追蹤，沒有回復(fù)的客戶則可以考慮不必花費(fèi)大量時(shí)間追蹤。 二、買家詢盤為針對公司具體產(chǎn)品發(fā)的詢價(jià) 此類詢價(jià)目標(biāo)性較強(qiáng)，真實(shí)有效性較高，需重點(diǎn)跟進(jìn)。已經(jīng)根據(jù)買家詢盤內(nèi)容做出了具體回復(fù)，并同時(shí)報(bào)了價(jià)

4、格，但買家沒有再發(fā)郵件過來。 建議可發(fā)以下類似郵件提醒買家： Dear Sir/Madam, Good morning！ For several days no news from you,my friend.Now Iam writing for reminding you about our offer for item of XXX dated XXX according to your relative inquiry at Made-in-C.Have you got(or checked)the prices or not?Any comments by return wi

5、ll be much appreciated.(可根據(jù)客戶要求的產(chǎn)品加上自己產(chǎn)品的特色)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. (可將第一次發(fā)給客戶的郵件內(nèi)容附在郵件下方以提醒買家第一次郵件回復(fù)內(nèi)容。) 若過段時(shí)間，買家還是沒有回復(fù)郵件，建議可再發(fā)如下類似郵件再次追蹤： Dear Sir/Madam, How are you?Hope everything i

6、s ok with you all along. Now Iam writing for keeping in touch with you for further business.If any new inquiry,welcome here and Iwill try my best to satisfy you well with competitive prices as per your request. By the way,how about your order(or business)with item XXX?If still pending,I would like

7、 to offer our latest prices to promote an opportunity to cooperate with each other. 如果連續(xù)三封郵件發(fā)出去之后買家仍然無動于衷，基本證明買家可能對您產(chǎn)品/價(jià)格不感興趣或者由于其他原因暫時(shí)不需要您的產(chǎn)品，我們應(yīng)暫時(shí)擱置，將時(shí)間用在繼續(xù)尋找新的目標(biāo)客戶上。 當(dāng)然也有很多非常好的買家會被您的毅力感動，回復(fù)告訴您一些關(guān)于產(chǎn)品進(jìn)展的情況，我們千萬不可急于求成，而應(yīng)按照客戶的提示有針對性得去保持追蹤。 以下為幾種經(jīng)常收到的買家回復(fù)： 1.客戶收到跟進(jìn)郵件后，如果覺得還沒有對我們產(chǎn)品有需求的話，他/她一般都會說以后聯(lián)

8、系，不管怎樣，能讓客戶回復(fù)已經(jīng)不錯(cuò)了，說明以后還是有機(jī)會的： Dear， Im doing fine,thanks for your information. Im still in the planning of building my new house,due to the work constrain Idecided to delay it first. Anyway Iwill contact you once Idecided.Thanks！ 2.收郵件的人不是公司決策者 Dear， Thank you！I received your email and Isent

9、 it to my boss.He didnt tell me anything just now. I will contact you soon once got any news. 3.告訴您不及時(shí)回復(fù)郵件的原因 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 contact you in the future if you are in our selection of companies.

10、 Many thanks for your co-operation. 跟進(jìn)技巧：這類客戶建議可通過發(fā)新產(chǎn)品介紹或者新報(bào)價(jià)的方式來保持聯(lián)系，相信時(shí)間久了成為您客戶的可能性還是比較大的。至少讓買家對您留有印象，即使暫時(shí)不需要您的產(chǎn)品，日后有需要的時(shí)候也會首先想到您。 4.可能暫時(shí)不需要您的產(chǎn)品，但會問其他產(chǎn)品或者詳細(xì)咨詢一些與產(chǎn)品相關(guān)的問題，如： Dear， Please excuse the delay in my reply. I have been so busy searching through all the mails,concerning the plush toys

11、 project. May Iask you,where you purchase your soft fabric for the toys?We have acustomer who is interested in this subject. In the coming days,I will reply concerning some samples. 跟進(jìn)技巧：這樣的客戶就要根據(jù)公司的實(shí)際情況來回復(fù)了，建議不管能否幫得上忙都能給些回復(fù)和建議，暫時(shí)不能成為客戶也可以先做朋友嘛，至少他問的是與您產(chǎn)品相關(guān)的問題，中國有句俗話"多個(gè)朋友多條財(cái)路"，特別是生意上的朋友！ 5.想借機(jī)刺探

12、軍情的 Dear， Sorry for the late reply.I will get back with you later. I am very busy at the moment.If you have US customer as reference,that would help alot. I am not here to steal information.We use reference in US to generate trust,just like you have"connections"(friends)among Chinese. 跟進(jìn)技巧： 應(yīng)對

13、這樣的買家，如果公司在US地區(qū)有關(guān)系較好，規(guī)模較大的老客戶，不妨挑選兩個(gè)介紹給他/她，這樣很能顯示您的實(shí)力。但回復(fù)之前還是應(yīng)根據(jù)公司具體產(chǎn)品在這個(gè)地區(qū)的推廣情況來做妥當(dāng)回復(fù)，站在買家立場多思考其詢問的真正目的，一般簡單告知公司名稱即可，謹(jǐn)慎透露對方聯(lián)系方式。 如果在US地區(qū)沒有客戶，可以多介紹一些其他國家的客戶來顯示公司實(shí)力，同時(shí)向買家暗示我們在US地區(qū)還沒有合作伙伴，如果您和我合作，將會幫助您開發(fā)整個(gè)US市場。 6.討價(jià)還價(jià) Dear， Thanks for your reply,I have received your quote and Iam currently looking

14、 through all of the quotations that Ihave received.Currently your prices arent the best but your products are very good.If you could make your prices more competitive Iam sure we would be putting an order in with you very soon. 跟進(jìn)技巧：可根據(jù)具體價(jià)格情況回復(fù)客戶，或通過詢問客戶訂單量大小來做可能范圍內(nèi)的讓步。 總結(jié)： 對于有效詢盤，我們一定要保持跟進(jìn)。買家每天都會收到很多Offer，市場競爭很激烈，如果我們不跟進(jìn)，買家很有可能會忽略我們。跟進(jìn)過程中，更重要的是細(xì)細(xì)體會各種可能的原因，積極采取相應(yīng)措施，激發(fā)、把握買家購買意圖，達(dá)成合作。 另外，我們建議，跟進(jìn)郵件的發(fā)送時(shí)間宜選擇在星期二到星期五期間，星期六、星期日最好不要進(jìn)行這樣的跟進(jìn)郵件(特別是主動的業(yè)務(wù)開發(fā)郵件)。因?yàn)樾瞧谝簧习嗪螅蛻舻泥]箱里往往會充滿了需要處理的工作郵件，人們常常會沒有時(shí)間或耐心仔細(xì)閱讀此類業(yè)務(wù)開發(fā)郵件，機(jī)會從而也會大打折扣了。 ?