外贸询盘来往邮件怎么写.ppt

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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:A8699Price:US$500(Fob ZHONGSHAN)Packing:50*78*60CM（Unassembled)

2、LAMPSIZE:96CM,H:105CMN.W:21KG G.W.25KGMOQ:10PCSDelivery 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）目标明确度（基本明确）询问专业度（没有体现）,三、询盘回复,16,.询盘回

3、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 factory is a professional manufacturer of deco

4、rative 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 enclosed.Please check.I think you need it for any lobby or

5、 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 reply。Sincerely yours Ann Export Manager SUCCESS LIGHITNG FACTO

6、RY.address-Tel:0086 7601234567 Fax:0086 7607654321 E-mail:Website:http:/,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 da

7、ys.But for MD8725,I got a much lower price from other suppliers.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 WA

8、Y！,回复,Dear PeterThank you so much for your reply 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.Ye

9、s,I believe that you got cheaper price for 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 y

10、ou have talked about it with me,after 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

11、that you will satisfy with our price,quality and ability.Best regardsANN.,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 SaurabhHow are you doing?Thanks a lot for your mail and your trust on us.I got your picture for pendant lamp,which is

12、 very good design.Yes,we havethis 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 meyour 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 sincerelyLilin.,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 Pawel How are you!I am lilin from ABC lighting co.ltd.I am in charge of the export

14、business in our company.Thank you very much for your mail via.I think you have read our introduction.We are professional manufacturer on decorative lamps.I am so glad to inform you that we have got CE certificate and we have successfully exported to UK,DK,Finland,Holland,etc to Europe.We got good re

15、putation from our customers.And we passed the tests of RoHs on the accessories and plating.I attached our E catalogue and our CE certificate for your reading.I think you will know more about our factory and our products.Any question,please feel free to contact with me,I am ready here.You are warmly

16、welcomed to visit our factory.Hope to establish good relationship with you!Best regards!,Dear lilinThanks a lot for your support and kind explainations on crystal lamp.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 ta

17、ble lamps before.And it is very expensive for labor in Europe.Regards!Pawel,Dear PawelI dont think it is small order,but a important test between us.After 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 e

18、very 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.Trust on me.I would like to grow up together with you.Yours sincerelyLilin,Dear pawelIt is really great that you will get new showroom,so it means your busi

19、ness isbigger,isnt it?Pawel,we worked together for 3 years,I am happy for you,and now your qtyincreased to 40ft full container.You 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.

20、To make paper catalogue for our new products by your company info.To send you our updated new design for samples and also 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 sincere

21、ly 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知,询盘跟进（一）已报价,Dear PeterHave 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 PeterNow I am here

22、 writing to you wish everything well with you and your esteemed company.I got info from DHL feedback 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 servi

23、ce of you in near future.Looking forward to your prompt response.Thanks and best regardsANN.,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

24、increase our price about 5%.Since you are a valuedcustomer of long standing,we wish to give you the opportunity to beat the price increase by ordering now at the current prices.As I know yourorder circle,now the time it is.If your order this time is 2 containers,we will provide you additional 2%diso

25、unt for support and will be big advantage than your competitors.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

26、new inquiry,welcome here and we will try our best to satisfy you well withcompetitive 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,AnnABC 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

27、递费用,Dear Mr.Sawyer,Have you received my email regarding the quotation for crystal lamp?Best RegardsAmy,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 ho

28、pe 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 friend.Now I am writing for reminding

29、you about our offer for item of*dated*according to your relative inquiry.Have you got the prices or not?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.Your reply is highly appreciated!Thanks and best regards

30、,Amy,No Reply 3,Dear Tom,Now we are writing for keeping in touch with you for further business.If any new inquiry,welcome here and we will try my best to support you well with competitive prices as per your request.By the way,how about your business with item*?Your news is very important to make development of our factory,and it is important to enhance our cooperation,too.Thanks and best regards,Amy,No Reply 4,处理询盘要点,1.简单2.专业,突出重点3.抓住客人的“胃“(第二个胃)CD4.及时5.换位思考6.认真阅读邮件,50,自信是成功的先决条件谢谢大家,