| 【回复询盘的几点建议】
我们收到很多询盘，但一些回复，很难得到回音，因为这些询盘买家可能是同时发给几个厂家， 当然对于一些假询盘就没必要回的，假询盘，一般用的都是免费邮箱，比如YAHOO，HO***IL，GMAIL的， 那该怎样让他们回复呢，只有跟进了，跟进邮件有时比回复询盘还要重要的。对于群发的询盘，我一般都是用几乎固定的格式回答， 内容如下： Dear Sir/ Madam（***用客户的名字）, Thanks for your inquiry at  www(dot)ecvv(dot)com. We are professional supplier for high quality *** products at competitive price ,located in ***. 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 you’re interested in. We have great interest in developing business with you, should you have any inquiries or comments, we would be glad to talk in details through MSN：******** \mails or any way you like. Thanks Best Regards *** company Phone: Fax: website 但对于群发的询盘来说，这样的回复就很难吸引客户的答复，除非他正好需要你现在的产品。否则很难收到回信的。 那过一段时间，发一封差不多这样的跟进邮件，大致内容如下：
Dear Sir/ Madam（***用客户的名字） Good morning! For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of **** dated ** ** ** according to your relative inquiry at www(dot)ecvv(dot)com . Have you got (or checked) the prices or not? Any comments by return will be much appreciated. （可根据客户要求的产品加上自己产品的特色）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, Thanks and best regards, Yours Faithfully **** 就这样短的跟进的回复邮件，往往收到的回复是很大的
补充下，如果客户一段时间还没有回复的话，还可以写这样的邮件给客户： Dear 客户名字, How are you? Hope everything is ok with you all along. Now I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will 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 ***? If still pending I would like to offer our latest prices to promote an opportunity to cooperate with each other. Thanks and best regards ****** 如果客户仍然没有回答的话，这个客户询盘的真实性是很值得怀疑的。没必要再去跟进， 当然也有客户很长时间会回复的，不过很少有。
1. 客户收到跟进邮件后，如果觉得还没有对我们产品有需求的话，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（因为他们可选择的面很广）说明以后还是有机会的： *** Im doing fine, thanks for your information. Im still in the planning of building my new house, due to the work constrain I decided to delay it first. anyway I will contact you once I decided...thanks
**** 或者不是决策者，会这样回答的： Dear ，thank you I received you mail and I sent it to my boss. He didn't tell me nothing just now.
I will conctact you soon
Best regards **** 还有： Hello ,
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. Many thanks for your co-operation.
Yours faithfully, ******
这样的，以后可以多加跟进，发新产品消息，一些新的报价什么的！时间久了，应该会有收获的。 2. 还有客户收到跟进邮件的话，也许对我们现在产品不是怎么需要的，但会让问一些其他产品。或者相关详细咨询，比如： Dear *****,
please excuse the delay in my reply. I have been so busy searching through all the mails, concerning the Bathroom project.
May i ask you, where you purchase your Acrylic for the bathtups ? We have a customer who is interested in this subject. In the coming days, i will reply concerning some samples.
Best regards,
**** 还有： Hi Dustin,
Sorry but I do not recall an offer from you. I have looked at your website and there is possible interest in some of your existing products. We are primarily concerned with marketing to elderly or Senior citizens, nursing Homes etc. We specialize in Nursing Beds but want to expand a program to include specialist products for elderly and handicapped people. 1. I see that you have a program of shower columns and wonder if they are thermostatically controlled with max temperature of 37/38 degrees. with multijet massage etc. 2. Please also supply more information on the attached word doc. showing products. 3. I am particularly interested in a compact walk in bathtub with massage and front outward opening door and 4. a side wide entry outward opening door slide in bath with massage.
I can send illustrations if you are interested in expanding into the Senior market.
Regards,
**** 这样的回复比上一个邮件似乎还好点的说 如果有合适的，成单的可能性还是很大的 3. 当然还有想借机刺探“军情”的，比如： Hello Dustin:
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 a lot. I am not here to steal information. We use reference in US to generate trust, just like you have "connections" (friends) among Chinese.
Thanks, *** 收到这样的回复，还真的很难回答 4.当然能给多点希望的是讨价还价的邮件，比如： ***** THANKS FOR YOUR REPLY, I HAVE RECEIVED YOUR QUOTE AND I AM CURRENTLY LOOKING THROUGH ALL OF THE QUOTATIONS THAT I HAVE RECEIVED. CURRENTLY YOUR PRICES AREN'T THE BEST BUT YOUR PRODUCTS ARE VERY GOOD. IF YOU COULD MAKE YOUR PRICES MORE COMPETETIVE I AM SURE WE WOULD BE PUTTING AN ORDER IN WITH YOU VERY SOON. ALSO DO YOU PRODUCE OTHER BATHROOM PRODUCTS SUCH AS GLASS AND PORCELAIN SINKS, MIRRORS, TOILETS ETC. IF SO COULD YOU PLEASE SEND ME SOME MORE PRICES AND INFORMATION PLEASE. WHAT IS THE MINIMUM ORDER QUANTITY IF I WAS TO ORDER A SAMPLE ORDER OF 6/7 DIFFERENT PRODUCTS, AND WHAT WOULD BE THE LEAD TIME OF AN ORDER.
MANY THANKS FOR YOUR QUICK RESPONSE
REGARDS
******
4. 当然如果运气好的话，还能碰到客户来访的机会，比如： Dustin,
Thanks for the good cooperation. we have decided to visit China towards Your New Year and hope to be able to visit your company to discuss further details.
Regards,
**** 还有有的客户可能在香港，或者大陆地方有自己代理，机构什么的，也来访问的，比如： Dear Dustin: I wish to have complete information about two of your bathtubs models AS-9005 and AS-9004, specially I need plans with dimensions and cross section, technical details like thickness of acrylic, if it has automatic waste pipe to open and close plug, if it is possible to include massage jets and the pricing….
Now we have a person who lives in Hong Kong called William Chu at Flylight Industrial Limited who is appointed to help us and to work and talk with you. His e-mail is********
I told him about our business contact and I think he will visit soon.
Best Regards、******
回复的邮件差不多就这5类了，以上都是针对询盘往来基本情况，如果不跟进的话，根本没有办法让客户回复和了解你的。 跟进其实比天天机械的去回复每天的询盘要好的多了，***次给他回复，对于群发的询盘来说，被回复的机会是很小的， 从以上的几个回复的邮件来看，客户每天都可以收到几个OFFER的。所以我们不跟进的话，客户是没有时间回复你的. 还有，就是要注意写跟进邮件的时间应该选在星期二到星期五，星期六到星期日宁愿在论坛灌水也不要去做那无用功（比如写开发信等等）， 因为到星期一，客户的邮箱里应该是充满不少的邮件，那么所谓开发的邮件他们是没有时间看的，也只能有邮件被删的命运了！！！
一，询盘是***时间要回的，回得越早，客户看的时间越早，回你的可能性就越大。因为不仅一个人会回复他的询盘， 他通常会看前面几封，后面的差不多的他就不看的了，回得越迟，想得到的回复希望也越渺茫了。 二，跟踪。。。这个也是非常重要的，对有意向的客户连续keep着跟踪五次以上，回复就会有了。要有耐心也要有恒心。 可能有客观原因存在没及时回复，可是客户是不听这些的.而且还有大把的人理他,中国商家那么多。
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发帖时间 - 2010/4/29 8:40:00