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開發(fā)信的撰寫以及詢盤的回復(fù)技巧 ---------黃黃與你一起分享 相信很多新手會有這樣的困惑：哎呀，開發(fā)信要怎么寫，要注意哪些：詢盤要怎么回比較專業(yè)，是不是客戶一詢價就要報價呢，該怎么回復(fù)比較好？其實，不只是新手，老業(yè)務(wù)對客戶的詢盤的回復(fù)也是存在一些問題的。比如語氣堅硬，不客氣。這些都應(yīng)該是偶們外貿(mào)人平時要多注意的一些小細(xì)節(jié)。 下面，黃黃跟大家分享下偶的開發(fā)信以及詢盤的回復(fù)技巧。多多捧場。 1.外貿(mào)客戶的開發(fā)信 開發(fā)信不要求太長，如果能做到既簡介有吸引客戶的話，恭喜你，可以說你的開發(fā)信已經(jīng)寫的相當(dāng)好了。 For example one : Smile Australia,happy everyday.(不同國家記得改下國名哦) Dear friend, Good days. Are you looking for better supplier? We are walkie talkie factory and supply walkie talkie more than 16 years . After some research of your company,we find the following attachments pdoducts might be of your interest. More surprises at ....... And contact me for further details including price. Best Regards, Alice ------------------------------------------------------------------- 公司 logo （公司logo，展會圖或者自己的靚照都可以增加，但是不要太多，一般一張就夠了。偶喜歡把公司logo加進(jìn)去。） Sales manager: Alice huang Your business is our success! Email: 。。。。。。 MSN: 。。。。。。 Skype: 。。。。。 Company Name: 。。。。。。。。 Company Website: 。。。。。 Tel:。。。。。。 Mob:。。。。。。 開發(fā)信可以多加些小創(chuàng)意，吸引客戶。像發(fā)給澳大利亞的客戶，我會加這么一句Smile Australia,happy everyday.這樣感覺跟客戶更貼近。收到回復(fù)的幾率也會大大提高。 澳大利亞Mark (2012-10-13 14:18:25) 的回復(fù)： do you smile today can you give me prices on all Motorola GP 339 and 338 accessories to my email ....... 比如說，你知道這個客戶經(jīng)營的產(chǎn)品剛好是你們正在銷售的產(chǎn)品，或者你了解客戶的聯(lián)系信息，每年采購需求。針對這些比較了解的客戶，開發(fā)信可以稍微改動下。 For example two: Dear friend, I am a cute gril.Have a nice day. This is alice from ........ We're pleased to know you from alibaba.com.（這一句做參考，如果你是從其他渠道了解到客戶的，可以改動。切記不要硬班硬抄哦，要適當(dāng)變動） More surprises at .... We are walkie talkie factory and have set up 16years,and know you are in search of better products to further gain an edge in the market.Hope to cooperate with you. Please feel free to contact me for any problems. Thanks. Best regards, Alice ------------------------------------------ 公司logo Sales manager: Alice huang Your business is our success! Email: 。。。。。。 MSN: 。。。。。。 Skype: 。。。。。 Company Name: 。。。。。。。。 Company Website: 。。。。。 Tel:。。。。。。 Mob:。。。。。。 有時候我會覺得很lucky,針對潛在客戶的開發(fā)信，會收到很多surprise。一些客戶會回復(fù)你并要求直接報價，數(shù)量很是客觀。下面就是一個潛在客戶的回復(fù)。做外貿(mào)，開發(fā)客戶并不可少，要勤于動動手，很多驚喜等著你。 Sent Date: April 29, 2012 15:13 Sunday From: ... Reply To: (null) Recipients: ..... Subject: RE: RE：alice/professional radio factory Dear Alice, Good morning. I always admire cute girls. Thanks for your interest on us. Can u please send your product line along with data sheet? Best Regards. A.K 。。。Bangladesh. Mobile:…… E-Mail: …… Skype: …… Sent Date: May 16, 2012 14:24 Wednesday From: …… Reply To: (null) Recipients: alice huang Subject: Quotation Walk Talkies in Green colour - PPI Hi, Alice: Thanks, got your email, pls quote based on following Green colour, custom PMS With 1 col printing same as following image. Qty: 5k, and 10k, each with power plug, battery, instruction notebook, full sets. Pls make sure the plug can be used in Aus. Thanks 2. 外貿(mào)客戶詢盤回復(fù) 一，對不重要詢盤的回復(fù)（不發(fā)報價單） 對I am interested in your products ,please send me your price這類的詢盤，可以直接歸為不重要詢盤。 Dear friend,（知道客戶姓名，最好寫名稱哦） Many thanks for your inquiry from alibaba.com. In order to make us make more correct quotation accordingly,please kindly tell us the exact model number you prefer after checking our website of ....... Besides,to help us offer the best price,please also introduce your company as many details as you can.Such as your company,foundation time,how many workers,major product line,company website and last year's sales turnover if possible.More details better price. Waiting for your early reply. Best Regards, Alice -------------------------------------------------------------------- 公司logo Sales manager: Alice huang Your business is our success! Email: 。。。。。。 MSN: 。。。。。。 Skype: 。。。。。 Company Name: 。。。。。。。。 Company Website: 。。。。。 Tel:。。。。。。 Mob:。。。。。。 二，對價格敏感或比較重要的客戶詢盤的回復(fù)（暫不發(fā)報價單） 對于有提出喜歡的型號，但是沒具體闡明的客戶，我們也可以先不發(fā)報價單，一是防止同行套價，而是防止客戶拿我們產(chǎn)品的價格做對比。這樣也不利于客戶的成交。 Dear sir, So glad receiving your inquiry for our walkie talkie from alibaba.com . More details in our website: .... Thanks a lot. We are a walkie talkie factory in China and our products have been exported to customers all over the world,such as United State,Europe, Australia and so on.Our products enjoy market well and selling fast. However,detailed price list for the walkie talkie will be send to you based on your specific further products description,such as frequency range, channels etc. .Please check these style pictures which should be suitable for your market. Please don't hesitate to contact us if any question and we are waiting for your reply. Best regards, Alice -------------------------------------------------------------------- 公司logo Sales manager: Alice huang Your business is our success! Email: 。。。。。。 MSN: 。。。。。。 Skype: 。。。。。 Company Name: 。。。。。。。。 Company Website: 。。。。。 Tel:。。。。。。 Mob:。。。。。。 三，對重要客戶的回盤 Dear sir, Thank you for your inquiry for our walkie talkie. To close our deal as soon as possible,we offer you the price list as the attachment.Please refer to the attached files for packing and product specification info. We allow a discount of 2% if you order exceeds USD $3000.And there has been a heavy demand for our walkie talkie and our factory is fully committed right now. Therefore,at the most competitive price we offer,we hope to receive your reply with questions if any or an order soon. Best regards, Alice -------------------------------------------------------------------- 公司logo Sales manager: Alice huang Your business is our success! Email: 。。。。。。 MSN: 。。。。。。 Skype: 。。。。。 Company Name: 。。。。。。。。 Company Website: 。。。。。 Tel:。。。。。。 Mob:。。。。。。 四,對重點(diǎn)郵件的回復(fù) Dear sir, I am a cute girl. We are so glad to know you are interested in our walkie talkie series,and very glad to enter into business ralationship with you. More details in our website: .... Thanks a lot. Unit Price Sample MOQ Payment terms TR-N7 USD 33/pcs 2PCS paypal TR-268S USD 36/pcs 2PCS paypal We are walkie talkie factory ,and hope so competitive price can help you get market soon. Your prompt reply will be highly appreciated. Best regards, Alice -------------------------------------------------------------------- 公司logo Sales manager: Alice huang Your business is our success! Email: 。。。。。。 MSN: 。。。。。。 Skype: 。。。。。 Company Name: 。。。。。。。。 Company Website: 。。。。。 Tel:。。。。。。 Mob:。。。。。。 詢盤的回復(fù)要懂得變動，例如下面的這封詢盤，我會針對客戶的要求重點(diǎn)挑出有一款對講機(jī)進(jìn)行介紹，會發(fā)3款產(chǎn)品的目錄，讓客戶進(jìn)行對比。而不是一股腦子把報價單發(fā)給客戶。這樣才對讓客戶覺得你用心，專業(yè)。 Dear Sir / Madam, We, ....PTY LTD are importers of many items into Australia. We are based in Melbourne. We are now in need of very powerful wireless walkie talkies. They must be very powerful as they will need to be used in factories, so the factories will have many panel walls, cool rooms and freezers. The units must be powerful to have clear reception throught these walls and be long range as these factories are more than 4000sm big, so this is a must. Please send me the product info on only the best quality high range powerful units you have. I need min of 10 sets. I need to know what certification you have for these units? Please send me your prices ASAP to...... Best regards, 某某 公司名 這些是我對開發(fā)信和詢盤回復(fù)的一些體會，希望大家多多捧場。 |
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