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客户跟进技巧与建议(二)

浏览数量: 0     作者: 本站编辑     发布时间: 2024-01-24      来源: 本站

11看见买家要price list,就心凉了半截!

询盘来源:以色列
产品行业:瓷砖


买家询盘:
Dear ##,

I'm interested in your product(s) of Ipe Wood Decking Tile Material: Ipe,Teak,Balau,Pine,Cedar, Bamboo, WPC, etc Size:300x300,450x450,600x600,etc.

I want to purchase 250-350 sqr of your product.

Please send me price for 250-350 sqr.  and detail of the product size, hight - . you have
which kind of wood you have and the price list
Thank you




供应商回复:
Dear xxx,

Happy new week,this is Tina.
Glad to receive your enquiry on our products.

Regarding the wood decking tile,I would like to recommend you our regular styles
which is best seller for your reference,Pls check as follows,
and also kindly view the detailed prices and Photos in the Attachment.

By the way,if possible,pls advice your Skype,MSN or Cell No to me for easier contacting each other at any time.Tks in advance.

Looking forward to your soonest reply.

Best regards,


专业点评:
1.    判断买家 ---通过上面介绍的买家档案,看买家是否有留下网站,或者通过邮件后缀和电话搜索买家留下的记录,大致判断下买家的背景。
了解买家的背景,更好制定报价策略(附件里有分析和判断方法案例,推荐参考)
2.数量有了,也表示关注Ipe Wood Decking Tile 产品--- 姑且认为这就是他的心里价格,推荐和报价产品时把握价格范围

3. which kind of wood you have ---邮件主题包含广和涉及到原材料范围,或许采购目标或许不是那么明确,
4. price list-----一般出现这个词就让人有点灰心,放平心态,大不了买家就是搜集价格吗。

跟进的思路
1.    先关注下行业,如买家是中间商,那采购与否还是要看上家的脸色,所以回复时可重点介绍产品的卖点。这样中间商有意愿推荐。如果是个终端买家,看下他最近的搜索词,与这个行业相关,说明他就是在找这款产品,介绍特性重点跟进。搜索范围广的话,可能就是感兴趣先收集着,这样建议先分析产品适用范围
2.    买家采购目标不是那么明确。如果仅仅是收集价格的,说明只是被款式吸引,这样不光要告知好卖,还要介绍用途、卖点等。
3.    问买家的东西太少了,如果买家思路清晰的话,可以跟着他来。洽谈点不多,建议可以适当加些开放式的问题,或者专业性的问题。触动了接下来就有其他切入点了

4.    未必每个买家都立刻有单下。如果真的是随便收集价格的,调整下客户等级,热点产品,或者有新产品定期推荐下。节假日也记得问候,就是让买家记住我们就好,想买这类产品时首先想到我们就好了。
六年前我还做外贸的时,通过交易会接触过一个乌克兰买家,当时问毛巾的价格。后来一直是我主动跟进但他从没回复。现在不做外贸3年了,今年过年时突然收到这个买家的邮件,问现在的怎么样,毛巾现在什么价位。

12 不是你能给买家什么,是要看你有什么匹配买家

询盘来源:暂无
产品行业:羽绒被


买家询盘:
I want to purchase 800 of your product.
Thank you for taking the time to give me a quote. My Customer wants to order a smaller order first to see the quality. He would like
110 double duvets
375 queen duvets
315 king duvets
He wants them with 50% duck feathers and 50% duck down. and to be baffle box construction with double stiching and piping. cotton cover and 250GSM for the filling all bleached white. can you please send me an updated price and he will place the order tomorrow or the next day. we will organise shipping we just need FOB to the nearest port.


供应商回盘:



专业点评:
1.买家是个中间商,中间商不论怎么说的天花乱坠,最后成交还是看两点1)产品质量数量还是要看上家的意愿。2)利润,要让中间商有利可图。
2.这类中间商,价格是他跟上家切入的点,但是单凭一次rfq就能提上审核日程。不是上家急需采购,就是他对上家有一定的左右权。

3.通过rfq的报价,买家肯查找网站回复询价,说明第一次的报价很有吸引力, usd ##/ 可能就是后续洽谈的上限了

4.买家的整体回复干练,滴水不漏,数量规格都有表达,审核报价时间也有安排,fob港感觉也在买家掌握中,应该是个狮子风格的人。喜欢把控一切。对这种风格的买家回复时要注意,他不会给你机会试探价格。这类买家不会浪费自己和上家的时间。

5.今后碰到这类买家,报价前,如果买家给到你或者暗示你要求了,就要按照她的来。如果没有给价格等信息,最好能针对找出当地的市场价格,可以利用当地黄页或者电子商务网站。看看什么价格在她的计划中,给他们报价关注的不是你能给买家什么,是要看你有什么匹配买家的。

13 询盘差不多?回复差不多?一定有问题!

询盘来源国家:Greece

产品行业:榨油机

买家询盘:
Hi, I would like to know the price for 6YL-95C home olive oil press for sale, I am interested in buying 1 Piece/Pieces, Please provide us with a quotation. Thank you.

供应商回盘:
Dear Mr.**,   Thanks for your inquiry about 6YL-95C olive oil press machine dated 26th November via Alibaba.com. This is the details of 6YL-95C: Product name  6YL-95C screw oil press   Power  7.5kw    Capacity  160-200kg/h for oil seed,hot pressing,one time   Adaptable oil seeds  Peanut,rapeseed,olive,copra,palm kernel,soybean,jatropha seed,  castor bean,flax seed,cocoa bean,rubber seed,canola,walnut,etc   Oil cake residue  <6%,it can get almost all the oil from oil seed   Machine color  Bright green   Packing dimension  2150x610x765mm   Gross weight  550kg   Net weight  500kg   Heating system for press chamber  We can match this,it is used to short the pre-heating time of pressing chamber   Control cabinet   We can match this device to make the operation   more easy and convenient   Delivery port  Shanghai, China   Delivery time  Within 20days after receipt of downpayment   Packing method  Export standard wooden box,it is strong and convenient to handle   Quality guarantee  3years for whole machine,but for spare parts it is one year   CFR Piraeus  USD**        We are looking forward to your early reply!     Regards,**  

回盘备注:1.询盘内容基本上都是这样的 2.有的时候我会在附件中放一个报价单,就不写这么详细了 3.报过价之后没有回复

专家点评:首先,这是一个个人用户,要注意客户实际采购成本的问题,价格是否合理,加上运费成本后是否会比当地采购有优势,如果不是的话,客户肯定选择在当地直接买,没有回复很正常。
抛开这个客户不说,你提到“询盘内容基本上都是这样的”,应该不可能吧,那是你还没有仔细体会询盘背后买家的背景和需求,这也会导致你每次回复也是差不多的模式和内容,你再想想,每笔交易和每个客户都不相同,采购习惯和个人喜好也没相同,你用同样的内容,怎么可能保证每个客户的跟进效果都好?这条询盘中,客户其实已经提供了最关键的信息点,home olive oil press,在你提供了产品技术资料后,需要做两件事,1,客户是个人用户,在技术层面的知识可能有限,建议尽量用通俗的方式介绍产品优势,例如,哪些特征和功能使得客户在应用时更为方便,榨油效果更好,具体表现为如何等。另外,橄榄油的制取工艺你也要基本了解,否则你介绍的可能与客户的实际应用根本不一样;2,个人用户进口产品时与商业单位不一样,你是否有考虑过客户可能面临的问题?有没有给客户提供过建议?这就是服务的专业度,
最后建议你,做业务就要习惯站在客户的角度思考和解决问题,为自己的利益着想大家都会,但客户不会为你的利益买单。客户想解决什么样的问题?什么样的产品对客户更合适?客户可能面临的难点和问题是什么?

14 买家采购经验丰富,如何抓住拿大单?

询盘来源:土耳其
产品行业:纺织品


买家询盘:

Ladies and Gentlemen,

I've been around for over 25 years, a curtain shop in Turkey. I sell all kinds of curtains. I sell on jacquard curtain string. I now want to sell any string curtain has.

Can you give me your best price-Meter?
How long would the delivery take? How much would the shipping costs? Do they have a jacquard string curtain catalog, if so, you can send us one? What are the standard width and height at the jacquard string curtain

You can also visit our website: www.###.com

In a collaboration with them we would be pleased.

Sincerely,
##

This is an urgent purchase. Please reply within three days.




供应商回盘:
Dear ##,

Thank you for your inquiry for our products.

Kindly allow us to briefly introduce ourselves to enhance mutual understanding.As you may noticed.We,Hangzhou TaiYu Home Textile Co.,Ltd,was established in 2007,and have been specializing in string curtain.

As regard to the price of string curtain,may I possibly ask that if you want the standard one for general ref. or have other special requirements?I will respond  soon on your reply.And in order to introduce the most suitable model for your better ref.

Attached a standard quotation for your reference.Final price will vary with detailed quantity and other requirements.
Now we quotation as follows:
Name:beautiful string curtain
产品细节省略
About the question ,please see the answer in pink.
Can you give me your best price-Meter? Of course,we are manufacture,so we could supply the lowest price.
How long would the delivery take? Qty<5000 pcs in 30 days,5000 pcs<qty<15000 pcs in 45 days
How much would the shipping costs? It' depend on the weight and CBM .
Do they have a jacquard string curtain catalog, if so, you can send us one?Here enclosed our catalouge FYR.Or you could scan our website: www.####.com.cn ,  www.###.com
What are the standard width and height at the jacquard string curtain it's according the faction,door string  curtain or window string curtain or shower curtain or others.We could made as your requirement.

We would be very glad to further answer your other questions,hope we can work together in no days.

Yours sincerely,


专业点评:
1.从询盘看出买家经验丰富,经营范围广,有实体
2.买家既做贸易又有实体,可以看出经营范围比较广,销售灵活。询盘估计是在国际站搜索过意向客户,然后用模板发送的。针对性算比较强。回复与否,关键是看能否匹配他的需求,以及我们提供给他的其他相关信息是否感兴趣

3.既然要求best price-Meter  不妨给到的跨度大一些,因为他询价了,但没说对具体哪款感兴趣。因为他本身也是采购跨度大的客户。一是想看看贵司的情况,二是想对比下价格和感兴趣的画稿。
4.所以只是知道他现在有需求,采购思路还没有。这类的前期跟进最好供应商的端主动些。
5.前期首先展现出诚意。匹配是最重要的,产品风格,数量和市场定位如果都符合,就要让买家知道。

6.一般采购量大的买家多关注两点,供货能力和付款交易条件。小买家关注产品的起定量和市场适应性,因为他两方面都有涉及,可以考虑下自己的优势,一是价格让他有兴趣,或者画稿他有想法。
7.要求尽快回复的,并且网址,电话等联系方式都有提供。跟进方法可以不限定。只要自己的产品适合,可以重点跟进

15利润,要让中间商有利可图!

询盘来源:乌克兰
产品行业:


买家询盘:
Dear Leanne,
Glad to contact you again and wish you to have a nice day.
Sorry for our late reply.
We are still regarding your proposal about A4 copy paper.
Unfortunately you price is expensive for our market and not really
competitiveness. That's why we need to think over your proposal more
detailed.
Besides we would be very grateful if you can give us a discount for your
products in order to establish a longterm and mutually beneficial
collaboration between our companies.
Waiting for your reply ASAP.
With best regards,



专业点评:
1.需求的还是有的—要是收集价格的话就不理你了
2.价格没竞争力,要求更多细节----他卖给别人也要说卖点是什么的,为什么贵
3.赤裸裸的要折扣---一点没掩饰,数量方面应该没的提升
4.不论是折扣还是表达长期意愿什么的,就是要求你一个态度,看意愿度

跟进的思路
1. 买家是个中间商,中间商不论怎么说的天花乱坠,最后成交还是看两点1)产品满意还是要看上家的脸色。2)利润,要让中间商有利可图。
不论想方案还是报价什么的,首先站在他的角度上,怎么让他能赚钱他才有兴趣。这类中间商,给到的方案对上家来说越合理,他越好交差,推动的意愿才会大。产品细节客户要求的越多,适当包装,原材料啊什么的都可以想想如何让别人放心。

2.低于目标市场价格,要对自己的市场有了解,起码心里有底。到底是真贵,买家诈你,还是买家后知后觉,今年年初的涨价他不知道
最好能针对找出当地的市场价格,可以利用当地黄页或者电子商务网站。
因为每一类情况跟进的思路都不一样,真贵了没办法。 看看其他产品能做不,起码他认为有钱赚才行
不是的话,就假设他对市场不了解,解释下为什么贵,原材料来源和海外接受价格需要时间延续期等。
如就是想降价的,除了和别人拼价格外,想想还有什么能吸引买家的,交易条件,交货期,库存保证等等。主的不行就来套餐呗。

3. products in order to establish a long term and mutually beneficial collaboration between our companies.
 这里中间商都是想要更合算的,所以每一次原材料和汇率变动都是契机,这次不成还有下次呢,产品也不需要想一种,对方能赚钱的都可以推荐。
4.问买家的东西太少了,如果买家思路清晰的话,可以跟着他来。谈不下来的情况,可以适当加些开放式的问题,或者专业性的问题。看看能否找到其他点切入

16回盘细致,但不一定都是买家要的点!

询盘来源:乌克兰
产品行业:


买家询盘:
Dear ##,
I am from Ukrainian company called xxxxxxx.
Our organization has an experience of collaboration with some furniture
companies but now we would like to create a new branch of business.
We’re interested in your paper.
We would like to see more information about your products and get the
price list.
Would you be so kind to send it for us?
Most of all we are interested in ordering of A4 copy paper with highest A whiteness for both 75 and 80 gsm. What is the price for one 1 ream and loability in one 20 fts container. Could you also indicate the price for paper of B and C whiteness. We are interested in ordering of 20 HQ container. And also, please inform us about your working conditions and production terms.


供应商回盘:
Dear
Thank you for your interesting in our A4 paper and good day! .
Regarding you information for requiry please check our offer as enclosed:

Any questions please directly let me know.
B.rgds,



专业点评:

1.有采购经验的买家,想开发新市场-----看看他注册年限,分析下对中国市场有多了解
2.目标档次高的产品,但差一点的也有的谈---想了解你的价格范围,不死性,灵活
3.想来来试订单---有需求,价格他认为合理可以做
4.工作环境等介绍-----一般有规模的企业或者终端买家才要求这个,东欧的相对不多。最终买家可能是其他区域的,后续或许有验厂。
5.建议今后,第一封回复的邮件开头放上收到买家询盘的时间。不知道有没有加有效期。今后,建议同时在回盘时要针对证明为什么我们是买家的right supplier,特别是中间商,我们有什么想匹配的一定要让买家知道,就是让买家了解我们的合作意愿。我觉得你回复的挺细致,但不一定都是是买家要的点,每一家买家的终端市场都不同,供应商的定位也不一样,如果你的产品是高端的,那就想办法让他知道高端再哪里,要是由买点他何乐不为呢。
6.今后回复可以试着用表格的形式放到邮件正文里,买家好理解,也方便对比。适当的包装介绍公司,市场经验好,特别是让买家知道你的东西会好卖。跟进时注意试探和频率,要有开发性问题,这个买家完全可以再试探下。不行也别灰心,市场真不好,他也肯定不会做。

17 葡语买家,英语是不是不太好?

询盘来源:葡语
产品行业:超市货架


买家询盘:
I want to purchase 5x25m double ( for double sides) and of your product.
We ned to buy 250m of supermercate double ( for double sides) and 80 linear meters foi single size. please send us a email with fotos and colors you have.
Thanks a lot we are from portugal.
my fone number its 00351917780313
best regards
Américo Matias


供应商回盘:
Dear Américo
Thank you for your inquiry. My name is jack gui from Changshu city Ruijia commercial Equipment Factory. We are manufacturer of supermarket shelf. So we can provide you a factory direct price. Now, I send you some photos of our supermarket shelf for your reference. If you have any question and want to know more details . Feel free to contact us.
Best regards,
Jack gui


专业点评:
1.买家是无尾熊风格,拿产品找价格。不属于强势的买家,容易被其他的方案左右。所以碰到这种不坚决的买家,首先,态度上不要不耐烦。周期可能会繁琐点,但如果让客户觉得的可依赖,先赢得了信任,其他就好谈了。
跟进策略,客户如思路不情绪,可以试着主动提供方案,如果合理,买家一定会考虑的

1.葡语的买家,英语好像不大专注。---买家第一次就留下电话了,还是挺nice的。有准备的话可以考虑电话跟进。

不论想方案还是报价什么的,首先站在他的角度上,他看重什么。如果是中间商,他看重的是价格本身。要是终端使用者,实用性,包括功能质量等方面都可以试着推动。适当的包装控产品细节,想法你让他感兴趣或放心

2.低于目标市场价格,要对自己的市场有了解,起码心里有底。到底是真贵,买家诈你。还是买家后知后觉,原材料等涨价他不知道
最好能针对找出当地的市场价格,可以利用当地黄页或者电子商务网站。
因为每一类情况跟进的思路都不一样,真贵了没办法。 看看其他产品能做不,就假设他对市场不了解,解释下为什么贵,原材料来源和海外接受价格需要时间延续期等。
4.问买家的东西太少了,如果买家思路清晰的话,可以跟着他来。谈不下来的情况,可以适当加些开放式的问题,或者专业性的问题。看看能否找到其他点切入

18 买家不回复,先从原始邮件中分析下原因!

询盘来源:俄罗斯
产品行业:托盘


买家询盘:
Dear##,
Hello!
Have a good day!
Previously, we were representatives of the manufacturer of rubber products Volzhsky orgsintez. Now we have many customers. At the moment more than 100 partners, who are interested in your products. At the moment of acquiring the products from Russian suppliers. In the future want to work with the chinese supplier. We will not hide, that monitor the market and hope that your proposal will be interesting.
Dear Olga, and after the small presentation of our company, let me continue our dialog.
We corrected the list of the weight of products:
How many bags on pallet?
What is the weight of pallet?
What is the net weight and gross weight of 40ft container?

Looking forward to the reply from you.
Thanks & Best regards,


供应商回盘:
Dear ##

Thanks for your reply.

I will send you CIF Novorussiysk prcies and form of our products ASAP.Could you kindly tell me detailed information of your company.Like your tel,fax,web and so on.Thank you.

Could you kindly tell me how do you find our company.?If you want to know us more.You could see our web and if any questions or opinions,please contact me freely.

Do you have Skype or Msn?I think it would be more convenient.
Looking forward to hearing from you soon.


专业点评:
俄罗斯买家特点分析:
1、 喜欢谈大金额合同,对交易条件要求苛刻,缺乏耐心
2、 官僚主义作风较为严重,办事喜欢拖拉,喜欢从事“灰色贸易”
3、 注意追踪和跟进买家,乘热打铁,避免对方嬗变

建议可以再从以下角度来回复买家:
1、 当询问买家订单量增加或者减少时,买家没有回复,是不是买家在犹豫价格?可以按照订单量+运费进行分层报价,所以我们可以先了解下买家不回复的原因
2、 如果贵司有俄罗斯的买家成交过,如果方便,可以列举一二,给这个买家造成紧迫感
3、 介绍自己公司在俄罗斯的主打产品,进一步了解买家的兴趣点
4、 询问是否需要寄样品,可以让买家检测后再确定价格
5、 因为有些买家比较小心谨慎,担心供应商的诚信度,所以您可以邀请买家参观贵司,打消买家的疑虑
6、 可以通过春节减价等噱头,吸引买家跟您讨价还价
7、 建议您用俄语跟买家沟通,让买家更加有亲切感

19 给买家报价,应结合当地的经济能力!

询盘来源:印尼
产品行业:化工用品


买家询盘:
Dear Sir/Madam,
We have enquriy from our customer to supply PAC powder for application in waste water treatment industry. Their consumption for it is about 600 MT per annum.
Please give your recommended grade of the PAC including the CFR price to Semarang Port for min order 1XFCL20' and COA, MSDS. I need also the HS Code for this product.
Awaiting for your early reply,


供应商回盘:
Hi Marino Syarif,
So glad to receive your inquiry of PAC from Alibaba.com.
We are the biggest manfacturer and have 10 years experience in producing
the Polyaluminium Chloride for 11 years. the company covers an area of 10.000 square meter.
1..Produce Capacity: 6000tons/month
2.Delivery Time: Within 7-15 days after receiving your confirmation
3.Payment Terms: By T/T or L/C
4. Package: Packed by nontoxic PE bag with woven bag outside. Net weight 25 kg perbag.
If you use it for waste water treatment, we suggest you use 26%-28% PAC. Its HS Code is 2827320000
Enclosed is the catalogue and price list of PAC for your reference.
Thanks


专业点评:
1、 印尼买家相对来说经济能力不是太好,所以推荐产品时尽量结合买家情况,产品的价格不要太高
2、 中间商对产品一般都不是特别了解,如果您能够给买家一些符合他情况的建议,他会被您的专业度折服的,采购您的产品也就水到渠成了
您的回复最大的问题就是没有马上对于买家的问题给出解答,比如买家提到的CFR价格,您可能放在附件里了,但是需要提醒您的就是:重要内容不要带附件,因为有些国外买家的邮箱服务器会自动屏蔽掉带附件的邮件,或者带附件,重要资讯放在邮件正文内,因为是化工产品,参数比较多,您可以采取图片和表格结合的方式来展示

1、 建议您回答完买家的问题后,再根据您对产品的了解来向买家推荐其他产品,您可以列一个表格来进行对比,让买家一目了然地了解他想采购的产品和您推荐的产品的区别,让他做出选择。
2、 部分您再介绍下公司的优势等,让买家对公司有深刻印象
发过邮件,如果客户没回,不要泄气,第二天可以直接给买家打电话以下几个问题可以作为参考:
1)是否收到我的邮件?确认邮箱。
2)了解他们对货物的具体需求:质量、价格还有用途方面有没有什么特殊要求?
3)谈谈自己对当地市场的看法,介绍自己有哪些产品可以在配合客户的销售

20 中间商客户要价格目录,提供吗?

询盘来源国家:法国
产品行业:建筑装饰材料

买家询盘:
hello, i'm Mr xxx I'm Adelmo import export company manager's we work in algeria and we want know more about your product


供应商回盘:
Dear Sir, Thanks for your reply. About the detail information of glass mosaic ,please check the attachment. As the price is different ,please visit our company website: http://www.crystalmosaic.net/ choose the model you need ,then we can give you the price.Or send us the pictures of the best-selling models in your market.We can do any size according to customer demand. Now the glass mosaic has been used in various decoration fields more and more widely all over the world.It's a good choose for distributor,feel free to contact us if you have any question.Hope we can build good cooperation in early days.


回盘备注:1.类似的询盘很多,都很简要。没有交代自己的具体需求,如何判断是否有真正采购需求? 2,由于产品类型较多,价格无法一一列出,怎么跟客户解释呢?

专家点评:Hello,

客人告知是进出口公司,说明他们可能是帮客人代理采购产品或者是中间商,询盘没有明确的给到产品要求。客人是简单的问价格,想了解一下该产品的基本单价信息。

客人没有给到具体要求的时候,不建议给她们我们的价格表。可以简单介绍我们自己,产品的优势,发一两款热销产品图片给客人参考。问她们是否有自己的产品规格要求等等,告知等我们得知客人具体的产品要求时,会给到优惠的单价给客人。。

这样的客人,不一定这单就会成功,可能当成潜在客人慢慢培养。

不要太着急,多次跟进。每次找不同的理由跟进。


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