个性化的回复询盘，让询盘不再石沉大海.docVIP

深圳市点石成金科技有限公司 【实战案例库】个性化的回复询盘，让询盘不再石沉大海 询盘来源国家： FINLAND ?产品行业：OpzV 2V 2500AH 蓄电池 ?Electrical Equipment Supplies ? ?买家询盘： ?Hi, I would like to know the price for Sunstone High quality Gel Lead Acid Battery OpzV 2V 2500AH Deep Cycle Tubular Solar Battery VRLA battery AGM UPS battery, I am interested in buying 12 Volt/Volts, Please provide us with a quotation. Thank you. ? ?供应商回盘： ?How are you ? I am Seymour ,the sales manager from xx. We are glad to receive your inquiry. Firstly, please allow me to give you some more information of our company: ? We were established in 2003 and until now we have 10 years history/experience of manufactory VRLA battery. We have two factories, one is specially for battery plate and another one is for battery assembling. That means we are real manufacturer but not only assembling factory. Because of this, we have battery quality control, better delivery control and better cost control. I would like to send you documents for your reference as following: 1.Company proflie 2.VRLA Battery familly 3.Data sheet of OpzV2-2500 ? Also I would like to quote you very competitive FOB.Price as : Model: OPG2-2500 (OPZV2500) Dimensions(mm): 480*200*702(707) Unite Price: $90 ? ?If there is any other queries,please feel free contact with us. ?基于该询盘的具体问题（客户困惑点）：我们公司是做蓄电池外贸的，询盘回复之后就没回复了，请问是不是哪里回的不好？麻烦点评老师帮我具体详细分析一下，请指教，谢谢！ ? ?专家点评：Hello, 供应商朋友的回复没什么专业的问题，唯一不给力的就是太格式化了，没有新意。要想在如今竞争激烈的环境下杀出来，我们一定要让自己的邮件有新意，能打动客户，从而抢占先机。 如下回盘思路供大家参考： 首先还是要分析询盘及客户的背景，通过对询盘逐字的深挖，从而判断客户的在意点。对背景的分析，帮助我们有区别性的报价并找到日后跟进的话题。 客户的邮件里指明了感兴趣的产品及型号，并强调“high quality”。对于这个词语我们要敏感点，后续回复邮件定是要抓住做来打动客户的关键点。明确需求后，接下来就是怎样回复邮件了。开篇问候并感谢客户来函，接着不??大篇幅的文字介绍自己公司。突出亮点简洁叙述即可。客户会发来询价，也会了解下可能合作的供应商的。接着就是根据客户需求给出价格细节了。根据产品型号，列出细节并梯度报价。这样不至于让价格轻易的阻断交流。另外出具产品认证，质量检测证明等来支持高质量。如果有合作的本行业大客户也可以说一说。为留下与客户互动的话题，结尾我们可以问问客户是否需要样品测试。 后期结合对客户背景的了解，基于公司的服务优势，邮件，电话等交替跟进。如果能确定是高质量客户就要坚持跟踪下去。