外贸讨价还价.docx

通常我们在前期做了大量的工作。目的只有一个，收到客户的询盘。 在希望和失落中我们终于收到了为数不多的询盘。心理激动是自然。我可是深有体会哦。但是就是这询盘，得来不易的询盘如何去处理呢？！ 而且有的询盘我们好像是也做到了认真的回复， 可不知道为什么，就是没有下文！！！ 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，HOTMAIL，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（最好用客户的名字）, Thanks for your inquiry. We are professional supplier for *** products at competitive price（当然最好不要在首次交涉中提到价格这个很敏感的字眼！可以换个词，呵呵，自己想哦） ,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（ 要 提醒大家：如果没有十成把握自己能有充分的智慧或知识回答客户的即时问题，开始最好不 要用msn 这个工具哦） or any way you like. Thanks 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（最好用客户的名字） Good morning! For several days no news from you.Now I am writing for reminding you about our offer for item of **** dated ** ** ** according to your relative inquiry at ***. 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，还可以换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 *****