1.買家詢盤(pán)為泛?jiǎn)査挟a(chǎn)品時(shí)，往往真實(shí)購(gòu)買意圖一般。對(duì)這類能給予繼續(xù)回復(fù)的客戶應(yīng)繼續(xù)重點(diǎn)追蹤，沒(méi)有回復(fù)的客戶則不必花費(fèi)大量時(shí)間追蹤。
詢盤(pán)信件內(nèi)容：
We are interested in all your products, could you please send us more information and samples bout you products and price list ?
可參考如下回復(fù)模板：
Dear Sir/Madam,
Thanks for your inquiry at Made-in-China.com.
We are professional supplier for lotion pump at competitive price ,located in Shangyu City ,Zhejiang Province .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 are interested.
We have great interest in developing business with you ,should you have nay inquiries or comments, we would be glad to talk in details through MSN: /mails or any way you like .
Enc.(附件內(nèi)容可以挑選一些公司主打產(chǎn)品圖片)
2.買家詢盤(pán)為 針對(duì)公司的具體某款產(chǎn)品的詢價(jià)時(shí)，這類客戶要重點(diǎn)跟進(jìn)。如果你已經(jīng)根據(jù)買家詢盤(pán)內(nèi)容作出了具體回復(fù)，并同時(shí)報(bào)了價(jià)，但是買家沒(méi)有再發(fā)郵件過(guò)來(lái)，建議可以發(fā)以下類似郵件來(lái)提醒買家：
Dear Sir/Madam,
Good morning!
For several days no news from you, my friend .now I am writing for reminding you about our offer for item of LX-E07 dated 13th March according to your relative inquiry at Made-in-China.com. Have you got(or checked )the pictures or not ?Any comments by return will be much appreciated.(可根據(jù)客戶要求的產(chǎn)品加上自己產(chǎn)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.
可以將第一次發(fā)給客戶的郵件內(nèi)容附在郵件下方以提醒買家第一次郵件回復(fù)內(nèi)容。
若過(guò)段時(shí)間買家還是沒(méi)有回復(fù)郵件，建議可再發(fā)如下郵件再次追蹤在在：
Dear Sir/Madam,
How are you ? Hope everything is ok with you all along.
Now I am writing for keeping in touch with you for future 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 LX-E07?If still pending, I would like to offer our latest pries to promote an opportunity to cooperate with each other .
以下為集中經(jīng)常收到的買家回復(fù)：
（1） 客戶受到跟進(jìn)郵件后，如果覺(jué)得還沒(méi)有對(duì)我們產(chǎn)品有需求的話，他一般都會(huì)說(shuō)以后聯(lián)系，不管怎么樣，能讓客戶回復(fù)已經(jīng)不錯(cuò)了，說(shuō)明以后還是有機(jī)會(huì)的。
Dear,
I’m doing fine ,thanks for your information .
I am 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!
(2)收郵件的人不是公司的決策者
Dear,
Thank you ! I received your email and I sent it to my boss. He didn’t tell me anything just now.
I will contact you soon once got any news.
(3)告訴你不及時(shí)回復(fù)郵件的原因
Dear,
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.
跟進(jìn)技巧：這類客戶建議通過(guò)發(fā)新產(chǎn)品介紹或者新報(bào)價(jià)的方式來(lái)保持聯(lián)系，相信時(shí)間久了成為你客戶的可能性還是比較大的。
（4）可能暫時(shí)不需要你的產(chǎn)品，但會(huì)問(wèn)其他產(chǎn)品或者詳細(xì)咨詢一些與產(chǎn)品相關(guān)的問(wèn)題，如：
Dear,
Please excuse the delay in my reply.
I have been so busy searching through all the emails, concerning the lotion pump project.
May I ask you, where you purchase your plastic for your pumps? We have a customer who is interested in this subject.
In the coming days, I will reply concerning some samples.
跟進(jìn)技巧：這樣的客戶要根據(jù)公司的實(shí)際情況來(lái)回復(fù)了，加以不管能否幫得上忙都能給些建議和回復(fù)，暫時(shí)不能成為客戶也可以先做朋友嘛
（5）想借機(jī)刺探軍情
Dear,
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.
跟進(jìn)技巧：應(yīng)對(duì)這樣的買家，如果公司在美國(guó)有關(guān)系較好，規(guī)模較大的老客戶，不妨挑選2個(gè)介紹給他，老顯示你的實(shí)力。但回復(fù)之前還是應(yīng)根據(jù)公司具體產(chǎn)品在這個(gè)地區(qū)的推廣情況來(lái)做妥當(dāng)回復(fù)，站在買家立場(chǎng)多思考其詢問(wèn)的真正目的，一般簡(jiǎn)單告知公司名稱即可，謹(jǐn)慎投入對(duì)方聯(lián)系方式。如果在美國(guó)沒(méi)有客戶，可以多介紹一些其他國(guó)家的客戶來(lái)顯示公司實(shí)力，同時(shí)向賣家暗示我們?cè)诿绹?guó)還沒(méi)有合作伙伴，弱國(guó)你和我合作，將會(huì)幫助你開(kāi)發(fā)整個(gè)美國(guó)市場(chǎng)。
（6）討價(jià)還價(jià)
Dear,
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 competitive, I am sure we would be putting an order in with you very soon.
跟進(jìn)技巧：可根據(jù)具體價(jià)格情況回復(fù)客戶，或通過(guò)詢問(wèn)客戶訂單量大小來(lái)做可能范圍內(nèi)的讓步。
