第一封询盘回复

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1、http://bbs.fobshanghai.com/thread-1780362-1-1.html第一封来信：偶发、群发随意发发错第二封来信：确定感兴趣的产品、被你公司或公司的产品吸引第三封来信：详细了解产品、商谈交易细节阿里询盘5例例1：DearSir,PleasegivemeyourfullproductlistwithunitpricesFOBChina.TksXXX称呼不针对----群发；没有介绍自己----可能是小公司；产品不精确-----不是内行；没有交易细节----没到采购环节常见的应对方法，无视（鄙视）简单报价（以牙还牙）详细介绍公司、产品（模板

2、）转化优势：买家同样很难得到其他供应商的重视；买家很小，需要帮助，容易信任；买家不内行，大供应商的优势减弱；买家在一个小而封闭的好市场Way4.提问引导、获取信息Dearxxx,Weproducepensandplasticballpens.Whichoneareyouinterestedin?Alsopleaseindicatequantityforustoquote.RegardsXxx买家情况完全未知的判断真实性先例2DearSir,WeareaTurkishcompanylocatedingemlikturkey.Weinterestverymuchiny

3、ourKitchenSteelSinksSeriesbutsuitablepricesareveryimportantforus.Sopleasesendusyourprices.Bestregards,Xxx询盘重点：特别提到价格要好反映问题：客户信息是真，但实力有限如何应对：不报价，尝试了解客户专业度和购买力可以这样回复：Dearxxx,Tksforyourinquiry.HaveyouboughtfromChinabefore?Ourproductshaveaquitewidepricerangefordifferenttypesanddifferentqu

4、alityrequirement.Whatpriceleveldoyouthinksuitableforyourmarket?Regards,Xxx买家纠结价格的先了解专业度例3HiSir,Wearethe3rdlargestgiftsdistributorinUSA.WenowneedallQ4promotionalandnewyeargiftsaswellaspensandprintedmaterials.Quoteifyouareintheverybusiness.Alsopicturesanddetailsplease.Xxx提取突破口，寻找应对策略3rd

5、largestdistributor--------价格可以给Q4、newyear介绍优势产品Pensandprintedmaterials表达对市场的熟悉Intheverybusiness外贸操作的熟练是关键回复：Dearxxx,Seeourpricelistinbelow.You’lleasilyfindwaytosellournewcartoonpens—itisverywelcomebyUSkidsbetweenages7-15.Letmeknowtheitemsyouareinterestedinandthequantityyouneed.I’llcon

6、firmtheleadtimeandotherinformationforyou.Xxx买家实力雄厚的，记得体现外贸能力例4IamlookingforAirCylindermodel:SPWG-26-800INERDIMETER:200MMSTROKLENGTH:800MMPressure:10barMaterial:steel(iron)andpaintedfrominsidethepistonbyNickelchromiumQty:8SealingforabovecylinderQty:20setsConditionlastdate:17/6/2009C&Fb

7、yair(CairoAirport)andbySea(AlexandriaSeaport)TechnicalCatalogwithdimensiondrawingDeliverytime(fromyoureceiveyourmoney+shippingtime)ValidityofyourpriceAlldocuments(shipmentdocuments,packinglist,invoiceandoriginalcertificated)mustbesendbyDHLorFedExoranyquicklypostmailafteryoushipmentthe

8、motor