询盘邮件回复模板汇总Tony.pdf
公司简介HEMEU is a brand of Foshan Chong Seng Inv.&Dev.Co.,Ltd.HEMEU has10 years of experience in the R&D and production of furniture.It used to be thefurniture processing factory for IKEA,now It has own furniture brand right now.We are always professional dedicated to solid wood furniture.We have thehigh level standard in wood furniture produce technology.1.一般没有指明产品的，问要 FOB,Payment terms,MOQ,等等的回复如下：Thanks for your inquiry.Wish you have a nice day.I am Linda Yip from Foshan Chong Seng Inv.&Dev.Co.,Ltd has 10 years ofexperience in the R&D and production of furniture.As the furniture processingfactory for IKEA before,and we have our furniture brand right now.We alwaysdedicate to solid wood furniture.We have wood furniture productiontechnology and design at the high level.As you request,answers for you as follows:1.Payment terms:30%T/T deposit,70%balance by T/T before shipment2.Delivery time:Within 30-40 Working Days after receipt of your payment.3.FOB:Guangzhou,Shenzhen.4.MOQ:It depends on product you choose.E-catalog is in attached file.Please have a check.I hope you can find yourfavor and right furniture.Thanks&Best regard.Linda YipFOSHAN CHONG SENG INV.&DEV.CO.,LTD.FOSHAN CHONG SENG INV.&DEV.CO.,LTD.HEMEU FURNITURE CO.,LTD.HEMEU FURNITURE CO.,LTD.Tel:86-757-86780251Mob:86-13751520972Skype:linda.yip7Fax:86-757-86718313Email:Web:,http:/ Industrial Zone,Nanhai District,Foshan City,GuandongProvince,China.Factory:Shishan Industry Zone,Nanhai District,Foshan City,GuangdongProvince,China.2.没有明确产品的询盘：买家询盘：Hi xxx,例子：This is Sun Kumaran from Galt Fashion.Our company has been in Indiafor years.Can you provide me with more information regarding the product?I would appreciate it if you can reply to me as soon as possible.Sincerely,xxxx我的回盘：Dear xxxThanks for your inquiry.We are professional manufacturer of solid wood home furniture including livingroom,dining room,bedroom,home office and have 10 years produceexperience.Please Let us know what your request,and we will give you a good price.We can satisfy you all kinds of request.We will recommend two products toyou.插几幅图加个性签名3.一开始指定某个产品报价的询盘：Thanks for your inquiry about the hot selling antique wooden bunk bedMalaysia design.Wish you have a nice day。Would you answer the question before quotation?1.Have you ever bought from China?2.We have a wide range of products;could you tell me what price level youare looking for?Please confirm this bed detail,to confirm whether you like this bed.Size:1932*2211*1080.Color:Dark walnut color.Material:Maple solid wood.CBM:0.82.Package:Flat-packing.MOQ:100 Piece/Pieces4.RFQ 追踪：Dear riz velani,自我介绍I saw your RFQ about walnut dining chair,we are supplier rightly.Here is the attachment for dining table and chair catalog.Please check it for your reference.I hope you can find your favor and rightfurniture.1.Could you give me Skype,Mobile,QQ,Wechat,contact?2.Have you ever bought from China?1.询盘中重点的地方加颜色加粗。I can send you a catalog if you need to know well about these items CS3-?2.问买家要联系方式I hope you can give me your Skype or Whatsapp,so we will chat freely aboutmore information.3.每封邮件的标题都要有针对性Price about dining chair from Chong Seng furniture*(产品或公司名)Quotation about dining chair from Chong Seng furniture*(产品或公司名)4.主动介绍库存的款给买家Hot sale products as follow:5.根据不同的数量定制的价格区间也不一致The price is different based on MOQ.Make sure your order quantity and then Iwill offer price for you.6.通过的认证以及能提供的 ODM 服务We have nearly 10 years experience in exporting to north European,And have passed FSC certification,ODM and customized sourcing areaccepted.7.之前有合作过的*公司（买家当地合作过的公司），了解买家当地对于产品的喜好，拉进与买家的距离We have several customers in Australia such as one of the biggest wholesalerof AU,XXX Company,as we know people in Australia,who re most interestedin dark walnut color and wooden material,is that right?8.主动给买家介绍产品.(根据当地的行情，哪个好卖)9.买到一定的量，有小礼品赠送,找话题。Sample dining chair order is free after your first three orders.2014 new arrival product recommended to you.Christmas discount coming soonWorld cup with hot sale products:bed with TV,and single sofa bed.10.附上自己的网站http:/ 和 2，大可不理他3.这种客户，当下要让他和你合作比较难，价格上要考虑清楚才报出，但如果沟通中以及服务上能让他记住你，以后的合作就有机会。4.这种客户是需要花比较长的时间的客情维护，同样需要他记住你，买家注重的是价格的合理，服务的专业，产品质量稳定。所以平时沟通要注重细节，从沟通中捕获抓住客户的关键点。有新产品时，发送邮件做个通知，保持一定的联系，说不定买家扩充采购范围时，你就成了他的采购对象了。当然如果能获得他的私人联系方式，如 msn 或 skype 或私人邮箱，能像朋友一样交往下去，你的成功就水到渠成了。5.这种买家一般不会在询盘里只是简单地问价格，邮件里也会问及到其他信息，如产品大概要求，或公司情况，或介绍自身公司信息给你参考，这类是重点客户，也是我们在跟进过程中时效性一定要快的客户。所以要掌握邮件的效率，一份简单的报价单，要做到信息齐全，比如产品规格，包装，付款条件，甚至装箱数量。便于客户收到你的报价，就能立即谈论购买的具体细节。但，如何判断客户是哪种类型呢？1.首先自己在 google 或百度里先查找客户的信息，有个初步了解。如果客户有提供相关产品的图片或型号，也可以搜索看看，说不定能查出是哪家供应商的产品。2.其次不用急着报价，回复邮件时多问问题，当然问问题要讲究技巧，不要让他觉得你在考问他。语气上要让客户觉得是为了更好服务他，需要了解这些信息。比如客户：以前在中国是否购买过这款产品？这次购买这个款量到底多大？您大概什么时候需要这批货？您的付款条件一般是什么，我们一般和客户合作的交易条件，比如是 LC 或 TT。您对这款产品的具体规格要求是什么？我们产品的通用规格是，比如给客户提供个pdf 的图册，有规格，有图片给客户参考。简单地说我们需要了解客户的真实需求后，才有的放矢地报价，这样才能拿捏的准确。而要有的放矢的报价，重要的工具就是沟通，与客户深入地沟通，但沟通是需要技巧的，这些技巧是要慢慢学习和积累的。以上问题也不是建议在一封邮件里都用到，一般和客户这种深入沟通需要 2 到 3回，所以邮件不要太长，选你认为比较关键的问题回复。这样深入沟通后，就有更多的机会知道客户不回邮件的原因，只有找到客户不回邮件的真正原因，你才能对症下药。建议如果是个比较好的客户，他没回邮件，你可以给他电话，或skype 上留言，进一步沟通，不要轻易地放弃。报价后客人不回信相信很多人都有一个比较头疼的问题，就是 报价之后客户消失没音了。下面就看我如何整治这些不回信的老外：分析下原因,一般情况下我会再写封追踪信给他:Hope you are fine,my friend.It is regret that I havent received any information from your side.May I haveyour idea about our offer?We will try to satisfy you upon receipt of your reply.If there is anything we can do for you,we shall be more than pleased to do so.Hope we can build good cooperation with you.如果客人还没有回信,一周后再问客人不回信的真实原因.(一般情况,70%的客人会告诉你他的原因)Glad to contact you again!Have you kindly checked my offer?Hope they are workable for your market!Sorry that we still dont receive any information from you.I would appreciate foryour any comment about our offer,including price,quality,and service.Nomatter if it is positive answer,it is great help for us to meet your requirement.Waiting for your favorable reply soon!之后的日子里,可以尝试新产品的报价,刺激下客人的神经.我通常是这样写的：Good day!My quotation of PVC shrink label you might have received and considerate.Could you kindly advise your comments at your earlier convenience?If the products is not your are expecting,pls advise me your detailsrequirement,I will re-offer asap.I am of service at any time!但是，不同的客人，我会变换着写邮件，让客人知道我们公司，产品的存在我不会把客人缠得太紧，约十来天给他一封邮件我通常这样回复的：Dear*,Wish you have a nice day!祝您有好的一天！May I ask whether you have received my quotation?Now I am sending it again,if you have any other ideas.Please feel free to contact me.We will do muchbetter if you can give any advices to us.I am waiting for your reply ASAP.Best regardsWendy但是，想成功可不是容易的事情Dear sirHave you received our quotation of.,if you have any further question,pleasedont hesitate to contact us.We are waiting for you comment about ourquotation.We hope that we can establish a good business relationship with you in thenearest future.Your prompt reply will be appreciated.回复 A：直接去函敦促Dear xxx,Wish everything well with you and your esteemed company!We are in receiptof your letter dated Aug 10th,and as requested was expressed you 3catalogues for our*goods.We hope they will reach you in due course and willhelp you in making your selection.Wish we will promote business as well asfriendship!Best wishes!Wendy回复 B：先写邮件问清情况。本人觉得先写邮件问清情况，简单的询问，如 HAVEYOU RECEIVED MY P/I,IS THERE ANY QUESTION OR PROBLEM WITHYOU?再问何时开 L/C 或汇订金过来.如客户没回复，那你应该(很有必要)打个电话过去问清情况。是价格问题还是临时发生改变?客户是中间商，还在等最终客户的确认？还是其它问题？然后根据情况做一些措施看能否挽回这一张订单。Dear Sir,Good morning!Hope you have got a wonderful weekend!For several days nonews from you,my friend.Now I am writing for reminding you about our offerfor item of*dated*according to your relative inquiry.Have you got(orchecked)the prices or not?(You can add some words to introduce youradvantage of your product or something else to attract the customer).Anycomments by return will be much appreciated.It will be our big pleasure if wehave opportunities to be on service of you in near future.Looking forward to your prompt response,Thanks and best regards,Wendy回复 C：如果仍然没有回音的话，可以在一、两个月后再写一封信。Dear Sir,Now I am writing for keeping in touch with you for further business.If any newinquiry,welcome here and I will try my best to satisfy you well with competitiveprices 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 anopportunity to cooperate with each other.Thanks and best regards,Wendy一般客户不回复时，我用到第二个，客户都会或多或少回点内容的。个人感觉很有用，希望对你们也有用。一、一、如何应对第一次邮件索要所有产品价格单的客人如何应对第一次邮件索要所有产品价格单的客人基于该询盘的具体问题：基于该询盘的具体问题：一.该客户第一次发邮件就索要所有产品价格单，针对这种情况应该如何应对。1）整理公司几款或者多款非常有影响力或者权项产品提供产品的详细资料给对方，但是不提供价格，避免客人提供这些资料给其他供应商，进而给你们造成更多的竞争者。提供这些图片等资料让客人选择给意见等，这样根据客人的答复可以推断出对方是否有如他们所提到的专业的购买商。2）提供部分产品并附带报价，告知客人仅供参考并询问客人对我们产品的具体意见与看法。二.客户表示 MOQ 基于我们的价格，对于这种理论如何应对。对于 MOQ 要根据公司产品生产成本界定，如果你告知客人MOQ1000PCS。对于客人 MOQ 基于报价问题，可根据公司的具体产品盈利情况应答，如你已告知工厂的最低 MOQ 已经是 1000 个了，那也就意味着你已经反被动为主动了，所以不要过于在意客人提出的这个悬念。二、如何应对简单询盘如何应对简单询盘买家询盘：I in the search of a product like yours,do you want are to sendyour last price FOB and your minimum quantity to me of order?1.外贸开头要简洁。2.第一次联系客户时，除非客户在询盘中提出，最好不要主动附上图片，以免被删或被国外反垃圾邮件软件拦截。三、邮件的标题邮件的标题1.邮件标题用客户名称与供应商名称 比如:To David McIntyre from KevinWang,或者 To JC Penny from Blue Sun Company。ToFrom结构的邮件标题，可以让买家清晰看到这个邮件的接收人与发件人，此外如果是回复询盘的邮件不需更改太多标题内容，买家对自己发的询盘多少有点印象。2.邮件标题用产品报价 例如:Preferential quotation for Model 123 at theprice of US$8.99 FOB Yantian 这个标题清晰明了，买家一看就知道某一种型号产品的具体报价。但是当产品型号非常长的时候，可以调整否则容易被服务器当做垃圾邮件过滤掉。3.邮件标题用客户求购的产品名称 例如：Model 123 digital photo frame inEuropean Market,或者 Product catalog of digital photo frames withpatented designs 这个邮件标题既能够突现买家查询的产品类型，也能突出自己产品的优势。四、各国家买家关注点欧洲买家欧洲买家：作风严谨的欧洲人对产品的质量，认证，环保，节能灯方面特别关注，重视程度高于价格。北欧：付款方式 上不喜欢用 L/C，比较倾向于 T/T 和 D/P北美买家北美买家：关注价格，价格第一，喜欢物美价廉的产品。南美买家南美买家：对价格比较在意，喜欢讨价还价。中东买家中东买家：由于气候原因，对家电，机械产品比较偏爱，对价格和质量都比较重视，但是经常提一些无理要求。亚洲买家亚洲买家：韩日对质量要求比较高，同时会大幅压价，日本人对信息格外关注。非洲及一些落后国家非洲及一些落后国家：有质量好 的买家，但也不乏诈骗者，需要小心。五、对购买意向不明确的买家五、对购买意向不明确的买家About the double bed you mentioned,I want you to confirm followinginformation.What material do you like?We have several kinds of material such likeMDF and Maple Solid Wood.What size is the most suitable for your store?What style do you prefer?We have three styles you can choose,such likeNorthern European,North American and Mediterranean style.4.We dont have all white double beds,but we have some kinds of hot sellingdoubles,you can refer from them.
