以下是客戶的一些回復(fù)：給大家分享一下我的工作成績(jī)。
Hi Joe,
I(yíng) appreciate your approach very much, thank you for the explanations.
We've been in that business for many years, so we know about the material range used for this product line (I mean designers furniture), thatswhy we're requesting detailled material descriptions from prospective suppliers. And actually you did this part very well.
First of all I want to ask you if we can have the ability to see your sample products exported before to any retailer in the U.S. ? If you can give any retailers address here we can examine there easily your products. Otherwise a representative of our company should visit your factory and examine the products in China.
The forwarder from China is not a problem, we have a consultant in China for paperwork etc.
I(yíng)f we can establish a business partnership in the future shipments will be container based.
We would like to see also the latest product pictures you took and prices.
Thank you for your cooperation, hope to hear from you soon.
Regards
第一封
Hi Joe,
Thank you very much for the pics and the prices, they look good, howver I do have some additional questions for you, regarding the Barcelona chair, I saw in your dimensions that the height you have is 87 cm, however the real one is 76 cm , can you make that adjustment if required, and does your chair has leather straps at he back and under not visiable, and the third question how thick are your cushions...
Further I would like to know if your partner factory can make some additional fibreglass items if requested, I will send you some pics from some of the items so you can see what the possibilities are.
Than I really like to order some sample items from you, as the ball and the egg chair, so where do we go from here i will transfer the amounts requested, and than you can arrange a forwarder who will ship it to us, at our costs.
let me know what to do,
I(yíng) hope to hear from you soon,
gerard
第二封
Oh, I meant to thank you for the many pictures that you have sent me. Moreover, I thank you for documenting the shipping procedures and packaging of the item.
I(yíng) am very, very impressed. I will share your images with the client. They too will be impressed, I have no doubt.Again, many thanks.
Best, Erkan
第三封
Hi Joe Lan,
I(yíng) thanks you very much for all the information, I am really impressed with your choice of materials and your pursuit for perfection, these are the companies we like to work with since we serve the higher segments of the European market, so regarding your terms and conditions these are no problem for us...So lets take this a little further and show me the new pics you have taken and the FOB prices of all the classic items you sell. Then I want some more information from you since you also offered me the Ball chair I may assume that you also do fiberglass furniture or do you outsource that to partner factories...and is your company interested in working on new designs and the development from that...what I like to hear rom you is what possibilities you have to offer, besides the classics since I saw on one of your pictures also a white upholstered modern stainless steel chair...
I(yíng) will inform you a little bit more abour our company we are located in Bali, where we design high quality solid wooden furniture for several high end retailers in the UK, Sweden, Norway, Germany, you can have a look at our range at , however most of our customers also are looking for modern classics and retro furniture as the ball chair and several other products as modern stainless steel items and upholstered furniture...for all these requests we are looking for reliable partners whi like to work and thinks with us...at this stage we export around 8 till 10 containers a month from China mostly modern classics as the Barcelona , eames lounger and stool the LC 1/2/3 series, but as I mentioned before we are absolutely looking for the best quality available....and regarding your knowledge about steel and leather qualities and designers backrounds I feel that you and your company will offer that expertise we are looking for.
So I hope to see and hear from you soon,
regards,
Jane
第四封
Dear Joe
I(yíng) am the manager of a french company. We have show rooms in France and we are interested in different of your products. I am very impressed by the luxury material you are using,and from every words I can see your confidence of your products.
The picture looks so nice.here are the items I am interested.
Product Item:HZ-CF012 and HZ-CF005
I(yíng)n a first time to see the real quality as picture shown of your product, we would like to buy one sample of both references. Is it possible ? And what is your best price for the both samples C&F france - Marseille ?
Thank you by advance for your answer, and I hope do good business in the future.
Best regards.
第五封
hello mr. lau,
thank you for the really good service by sending me so much fotos from your
studio. I have decided to order next week 3-4 barcelona chairs and- if I will sell them in Germany-
one or two ball chairs. I really trust your company and especially you and I won磘 need any test-sendings.
You will get the entire money after I have sold these articles here in Germany, this will
take one week. After that I will give you the information that you have got the money.
I(yíng) said my customers that the production- as you said- will take 20 days and the shipping 25 days.
You see, I磍l first get the money from my customers and then I磍l get the payment to your account.
Thank you for the patience and the real good communication, your informations were very
helpful for my plannings and my orders which will be done at your company in future.
many many greetings to shenzhen!
Yours, Antonio
第六封
大家拿到單之后到深圳來(lái)請(qǐng)吃飯哦。嘿嘿
這里轉(zhuǎn)一個(gè)處理詢盤的經(jīng)驗(yàn)談
對(duì)于供應(yīng)商如何接觸買家,給大家提幾點(diǎn)建議：
一、應(yīng)付買家的網(wǎng)上查詢：應(yīng)該要有一個(gè)辨?zhèn)纬绦?，否則一旦業(yè)務(wù)做開，你會(huì)淹沒(méi)在電子郵件的海洋里。一般從買家查詢的內(nèi)容，你就能判斷出來(lái)哪些是實(shí)盤，哪些是虛盤。應(yīng)該重點(diǎn)處理那些針對(duì)性很強(qiáng)的、可以稱得上是詢盤的電子郵件。對(duì)于無(wú)價(jià)值的詢盤，要敢于果斷舍棄。
如果以為每個(gè)詢盤都是要向你買貨未免過(guò)于天真。有的詢盤過(guò)于空泛，也許只是客戶做市場(chǎng)調(diào)查的一種手段。如果你不放棄空泛的信息，可能你每天只能做一些處理電子郵件的事了。 二、處理買家的查詢一定要注意方法和技巧。要善于透過(guò)電子郵件的表象看到深層去，了解詢盤者真正的用意。他是否是真正的買家或者中間商甚至是你的競(jìng)爭(zhēng)對(duì)手？他購(gòu)買的動(dòng)機(jī)是什么？他的購(gòu)買能力如何？
掌握這些以后，你就可以有高超的回復(fù)處理能力，能夠抓住客戶的心理，讓買家更快、更好的了解你的企業(yè)及產(chǎn)品。 三、要非常清楚你的產(chǎn)品（包括質(zhì)量）是否適合目標(biāo)市場(chǎng)？要設(shè)法了解國(guó)內(nèi)其它同行的質(zhì)量和價(jià)格水平?，F(xiàn)在獲取同行的產(chǎn)品信息是多么輕松??！
您要明白，一份詢盤，國(guó)外客戶不會(huì)只發(fā)給你一家，而會(huì)同時(shí)發(fā)給很多供應(yīng)商。只有你的產(chǎn)品質(zhì)量及價(jià)格優(yōu)于同行，才有可能最終獲得定單。
四、電子郵件的使用技巧： 處理電子郵件的八字方針：簡(jiǎn)單、可信、恰當(dāng)、快速！
1.簡(jiǎn)單：語(yǔ)言要簡(jiǎn)煉，不要羅羅嗦嗦，言之無(wú)物。要知道，很多國(guó)外商人的耐心是很差的，你浪費(fèi)他的時(shí)間就等于在謀財(cái)害命。
千萬(wàn)不要小看處理電子郵件的藝術(shù)，我告訴你，很多外貿(mào)業(yè)務(wù)員其實(shí)都不懂如何寫一封好的電子郵件。
其中的關(guān)鍵就在于你能否很好的把握買家詢盤的真正意圖，從而給他他最需要的最有針對(duì)性的答復(fù)。 2.可信：簡(jiǎn)單并不是要你省略最基本的禮儀，我相信任何一個(gè)人都不喜歡不禮貌的回復(fù)。和買家開始聯(lián)系時(shí)還要注意，在電子郵件的后面，一定要附上你詳細(xì)的聯(lián)系方式，包括你的姓名、職位、公司名、電話、傳真、E-mail地址、網(wǎng)址和公司地址等信息內(nèi)容，給對(duì)方一個(gè)很正規(guī)的印象。有些廠商答復(fù)時(shí)常常丟三落四，很容易給人留下不良印象。
3.恰當(dāng)：恰當(dāng)其實(shí)是最不容易的！這里面不僅包含了前二個(gè)因素，更重要的，還需要專業(yè)。 （1）買家總希望和精通產(chǎn)品的人打交道，如果你在回復(fù)詢盤時(shí)錯(cuò)誤百出，一看就是外行，買家會(huì)認(rèn)為你不是真正的生產(chǎn)廠家，或者對(duì)產(chǎn)品并不熟悉，很可能就一去不回。所以回復(fù)時(shí)一定要詳細(xì)注明產(chǎn)品的規(guī)格、包裝方式、功用、報(bào)價(jià)等資料。
（2）充分利用電子郵件傳遞圖片的優(yōu)勢(shì)，這樣更能說(shuō)明問(wèn)題，同時(shí)也可以降低成本。
（3）發(fā)出郵件之前，要仔細(xì)的檢查一下，有無(wú)拼寫或語(yǔ)法錯(cuò)誤，盡量把可能給別人的不良印象減到最小。 （4）報(bào)價(jià)要斟酌，不要留下太大的壓價(jià)余地，否則會(huì)讓買家產(chǎn)生懷疑。而且，要細(xì)分客戶，也就是說(shuō)根據(jù)客戶所在不同的國(guó)家、地區(qū)給出不同的報(bào)價(jià)。比如歐美客戶和南美、中東的客戶大多數(shù)會(huì)在產(chǎn)品檔次上要求不同，如果你給南美、中東的客戶報(bào)歐美市場(chǎng)的價(jià)格，很可能會(huì)把對(duì)方嚇跑。
4.快速：買家總希望盡快地得到回復(fù)，特別是互聯(lián)網(wǎng)介入了國(guó)際貿(mào)易，很多國(guó)外買家更樂(lè)意應(yīng)用這種方式，他們應(yīng)用這種方式更多的原因是低成本和高效率。
如果對(duì)客戶的查詢回復(fù)太遲，不僅會(huì)失去商機(jī)，而且會(huì)使對(duì)方對(duì)你的效率及能力產(chǎn)生懷疑。
即使是不能立即回復(fù)的問(wèn)題，也應(yīng)該在內(nèi)部商議后給予明確答復(fù)，切忌盲目應(yīng)承，往往起反作用。
五、 要不斷地細(xì)致跟蹤曾向你發(fā)過(guò)查詢的客戶。這一點(diǎn)非常關(guān)鍵?。。『芏嗳送X(jué)得網(wǎng)上信息多、成交少，或者沒(méi)有成交，就失去了信心，并對(duì)收到的查詢不再重視，這是非常狹隘和愚蠢的做法。
易位而處，換了你是買家，你會(huì)第一次就給一個(gè)你不了解的供應(yīng)商下定單嗎？
更何況現(xiàn)在的市場(chǎng)基本都是買方市場(chǎng)，買家不管是通過(guò)電子商務(wù)還是傳統(tǒng)商務(wù)手段，輕而易舉就能獲得無(wú)數(shù)供應(yīng)商。所以，千萬(wàn)不要輕視買家的任何查詢！
