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從昨天晚上11點到今天早上上班的路上我都在構(gòu)思如何寫出自己的心得，真正給關(guān)注我的朋友帶來實質(zhì)性的幫助。~~。
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下面仍然是針對跟進(jìn)中出現(xiàn)的問題。 很貼合實際的說，完全是從我自身的角度來分析的哦。 呵呵~~。 希望你們看了后有所啟發(fā)。
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通常我們在前期做了大量的工作。目的只有一個，收到客戶的詢盤。 在希望和失落中我們終于收到了為數(shù)不多的詢盤。 心理激動是自然。 我可是深有體會哦。 但是就是這詢盤， 得來不易的詢盤如何去處理呢？！ 而且有的詢盤我們好像是也做到了認(rèn)真的回復(fù)， 可不知道為什么，就是沒有下文！?。?br />?
因為這些詢盤買家可能是同時發(fā)給幾個廠家，當(dāng)然對于一些假詢盤就沒必要回的，假詢盤，一般用的都是免費郵箱，比如YAHOO，HOTMAIL，GMAIL的，那該怎樣讓他們回復(fù)呢，只有跟進(jìn)了，跟進(jìn)郵件有時比回復(fù)詢盤還要重要的。對于群發(fā)的詢盤，我一般都是用幾乎固定的格式回答，內(nèi)容如下：

Dear Sir/ Madam（最好用客戶的名字）,
Thanks for your inquiry.

We are professional supplier for *** products at competitive price（當(dāng)然最好不要在首次交涉中提到價格這個很敏感的字眼！可以換個詞，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：如果沒有十成把握自己能有充分的智慧或知識回答客戶的即時問題，開始最好不要用msn這個工具哦） or any way you like. Thanks

但對于群發(fā)的詢盤來說，這樣的回復(fù)就很難吸引客戶的答復(fù)，除非他正好需要你現(xiàn)在的產(chǎn)品。否則很難收到回信的。那過一段時間，發(fā)一封差不多這樣的跟進(jìn)郵件，大致內(nèi)容如下：
Dear Sir/ Madam（最好用客戶的名字）
??? 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.
??? Thanks and best regards,
??? Yours Faithfully
****
就這樣短的跟進(jìn)的回復(fù)郵件，往往收到的回復(fù)是很大的
補(bǔ)充下，如果客戶一段時間還沒有回復(fù)的話，還可以換寫這樣的郵件給客戶：
??? Dear 客戶名字,
??? 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
******
如果客戶仍然沒有回答的話，這個客戶詢盤的真實性是很值得懷疑的。沒必要再去跟進(jìn)，當(dāng)然也有客戶很長時間會回復(fù)的，不過很少有，那就要記得定期跟進(jìn)就好了。其實說真的，外貿(mào)不僅僅是個耐心的工作，它同時也是個痛苦成長的過程。 呵呵~~ 嚴(yán)重了哦。 但是的確是心聲。

1.????? 客戶收到跟進(jìn)郵件后，如果覺得還沒有對我們產(chǎn)品有需求的話，他一般都會說以后聯(lián)系，不管怎樣，能讓客戶回復(fù)已經(jīng)不錯了（因為他們可選擇的面很廣）說明以后還是有機(jī)會的：
***
Im doing fine, thanks for your information.
Im 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
****
或者不是決策者，會這樣回答的：
Dear ，thank you I received you mail and I sent it to my boss. He didn't tell me nothing just now.
I will conctact you soon
Best regards ****
還有： Hello , 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. Yours faithfully, ****** 這樣的，以后可以多加跟進(jìn)，發(fā)新產(chǎn)品消息，一些新的報價什么的！時間久了，應(yīng)該會有收獲的。
2.? 還有客戶收到跟進(jìn)郵件的話，也許對我們現(xiàn)在產(chǎn)品不是怎么需要的，但會讓問一些其他產(chǎn)品。或者相關(guān)詳細(xì)咨詢，比如：
Dear *****,
please excuse the delay in my reply.
I have been so busy searching through all the mails,
concerning the *** project.
May i ask you, where you purchase your *** for***? We have a customer who is interested in this subject.
In the coming days, i will reply concerning some samples.
Best regards,
****
還有：
Hi **,
Sorry but I do not recall an offer from you. I have looked at your website and
there is possible interest in some of your existing products.
We are primarily concerned with marketing to elderly or Senior citizens, nursing
Homes etc.
We specialize in Nursing Beds but want to expand a program to include specialist
products for elderly and handicapped people.
1. I see that you have a program of **and wonder if they are
thermostatically controlled with max temperature of 37/38 degrees. with
** etc.
2. Please also supply more information on the attached word doc. showing products. 3. I am particularly interested in ** I can send illustrations if you are interested in expanding into the Senior market. Regards, **** 這樣的回復(fù)比上一個郵件似乎還好點的說，如果有合適的，成單的可能性還是很大的3.? 當(dāng)然還有想借機(jī)刺探“軍情”的，比如：
Hello **:
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.
Thanks,
***
收到這樣的回復(fù)，還真的很難回答。呵呵， 那就看你的反應(yīng)力了哦。

4. 當(dāng)然能給多點希望的是討價還價的郵件，比如：
*****
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 COMPETETIVE I AM SURE WE WOULD BE PUTTING AN ORDER IN WITH YOU VERY SOON. IF SO COULD YOU PLEASE SEND ME SOME MORE PRICES AND INFORMATION PLEASE.
WHAT IS THE MINIMUM ORDER QUANTITY IF I WAS TO ORDER A SAMPLE ORDER OF 6/7 DIFFERENT PRODUCTS, AND WHAT WOULD BE THE LEAD TIME OF AN ORDER.
MANY THANKS FOR YOUR QUICK RESPONSE
REGARDS
******

5. 當(dāng)然如果運氣好的話，還能碰到客戶來訪的機(jī)會，比如： hello,*** Thanks for the good cooperation. we have decided to visit China towards Your New Year and hope to be able to visit your company to discuss further details. Regards,****
6。 還有有的客戶可能在香港，或者大陸地方有自己代理，機(jī)構(gòu)什么的，也來訪問的，比如：
Dear ***:
I wish to have complete information about two of your products models AS**and AS-**, specially I need plans with dimensions and cross section, technical details**, if it has **, if it is possible to include**and the pricing….
Now we have a person who lives in Hong Kong called ** at ** Industrial Limited who is appointed to help us and to work and talk with you. His e-mail is********
I told him about our business contact and I think he will visit soon.
Best Regards、******

回復(fù)的郵件差不多就這幾類了，以上都是針對詢盤往來基本情況，如果不跟進(jìn)的話，根本沒有辦法讓客戶回復(fù)和了解你哦。跟進(jìn)其實比天天機(jī)械的去回復(fù)每天的詢盤要好的多了，第一次給他回復(fù)，對于群發(fā)的詢盤來說，被回復(fù)的機(jī)會是很小的，從以上的幾個回復(fù)的郵件來看，客戶每天都可以收到幾個OFFER的。所以我們不跟進(jìn)的話，客戶是沒有時間回復(fù)你的呢。

還有，就是要注意寫跟進(jìn)郵件的時間應(yīng)該選在星期二到星期五，星期六到星期日寧愿在論壇灌水也不要去做那無用功（比如寫開發(fā)信等等）（這里需要強(qiáng)調(diào)的是， 我們都是做外貿(mào)的， 做外貿(mào)講究的是時差問題， 在你給客戶發(fā)郵件的同時， 一定要弄清楚客戶收到你的郵件后，具體收到的是什么時間0?。。。?），因為到星期一，客戶的郵箱里應(yīng)該是充滿不少的郵件，那么所謂開發(fā)的郵件他們是沒有時間看的，也只能有郵件被刪的命運了?。?！

一，詢盤是第一時間要回的，回得越早，客戶看的時間越早，回你的可能性就越大。因為不僅一個人會回復(fù)他的詢盤，他通常會看前面幾封，后面的差不多的他就不看的了，回得越遲，想得到的回復(fù)希望也越渺茫了。

二，跟蹤。。。這個也非常重要的，不多說了，我已經(jīng)感覺說的差不多了。呵呵！！，對有意向的客戶連續(xù)keep著跟蹤六次以上，回復(fù)就會有了。要有耐心也要有恒心。可能有客觀原因存在沒及時回復(fù)，可是客戶是不聽這些的.而且還有大把的人理他。現(xiàn)在生意難做的理由是什么？ 商人到處都是， 你不過是大海里的一滴水，沙漠中的一粒沙而已哦。
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以上無論如何要抽個時間仔細(xì)看， 才能不枉費我的一番苦心哦。

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我所寫的都是我的吐血之作哦，希望好友在瀏覽我博客的同時也到我家店鋪去看看。專賣外貿(mào)服飾和家庭音響的。來了的，一定給優(yōu)惠哦。說到做到哦！！

極品店鋪熱建：http://5151m.taobao.com/

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