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【外贸干货】不同类型的买家回复跟踪策略

2017-08-15 18:02:16

不同类型买家的目标和经验都不一样,询盘回复方式也五花八门。面对不同类型的买家回复, 到底要怎么跟进呢? 

 

买家的回复大体归为以下几类:


1.客户收到跟进邮件后,表示暂时对提供的产品无需求,例如:


Dear,

I’m doing fine, thanks for your information.

I’m still in the planning of building my new office, due to the work constrain I decided to delay it first. Anyway I will contact you once I decided. Thanks!


跟进技巧:这类客户一般都会说以后联系,说明以后还是有机会的,这个时候一定要有耐心,真诚对待,保持联系。

 

2.收邮件的人不是公司决策者,例如:


Dear,

Thank you! I received your email and I sent it to our outsourcing manager. He didn’t tell me anything just now. I will contact you soon once got any news.


跟进技巧:对于这种客户,我们尽量要做到热情,让其有被尊重的感觉,同时要提醒他及时跟进反馈,最好能要到决策者的联系方式,直接和决策者沟通。

 

3.告诉您不及时回复邮件的原因,例如:


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.

 

跟进技巧:这类客户建议可通过发新产品介绍或者新报价的方式来保持联系,相信时间久了成为您客户的能性还是比较大的。至少让买家对您留有印象,即使暂时不需要您的产品,日后有需要的时候也会首先可想到您。

 

4.可能暂时不需要您的产品,但会问其他产品或者详细咨询一些与产品相关的问题,如:


Dear,

Sorry for delay in my reply. I have been so busy searching through all the mails, concerning the item of XX(产品). May I ask you, where you purchase XXX(可能是产品相关行业的其他产品或产品的材料部件). Currently We are interested in this subject.

In the coming days, I will reply concerning some samples.

 

跟进技巧:这样的客户就要根据公司的实际情况来回复了,建议不管能否帮得上忙都能给些回复和建议,暂时不能成为客户也可以先做朋友嘛,至少他问的是与您产品相关的问题,有句俗话“多个朋友多条财路”,特别是生意上的朋友!

 

5.想借机刺探军情的


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.

 

跟进技巧:应对这样的买家,如果公司在US地区有关系较好,规模较大的老客户,不妨挑选两个介绍给他/她,这样很能显示您的实力。但回复之前还是应根据公司具体产品在这个地区的推广情况来做妥当回复,站在买家立场多思考其询问的真正目的,考虑已在合作的客户公司是否愿意您将其公司名称透露,因为同一区域的多个采购上不可避免将存在竞争。一般简单告知公司名称即可,谨慎透露对方联系方式。如果在US地区没有客户,可以多介绍一些其他国家的客户来显示公司实力,同时向买家暗示我们在US地区还没有合作伙伴,如果您和我合作,将会帮助您开发整个US市场。

 

6.讨价还价

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.

 

跟进技巧:可根据具体价格情况回复客户,或通过询问客户所在区域和订单量大小来做可能范围内的让步。

 

Tips: 跟进邮件的发送时间宜选择在星期二到星期五期间。星期六、星期日最好不要进行这样的跟进邮件(特别是主动的业务开发邮件),因为星期一上班后,客户的邮箱里往往会充满了需要处理的工作邮件,人们常常会没有时间或耐心仔细阅读此类业务开发邮件,从而丧失了机会。


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