2012年國際商務師考試輔導：跟蹤客戶(外貿(mào)函電)
來源：考試大發(fā)布時間：2012-07-21 09:28:08
一、買家詢盤為泛問所有產(chǎn)品
詢盤格式通常如下：
We are interested in all your products, could you please send us more information and samples about your products and price list?
可參考如下模板回復：
Dear Sir/ Madam,
Thanks for your inquiry at Made-in-China.com.
We are professional supplier for plush toys at competitive price, located in Nanjing City, Jiangsu Province. 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：XXX mails or any way you like.
(附件內容可挑選一些公司主打產(chǎn)品)
客戶泛泛咨詢時，往往真實購買意圖一般，除非其正好需要/感興趣您現(xiàn)在的產(chǎn)品或您挑選出的主打產(chǎn)品。對能給予繼續(xù)回復的客戶應繼續(xù)重點追蹤，沒有回復的客戶則可以考慮不必花費大量時間追蹤。
二、買家詢盤為針對公司具體產(chǎn)品發(fā)的詢價
此類詢價目標性較強，真實有效性較高，需重點跟進。已經(jīng)根據(jù)買家詢盤內容做出了具體回復，并同時報了價格，但買家沒有再發(fā)郵件過來。
建議可發(fā)以下類似郵件提醒買家：
Dear Sir/ Madam,
Good morning!
For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of XXX dated XXX according to your relative inquiry at Made-in-China.com. 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.
（可將第一次發(fā)給客戶的郵件內容附在郵件下方以提醒買家第一次郵件回復內容。）
若過段時間，買家還是沒有回復郵件，建議可再發(fā)如下類似郵件再次追蹤：
Dear Sir/ Madam,
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 XXX? If still pending, I would like to offer our latest prices to promote an opportunity to cooperate with each other.
如果連續(xù)三封郵件發(fā)出去之后買家仍然無動于衷，基本證明買家可能對您產(chǎn)品/價格不感興趣或者由于其他原因暫時不需要您的產(chǎn)品，我們應暫時擱置，將時間用在繼續(xù)尋找新的目標客戶上。
當然也有很多非常好的買家會被您的毅力感動，回復告訴您一些關于產(chǎn)品進展的情況，我們千萬不可急于求成，而應按照客戶的提示有針對性得去保持追蹤。
以下為幾種經(jīng)常收到的買家回復：
1.客戶收到跟進郵件后，如果覺得還沒有對我們產(chǎn)品有需求的話，他/她一般都會說以后聯(lián)系，不管怎樣，能讓客戶回復已經(jīng)不錯了，說明以后還是有機會的：
Dear，
I’m doing fine, thanks for your information.
I’m 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!
