看看外贸高手是怎么去回复询盘的

众所周知，收到询盘往往意味着业务成交的开始，很多小伙伴在收到客户询盘后会激动不已，匆忙回复自己的产品与价格，其实在进行邮件回复之前，还要对客户进行一个必要的分类并加以分析。

本期内容就是针对不同买家的类型，我们应该如何与之回复。初步可将客户分为：专业型、半专业型、非专业型三种，接下来就将通过一些案例进行分析，帮助大家进一步理解和梳理。

第一：针对专业型的客户询盘如何回复

业务中如下的询盘：

Dear Jimmy,

This is Eva from Schneider France and I was introduced by China colleagues.

Please check the attached technical datasheet for this special LED light. Qty will be around 1 million pcs. I would like you to offer me CIF incoterm.Enclosed is commercial quotation sheet which needs you to fill in completely.

Hope to get your reply by COB of 15th May 2017.

Best Regards,

Eva

根据询盘的分析，我们发现客户是专业的买家，那么我们需要做如下工作：

1，与公司协调确定技术是否完全满足

2，技术有问题，我们沟通问题，技术无问题，我们处理询价

3，专业的买家第一次交流，利润等要适当的控制好

4，沟通过程中再挖掘更多可能没提及的要求

如果没什么技术问题那么我们可以这样回复：

Dear Eva,

Thanks a lot for your RFQ.

Attached are our technical datasheets which are fully compliant with your requirement as well as commercial table you need.

If any other questions, let’stalk and we are standby at any time.

Best,

Jimmy

这样的回复目的如下：

A：专业的买家，如果符合要求，只需要提供其索要的

B：看下是否有其它潜在的问题和交流

第二：针对半专业型的客户询盘如何回复

举例如下：

HI Jimmy,

We are a trading company in Kenya and we distribute lots ofLED products.

I checked your company website and found this LED model XXX suit us and could you help provide your offer together with your company technical spec.

Thanks and looking forward to your reply.

Best Regards,

Nerash

根据客户的询盘分析，我们回复如下：

1，对方是半专业型，推荐我司产品规格书

2，贸易术语没给，一般先报价FOB，后期有需要再CIF或者CNF等

3，与客户重点关注推荐的产品是否满足其要求

所以回复如下：

Dear Nerash,

Thanks a lot for your interest in our product LED model XXX.

Enclosed are our recommended spec and FOB offer.

We need your help to confirm whether this suit yourrequirement and if any more comments, please don’thesitateto contact us.

Best Regards,

Jimmy

这样的回复目的：

A：推荐产品对应的规格书

B：重点让客户关注是否符合其要求

C：第一轮对应的报价

第三：针对非专业型的客户询盘回复

举例如下：

Dear Jimmy,

We are a company located in KSA and we are interested indistributing your products as we have some potential customers.

Could you help to send list of your products and offer there.

Thanks.

Leo

一般针对这样的客户，第一步大家不需要花费太多的时间去给与很多的产品推荐，而是挖掘，不管对方是真的有兴趣还是套价格的，我们需要挖掘沟通，

所以回复如下：

HI Leo,

Thanks a lot for your email.

Could you let me which kind of product and which type you need.

Moreover, please let me know your demand qty.

Looking forward to your reply.

Best Regards,

Jimmy

这样的沟通目的很简单，这样的客户很不专业，我们何必真的罗列那么多产品，你需要做的就是挖掘对方到底什么需求，节省时间，把更多的精力放在专业和半专业的客户身上，而非很多人推荐这个那个，对方需求都没搞懂，搞什么推荐，都是拍大脑的行为。

其实在实际的业务中邮件沟通是一个很重要的方式，如何通过邮件对客户进行分析，如何精准报价，如何回复不同的买家等等这些问题都是小伙伴们很关心的问题。