一、情况不明的询盘
Dear Sir,
Pls give me your full product list with unit prices base on FOB.
Thanks
***
(要点分析)
1、称呼不针对,很可能是Qun发的。
2、没有介绍自己,可能是小公司。
3、没有提到产品,可能是外行。
4、没有提到交易条款和细节,说明还没有真实采购意向。
(应对方法)
1、买家同样很难得到其他供应商的重视,所以您只需要让买家感受到您得重视,就会占得先机。
2、买家很小,需要帮助,容易信任,所以如果您给予买家帮助,会很容易博得他的信任。
3、买家不内行,大供应商的优势减弱,所以这是你和大公司同行竞争的好机会。
4、买家在一个小而封闭的好市场,比如东欧或西非。所以你如果能切入当地市场,竞争会很小,机会会很大。
(总结建议)
即使看起来很没诚意的询盘,仍然有很多种积极的可能因素,建议对这类询盘的第一封回复,不要提供产品详细信息和报价,提简单的问题引导,吸引买家回复,病了解更多关于买家的真实情况,再做进一步跟进。
二、一开始就谈价格的询盘
Dear Sir,
We are a English company located in Edinburgh. We interest very much in your French style PVC exterior window, but suitable price are very important for us, so pls send us your best price.
Best regards
***
(要点分析)
此类询盘给人最直接的感受就是价格会是最关键也是最难解决的问题,似乎不是优质买家的特点,但是会开门见山表达价格门栏的买家,虽然实力也许有限,但兴趣一定是真实的。
(应对方法)
1、价格不能报,因为新供应商的价格很难与老供应商竞争。
2、尝试提问了解买家的专业度,比如询问当地市场对品质的要求。
3、尝试提问了解买家的购买力,比如询问买家之前是否从中国采购过。
4、要表达出自己对买家的潜在价值,以吸引住买家回复你提出的问题。
(总结建议)
可能很多人会认为只要询盘一提到价格就马上报价,认为这个对客户的重视,其实订单是买家与买家来来往往的沟通得来的,客户要了解你产品与公司的实力,你也需要了解客户的购买力。谈价是外贸谈判的必经之路,不对价格提要求不代表价格好谈,记得不要冒失报价撞买家的枪口,而要先了解买家的专业度和购买力,以此来决定自己的报价策略。
三、大买家的询盘
Hi Sir,
We are the 3rd largest windows distributors in USA. We now need all Q4 promotional and new year windows. Quote if you are in the very business. Also pictures and details please.
***
(要点分析)
大公司让人感觉距离遥远,难以接近,但其实大公司有很大的一个优势就是对价格的渴求反而不如小公司,只要你能抓住买家真正的要求点和关注点,小供应商完全可以和大买家合作起来。
(应对方法)
1、如果对行情了解,价格可以直接报,但要报的完整和明确,不需要买家再次确认什么细节。
2、买家提到了具体的产品,你就只推荐自己的对口优势产品,让买家不需要花时间去寻找自己想要的。
3、你需要表达出你对当地市场的熟悉,避免买家担心自己的供应商是外行。
4、你需要表达出你对外贸操作的熟练度,让买家对你的配合工作更放心,因为买家会特别关注承诺和信誉。
(总结建议)
大买家不可怕,可怕的是没有争取大买家的心。大买家其实也有很好的切入口,只要向他展示出你的专业,你就会觉得谈判会比小公司轻松的多。
四、采购意向明确的询盘
I am looking for Round window: MQ-GD25
glass thickness: 5mm
wall thickness: 2.5mm
series: 88mm
color normal white
double glazed
All documents nust be send by DHL or Fedex or any quickly post mail after you shipment. Send your best price incuding details to me ASAP.
(要点分析)
虽然没有称呼,也没有自我介绍,可能仍然是Qun发的小公司询盘,但大量详细的产品信息和交易细节充分反映出此询盘的真实度,可能是买家原先的供应商出了问题,在选择新的饿供应商替代。这类询盘通常你会抱比较大的期望值,但你要清楚你的同行也在努力,如果跟进方法不得当,也许你会得不到买家的青睐。
(应对方法)
1、询盘已进入实质采购阶段,所以客套礼貌用语能简则简。
2、公司介绍要简明扼要,产品介绍要有份量,进入采购阶段的买家,产品是唯一关注的重点。
3、价格得报,不然买家也没有耐心等待,但是报价要专业,信息完整,即使买家觉得高了,仍然可能对您保持兴趣来还价,或者保留下次合作的可能性。
(总结建议)
进入采购阶段的询盘有两个宗旨,产品对口,有信心拿下的,要一次到位发出一份有煽动力的报价,如果产品不是特别的强,能与客户客户维系上长远的关系,也会是一个大收货。
总结:
第一封来盘可能是Qun发,偶发,甚至错发的,第三封来盘可能是进入实质阶段的谈判阶段,而这中间的桥梁就是第二封来盘。为了得到买家的第二封来盘,你要做的就是写好你的第一封回盘,真正与买家建立起一对一的联系,不一过急过躁急于求成,也不宜拖沓敷衍节奏过慢,找到吸引买家的点,这是共通的法则。
2017年6月26日阅读 星期一
一、1、未付款订单
Dear buyer,
We have got your order of XXXXXX。 But it seems that the order is still unpaid. If there‘s anything I can help with the price, size, etc., please feel free to contact me. After the payment is confirmed, I will process the order and ship it out as soon as possible. Thanks!
Best Regards
myname
译文:我们已收到你的订单,但订单似乎未付款。如果在价格和尺寸上有什么能帮助的,请随时与我联系。当付款完成,我将立即备货并发货。谢谢!
提示:请根据您产品自身特点对描述内容进行修改。
2、已付款订单
Dear buyer,
Your payment for item XXXXXXXXXXXXXX has been confirmed. We will ship your order out within XXX business days as promised. After doing so, we will send you an e-mail notifying you of the tracking number. If you have any other questions, please feel free to let me know. Thanks!
Best Regards
myname
译文:您的订单编号为XXXXXXXXXXXXXX的款项已收到,我们将在承诺的XXX天内发货,发货后,我们将通知你货运单号。如果您有任何问题请随时联系我。谢谢!
提示:请填上您的订单号和发货天数。
3、发货后
Dear buyer,
The item XXXXXXXXXXXXXX you ordered has already been?shipped out and the tracking number is XXXXXXXXXXXXXX. The shipping status is as follows: XXXXXXXXXXXXXX. You will get it soon. Thanks for your support!
Best Regards
myname
译文:订单号为XXXXXXXXXXXXXX的货物已经发货,发货单号是XXXXXXXXXXXXXX,运输方式是XXXXXXXXXXXXXX,订单状态是XXXXXXXXXXXXXX。您将会很快收到货物,感谢您的支持和理解。
提示:请填写订单号、发货单号、运输方式和发货日期。
4、询问是否收到货
Dear buyer,
According to the status shown on EMS website, your order has been received by you. If you have got the items, please confirm it on DHgate.com. If not, please let me know. Thanks!
Best Regards
myname
译文:EMS网站显示您已收到货物。如果您已收到货物请到敦煌网确认,如果有问题请告知我。谢谢!
提示:可根据您货物的实际情况进行更改。
5、客户投诉产品质量有问题
Dear buyer,
I am very sorry to hear about that. Since I did carefully check the order and the package to make sure everything was in good condition?before shipping it out, I suppose that the damage might have happened during the transportation. But I’m still very sorry for the inconvenience this has brought you. I guarantee that I will give you more discounts to make this up next time you buy from us. Thanks for your understanding.
Best Regards
myname
译文:很抱歉听到发给您的货物有残损,我在发货时再三确定了包装没有问题才给您发货的。残损可能发生在运输过程中,但我仍旧因为带给您的不便深表歉意。当您下次从我这购买时,我将会给您更多的折扣。感谢您的谅解。
提示:请根据投诉的实际情况进行更改。
6、订单完成
Dear buyer,
I am very happy that you have received the order. Thanks for your support. I hope that you are satisfied with the items and look forward to doing more business with you in future.
Thanks!
myname
译文:我很高兴地看到您已收到货,感谢您的支持。希望您满意,并期待着在将来与您做更多的生意。
7、提醒买家给自己留评价
Dear $buyer,
Thanks for your continuous support to our store, and we are striving to improve ourselves in terms of service, quality, sourcing, etc. It would be highly appreciated if you could leave us a positive feedback, which will be a great encouragement for us. If there’s anything I can help with, don’t hesitate to tell me.
Best Regards
myname
译文:感谢您继续支持我们,我们正在改善我们的服务,质量,采购等。如果您可以给我们一个积极的反馈,我们会非常感激,因为这对我们来说是一个很大的鼓励。如果有什么我可以帮助,不要犹豫请告诉我。
8、货物断货
Dear $buyer,
We are very sorry that item you ordered is out of stock at the moment. I will contact the factory to see when it will be available again. I would like to recommend some other items of similar styles. Hope you like them too. You can click on the following link to check them outXXXXXXXXXXXXXXXXXXXXXXXXXXXX?? ?.If there’s anything I can help with, please feel free to contact us. Thanks!
Best Regards
myname
译文:真是对不起,您订购的产品目前缺货,我会与工厂联系什么时候能补上,并将随时告知你。以下链接提供的产品也很不错XXXXXXXXXXXXXXXXXXXXXXXXXXXX ,您可以看看。有什么我可以帮忙的,请随时与我们联系。谢谢!
提示:请在横线处添加同类产品的链接。
9、折扣
Dear $buyer,
Thanks for your message. Well, if you buy both of the XXXX items, we can offer you a XXX % discount. Once we confirm your payment, we will ship out the items for you in time.
Please feel free to contact us if you have any further questions.
Thanks & Best regards!
myname
译文:感谢您给我信息。目前我们正在进行促销,如果你购买了XXXX 个产品,我们可以为您提供XXX %的折扣。一旦我们确认您的付款,我们将及时发货。如果您有任何进一步的问题,请随时与我们联系。谢谢!
提示:请添写希望买家购买的件数和您所能提供的折扣。
10、买家议价
Dear $buyer,
Thank you for taking interests in our item. I’m afraid we can’t offer you that low price you bargained as the price we offer has been carefully calculated and our profit margin is already very limited. However, we can offer you a XXX % discount if you purchase more than XXXXpieces in one order. If you have any further questions, please let me know. Thanks!
$myname
译文:感谢您对我们产品的兴趣,但很抱歉我们不能给您更低的议价。事实上,我们的上市价格是经过精心计算的且合理的,它已经让我的利润有限。但如果您一个订单购买超过XXXX件,我们将给你XXX %的折扣。有任何问题请联系我。谢谢!
提示:请添加希望买家购买的件数和您所能提供的折扣。
11、大量订单询价
Dear $buyer,
Thanks for your inquiry. We cherish this chance to do business with you very much. The order of a single sample product costs $ XXXX USD with shipping fees included. If you order XXX pieces in one order, we can offer you the bulk price of XXXXUSD/piece with free shipping. I look forward to your reply.
Regards!
$myname
译文:感谢您的询问,我们很诚挚的希望跟您做生意。一个样品的运费需要XXXX美元,如果您一个订单订XXX件产品,我们可以为您提供批量价格XXXX美元/件。期待着您的答复。谢谢。
提示:请填写你产品的价格,购买件数和优惠价格。
12、买家要求免运费
Dear $buyer,
Sorry, free shipping is not available for orders sent to XXXXXXXXXXXXXX. But we can give you a XXX% discount of the shipping cost.
$myname
译文:很抱歉,到XXXXXXXXXXXXXX不能免运费的,但是我们可以在运费上给你XXX %的折扣。
提示:请填写地区和运费折扣。
13、未付款订单改完价格再次催款
Dear $buyer,
We’ve reset the price for you. We have given you a XXX % discount on the original shipping price. Since the price we offer is lower than the market price and as you know the shipping cost is really high, our profit margin for this product is very limited. Hope you are happy with it and you are welcome to contact me if there’s anything else I can help with.
Best regards!
$myname
译文:我们已经为您重置价格并给您原运价XXX%的折扣。如你所知,运输成本非常高,而我们提供的价格比市场价格低,我们从这个产品中赚取不了多少利润。希望您满意,并随时与我联系。
提示:请填写运费折扣。
14、没有好评,买家对于你的产品表示怀疑
Dear $buyer,
I am very glad to receive your message. Although I haven’t got a high score on DHgate, I’ve been doing business on eBay for many years and I am quite confident about my products. Besides, since DHgate offers Buyer Protection service which means the payment won’t be released to us until you are satisfied with the product and agree to release the money. We sincerely look forward to establishing long business relationship with you.
Regards
$myname
译文:我很高兴收到你的邮件。虽然我在DHgate没有多少评价,但我一直在Ebay做业务多年,我对我的产品很有信心。此外DHgate提供第三方担保支付服务,这意味着付款将不会发放给卖方,直到您对产品质量和交易非常满意。希望能够与您长期合作,谢谢。
15、发货几天后买家没收到货
Dear $buyer,
We sent the package out on XXXXXXXXXXXXXX, and we have contacted the shipping company and addressed the problem. We have got back the original package and resent it by UPS. The new tracking number is XXXXXXXXXXXXXX.
I apologize for the inconveniences and hopefully you can receive the items soon. If you have any problems, don’t hesitate to tell me.
$myname
译文:我们已经在XXX月XXX号发送包裹,根据您的反馈,我们已经联系货运公司并确认问题。我们将找回原来的包裹并重新寄送,新的货运单号是XXXXXXXXXXXXXX,使用的是UPS。我对此感到十分抱歉,希望您能尽快收到。有任何疑问,请告诉我。
提示:请填写发货日期和货运单号。
16、向买家推荐新品
Dear $buyer,
As Christmas/New year/…… is coming, we found XXXXXXXXXXXXXX has a large potential market. Many customers are buying them for resale on eBay or in their retail stores because of its high profit margin. We have a large stock of XXXXXXXXXXXXXX. Please click the following link to check them out XXXXXXXXXXXXXXXXXXXXXXXXXXXX. If you order more than 10 pieces in one order, you can enjoy a wholesale price of XXX. Thanks.
Regards
$myname
译文:随着圣诞节/新年/……的来临,我们发现XXXXXXXXXXXXXX产品拥有一个大型潜在市场。我们有大量的畅销的XXXXXXXXXXXXXX产品。请单击下面链接XXXXXXXXXXXXXXXXXXXXXXXXXXXX查看它们。如果你一个订单购买XXX件我们可以给批发价格。感谢您的惠顾。
提示:请填写产品名称、产品链接地址和购买件数。
17、收到好评后
Dear $buyer,
Thank you for your positive comment. Your encouragement will keep us moving forward.
We sincerely hope that we’ll have more chances to serve you
$myname
译文:感谢您的积极评价。您的鼓励是我们前进的动力,我们真诚地希望能有更多的机会为您服务。
18、买家询问是否有直销航运
Dear $buyer,
We offer drop shipping service. You can simply specify the shipping address and we will deliver the order to your designated address
$my name