很多外貿(mào)從業(yè)人員也許都有這樣的經(jīng)歷：及時回復了買家詢盤，但似乎總是“石沉大?！?，這是為什么呢？是郵件內(nèi)容太多無針對性？內(nèi)容太少買家沒興趣？還是英語水平需要再提高？

我們可以想象，買家通過Mrv?a=saCz=sr_okg尋找感興趣的中國供應商時，往往不會只針對一位會員發(fā)送詢盤，如何才能讓買家繼續(xù)回復我們？跟進買家，把握詢盤實戰(zhàn)技巧非常重要！

以“Plush Toy毛絨玩具”為例，我們列舉了一些詢盤跟進實例，供朋友們參考！買家詢盤為泛問所有產(chǎn)品

1. 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 Mrv?a=saCz=sr_okg.

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 detai ls through

MSN：XXX /

附件內(nèi)容可挑選一些公司主打產(chǎn)品?？蛻舴悍鹤稍儠r，往往真實購買意圖一般，除非其正好需要您現(xiàn)在的產(chǎn)品或您挑選出的主打產(chǎn)品，或者對此表示了濃厚的興趣。對能給予繼續(xù)回復的客戶應繼續(xù)重點追蹤，沒有回復的客戶則不必花費大量時間追蹤。

2. 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。如果您已經(jīng)根據(jù)買家詢盤內(nèi)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 Mrv?a=saCz=sr_okg. 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(nèi)容附在郵件下方以提醒買家第一次郵件回復內(nèi)容。若過段時間，買家還是沒有回復建議可再發(fā)如下郵件再次追蹤：

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的產(chǎn)品或價格不感興趣，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，有針對性地保持追蹤。

以下為幾種經(jīng)常收到的買家回復：

? 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 f ine, 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 wi l l contact you once I decided. Thanks!

? 收郵件的人不是公司決策者。

Dear。

Thank you! I received your 't tell me

anything just now. I will contact you soon once got any news.

? 告訴您不及時回復郵件的原因。

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.

? 跟進技巧：

這類客戶建議可通過發(fā)新產(chǎn)品介紹或者新報價的方式來保持聯(lián)系，相信時間久了成為您客戶的可能性還是比較大的。至少讓買家對您留有印象，即使暫時不需要您的產(chǎn)品，日后有需要的時候也會首先想到您。

? 可能暫時不需要您的產(chǎn)品，但會問其他產(chǎn)品或者詳細咨詢一些與產(chǎn)品相關的問題，如：

Dear。

Please excuse the delay in my reply. I have been so busy searching through all

the

your soft fabric for the toys? We have a customer who is interested in this

subject.

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

? 跟進技巧：

這樣的客戶就要根據(jù)公司的實際情況來回復了，建議不管能否幫得上忙都能給些回復和建議，暫時不能成為客戶也可以先做朋友嘛，至少他問的是與您產(chǎn)品相關的問題，中國有句俗話“多個朋友多條財路”，特別是生意上的朋友！

? 想借機刺探軍情。

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.

? 跟進技巧：

應對這樣的買家，如果公司在美國有關系較好、規(guī)模較大的老客戶，不妨挑選兩個介紹給他/她