跟进询盘实战技巧(二)——询盘回复模板

以一个案例为例，列举一些询盘跟进实例：

1.买家询盘为泛问所有产品

We are interested in all your products,could you please send us more information and samples about your products and price list?

可参考如下模板回复

Dear Sir/Madam,

Thanks for your inquiry at www.×××.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, Could you have any inquiries or comments, we would be glad to talk in details through

MSN:×××/mails or any way you like.

（附件内容可挑选一些公司主打产品信息）

客户泛泛咨询时，往往真实购买意图一般，除非其正好需要/感兴趣你现在的产品或你挑选出的主打产品。对能给予回复的客户应继续重点追踪，没有回复的客户则须考虑不必

花费大量时间追踪。

2.买家询盘为针对公司具体产品

此类询价目标性较强，真实有效性较高，需重点跟进。在已经根据买家询盘内容作出了具体回复，并同时报了价格，但买家没有再发邮件过来的情况下，建议可以发以下类似

邮件提醒买家。

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 ×××dated ×××according to your relative inquiry at ×××.com. Have you got (or checked) the prices or not? Any comments by return will be much appreciated.（可根据客户要求的产品加上自己产品的特色） It will be our

big pleasure if we have opportunities to be on service of you in near future.

Looking forword to your prompt response.

（可将第一次发给客户的邮件内容附在邮件下方以提醒买家第一次邮件回复的内容。）

若过段时间，买家还是没有回复邮件，建议可以发送如下邮件内容在此追踪：

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 ×××? If still pending, I would like to offer our latest to promote an

opportunity to cooperate with each other.

如果连续发出去三封邮件后买家仍然无动于衷，基本证明买家可能对你的产品或价格不感兴趣或者由于其他原因暂时不需要你的产品，我们应暂时搁置，将时间以偶你刚在继

续寻找新的目标客户上。

当然也有很多买家会被你的毅力感动，回复一些关于产品进展的情况，我们千万不可急于求成，而应按照客户的提示有针对性地保持追踪，以下为几种经常收到的买家回复。

（1）客户收到跟进邮件后，如果觉得对我们的产品还没有需求，他一般都会说以后联

系。不管怎样，客户已经回复，说明以后还是有机会的。

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!

（2）收邮件的人不是公司决策者

Dear,

Thank you! I received your E-mail and I sent it to my boss. He didn’t tell me

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

（3）告诉你不及时回复邮件的原因

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 cooperation.

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，相信时间久了成为你客户的可能性还是比较大的。至少让买家对你留有印象，即使暂时不需要你

的产品，日后有需要的时候也会首先想到你。

（4）可能暂时不需要你的产品，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,

Please excuse the delay in my reply.

I have been so busy searching through all the mails, concerning the plush toys

project.

May I ask you, where you purchase your soft fabric for the toys? We have a

customer who is interested in this subjuct.

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，建议不管能否帮得上忙都会给些回复和建议。暂时不能成为客户也可以先做朋友，至少他问的是与你产品相关的问题，

中国有句俗话“多个朋友多条路”，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 costomer 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，如果公司在没有有关系很好、规模较大的老客户，不妨挑选两个介绍给他，这样很能显示你的实力。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再做妥当回复。站在买家立场多思考其询问的真正目的，一般简单告知公司名称即可，谨慎透露对方联系方式。如果在没有没有客户，可以多介绍一些其他国家的客户来展示公司实力，同事向买家暗示我们在美国还没有合作伙伴，如果你和我们合作，

将会帮助你开发整个美国市场。

（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，或通过询问客户订单量大小来做可能范围

内的价格让步。

小结：对于有效询盘，我们一定要保持跟进。买家每天都会收到很多offer，市场竞争很激烈，如果我们不跟进，买家会很有可能忽略我们。跟进过程中，更重要的是细细体会各种可能发生的情况，积极采取相应措施，激发、把握买家购买意图，达成合作。

另外，我们建议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、周日最好不要进行跟进邮件（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

往堆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，

获得关注的机会也会大打折扣。