加拿大外贸
福友们是不是经常遇到这些让你不爽的事情？比如一些采购刚联络就要你提供报价单和E-catalog，或者经常让你报价，却从来没有给你反馈过。的确，在没有了解清楚客户的来头，就贸然的发报价单未免有些冒险；或者自己辛苦报出一个价格，却石沉大海，感觉像被蒙骗了一般窝气。我也遇到很多类似情况，很多人听到索要报价单，像防贼似的立马提高了警惕，我需要花点时间解释下缘由，方才继续交流。对于报价没有反馈后的抱怨，我认为还不如找出没有反馈的原因，后者更为有意义。我只想根据我的立场，谈一点看法。
第一种情形：对于第一次索要报价单的客户，你会如何处理？
从我和法国同事的谈话得知，从欧美公司得到产品信息是如此简单，详细的产品资料和价格信息一样都不会少，并且做得专业精美。可大部分中国公司却不同，他们害怕你来套价格，拷贝设计，往往第一次不轻易给你。
对于索要报价单的客户，最好仔细分析下他的背景。生意都是谈出来的，信任也是通过你来我往的沟通才建立的。下面的例子是我们认可的操作方式，供参考：
1）这类业务员没有抵触，他们详细的询问我们的业务，介绍他们的产品类别，在得知我们目标市场的情况下，有针对性的推荐产品给我们。并告知公司相关规定，让我们从E-Catalog上先挑选产品再进行报价。
2）他们会持续跟踪从发E-catalog到我们选中产品的整个过程，以及后续对价格的反馈。
3）即使不会下单，他们也会定期的跟踪，并且发新产品给我们。
题外话，并非每次的索要报价都和下单有关，有些是储备供应商所用，即使现在没有机会，做好了开头，不愁没生意。如果你不懂得如何有技巧的推销自己的产品，业务是做不好的，同时你也失去了很多潜在的机会。
第二种情形：对于报价无反馈，你知道怎么做吗？
关于这个跟踪的问题，不想多阐述了，这是业务员的一个必修课。前几天看了一篇文章，写的挺好的，特拿出来和福友分享。
分析下原因,一般情况下我会再写封追踪信给他:
Hope you are fine, my friend.
It is regret that I haven't receive any information from your side. May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. As we don't want to lost a good customer like you!
If there is anything we can do for you, we shall be more than pleased to do so. Hope we can build good cooperation with your.
如果客人还没有回信,一周后再问客人不回信的真实原因.(一般情况,70%的客人会告诉你他的原因)
Glad to contact you again!
Have you kindly check my offer? Hope they are workable for your market! Sorry that we still don't receive any information from you. I would apprreciate for your any comment about our offer, including price, quality, sercive. No matter if it is positive answer, It is great help for us to meet your requirement.
Waiting for your favorable reply soon!
之后的日子里,可以尝试新产品的报价,刺激下客人的神经. 我通常是这样写的：
Good day!
My quotation of digital photo frame you might have received and considerated. could you kindly advise your comments at your earlier convenience?
If the products isnot your are expecting,pls advise me your details requirement, I will re-offer asap.
I am of service at any time!
但是，不同的客人，我会变换着写邮件，让客人知道我们公司，产品的存在．我不会把客人缠得太紧，约十来天给他一封邮件我通常这样回复的：
Dear ***,
Wish you have a nice day!
May I ask whether you have received my quotation? Now I am sending it again,if you have any other ideas. Please feel free to contact me. We will do much better if you can give any advices to us.
I am waiting for your reply ASAP.
Best regards
Wennie．
但是，想成功可不是容易的事情．
Dear sir
Have you received our quotation of ..., if you have any further question,please don't hesitate to contact us. We are waiting for you comment about our quotation.
We hope that we can establish a good business relationship with you in the nearest future.
Your prompt reply will be appreciate.
回复A：直接去函敦促
Dear xxx,
Wish everything well with you and your esteemed company ! We are in receipt of your letter dated Aug 10 , and as requested was expressed you 3 catalogues for our refrigeration goods . We hope they will reach you in due course and will help you in making your selection . Wish we will promote business as well as friendship!
Best wishes !
Kevin
回复B： 先写邮件问清情况。本人觉得先写邮件问清情况，简单的询问，如HAVE YOU RECEIVED MY P/I, IS THERE ANY QUESTION OR PROBLEM WITH YOU? 再问何时开L/C 或汇订金过来.....如客户没回复，那你应该(很有必要)打个电话过去问清情况。是价格问题还是临时发生改变? 客户是中间商，还在等最终客户的确认？还是其它问题？然后根据情况做一些措施看能否挽回这一张订单。
Dear Sir,
Good morning! Hope you have got a wonderful weekend! For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of **** dated ** ** ** according to your relative inquiry. Have you got (or checked) the prices or not? ( You can add some words to introduce your advantage of your product or something else to attract the customer). Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on severice of you in near future.
Looking forward to your prompt response,
Thanks and best regards,
Kevin
回复C：如果仍然没有回音的话，可以在一、两个月后再写一封信。
Dear Sir,
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 comptetitive 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 prices to promote an opportunity to cooperate with each other.
Thanks and best regards,
Kevin
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沙发。。。
楼主分析的很透彻，学要坚持不懈的努力和“骚扰”
变换不同的方式和方法来取得客户
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呵呵，你理解力也很强。
做业务要动脑筋的，脑子活络了，使出同样的力，效果就会不同。
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terrific thank u
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谢谢分享,很不错...
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谢谢楼主分享，学习了！
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顶一个，希望再总结。。。。。。
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跟楼上的 一样 希望继续总结哈
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坚持不懈
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感谢楼主分享
:loveliness:
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鼓励一下，不过，个人觉得里面的邮件写的还可以再简洁明确一点！
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说得不错，业务是要精，不断的跟踪，有时客人都不记得了，时不时勾通下。保持联系。学习了，谢谢楼主。
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谢谢楼主的跟踪信
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第二种情形我也是上学习来的，正在使用，还是有效果的
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就是不知道要怎么应对第一次就要报价单的客人。我们公司又没有E-CATLOGUE。在阿里巴巴上有客人询盘，都是泛泛一句，我对贵司产品很感兴趣，请速提供一份新产品报价单。然后就没了，回也不知道怎么回，我们公司一两百个款，怎么回？分门别类也有好几个大类。后来请教老板，老板说先问清楚客人的情况再报价。等着观摩老板的邮件学习呢。现在在熟悉产品的过程中。
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真的很感谢，学习了
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谢谢，学了很多，新人多多指教
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很多工厂不敢报价，不知为什么？
不报价，99%是没有订单的。
如果你不明白客户要的是什么。你报你知道的就行，列出明细。不要总抱怨客户的资料不清楚，很正常，客户本来就不清楚。
像你去买个电脑，你懂里面的明细吗？
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谢谢楼主，学习了不少东西
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先马克，回头慢慢看~~~~
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象这种的，我一般就直接这样回: （也是借鉴别人的哦，哈）参考下
Dear Sir /madam ,
Thanks for your inquiry .
We are professional supplier for natural stone products at competetive price. Here is the attachment with some pictures of our products that may suit your requirements. For more, please check our website www.stone-export.com , 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: [email protected] or any way you like.
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但是有时会碰到这种情况，我们很多报价是包给贸易公司，他们也是要等消息。这种情况的话，楼主，该怎么办？
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感谢分享.......
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mark 一下！
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