“阿里式詢盤”的處理思路（下）

回復(fù)詢盤大招

回復(fù)客戶的詢盤，仍然不要急于報(bào)價(jià)，根據(jù)詢盤是一般質(zhì)量詢盤還是高質(zhì)量詢盤，一定要設(shè)置幾個(gè)不同的問(wèn)題來(lái)問(wèn)客戶。

這里可能某些人要急了，不是說(shuō)回復(fù)客戶的郵件要及時(shí)嗎？但是“及時(shí)回復(fù)郵件”和“不急著報(bào)價(jià)”這點(diǎn)并不矛盾。另外，由于時(shí)差的存在，及時(shí)性分為絕對(duì)及時(shí)性和相對(duì)及時(shí)性。注意相對(duì)及時(shí)性就好，可以根據(jù)客戶時(shí)差上班時(shí)間來(lái)彌補(bǔ)。如回復(fù)一個(gè)法國(guó)客戶的詢盤，下午2點(diǎn)之前發(fā)送。（當(dāng)然也要考慮阿里的及時(shí)回復(fù)率）

高質(zhì)量詢盤一定要謹(jǐn)慎對(duì)待。借此機(jī)會(huì)詢問(wèn)客戶一些問(wèn)題，多了解一下客戶，也考驗(yàn)客戶合作的意愿。可以問(wèn)問(wèn)：之前是否有進(jìn)口過(guò)此產(chǎn)品（由此判斷客戶是否在國(guó)內(nèi)有其他供應(yīng)商，客戶有可能之前是從當(dāng)?shù)剡M(jìn)口商買貨）FOB or CIF ? 按照哪個(gè)港口報(bào)價(jià) ?（判斷客戶的供應(yīng)商靠近什么地區(qū)）客戶的客戶群體，是批發(fā)商、分銷商OR零售商。（判斷客戶的價(jià)格接受能力）注意少問(wèn)一些無(wú)關(guān)或者不專業(yè)的問(wèn)題。

如果客戶的規(guī)格明顯和該市場(chǎng)上的常規(guī)規(guī)格產(chǎn)品不一致，你的機(jī)會(huì)來(lái)了。根據(jù)經(jīng)驗(yàn)和對(duì)客戶市場(chǎng)的了解，告訴客戶，你們市場(chǎng)上什么規(guī)格的產(chǎn)品常見(jiàn)又暢銷。商人都對(duì)商品行情感興趣，給客戶一些建議，表現(xiàn)你對(duì)市場(chǎng)行情很了解，比較專業(yè)。

如：

Thanks for your inquiry.According to our experience, 35 gsm with velcro is more popular in your market, as 80% of our French customers buy this type. Compared with 40 gsm, it's an economic choice as price is more competitive.(或者 Compared with 30 gsm, it's superior quality while price just 5% higher) Is this type more suitable for you ?

For you to get precise costs, may I ask you a few 問(wèn)題 to learn your demand clearly ?

1) Have you ever imported the product before ?

2) You need FOB or CIF ? Which port ?

3) What is your main customer group ? Retailers or Wholesalers or Distributors?

Please kindly get back your comments to us. We are sure any of your feedback will get our prompt attention & reply. Thanks in advance !

如果是一般質(zhì)量詢盤（即產(chǎn)品規(guī)格或包裝或者數(shù)量不具體），則根據(jù)缺少的內(nèi)容去詢問(wèn)客戶。這里特別注意如果沒(méi)有數(shù)量，一定要問(wèn)個(gè)大概的數(shù)量。報(bào)價(jià)的時(shí)候可以作為提價(jià)或者降價(jià)的理由。此時(shí)如果產(chǎn)品規(guī)格不具體，即實(shí)際當(dāng)詢盤信息不是很明確時(shí)（很多是中間商，不太懂產(chǎn)品或者發(fā)的詢盤比較隨性，沒(méi)有把規(guī)格都查好），有時(shí)最直接的辦法就是問(wèn)客戶具體的規(guī)格。

We reviewed your inquiry carefully but there are something still unclear for us.

1. 問(wèn)題1

2. 問(wèn)題2

We appreciate for your checking the above 問(wèn)題 and let us know to check right cost.

Then we will make quotation and send you asap.

如果是阿里詢盤且客戶是單發(fā)給你的，那么客戶可能會(huì)去查看一下產(chǎn)品的具體規(guī)格。

但有時(shí)候，客戶是中間商，就是不清楚具體規(guī)格，或者客戶群發(fā)的詢價(jià)郵件，你問(wèn)客戶可是客戶收到的回復(fù)太多，忘了回復(fù)或者懶得回復(fù)你，這時(shí)聯(lián)系就斷裂了（這一點(diǎn)集中發(fā)生在阿里詢盤上），所以最好還是在詢問(wèn)客戶的同時(shí)，同樣告知客戶他的市場(chǎng)上什么規(guī)格的產(chǎn)品是常規(guī)好賣的。

并且告訴客戶，收到他的回復(fù)后會(huì)把兩種規(guī)格的價(jià)格都報(bào)給他參考。

We reviewed your inquiry carefully while there are something still unclear for us.

1. AAAAAAAAAA

2. BBBBBBB

We appreciate for your checking the above 問(wèn)題 and let us know to check right right cost.

Meanwhile,based on my experience, I think 10gsm double elastic is more popular in your market as many of our customer from XXX are buying this type,which is more tight when wearing on but price just 5% higher. Do you have interest in getting price as well ?

If so, we’ll make quotation for both types after getting your reply..

總結(jié)

收到客戶詢盤，但規(guī)格等信息不具體時(shí)，回復(fù)客戶郵件的幾種層次。

上策：對(duì)目標(biāo)市場(chǎng)行情非常熟悉的業(yè)務(wù)員，不需要具體的尺寸規(guī)格包裝信息，直接告訴客戶的市場(chǎng)上，什么規(guī)格的產(chǎn)品是最暢銷的。

中策：問(wèn)客戶具體的顏色、尺寸、規(guī)格、克重、包裝方式等等。

下策：對(duì)市場(chǎng)行情一無(wú)所知，給不出任何建議，不分市場(chǎng)只按照做過(guò)的規(guī)格報(bào)價(jià)的。另外有時(shí)候會(huì)收到客戶類似產(chǎn)品的詢盤，規(guī)格或者產(chǎn)品設(shè)計(jì)很獨(dú)特，研發(fā)有些難度的。

像這樣的詢盤，其實(shí)質(zhì)量也很高。和老板好好談?wù)劊M織公司可以調(diào)動(dòng)的所有資源進(jìn)行配合研發(fā)看看。打個(gè)比方：有些歐洲的產(chǎn)品設(shè)計(jì)理念很先進(jìn)，相關(guān)產(chǎn)品只要你能研究開(kāi)發(fā)下來(lái)，那你就發(fā)達(dá)了?？梢员苊夂屯衅磧r(jià)格了，因?yàn)楫a(chǎn)品的差異化，你就能賺取高利潤(rùn)，客戶還跑不掉。（來(lái)源： e棧電商解讀 ）

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