询盘的回复原则如下：
1、回复及时（给买家发送询盘的24小时内是黄金时间）
2、内容专业（清晰、简洁、完整）
3、格式规范（别忽略问候语，结束语等细节）
01
回应买家砍价
Dear x,
Thank you for your interests in my item.
I am sorry but we can’t offer you that low price you asked for.
We feel that the price listed is reasonable and has been carefully calculated and
le**es me limited profit already.
However, we’d like to offer you some discounts on bulk purchases.
If your order is more than X pieces, we will give you a discount of xx% off.
Please let me know for any further questions. Thanks.
Sincerely,
(name)
02
客户催促下单，但产品的库存不多
Dear X,
Thank you for your inquiry.
Yes, we h**e this item in stock. How many do you want? Right now, we only h**e X lots of the X color left. Since they are very popular, the product has a high risk
of selling out soon. Please place your order as soon as possible.
Thank you!
Best regards,
(name)
03
客户所要产品断货
Dear X,
We are sorry to inform you that this item is out of stock at the moment. We will contact the factory to see when they will be **ailable again. Also, we would like
to recommend to you some other items which are of the same style. We hope you like them as well.
You can click on the following link to check them out.
错误！超链接引用无效。
Please let me know for any further questions. Thanks.
Best Regards,
(Your name)
04
由于周末导致回复不够及时,先表示歉意
（因为错过了最佳24小时回复时间所以可通过主动打折的方式赢取客户。）
Dear X,
I am sorry for the delayed response due to the weekend.
Yes, we h**e this item in stock. And to show our apology for our delayed response, we will offer you 10% off.
Please place your order before Friday to enjoy this discount.
Thank you!
Please let me know if you h**e any further questions.
Thanks.
Best Regards,
(Your name)
05
提醒买家尽快付款
1）Dear X,
We appreciated your purchase from us.
However, we noticed you that h**en’t made the payment yet.
This is a friendly reminder to you to complete the payment transaction as soon as possible. Instant payments are very important; the earlier you pay, the sooner you will get the item.
If you h**e any problems making the payment, or if you don’t want to go through with the order, please let us know. We can help you to resolve the
payment problems or cancel the order.
Thanks again!
Looking forward to hearing from you soon.
Best Regards,
(Your name)
2）Dear X,
We appreciate your order from us. You h**e chosen one of the bestselling products in our store. It's very popular for its good quality and competitive price. Right now, we only h**e X lots of the X colors left. We would like to inform you that this product has a high risk of selling out soon.
We noticed that you hadn’t finished the payment process for the order. We’d like to offer you a 10% discount on your order, if you purchase now, to ensure that the product doesn’t sel l out. We will ship your order within 24 hours once your payment is confirmed. If you need any help or h**e any questions, please let us know.
Best Regards,
(your name)
PS: We are one of the biggest suppliers on Dhgate. With more than 3 years’ experience in world trade,we are able to provide the best prices, the highest quality and the superior service. We inspect our products before shipping them out and provide a 1 year warranty for all products. We promise to give you a full refund if the products are not as described.
If you h**e any questions, please contact us; we are happy to help you.
06
关于支付，选择escrow，提醒折扣快结束了
Hello X,
Thank you for the message. Please note that there are only 3 days left to get 10% off by making payments with Escrow (credit card, Visa, MasterCard, moneybookers or Western Union). Please make the payment as soon as
possible. I will also send you an additional gift to show our appreciation.
Please let me know for any further questions. Thanks.
Best regards,
(Your name)
07
合并支付及修改价格的操作
Dear X,
If you would like to place one order for many items,please first click "add to cart", then “buy now”, and check your address and order details carefully
before clicking “submit”. After that, please inform me, and I will cut down the pri ce to US$XX. You can refresh the page to continue your payment. Thank you.
If you h**e any further questions, please feel free to contact me.
Best Regards,
(Your name)
08
说明海关税的一些情况
Dear X,
Thank you for your inquiry and I am happy to contact you.
I understand that you are worried about any possible extra cost for this item. Based on past experience, import taxes falls into two situations.
First, in most countries, it did not involve any extra expense on the buyer side for similar small or low-cost items.
Second, in some individual cases, buyers might need to pay some import taxes or customs charges even when their purchase is small. As to specific rates,
please consult your local customs office.
I appreciate for your understanding!
Sincerely,
(Your name)
09
订单超重导致无法使用小包免邮的回复
Dear X,
Unfortunately, free shipping for this item is un**ailable; I am sorry for the confusion.
Free Shipping is only for packages weighing less than 2kg, which can be shipped via China Post Air Mail. However, the item you would like to purchase weighs more than 2kg.
You can either choose another express carrier, such as UPS or DHL (which will include shipping fees, but which are also much faster). You can place the
orders separately, making sure each order weighs less than 2kg, to take advantage of free shipping.
If you h**e any further questions, please feel free to contact me.
Best Regards,
(Your name)
10
已发货并告知买家
Dear X,
Thank you for shopping with us.
We h**e shipped out your order (order ID: xxx) on Feb. 10th by EMS. The tracking number is xxx. It will take 5-10 workdays to reach your destination, but please check the tracking information for updated information. Thank you for your patience!
If you h**e any further questions, please feel free to contact me.
Best Regards,
(Your name)
11
因为物流风险，卖家无法向买家国家发货时给出的回复
Dear X,
Thank you for your inquiry.
I am sorry to inform you that our store is not able to provide shipping service to your country. However, if you plan to ship your orders to other countries, please let me know; hopefully we can accommodate future orders.
I appreciate for your understanding!
Sincerely,
(Your name)
12
物流遇到问题
Dear X,
Thank you for your inquiry; I am happy to contact you.
We would like to confirm that we sent the package on 16 Jan, 2012. However, we were informed package did not arrive due to shipping problems with the
delivery company. We h**e re-sent your order by EMS; the new tracking number is: XXX. It usually takes 7 days to arrive to your destination. We are very sorry for
the inconvenience. Thank you for your patience.
If you h**e any further questions, please feel free to contact me.
Best Regards,
(Your name)
13
如果买家希望提供样品，而贵公司不支持样品时，可以这样回复
Dear X,
Thank you for your inquiry; I am happy to contact you.
Regarding your request, I am very sorry to inform you that we are not able to offer free samples. To check out our products we recommend ordering just one unit of the product (the price may be a little bit higher than ordering by lot). Otherwise, you can
order the full quantity. We can assure the quality because every piece of our product is carefully examined by our
working staff. We believe trustworthiness is the key to a successful business.
If you h**e any further questions, please feel free to contact me.
Best Regards,
(Your name)
希望以上的模板可以给各位小伙伴一些帮助，让大家在工作中能更快更好回复客户，拿下更多的订单！
针对某个产品问价如: Dear Sir, We are an import company located in Hannover, and interested in your ladies jacket F963-08. Pls give us your suitable price FOB Shanghai. Tks, 买家有目的性的来询问具体他需要某款产品，这封询盘，我们需要怎么回复呢？如下四种办法可以给大家作为借鉴： 回复模板一： Dear Sir or Madam (注意替换）: Send you a cup of coffee and wish you will have a wonderful mood everyday... I am replying to your Buy Requirements in http://www.***.com/（信息来源渠道不同，注意替换）in which you indicated the need for ***（产品类别不同，注意替换）.We, 公司名, Ready to be your Reliable Business Partner from China. 附上报价和报价方式.. The price： Payment Term： Please send us your more details and specifications about your order. As you know, the price is mainly related with***（产品类别不同，影响价格的主要因素不同，注意替换）. In addition,we also accept order according to the sample or manuscript you send to u . we are professional supplier for ***(产品名) at competitive price, located in ***(公司地址). By now our products have been exported to ***(出
回复询盘的深度技巧 先从回复询盘的格式说起，格式一般分为称呼、正文、敬祝语、落款几个部分。 回复询盘的几个原则： ?主动出击，及时回复。 ?格式正确，有称呼，有落款。 ?鉴于东西方文化的差异建议回答卖家问题直截了当，一般疑问句建议先回答yes或者no，然后再补充自己需要说明的。 ?尽量一次性多传达自己的意思，以免来回沟通错过了商机。 ?语言简洁准确，避免出现语法和拼写的错误。 一、询盘回复架构一般分为以下几个部分： 1.未付款询盘回复：这一环节是一个卖家第一次接触买家，有几个注意事项和大家分享一下：第一主动出击，当买家下单后应及时主动与买家联系，联系内容可以按照先后顺序包括为打招呼，对产品进一步的介绍，并告知请付款以及时查看库存备货，尽快发货。下面一个不错的回复： Hi dear friend， First of all，thank you so much for your support and your order placed in my store。Pls kindly be noted that all colors and sizes are available in stock and ready to be delivered in 1-2 days I have noticed that the order you placed has not been paid please let me know what I can do for you. In order to honor the good beginning and establishment of our long term and reliable business relationship, I will give you some samples for free for you to test the market. I am sure that you will be satisfied with our products quality and competitive price and we are confident to maintain our business relationship as we are biggest wholesaler which capable of providing quality goods, competitive price and fast delivery, quick response at the same time. If there’s any questions，please let me know ASAP. I am looking forward to your reply and more rewarding business with you in the future. Regards 2.已付款订单的回复：主要内容包括确认产品的规格，尺码等等具体事宜，表现卖家的专业性下面是一个不错的例子： Hi，there S,M,L,XL,XXL are all available at this stage, you can do the purchase and leave me a note for the size you need, I will organize item ASAP once payment has been made :P Regards
询盘多阶段跟进模板 第一封回盘发出，几天过去了，客户没有回复，建议用下面模板跟进： Dear ***, For several days no news from you, my friend. I am writing for reminding our offer for items of ***dated on***according to your relative inquiry, Any comments by return will be much appreciated. 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. Best wishes 附上之前的邮件 十天左右过去，客户还是没有回复，用以下模板再跟进： Dear ***, How are you? Hope everything is ok with you all long. 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 comptitive price. By the way, how about your order with items of ***? If still pending, we would like to offer our latest price to promote an opportunity to cooperate with each other. If there is anything we can help to you, we shall be much than pleased to do so. Looking forward to your prompt response. Best wishes (最好把第一次发给客户的邮件内容和客户最初的询盘附在邮件下方以提醒买家。简便方法：可直接转发第一封回复邮件。收件人写明买家的Email.) 如果半个月，三封邮件出去，客户仍然没有回复，可以考虑把宝贵的时间用在跟进新意向客户身上；将这家客户作为储蓄客户，定期推荐新样、展会邀约等。
各种询盘回复范本 以下是回复询盘的一些技巧，你可以参考一下： 高效回盘5大要诀 及时：接到买家询盘，要给予及时反馈，确保询盘回复有效性。通常在1 小时内完成回询盘，订单生成的率高达70%，回时间超过10小时，会大大降低订单生成率。 专业：卖家应具备丰富的行业知识，对于客户关于产品方面询问，能够给予专业解答。 准确：要将回复信写得很清楚，首先要正确理解买家来函的准确意思，如有不清楚的地方，则应立即去函向客户询问了解，切忌一知半解。 具体：尽量一次性多传达自己的意思，以免来回沟通错过了商机。 格式：格式一般分为称呼、正文、敬祝语、落款几个部分，语言简洁准确，避免出现语法和拼写的错误。鉴于东西方文化的差异建议回答卖家问题直截了当，一般疑问句建议先回答yes或者no，然后再补充自己需要说明的。 回盘参考模版 不同状态下订单，回复询盘的方式和技巧各有不同。下面将订单状态大致分为一下几类，一一说明： 1、未付款询盘回复： 第一主动出击，当买家下单后应及时主动与买家联系，联系内容可以按照先后顺序包括为打招呼，对产品进一步的介绍，并告知请付款以及时查看库存备货，尽快发货。下面一个不错的回复： Dear XXX, we have got your order of...... The bag you order is one of the hot items from my store and it is made of high quality leather. But the order seems unpaid. If there's anything I can help with the price or size etc.
外贸业务员六大询盘回复技巧 在开展了一系列海外贸易网络营销后，开展了一系列的网络推广工作，你就会不断地收到形形色色的电子邮件。在这些邮件中，将会有一部分就是你期盼的询盘邮件。 外贸业务员6大询盘回复技巧帮你大大提高询盘后的成功率. 1、寻找卖家型：这种类型的询盘人，正在寻找你所提供的产品（或类似的产品），他们正在执行着采购计划。他们也在为完成采购任务而奔忙。他的询盘最大的特点是：目标明确（例如，有品名、要货数量、交货条款等），信息全面（例如，有公司名称、地址、电话、传真、联系人等），询问专业，问题详尽。你的及时回复无疑是雪里送炭。对于这类询盘要高度关注，及时、准确、全面、专业的答复和有竞争力的报盘是达成交易的 2、准备入市型：这种类型的询盘人，也许他在他所在的国家已经有经营经验，但对你的产品还不够了解；也许他的客户已经到他这里询盘；也许他已经知道通过进口你所提供的产品，可以获得较好的利润……。总而言之，他们已经准备和你做生意，但还许多具体问题还须解决。他们是新手。在这类人的询盘中，一般信息比较全面（例如，有公司名称、地址、电话、传真、联系人等）。但你从所提问题的专业化程度，可以对其做出判断。这类客户是你的潜在客户，他们需要你的培育。耐心、专业的回答和恰当地跟踪，有利于不断培养他对你的信任，不断增强他和你做生意的信心。 3、无事生非型：现在有很多在线交易市场或其他的贸易平台，为了便于用户查询，他们都提供了一种组合查询的功能。用户使用这种功能，只要在他感兴趣的产品后点击选上，就可以给供方发去标准格式的询盘邮件。这虽然是个好办法，但给一些无事生非者也提供了方便，他们毫不费力地选择后，你就可以收到他的一个很象样的询盘。这时，你是倍加关注，实际对方毫无兴趣。对于这样的询盘（一般在邮件格式中都有说明它是来自什么网站），撰写一封通用格式的电子邮件，表达你非常希望和他建立业务关系，并请他们更多地介绍他们自己的信息。将这样的邮件发给对方，就会将这类人过滤出去，因为他们多不会回复你。 4、信息收集型：他们是技术人员，他们现在正要开发或仿造和你的产品相同或相似的产品，他们需要了解市场、了解产品、得到更多的同行信息。十分专业是这类人的询盘的特点。也许和他们交流一、两个次，他们就会汇来购样品款。但是，他们永远不会成为你的客户，相反他们有可能成为你在他们国家的竞争对手。回复这类人的邮件要把握专业的尺度，超出销售的话题，要设法有礼貌地拒绝。 5、索要样品型：这类人的目标是索要免费样品。他们多是欠发达国家或地区的客户。经过交流，你会发现他对价格、质量等并不关心，他关心的只是给他送样品。坚持让他付样品费和邮费，会使他远离你。 6、窃取情报型：他是你的竞争对手，他是你的敌人，他们是有备而来。他利用互联网的特点，装扮成外国客户来刺探你的价格、交易条款等信息，从而制定出他们更有竞争的策略。这是最难回复的邮件。他可以伪装成就要给你下订单的样子，你不得不告诉他你的信息。这种类型人，除了有互联网经验的人用技术手段鉴别外，多是通过多次往复的交流，主观地甄别出来。
外贸询盘回复的一些技巧 先从回复询盘的格式说起，格式一般分为称呼、正文、敬祝语、落款几个部分。 回复询盘的几个原则： ? 主动出击，及时回复。 ? 格式正确，有称呼，有落款。 ? 鉴于东西方文化的差异建议回答卖家问题直截了当，一般疑问句建议先回答yes或者no，然后再补充自己需要说明的。 ? 尽量一次性多传达自己的意思，以免来回沟通错过了商机。 ? 语言简洁准确，避免出现语法和拼写的错误。 一、询盘回复架构一般分为以下几个部分： 1.未付款询盘回复：这一环节是一个卖家第一次接触买家，有几个注意事项和大家分享一下：第一主动出击，当买家下单后应及时主动与买家联系，联系内容可以按照先后顺序包括为打招呼，对产品进一步的介绍，并告知请付款以及时查看库存备货，尽快发货。下面一个不错的回复： Dear Tracey, we see that you have already placed an order from my store. The bag you order is one of the best selling products from my store and it is made of high quality leather. But the order seems unpaid. If there’s anything I can help with the price or size…Please feel free to contact me. When the payment is finish, I can stock up the item and get it ready for shipping. Thanks Best Regards 2.已付款订单的回复：主要内容包括确认产品的规格，尺码等等具体事宜，表现卖家的专业性下面是一个不错的例子： Dear Didi, I am very glad to hear from you. The biggest size we have is 39.And this shoes is little bigger in size. So I think 39 will fit. If you have any other questions, Please feel free let me know. Thanks waiting hear from you soon. Best Regards 3.发货后的回复，从货物离开中国海关至买家收到货物建议每个阶段卖家都给买家发一封邮件通知买家，直到买家收到货为止。因为买家付款后都急于收到货物，而邮寄过程一般又是5-10天不确定的，因此这样随时通知买家货物状态一是表现自己商业诚信度二是及时的沟通能让买家不再急切询问。下面是一个不错的例子： 1.Dear David， The item you order is already sent it out and the tracking number is EA935185185CN The mail status is as follows: 20071130 21:43:12 SHANGHAI
回复产品询盘模板 询盘回复小技巧 1.询盘中重点的地方加颜色加粗。 I can send you a catalog if you need to know well about these items ? 2.问买家要联系方式 I hope you can give me your msn,so we will chat freely about more information. 3.每封邮件的标题都要有针对性 Price about ***(产品或公司名) Quotation about ***(产品或公司名) 4.主动介绍库存的款给买家 5.根据不同的数量定制的价格区间也不一致 6.通过的认证以及能提供的OEM服务 7.之前有合作过的***公司（买家当地合作过的公司），了解买家当地对于产品的喜好，拉进与买家的距离
8.主动给买家介绍产品..(根据当地的行情，哪个好卖) 9.买到一定的量，有小礼品赠送 10.附上自己的网站 11.落款真实且专业
泛问所有产品的回复技巧 询盘为泛问所有产品内容大多如下： We are interested in all your products, could you please send us more information and samples about your products and price list? 注：泛泛咨询时，往往真实购买意图一般，除非其正好需要/感兴趣您现在的产品或您挑选出的主打产品。对能给予继续回复的买家应继续重点追踪，未回复的买家可在转发首次回复邮件基础上询问买家是否有收悉X月X日的回复。 回复模板一：可报价 Dear Sir/Madam, Thanks for your inquiry at www.***.com. We are professional supplier for ***（产品名）at competitive price, located in*** 贴上几张公司的图片，验货间、样品间、生产线等图片. 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. 回复模板二：不报价 Dear Sir/Madam, Thanks for your enquiry via https://www.doczj.com/doc/8310358410.html,. There are too many references on our website (***), could you please review and precise us your interested products ? We could send you price list accordingly. Here I would like to show you some popular products as below, which are sold very well for other customers. 贴上适于客户市场或者最近好卖的产品图片 As a professional ***(产品名) supplier located in ***(公司地址), our products have been exported to ***(出口国别或地区) because of high quality and competitive price. 贴上几张公司的图片，验货间、样品间、生产线等图片 We are sincerely looking forward to have business with you. Welcome to discuss for details via MSN: ***, mail:*** or ***.
如何有效的回复询盘 Enquiry from customer Dear Supplier, Season Greetings! We are currently looking to expand our product line including memory foam mattresses and pillows. I need the price and specifications of this product, please send me more details. I will come to China next month.In the meantime,I would like to collect as much information as possible on pattern and specifications. Looking forward to your quick reply. Best Regards! Ananyev Smekhov Purchases/Corporate services DROBEX LTD 309517, Russia, Belgorodskaya obl., Stary Oskol, mkr. Veseny, 12B, room 24 309517 Stary Oskol RUSSIA Tel.: +7-4725450767 Reply to above
Dear Ananyev Smekhov, We are glad to know that you will expand your business line on memory foam mattress &memory foam pillow.Believe we can serve you better and better in near future. First,Please refer to the attachments for your reference. It is great that you will come to China for business.Please kindly arrange your schedule to visit our factory.We hope we can have a close talk face to face.Then we could show you our production lines and sample room. We Are confident that it will make our cooperation smoothly. When your visit schedule is available,please kindly let me know. Best Regards, Water Notes, 1.客户计划拓展业务，对公司的产品标示感兴趣或者看好公司产品的前景，表示要访问中国，并且要来参观工厂。 2.针对这样的询盘，主要是分析客户的目的和需求，抓住重点词和主要意思，比如“Expand,Collate price and specification”.根据获取的信息，有步骤、有的放矢地回复邮件。 3.在邮件中，对客户表示出诚意、细致。同时展示出公司主要的实力，以增加客户对公司的了解，增强合作的信心。
一.询盘的回复和技巧 Ⅰ如何筛选询盘，我们可以把询盘分为七种： 1.有收件人称呼的 2.有详细产品询问的 3.有介绍自己公司背景的 4.有对工厂详细问卷的 5.有完整的公司名称、联系方式和网址的 6. Email的后缀是公司网址的 以上六种询盘比较有真实客户相，应该重点回复 7.没有称呼也没有具体产品询问，只是对公司感兴趣，标准的询问函模式 一开始要求寄送目录、价格xx样品的 只对公司产品感兴趣，要求快寄样品赶展会、赶促销，样品种类多但没有具体要求看看客户发来邮件的时间，根据时差判断客户发送邮件的时间，比如早上八九点从德国IP发送过来的邮件基本有问题。 上面说的几类询盘基本就是无效的询盘，只是为了扩大自己知名度，或者骗取点样品套个价格，时间比较紧的就不用理了。这样的客户基本是做不成生意的，即使做成也不会是大单子。时间比较充裕的可以联系下，权当练兵 Ⅱ如何回复询盘 1.及时 1),第一时间回复 2),根据时间差重点回复 港、台、日、韩、xx马上回复
xx上午11点之前回复 xx下午一点前回复 xx下午三点前回复 美国、加拿大、墨西哥及美洲、拉美国家，下午下班之前回复 3),不能回复或不能完整回复的 对由于种种原因暂时不能回复的，应尽早给客人邮件告诉他可以什么时候回复他提出的问题，而不是置之不理 对于不能完整回复的，应把可以回复的问题先告诉客人，另外告诉一个确切的日期来回复剩余的问题 2.全面完整专业 1)读完询盘有一个整体概念 国家和地区： 欧洲、美国对质量要求比较严格，可以承受较高的价格，讨厌讨价还价 印度巴基斯坦对质量基本无要求，只要价格优惠，就可能做成生意，基本每次联系都要求降价，可以承受的价格低 中东拉美对质量有一定要求，价格也比较挑剔，但可以承受比印巴略高的价格中间商和最终用户： 看对方是一个进出口公司还是一家经营此产品的批发商、分销商或者零售商产品和用途： 即使完全相同的东西，由于用途不同，价格也不同 用来焊轿车和铁壶的两块同样的焊铁价格可能差十几倍甚至几十倍 2)作答客户提出的问题
收到客人的询盘邮件回复范文如何更好的回复客户的询盘 邮件 做外贸从业人员可能都有这样的经历：及时回复了买家询盘，但似乎总是“石沉大海”，这是为什么呢？是邮件内容太多无针对性？内容太少买家没兴趣？还是我们的英语水平需要再提高？我们可以想象，买家通过Made-in-China.寻找感兴趣的中国供应商时，往往不会只针对一位会员发送询盘，如何才能让买家继续回复我们？跟进买家，把握询盘实战技巧非常重要！以“Plush Toy毛绒 玩具”为例，我们列举了一些询盘跟进实例，供会员朋友们参考！一、买家询盘为泛问所有产品询盘格式通常如下：We are interested in all your products, could you please send us more information and samples about your products and price list?可参考如下模板回复：Dear Sir/ Madam,Thanks for your inquiry at Made-in-China..We are professional supplier for plush toys at petitive price, located in Nan ___g 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 ments, we would be glad to talk in details through ___：XXX \ mails or any way you like.(附件内容可挑选一些公司主打产品)
跨境电商干货：外贸询盘回复技巧 目录 一、如何把询盘转化成真实订单 (1) 1.1如何有效地对买家进行分类 (1) 1.2如何有效地跟进询盘 (1) 1.3如何给买家寄送样品 (2) 二、与买家沟通的技巧 (3) 三、让买家打开邮件的技巧 (5) 一、如何把询盘转化成真实订单 1.1如何有效地对买家进行分类 在进行网上贸易的过程中，遇到的买家是多种多样的，因此，所有买家都应进行分类管理，这样才能提高效率，增强成交量。 买家分类：通过外贸平台发送询盘的买家，通常可分为：寻找卖家型，准备入市型，无事生非型，信息收集型，索要样品型，窃取情报型；其中按地域划分时，又可分为：欧洲买家，北美买家，亚洲买家等。因此对买家进行很好地分类，将有助于买家的管理、交易和服务以及前后期的展开工作。 买家管理在与买家接触的过程中，必须深入了解买家的各种信息，真正懂得买家的需求和消费模式，特别是公司主要盈利来的“金牌买家”。因不同的买家对公司服务有着不同的需求，创造不同的利润，所以应根据买家的需求模式和价值对其进行分类，找出对公司最有价值和最有潜力的买家群以及他们最需要的产品和服务，更好地配置资源，改进产品和服务，牢牢抓住最有价值的买家，取得最大的收益。 1.2如何有效地跟进询盘 1.区分“大小”买家，识别“好坏”询盘 识别好坏询盘，可以从以下几点考虑：“看”询价的方式，“看”询价的内容，“看” 询盘中的小细节。通过三方面综合考虑，从而更好识别买家、询盘，找到合适的买家。 2. 把握询盘技巧、及时跟进，包括慎重对待、及时回复。 在回复新买家时，除了在邮件中解答买家关心的问题，最好同时将公司的其他情
回复外贸询盘七大方法 方法一、征询意见法 有些时候我们并不能肯定是否该向客户征求订单了，我们也许不敢肯定是否正确地观察到了客户的购买信号。在这些情况下，最好能够使用征求意见法 “陈先生，你认为这一服务能解决你送货的困难吗?”“在你看来这会对贵公司有好处吗?”“如果我们能解决这一色料的问题，陈先生你认为这是否解决了贵公司的问题?”这种方式能让你去探测“水的深浅”，并且在一个没有什么压力的环境下，征求客户订单。当然，如果你能得到一个肯定的答复，那你就可填写订单了。你再也不必重新罗嗦怎样成交了。象其它任何领域内的销售一样，你说的越多，越可能有失去订单的风险。 方法二、从较小的问题着手法 从较小的问题着手来结束谈判就是请你的客户作出一个较小的决定，而不是一下子就要作出什么重要的决定，比如让他们回答“你准备订货吗?”之类的问题。所提的问题应该是：“你看哪一天交货最好?”“第一批货你喜欢什么颜色的?”“你希望把它装配在哪里?” 方法三、选择法 用以下的提问方法给你的客户以选择的余地一一无论哪一个都表明他/她同意购买你的产品或服务。“你看是星期四还是星期五交货好?”“是付现金还是赊购?”“我们是20,000还是50,000起售?”“你是要红色的还是要黄色的?” 方法四、总结性 通过总结法，主要是把客户将得到的服务进行一下概括，然而以提问一个较小的问题或选择题来结束会谈。“陈先生，我们双方同意采用大包装，你看是先送20箱还是50箱?” 方法五、直接法 直接法顾明思义就是用一句简单的陈述或提问直接征求订单“陈先生，那我就给你下订单了。”“李经理，那我就把货物的规格写下了。” 方法六、敦促法 “朱先生，该产品的需求量非常大，如果你现在不马上订货的话，我就不能保证在你需要的时候一定有货。” 方法七、悬念法 “唐先生，价格随时都会上涨，如果你现在行动的话，我将保证这批订货仍按目前的价格收费。”经过这几步，虽然你已经得到了订单，但千万不要沾沾自喜，更不能有一种“我赢
外贸邮件－史上最全的回复询盘模板 未付款订单 Dear $buyer, We have got your order of XXXXXX。But it seems that the order is still unpaid. If theres 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。 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。 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。 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 https://www.doczj.com/doc/8310358410.html,. If not, please let me know. Thanks！
以下询盘回复的例文供大家参考。但实际工作中需要根据实际情况灵活变通，切忌照 搬照抄！ 回复例1：可以针对首次来信没有明确需求，联系信息不全的客户 Dear Mr. Amir, Many thanks for your inquiry dated(of) XXXX from . In order to let us make more correct quotation accordingly, please kindly tell us the exact model number you prefer after checking our website of . Besides, to help us offer the best price, please also introduce your company as many details as you can. Such as your company foundation time, how many workers, major product lines, company website and last year's sales turnover if possible. More details better price. Waiting for your early reply. Best Regards Amy 回复例2：可以针对首次询盘比较明确，且联系信息较全的客户。 Dear Mr. Naresh, So glad receiving your enquiry for our Barbies' collection from dated XXX. Thanks a lot. been We are a leading manufactu rer in children’s wear in China and our products have exported to customers all over the world such as ****. The Barbies Collection is the most popular style in our factory, selling fast. However, detailed price list for the skirts and long pants will be?sent to you based on your specific further product description such as color, specification, special design requirement etc. Please check the following styles photo which should be suitable for your Indian market and tell us more requirements on the exact skirts and long pants. Please do not hesitate to contact us if any question and we are waiting for your reply. Best regards, Amy 回复例3：可以针对首次询盘，需求明确，要求报价的客户。 Dear Mr. Muller: -shirt. Thank you for the letter of (date) enquiring price for our boy‘s t irrevocable L/C to reach us one month before the time of shipment. This offer is subject to your reply reaching us before (date). Please refer to the attached files for packing and product specification info. We allow a discount of 5% if your order exceeds USD 5,000. And there has been a heavy demand for our t-shirt and our factory is fully committed right now. Therefore, at the most competitive price we offer, we hope to receive your reply with questions if any or an order soon. Best regards Amy 回复例4：可以针对首次询盘，需求明确，要求报价的客户。 Dear Johnson， We are so glad to know you are interested in our product , , series
如何回复买家的第一次询盘 一：针对所有产品询价的邮件回复，交向客户做公司简介 Dear customer, This is XiaoA, the sales supervisor from HongKong XXX international group, it's very nice to contact with you. We are very pleased to receive your below email, thanks for your interesting and kind attention. XXX international group was established in 2001, but with ten years of valuable experience in the rubber mainly engaged in manufacturing various rubber products, motors and accessories. Pls visit our website:https://www.doczj.com/doc/8310358410.html, to check more and detailed items. Enclosed pls find our products poster and specifications for your reference. We are the real munufacturer of auto accessories in China, we also accept OEM/ODEM order and package. If you have any interesting on our products, pls feel free to let me know,we will provide you the best price and service. Best regards, XiaoA 二：针对某款产品询价的邮件回复 参考模板- A: Dear customer, This is XiaoA, the sales supervisor from XXX Industry Co., Limited, it's very nice to contact with you. We are very pleased to receive your below enquiry about Rearview Mirror, thanks for your interest and kind attention. Model #XY-010 Rearview Mirror is our new model and very hot sell product which has perfect design and two colors(blue, light blue) options for customers/ Model #XY-090 car key camera is our hot sell product which has perfect design and very good quality. Enclosed pls find our best quote and detailed specification(products catalogue), you can find more products from it. If you have any interest and need samples for testing, pls feel free to let me know. We are looking forward your soonest feedback. Best regards, XiaoA 参考模板- B: Dear customer,