怎样处理寻盘,区别对待客户的回复

由于客人没有回朋友的邮件。她也急啊，因为都是已经到手的定单，怎么就这样眼睁睁的走了呢。那肯定是要努力做点工作了。以下是她经过偶支招之后的邮件。个人觉得还没有达到我想要的水准。HiDavid,Gooddaytoyou.Hadcalledyouyesterday,butwastoldyouwerenotintheoffice.Firstly,I'msososorryaboutthepriceofmemfoampillow。thereasonwhywekeep$20.00/pc(themarginsaresosmallyouwouldnotbelieve.)isbecauseweappreciateourlong-termbusinessrelationships.andtherecomesmoreorders,ofcourse!butthefactisUSdollardropsdramaticallyearlythisyear,andallcostofrawmaterialsrisinghighlybeforeOlympicGames.nowwechargenewbuyers$25.50/pc(CNY180.00,$1.00=￥6.90)sopleasepleasedon'tletsuchchancegetaway...couldyoukinlyletusknowwhencouldweexpectthedeposit?Secondly,attachedpleasefindthepillowlogoforyourapprovalisittheoneforyou?duetowecan'tfindallthefilesofbeforeFinally,sorryforanyinconveniencecause.hopealliswell!Regards,Yvonne以下是我的建议回复。大家可以比较下，然后批判一下。DearDavid,Gooddaytoyou.个人建议：如果说是通过自己了解到的，会不会好点。Itriedtogetyouonthephoneyesterday,butit’spitythatyouwerenotintheoffice.Regardingtheofferofmemfoampillow,sorrytocauseyousomeinconviences.wehopetokeepthesameUS$13/pc,theofferisreallyspecialforyou.Youknowwellthemarginisquitenarrow,andwehavehundredsofworkstosupport.Thepressureisquiteheavyforus.NowtheUSdollardropsdramaticallyaswell,thecostofmaterialisrising.Sometimeitisoutofourcontroltoincreasetheprice.Hopeyoucanunderstandus.Forthecurrentorder,toappreciateourlongtermcooperation,andtothankyouforyourgreatsupporttome,Itriedtopersuadeourbossandfinallyhepromisewecankeepthesameprice.Tobefrank,nowweoffertoothercustomersUS$17.5/pc.We’dkeepitassecrettoothercustomers.Asitisreallyaspecialofferforyou.Hopewecanmoveforwardtheorderasplanned.Couldyoukindlyletusknowwhenwecanexpectthedeposit?Atthesametime,attachedpleasefindthepillowlogoforyourapproval.Isittheoneforyou?Hopeyoucanunderstandusanddoyourparttomoveforwardtheproject.DearYvonneYuengThanksforpromptreplybutithinkit'stoomuchexpensive大家也会遇到这样的问题，价格报出去了。客人的回复是，谢谢你的报价，但你的价格太高了。很简单的一句回复。对于这样的回复，不知道大家怎样应对。你是简单的回复呢，还是会详细的回复？怎样敲开客户的金口，让你清楚的了解他的实际意图，并达到合作。欢迎一起来讨论。有朋友回复如下。HiXXX,Regardingtheofferofmemfoampillow,Tobefrank,sometimesit'soutofourcontroltoquoteyousuchprice.USdollardropsdramaticallythesedays,andallcostofmaterialrisinghighlybeforeOlympicGames.Hopeyoucouldunderstandbutifyourorderisalargeone,iwillpersuadeourbosstogiveaspecialofferforyouBR/Yvonne以下是我个人的看法。DearSir,Thankyouverymuchforyourkindfeedback.RegardingthemodelIintroducetoyou,isitsuitableforyourmarket?Hopeyoucaninformusmoreinformation.Theofferforthecurrentperiodisgood,butcanyouletmeknowwhat’syourquantityforinitialorder?AndcanIknowyourideaaboutthetargetpriceplease?Wehopewecanworkoutasuitablewaytomeetyourdemandandstartourcooperation.Lookingforwardtoyourpositivereplysoon.你要全方位的考虑整个CASE，你的报价是不是偏高呢，了解自己，也要探知客户的目的你要会忽悠老板也要会忽悠客户。Tobefrank,sometimesit'soutofourcontroltoquoteyousuchprice.USdollardropsdramaticallythesedays,坦白说，你这样写，就表明你的价格还可以降。虽然事实是这样，但给人的感觉就是你的价格是由于汇率的问题而升，实际不需要这么多。这点可以在他再和你BARGAIN几次之后你可以说，一开始我不建议说。hi,wearecurrentlylookingtoexpandourproductlinetoincludememoryfoammattressesandpillows.Wewillbecomingtochinanextmonthandwouldliketheopportunityinthemeantimetocollateasmuchinformationasspossibleonpricesandspecifications.pleaseadviseusatyourearliestconvenience.像这种INQUIRY怎么抓住他?客户说他要扩展业务，对你的产品表示感兴趣或者看好你的公司的产品的前景。表示要来访中国，还要拜访你们。针对这样的邮件，以下是邮件的两种回复。HiXXX,Thanksforyourinquiry.Attachedpleasefindourmemfoammatt&memfoampillowfyi.简单介绍产品性能GladtohearthatyouwillbeinChinasoon,andifthere'sapossibilityyou'llbeinGuangdong,it'sourpleasurethatyouwillpayavisittoourfactory.(welocatedinFoshan,it'sabout1:30hrfromCaton)DearSir,(byWater)Wearegladtoknowthatyouwillexpandyourbusinesslineonmemfoammatt&memfoampillow.Hiopewecanserveyoubetterandbetter.First,pleaserefertotheattachmentforyourreference.Andlistthefeaturesasbelow.简单介绍产品性能ItisgreatthatyouwillcometoChinaforbusines.Pleasekindlyarrangeyourscheduletovisitourfactory.Wehopewecanhaveaclosetalkfacetoface.Wewouldliketoshowyouourproductionlineandsampleroom.Andbelievethatwillmakeourcooperationsmoothly.Whenyourscheduleisavailable,pleasekindlyletmeknow.Thankyou.不多说了，大家都来说说自己的意见和建议吧。针对这样的enquiry,大家的回复是怎么样的？CanIgetyouremailalso?出口经验，参考人有些客人总喜欢问，你在他的国家有没有REFERENCE的公司，品牌。面对这样的问题，品牌还是可以说的。在说的时候，轻描淡写的说主要的信息就好了。因为你是要和这两个客人合作的，说的太多反而会让自己陷入被动。如果都卖一样的产品，这样就会引起恶性竞争了，这是大家都不愿意看到的结果。所以有时候，如果在一个国家内已经有大客户帮你卖某个型号的产品，而且有固定的定单。为了保护这个客人的权益和公司的持续定单，往往我们也会善意的骗客人说，这个型号已经在他们的国家被exclusive了。然后推荐其他型号给他。要审时度势，这样才能做最终的赢家。或者客人也会问，你有没有出口到他们国家的经验。每种产品进口到具体的国家，关卡是不一样，所以客户需要熟知你是否可以很好的帮他操作，具体点就是清关的问题。这涉及到文件的准备，相关认证，专利等。了解之后，他就可以放宽心和你谈实际的定单了。DearR,pleasenoteimaftergoodqualityandreasonableprice..lookingtodobusinessqithawellestablishedcompanywhohasexperienceindealingswithaustralianbuyers这是个澳洲客人的询盘,针对他最后一句话，我想跟他说我们确实有澳洲客人,是BRISBANE的。R：PleasenotewehavedealwithAUmarketforyears.这样写OK？WaTer：Pleasenote，用在这里总感觉不好。如果是合作开了的客户，在告诉他某些事情的实际情况，可以酌情的使用。像我有时候在写推迟交货期的时候，也会这样写，pleasekindlynotedthatthedeliverytimewillbeonJune30.(……省略100字)因为已经推迟几次了，而且原因理由也说过很多，再去罗嗦一些东西也是于事无补。直接点让他知道结果，这样就好了。然后看反映再具体分析解决。W：如果写sure,wehaveyearsexperienceindealingwithAUmarkets.Wedefinitlycanserveyoubest......会不会好点？奉献一段和朋友之间的MSN对话。说的是她和客户之