產(chǎn)品行業(yè)：自行車
買家詢盤：Dear XX, I'm interested in your product(s) 2011 specialized road bike bicycle-1 Derailleur:14S,qinglong Rim:Alloy,Double wall Frame&FORK:27" ROAD STEEL Tyre:27"X141 Pedal:alloy Handlebar and H-stem:alloy Hi, Im XXX from Mexico, i would like to know the price of this bike and if you can send me the full catalog of your products. Let me know the MOQ, and if i can get samples for this model: Specifications Derailleur:14S,qinglong Rim:Alloy,Double wall Frame&FORK:27" ROAD STEEL Tyre:27"X141 Pedal:alloy Handlebar and H-stem:alloy a.High carbon steel frame b. Jinbang paint c. Huanyu tyre d. Odd dragon 18 speed e.Double sword circle Mr. XXX
供應(yīng)商回盤：Dear XX , Hello, I am XX from XX Co, Ltd.I have read your e-mail dated 31th,May.I am very gald that you are interested in our products, and i would like to give you more detail informations about the product that you want.you told me that you want to our product catalogue, yes, of course i can offer for you. but we have many kinds of products , i dont know which kind do you want. we have mountain bike, road bike , fixed bike, beach bike, folding buke, city bike, dutch bike and any others. can you tell me which do you want?so, i will send you the products catalogue. Now, i will send you the prce list with illustrated catalogue.just for your reference. if you want to change any parts of this bike, or you have any other request,pls let me know , and i will change for you. I hope you can like our product and we can build business relations with each other, Looking for your early reply. Faithfully. XX Information about our company XXXX
回盤備注：怎么琢磨客戶心理， 后續(xù)如何溝通。
專家點評：Hello,
不知道你除了提供的詢盤內(nèi)容還有沒有跟客戶做過進(jìn)一步的溝通，因為從當(dāng)前情況來看并不能判定訂單跟不下來了。如果沒有的話你可以再試試。
你的這個詢盤回復(fù)，太啰嗦了，=.= 以后盡量嘗試用簡潔的語言說明問題。
客戶的詢盤中提到兩個關(guān)鍵點，一是catalogue，宣傳自己的產(chǎn)品機(jī)會，直接發(fā)，二是樣品，如何公司有樣品預(yù)算，可以考慮（因為還要結(jié)合客戶其他情況判定），不過告訴對方樣品費用都是要買家自己出的。這封詢盤回復(fù)最重要的就是解決這兩個問題。
客戶的背景信息有沒有做過查找分析？如果能夠了解到客戶確實是從事這個行業(yè)的，那在跟進(jìn)的時候可以一切從寬。例如樣品方面。
最后要強(qiáng)調(diào)的，你要考慮的回復(fù)內(nèi)容中用什么內(nèi)容來吸引客戶？用什么讓客戶記住你？用什么讓客戶認(rèn)可你？為了避免跟同行的回復(fù)太同類化，通常可能應(yīng)用的內(nèi)容有以下幾種：
1，引導(dǎo)性問題，了解客戶需求才能推薦適合客戶的產(chǎn)品，例如問對方的主要顧客群體是哪類？買家采購最看重產(chǎn)品的哪些方面？如款式？質(zhì)量？便攜？……
2，介紹自己產(chǎn)品或公司跟同行相比的亮點和優(yōu)勢，如出口經(jīng)驗，產(chǎn)品功能、質(zhì)量優(yōu)勢，認(rèn)證……
3，你的產(chǎn)品可以給對方帶來什么好處？產(chǎn)品的哪些方面最能得到用戶的認(rèn)可進(jìn)而帶來銷量創(chuàng)造利潤，利潤空間與同類商品相比是否更大等。
如何與客戶保持長期聯(lián)系同樣參考以上幾個問題（讓客戶看到對他的價值）。
