案例丨询盘要怎么样处理，才可加强订单转化率？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/5DfVjL7KamYwnHp9wMNicGbcyZnB7ewICKVF4HhDRNbAlX2Az9fwUUnv422hQDlbEqvZJxosd3Y00K6q5Zm9IvQ/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其实做外贸久了，就会<span style="color: black;">发掘</span>引流做好了，获取买家信息和询盘一点<span style="color: black;">亦</span>不难。但无论拿到多少询盘，关键要看转化率<span style="color: black;">怎样</span>。否则拿到再多的询盘，回复后都只是石沉大海，等于白忙活。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">今天的分享<span style="color: black;">文案</span>内容比较长，橙子妹<span style="color: black;">意见</span><span style="color: black;">大众</span>先<span style="color: black;">保藏</span>，好好用心看哦，对你谈客户<span style="color: black;">必定</span>会有<span style="color: black;">帮忙</span>。</span></p><span style="color: black;"><span style="color: black;">1</span></span><strong style="color: blue;"><span style="color: black;">疫情下买家<span style="color: black;">行径</span>模式的变化</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">疫情<span style="color: black;">时期</span>，除了防疫用品，刚需用品和耗材出口销量<span style="color: black;">显现</span>激增，<span style="color: black;">有些</span><span style="color: black;">制品</span>的销量如自信车、冰箱等的销量，<span style="color: black;">亦</span><span style="color: black;">显现</span>逆转，但不少类目的<span style="color: black;">制品</span>销量还是呈现下降<span style="color: black;">乃至</span>是断崖式下跌趋势的。<span style="color: black;">这儿</span>面的买家<span style="color: black;">行径</span>模式会有以下几点<span style="color: black;">重点</span>变化：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做出下单的决定会比疫情前更加<span style="color: black;">谨慎</span>，决策时间会更久，<span style="color: black;">由于</span>疫情升级，各国出台<span style="color: black;">区别</span>级别的封国封城政策，就我所做的行业<span style="color: black;">来讲</span>，客户<span style="color: black;">非常多</span>计划例如新品上市，包装升级，路演<span style="color: black;">或</span><span style="color: black;">制品</span>展销会等都中停<span style="color: black;">或</span>取消，买家对市场会保持观望<span style="color: black;">心情</span>，不会轻易下单；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当地市场低迷，<span style="color: black;">需要</span><span style="color: black;">显现</span>萎缩，<span style="color: black;">由于</span><span style="color: black;">营销</span>额的下降和基于<span style="color: black;">掌控</span>支出<span style="color: black;">思虑</span>，<span style="color: black;">引起</span>客户不舍得投资，<span style="color: black;">或</span>购买预算的收紧，<span style="color: black;">同期</span>中国市场出口运费和材料价格水涨船高，如此双重夹击下会直接缩减买家下单频率；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">疫情反复，<span style="color: black;">非常多</span>客户居家办公<span style="color: black;">或</span><span style="color: black;">机构</span><span style="color: black;">显现</span>暂停营业，影响了正常的办公时间，<span style="color: black;">有些</span>客户时而回复得勤，时而没了踪影；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">说这些是<span style="color: black;">由于</span>在后续跟进时，需要把这些<span style="color: black;">原因</span><span style="color: black;">亦</span>纳入<span style="color: black;">思虑</span>。</span></p><span style="color: black;"><span style="color: black;">2</span></span><strong style="color: blue;"><span style="color: black;">询盘有<span style="color: black;">那些</span>类型</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">那样</span>，询盘<span style="color: black;">一般</span>有<span style="color: black;">那些</span>类型呢？大概<span style="color: black;">能够</span>分为以下几类：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1、</span>背景信息模糊，询价信息<span style="color: black;">亦</span>模糊，例如：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">I’m interested in carry bags. Please send me prices. (个人邮箱，询价内容指明了<span style="color: black;">制品</span>类别，却<span style="color: black;">无</span>提及材质、尺寸，数量，落款<span style="color: black;">亦</span>只是名字，无任何<span style="color: black;">机构</span>信息)</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">或Hi please, quote us the best price for 500pcs. （带图询价，<span style="color: black;">晓得</span>大概的询价范围，<span style="color: black;">然则</span>进一步的<span style="color: black;">需求</span>不明确，<span style="color: black;">机构</span>信息<span style="color: black;">亦</span>不清楚）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">乃至</span>在社交<span style="color: black;">媒介</span>平台上如ins, 领英发布<span style="color: black;">制品</span><span style="color: black;">照片</span>的时候，会直接在评论询问prices? <span style="color: black;">或</span>how much?</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2、</span>索要目录册、价目表，以及还没真正报价就<span style="color: black;">起始</span>问到付款方式的，例如：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">I want to buy 300ml plastic jars. Kindly send me catalog with price list if possible.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">或</span>Can you please send me the price for embroidered keychain? Also inform me about the delivery time and payment method accepted by you.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3、</span>企业邮箱，落款信息丰富，有<span style="color: black;">知道</span>的职<span style="color: black;">叫作</span>，询价内容简练但<span style="color: black;">知道</span>，例如：</strong></span></p><span style="color: black;"><span style="color: black;">I am looking for blank acrylic rectangle photo insert keyrings 2x 3 or close in size.</span><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">-Please quote: 1) 1000 pieces, 2) 5000 pieces</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">-Shipping (most economical) to Canada (A1B, 2C4)</span></p>
</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">就像举例这个询盘，内容<span style="color: black;">显示</span><span style="color: black;">制品</span>规格，材质，种类，数量，<span style="color: black;">通知</span>清晰的邮编信息，且货运方式<span style="color: black;">亦</span>有<span style="color: black;">知道</span>的<span style="color: black;">需求</span><strong style="color: blue;">（倾向价格而非时效）</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">4、</span>企业邮箱，落款信息有<span style="color: black;">仔细</span>的联系方式，询价内容丰富，例如：</strong></span></p><span style="color: black;"><span style="color: black;">Hello maam, we are a France marketing company and upon our clients request we are interested in some rubber bar mats, please see more info below:</span><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Quantity: 30,000pcs</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Size: 60x10cm</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Printing: CMYK print similar to the attached artwork （随附了设计图稿）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Can you please send your offer including delivery cost to Paris? Ideally they should have delivered within 5-6 weeks.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Looking forward to your reply.</span></p>
</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">买家身份真实，客户性质清晰，询价内容<span style="color: black;">亦</span><span style="color: black;">知道</span>了<span style="color: black;">制品</span>材质，尺寸和设计样式，还<span style="color: black;">知道</span>了对报价和货期的<span style="color: black;">需求</span>，<span style="color: black;">亦</span>能<span style="color: black;">经过</span>落款找到其他联系方式，如领英，Ins, Facebook<span style="color: black;">或</span>WhatsApp.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一般</span><span style="color: black;">大众</span>肯定是最<span style="color: black;">爱好</span>第3，第4种类型的询盘，觉得这种询盘最<span style="color: black;">优秀</span>，最厌倦第2种询盘。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">毕竟询盘信息越丰富<span style="color: black;">仔细</span>，越简化<span style="color: black;">咱们</span>的工作流程，省去<span style="color: black;">非常多</span>沟通上的细节，<span style="color: black;">能够</span>直接报价。但<span style="color: black;">一般</span>这类询盘，买家<span style="color: black;">已然</span>熟稔市场，<span style="color: black;">机构</span>采购流程很规范，<span style="color: black;">才可</span>精细地提出<span style="color: black;">需求</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这类询盘<span style="color: black;">一般</span>会像撒网式在<span style="color: black;">各样</span>B2B平台，外贸<span style="color: black;">机构</span>中群发；而相对而言，第1种询盘，虽然内容<span style="color: black;">模糊</span>，但就像是尚未被<span style="color: black;">研发</span>的小众景点，<span style="color: black;">倘若</span>能挖掘出一二，<span style="color: black;">常常</span>反而有更大的惊喜。</span></p><span style="color: black;"><span style="color: black;">3</span></span><strong style="color: blue;"><span style="color: black;">发询盘时，客户的意图有哪几种？</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">相对应询盘的种类，每一封询盘<span style="color: black;">背面</span>，客户的意图不尽相同。<span style="color: black;">按照</span>个人经验，归纳起来大致有以下这些：</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">拿到合适报价，锁定合适供应商后会马上下单</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当前不会下单，<span style="color: black;">然则</span>接下来有采购计划，<span style="color: black;">处在</span>收集信息<span style="color: black;">周期</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">供应链<span style="color: black;">显现</span>问题，寻找替代的供应商</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当前供应链<span style="color: black;">无</span>问题，<span style="color: black;">然则</span>需要询价探底<span style="color: black;">是不是</span>拿到<span style="color: black;">优良</span>价格</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当前供应链<span style="color: black;">无</span>问题，需要物色突发<span style="color: black;">状况</span>下可替代的供应商</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">日前</span>并<span style="color: black;">无</span>做<span style="color: black;">关联</span><span style="color: black;">制品</span>，<span style="color: black;">然则</span>接下来打算做，<span style="color: black;">处在</span>市场调查<span style="color: black;">周期</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">日前</span>是当地采购，价格太高<span style="color: black;">或</span><span style="color: black;">制品</span>质量等<span style="color: black;">需要</span>升级，<span style="color: black;">起始</span><span style="color: black;">思虑</span>进口</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">开新生产线<span style="color: black;">或</span><span style="color: black;">创立</span>新厂，需要新一轮的采购</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">顺应市场<span style="color: black;">需要</span>，有新<span style="color: black;">制品</span>采购<span style="color: black;">需要</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">贸易<span style="color: black;">机构</span>或中间商，收到上游客户的采购<span style="color: black;">需要</span>，群发询盘比价</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">只是获取下信息，但无下单意图</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">综上，便会理解<span style="color: black;">为么</span>时收到询盘，即便马上处理报价，即便<span style="color: black;">亦</span>做好后续跟进，<span style="color: black;">然则</span>客户跟人间蒸发，发出去的<span style="color: black;">方法</span>、报价都是石沉大海般，渺无音讯。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">由于</span>有些询盘本身只是为了探底<span style="color: black;">或</span>获取信息，尤其是群发询盘，<span style="color: black;">常常</span>即便再差异化报价，再<span style="color: black;">周期</span>式跟进，<span style="color: black;">便是</span><span style="color: black;">无</span>结果。此类询盘，平常心<span style="color: black;">就可</span>。</span></p><span style="color: black;"><span style="color: black;">4</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">区别</span>存盘回复的思路和<span style="color: black;">重视</span>事项</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">以上</span>提及询盘类型和客户发询盘的意图，那针对<span style="color: black;">区别</span>类型的询盘，应有差异化的回复思路。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">1、</span>针对什么信息都相对很模糊的询盘，举个实例：</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/kGQVXldQlutmyCUqFlhJLRRiaSe0bfBvUDiaIH7RBt7qHaA3SH0AsSW7lDBeEUG0tU2URExMETPd8IaiaZ0lpRA3g/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Hello!</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Im emailing to see if you have any coasters that look like the attached. We are looking to have them personalized.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Please let me know.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">Daniel</span></span></p><img src="https://mmbiz.qpic.cn/mmbiz_png/kGQVXldQluvXGtic5ROoQdCzS3sLl1qQaWUiaLvMiaX4ZNwVscqST6hECuoEgcnECATLa4cibjHFBYYic0jZDqMX8kg/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">收到一封询盘，应先观察几处<span style="color: black;">地区</span>：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">邮箱（是个人邮箱还是<span style="color: black;">机构</span>邮箱）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">邮件标题（求购品名<span style="color: black;">是不是</span>清晰）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">邮件签名（落款<span style="color: black;">是不是</span>有<span style="color: black;">机构</span>信息，联系方式或社媒信息）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">邮件内容<span style="color: black;">有没有</span>值得推敲的关键词或<span style="color: black;">需求</span></span></p><img src="https://mmbiz.qpic.cn/mmbiz_png/kGQVXldQluvXGtic5ROoQdCzS3sLl1qQanXk1feum4MOC58b55zWdv6ePE1ZYXk6xh4FG4jBOo3egkZ7kAibSf4g/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个实例中，邮箱是企业邮箱，落款有<span style="color: black;">机构</span>名和客户姓名，附件是网图，求购与网图类似的软胶杯垫。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">材质清楚，规格不明，数量不清楚，对方<span style="color: black;">机构</span>待查一二，对待这类询盘，应在大概<span style="color: black;">查找</span>其<span style="color: black;">机构</span>资料后<span style="color: black;">即时</span><span style="color: black;">回复</span>，<span style="color: black;">认识</span><span style="color: black;">更加多</span>的信息。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">谷歌输入<span style="color: black;">机构</span>名，查到是美国新泽西州的一家装潢<span style="color: black;">机构</span>。<span style="color: black;">制品</span>和软胶杯垫无任何挂钩，那<span style="color: black;">她们</span>采购定制类杯垫的意图很可能是<span style="color: black;">机构</span>有促销活动<span style="color: black;">或</span>展销会，杯垫<span style="color: black;">做为</span>促销赠品<span style="color: black;">或</span>纪念礼品。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">以上便<span style="color: black;">能够</span>快速总结出询盘和初步回复时的要点：</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户应该是终端客户</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">回复邮件时需要<span style="color: black;">认识</span>数量和规格</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">需要对方的派送<span style="color: black;">位置</span>，以此顺便在报价时把运费<span style="color: black;">一块</span>报过去</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">另一</span><span style="color: black;">能够</span>多关注下时间点，<span style="color: black;">通常</span>为活动而定制的礼品，会有格外的货期<span style="color: black;">需求</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>我回复：</span></p><span style="color: black;"><span style="color: black;">Hi Daniel,</span><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Thanks for your inquiry. 万年不变的开首语：感谢询价。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">We can supply the rubber coaster as per your type with custom print.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Kindly advise following questions so we can work on the costing: 针对他的询盘品名和附图，<span style="color: black;">显示</span><span style="color: black;">咱们</span><span style="color: black;">能够</span>供应定制类的杯垫，类型<span style="color: black;">能够</span>同你发的款式<span style="color: black;">同样</span>。请回复以下问题，<span style="color: black;">这般</span><span style="color: black;">咱们</span><span style="color: black;">才可</span>核算价格：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1) Your required coaster diameter – 4 inch (10cm) or 3-3/4 inch (9.5cm) or else?</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">问题1，问规格，你要的杯垫是10cm还是9.5cm. </span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">这儿</span>我<span style="color: black;">同期</span>还注明了英寸，<span style="color: black;">由于</span>是美国客户，<span style="color: black;">她们</span>基本<span style="color: black;">不消</span>公制单位。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">同理，当英美客户问oz. 而<span style="color: black;">咱们</span>通用ml, <span style="color: black;">能够</span><span style="color: black;">根据</span><span style="color: black;">她们</span>的单位来报价，简化<span style="color: black;">她们</span>的核算。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2) Your order quantity. Usually MOQ is 1000 pcs. </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">问题2，问数量，并<span style="color: black;">显示</span><span style="color: black;">一般</span>起订量是多少。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3) Your delivery address, so we can check about the freight for you.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">问题3，问派送<span style="color: black;">位置</span>，<span style="color: black;">按照</span>客户数量，再<span style="color: black;">供给</span>出运方式<span style="color: black;">选取</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Waiting for your feedback soon.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Best Regards,</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Sophie</span></p>
</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户后面的邮件，<span style="color: black;">按照</span>问题对应作出回复：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/kGQVXldQlutmyCUqFlhJLRRiaSe0bfBvU5AibkX4iaaiaThOYekyXfnbfC7xAxL0FQZ6avGvrgTlGs4ExoCQtrrhuQ/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">并且在第二封邮件询问对货期<span style="color: black;">是不是</span>有<span style="color: black;">需求</span>时，他<span style="color: black;">亦</span>透露了<span style="color: black;">更加多</span>的信息，这些信息<span style="color: black;">亦</span>验证了最初我的询盘的判断：<span style="color: black;">制品</span><span style="color: black;">做为</span>促销礼品，需要在即将开展的展销会上<span style="color: black;">做为</span>礼品赠送给参展客户的，时间上很紧张。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/kGQVXldQlutmyCUqFlhJLRRiaSe0bfBvU0U1L06PxjI27dJcUKrfJWSiccibWSEBRZcwZo51qy3I6ibdBCTrgbAo9g/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">{客户回复越快越好。<span style="color: black;">由于</span>疫情，<span style="color: black;">咱们</span>本以为今年展会是不可能<span style="color: black;">起始</span>了。<span style="color: black;">然则</span>这周五<span style="color: black;">咱们</span><span style="color: black;">发掘</span><span style="color: black;">咱们</span>今年能参加虚拟展会。这<span style="color: black;">信息</span>太棒了，<span style="color: black;">然则</span><span style="color: black;">咱们</span>需要快速订购促销礼品，到时赠予<span style="color: black;">咱们</span>的客户和参观者}</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">这儿</span>先断片下，先继续讲讲<span style="color: black;">区别</span>询盘的回复思路，等会下个小标题再继续提及这个询盘。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2、</span><span style="color: black;">倘若</span>客户索要目录册<span style="color: black;">或</span>价目表，例如下面这种<span style="color: black;">状况</span>：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户<span style="color: black;">需求</span> Please I need all prices of your products. 请发给我你们所有<span style="color: black;">制品</span>的报价。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>一个工厂<span style="color: black;">制品</span>相对单一，<span style="color: black;">仅有</span>十来种，<span style="color: black;">那样</span>价目表发过去<span style="color: black;">亦</span>无关痛痒。<span style="color: black;">然则</span>像<span style="color: black;">制品</span>种类繁多，形状不一，<span style="color: black;">例如</span>电子<span style="color: black;">制品</span>，礼品等等，更新换代速度快，型号款式成千上百，系统全面的价目表确实是不太现实的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">并且在不<span style="color: black;">认识</span>客户根底，冒然把<span style="color: black;">所有</span><span style="color: black;">制品</span>价格做成报价单发过去，反而降低自己的竞争力，使得整理工作毫无意义。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸沟通中，当陷入被动状态时<span style="color: black;">首要</span>要化被动为主动，<span style="color: black;">倘若</span>一个陌生客户想要从你这边拿到什么资料，是不是他<span style="color: black;">亦</span>应该相应<span style="color: black;">供给</span>到<span style="color: black;">有些</span>信息呢？<span style="color: black;">例如</span>以下模板：</span></p><span style="color: black;"><span style="color: black;">Hi XXX,</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Glad to hear that you get interested in our products. （客套话）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Please see below details and advise accordingly:</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1) May I know your end user market? 能否<span style="color: black;">通知</span>你的终端市场。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">（有些客户他邮件ip是巴基斯坦<span style="color: black;">位置</span>的，<span style="color: black;">然则</span>他的<span style="color: black;">营销</span>市场在英国；有的客户邮件ip是美国的，<span style="color: black;">然则</span>他的<span style="color: black;">制品</span>是在非洲<span style="color: black;">营销</span>的。<span style="color: black;">区别</span>市场，<span style="color: black;">制品</span>质量或许各<span style="color: black;">区别</span>，价位<span style="color: black;">亦</span>不一。<span style="color: black;">因此</span>这点很重要）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2) 采用<span style="color: black;">选取</span>题形式，和客户确认采购的<span style="color: black;">更加多</span>细节。我打两个比方：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">①问购买的用途。比方绣花机，有单头，双头。有针对成衣<span style="color: black;">亦</span>有针对衣帽，皮包，毛巾等。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我会这么问 We offer both single and double heads of embroidery machine. Could you please advise which products you want to do the embroidery on? 探清楚客户购买绣花机是用来绣什么<span style="color: black;">制品</span>的？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">So we can quote you a few hot selling and suitable models for your options. <span style="color: black;">因此呢</span><span style="color: black;">咱们</span><span style="color: black;">能够</span><span style="color: black;">供给</span>给你<span style="color: black;">有些</span>畅销的和适合的机型供你<span style="color: black;">选取</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">②问客户预算<span style="color: black;">或</span>大概定量。<span style="color: black;">例如</span>手机壳.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Since models are various. Can you please advise your budget and approx. order quantity? <span style="color: black;">由于</span>手机壳种类各式各样，太多种类了。能否<span style="color: black;">通知</span>你的预算和大概的定量。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">或</span>询问preferred materials, styles等。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">So we will recommend you some trendy designs as per your requirements. 因此<span style="color: black;">咱们</span><span style="color: black;">能够</span><span style="color: black;">按照</span>你的<span style="color: black;">需求</span><span style="color: black;">举荐</span><span style="color: black;">有些</span>比较流行的款式。</span></p>
</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">以此初步邮件，试探客户的<span style="color: black;">回复</span>。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_svg/uHwLXtyH4IXTars0DEAdy9nZcUtFcGrTy3nibexVh7BkBPMPp5nLfNgt67b5GWcgVibZsbUSHhKbtb6Eibh4vBoiaLfySz3fSygp/640?wx_fmt=svg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_svg/dx4Y70y9Xcs692v9TjnicxJEZft7mP8uWicBRPuXXzZg069MvuoD4NP9L3WJiaoqponicCib5DMjypusYpLvEsR5g11bPZsUtwfjB/640?wx_fmt=svg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在收到此类邮件的时候，如落款详实，还应该<span style="color: black;">同期</span>对客户的背景进行简单分析：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>他是终端客户，代理商还是零售商；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>他所在的市场<span style="color: black;">日前</span><span style="color: black;">机构</span>有<span style="color: black;">无</span><span style="color: black;">关联</span>代理在那边，或是<span style="color: black;">已然</span>有其他做开的客户；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span><span style="color: black;">能够</span><span style="color: black;">经过</span>B2B平台<span style="color: black;">查找</span><span style="color: black;">或</span>海关数据他<span style="color: black;">是不是</span>已经有过采购记录。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>官网上<span style="color: black;">摆设</span>的<span style="color: black;">制品</span><span style="color: black;">是不是</span>对口吻合，定价范围，以及about us的介绍的关键点。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_svg/GPyw0pGicibl6FlfJiaNBkMPMFyFOibLIWIcnofJD9HFIEkZM5SEbOlmbksIpNdHnJna42D5LSLYtEA7cbicE6qBeJv0fJ8eeZjfM/640?wx_fmt=svg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_svg/ZqDaDiccbgkhBmJZvPXtaUAefuaoJCVTKXplxCtc9ibiav0toECE9GgicrEgxdtJOMFHDgLu3CN01gofEcWnI72wNtR2AicveephI/640?wx_fmt=svg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">等等。以此判断他的购买力和采购诚意。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">假设一，客户答非所问，<span style="color: black;">或</span>无回复。<span style="color: black;">那样</span>这种钓鱼类询盘<span style="color: black;">能够</span>暂时<span style="color: black;">安置</span>一边。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">假设二，<span style="color: black;">倘若</span>客户有<span style="color: black;">回复</span>你邮件，回答很全面，<span style="color: black;">那样</span><span style="color: black;">能够</span><span style="color: black;">按照</span>他的答案进一步针对性报价。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">假设三，客户<span style="color: black;">倘若</span>回了邮件，<span style="color: black;">然则</span>表达的内容还不是很全面，<span style="color: black;">有些</span>细节还<span style="color: black;">无</span>给到：<span style="color: black;">例如</span>数量还是没提，<span style="color: black;">例如</span>印刷类的logo<span style="color: black;">无</span>给。<span style="color: black;">那样</span><span style="color: black;">能够</span><span style="color: black;">根据</span>起订量还有常规特性报价。并且提及Prices will be adjusted when the order quantity and designs/sizes are changed. 价格会随定量和设计而变动。</span></p><span style="color: black;"><span style="color: black;">5</span></span><strong style="color: blue;"><span style="color: black;">回复常规询盘的<span style="color: black;">有些</span>思路和<span style="color: black;">重视</span>事项</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>客户在询价时<span style="color: black;">供给</span>足够的信息，那先不要问东问西，应该<span style="color: black;">快速</span>整理报价。完整的报价应<span style="color: black;">包含</span>货期，打样时间，包装规格等（<span style="color: black;">由于</span><span style="color: black;">有些</span>客户需要<span style="color: black;">按照</span>包装规格来核算运费）。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">对应<span style="color: black;">仔细</span>的询盘，<span style="color: black;">第1</span>轮回复千万不要问<span style="color: black;">有些</span>牛马不相及的问题，<span style="color: black;">例如</span>订单八字还没一撇，就问对方会<span style="color: black;">怎样</span>付款，多久会下订单，<span style="color: black;">乃至</span>发客户信息表，让客户填后<span style="color: black;">才可</span>报价。<strong style="color: blue;">设置门槛的报价，只针对<span style="color: black;">同期</span><span style="color: black;">亦</span>在和你索取例如价目表，图纸，设计稿的客户。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">不是所有询盘都需要细致的背景调查的，精力时间<span style="color: black;">亦</span>顾不来</span></strong><span style="color: black;">。<span style="color: black;">针对</span><span style="color: black;">有些</span>信息充足<span style="color: black;">能够</span>直接报价的询盘，<span style="color: black;">即时</span>回复报价，比先磨蹭着把对方信息<span style="color: black;">科研</span>个遍强。如需要一<span style="color: black;">按时</span>间<span style="color: black;">才可</span>核价的，<span style="color: black;">亦</span>应该先回复客户正在处理，大概什么时候<span style="color: black;">能够</span>回复报价。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">针对</span>询盘数量比<span style="color: black;">很强</span>的客户，尤其是数量大到有点离谱的客户，应先查查对方的底，验证完对方的身份，再分析询盘的真实性，不要被对方的信息牵着鼻子走。</span></p><span style="color: black;"><span style="color: black;">如之前遇过一个客户，需要采购包装材料，他提及We are looking at 60 bags per minute x 60 mins x 20 hrs per day x 25 days per month = 1,800,000 bags per month x 3 months stock down in advance = 5.4 million bags with our orders every 1/4 .</span><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Like I mentioned above, the lowest price will win the order.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">他提及需要一次性采购CPP袋子，用来包装厨房用纸的。收到<span style="color: black;">这般</span>的询盘，数量很大，<span style="color: black;">经过</span>几个来回的邮件沟通，谷歌，社媒和其他工具的背景调查，加之询问了业内全自动厕纸包装机的工程师，获取到：客户工厂才刚起步，且<span style="color: black;">目的</span>市场不大，常规自动厕纸包装机<span style="color: black;">通常</span>在35-40包每分钟，以此大概<span style="color: black;">晓得</span>客户的求购有些虚。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在回复询盘时，<span style="color: black;">能够</span>做到心里有数，<span style="color: black;">根据</span><span style="color: black;">区别</span>的数量梯度进行报价，不会<span style="color: black;">导致</span>按大数量报了低价，后面还盘无余地的<span style="color: black;">状况</span>。</span></p>
</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">针对</span>简单，在询盘中获取不到任何有效<span style="color: black;">新闻</span>的询盘，<span style="color: black;">亦</span>不必放弃。其实<span style="color: black;">非常多</span>有价值的订单，<span style="color: black;">便是</span>从这类询盘<span style="color: black;">起始</span>的，看你<span style="color: black;">怎样</span>一步步挖掘。</span></p><span style="color: black;"><span style="color: black;">6</span></span><strong style="color: blue;"><span style="color: black;">回复询盘后，应<span style="color: black;">怎样</span>跟进</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">在报价或回复邮件后，比较有价值的询盘：</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">落款比较详实的，买家信息真实的</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有附带工程图纸<span style="color: black;">或</span><span style="color: black;">制品</span>设计图的</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户在<span style="color: black;">研发</span><span style="color: black;">目的</span>市场范畴内的</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">询盘内容清楚，且官网<span style="color: black;">制品</span>对口的</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">这类询盘中的客户信息要先整理<span style="color: black;">或</span><span style="color: black;">经过</span>搜索引擎挖掘出来，录入CRM系统</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;">常规的询盘，回复报价后，客户暂时两三天没动静时，<span style="color: black;">能够</span>先询问：</strong></span><span style="color: black;">I am following up for your feedback on the offer sent on + 时间，像上文提及Daniel寻购的软胶杯垫询盘，<span style="color: black;">第1</span>回合，获取到客户<span style="color: black;">需求</span>的派送<span style="color: black;">位置</span>，规格和采购数量（10,000张）</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在我报价和<span style="color: black;">通知</span>货期后，客户没再回复邮件，我便在隔天写邮件询问：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Hi Daniel, any further updates?</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">此时客户询问：用当前模具最快能什么时候做好？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/kGQVXldQlutmyCUqFlhJLRRiaSe0bfBvUZhibohX2zyehPnRBkiaBagWzyjd5ibPvawIzApxj5YefPmGxN45ibbkIpw/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">更加验证之前推测，<span style="color: black;">她们</span>对时效更看重。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在询问客户<span style="color: black;">有没有</span><span style="color: black;">需求</span>的deadline 期限后，他<span style="color: black;">暗示</span>期待的货期在5天内。说实话，他要的货太急了，我并不把握能否能按时赶出货。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">于是我斟酌了下，回复：“我和生产部经理确认了，最快<span style="color: black;">亦</span>要10个工作日，尽管<span style="color: black;">咱们</span>很想和你合作，但<span style="color: black;">日前</span>生产旺季，并且货运非常态，<span style="color: black;">显现</span>延误<span style="color: black;">咱们</span>把控不了，请<span style="color: black;">思虑</span>”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/kGQVXldQlutmyCUqFlhJLRRiaSe0bfBvUZLB0ZkIa149xTozxVmrYAl0iaRtBQ6baCGf9f0jX71rqLibepCpA1M8g/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其实回复完这个邮件，我当时是想此单哪怕不成，但<span style="color: black;">能够</span>后续节假日<span style="color: black;">或</span>社媒上保持关注，在<span style="color: black;">她们</span>有下次<span style="color: black;">需要</span>时再合作。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">然则</span>意外收到客户的回复：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/kGQVXldQlutmyCUqFlhJLRRiaSe0bfBvUtFRewUIUommjqribCyuS7TRBGlpSTmRKHhScWbaFZu43xicRZVG3KBFw/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">和客户实话实说，反而<span style="color: black;">赢得</span>好感了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/kGQVXldQlutmyCUqFlhJLRRiaSe0bfBvUmNTWyTyaicVfcBP8nUGbksnYqU1YRrCZILpsM6JuwTklurLI0DHo7Cw/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户在过了两天发邮件来，<span style="color: black;">暗示</span>愿意下单，<span style="color: black;">亦</span>敲定了<span style="color: black;">最后</span>订量，发来设计图纸和提出做工<span style="color: black;">需求</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">虽然让<span style="color: black;">咱们</span>尽快出货，<span style="color: black;">然则</span><span style="color: black;">暗示</span>他明白货运时效<span style="color: black;">咱们</span><span style="color: black;">没法</span><span style="color: black;">掌控</span>。通情达理，让人<span style="color: black;">怎样</span>不<span style="color: black;">爱好</span>这种客户！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span><span style="color: black;">通常</span>常规的询盘，<span style="color: black;">倘若</span>客户确实有<span style="color: black;">知道</span>采购<span style="color: black;">需要</span>，且你价格在他预算范围内的，会经过几个回合的邮件<span style="color: black;">或</span><span style="color: black;">tel</span>沟通，敲定订单。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">如遇到更<span style="color: black;">繁杂</span>一点的询盘，采购周期长，<span style="color: black;">制品</span><span style="color: black;">亦</span>相对<span style="color: black;">繁杂</span>，且客户对价格有异议，需要进一步出对应<span style="color: black;">方法</span>。</span></strong><span style="color: black;"><span style="color: black;"><span style="color: black;">这儿</span>要<span style="color: black;">重视</span>的是，客户说你报价贵，他指的不是你的出厂价<span style="color: black;">或</span>FOB价格，而是综合他当地的关税，运费，其他杂费，还有看<span style="color: black;">制品</span>在当地市场<span style="color: black;">营销</span>有多少利润空间<span style="color: black;">来讲</span>的。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这种<span style="color: black;">状况</span>，<span style="color: black;">能够</span><span style="color: black;">帮助</span>客户做costing sheet帮客户理清各层的价格，<span style="color: black;">瞧瞧</span>在哪个环节<span style="color: black;">能够</span>把<span style="color: black;">花费</span>下调下来，<span style="color: black;">亦</span>有助于客户内部更快地做出决定。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">同期</span>和客户在<span style="color: black;">花费</span>运算，和细节沟通上越多，越<span style="color: black;">增多</span>和客户的粘性。精力是有限的，有全局观的客户不会到处无休止地比较价格，只会综合考量锁定合适的供应商。</span></p><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">常规的costing sheet, 不需要做得很<span style="color: black;">繁杂</span>，从两大点出发：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">制品</span>的质量来做价格区分</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">整体价格来做价格区分</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">整体价格，只要把FOB价格，运费，客户关税大致列清楚 - 等同于DDP价格的拆分。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">之<span style="color: black;">因此</span>拆分，有2个<span style="color: black;">原由</span>：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1）当前运费极其不稳定，不适合报CFR<span style="color: black;">或</span>CIF. </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2）<span style="color: black;">能够</span>让买家清楚看到每一层的价格，比方5吨重的盒子，方数大概是10CBM. <span style="color: black;">此时</span>候<span style="color: black;">能够</span>列出：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">by air / by sea / by sea with duty door to door delivery / by air with duty door to door delivery 的运输方式，{<span style="color: black;">有些</span>国家地区运输方式多种，<span style="color: black;">有些</span>则<span style="color: black;">特别有</span>限，<span style="color: black;">按照</span><span style="color: black;">实质</span><span style="color: black;">状况</span>来分析}</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">再依次除以总数量来算出相应分摊的运费，关税分别是多少。</span></p><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">针对<span style="color: black;">机构</span>规模比<span style="color: black;">很强</span>的客户</span></strong><span style="color: black;">，（初步<span style="color: black;">能够</span>从他发邮件时判断：抄送多方<span style="color: black;">关联</span>人员<span style="color: black;">或</span>从背景调查<span style="color: black;">晓得</span><span style="color: black;">机构</span>规模）<span style="color: black;">能够</span>组织<span style="color: black;">tel</span>或视频会议，准备好DEMO<span style="color: black;">或</span><span style="color: black;">关联</span><span style="color: black;">方法</span>进行演示，<span style="color: black;">必定</span>在资料充分且说服力，<span style="color: black;">才可</span>在有实力的新客户面前亮相。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">不要过分依赖邮件联系，</span></strong><span style="color: black;"><span style="color: black;">像欧美客户<span style="color: black;">能够</span>加skype进行后续跟进，非洲或东南亚客户等<span style="color: black;">能够</span>whatsapp, ins, facebook messenger 进行沟通，当然在发送重要资料<span style="color: black;">或</span>细节时，记得邮件<span style="color: black;">亦</span><span style="color: black;">同期</span>备份一份。有时候，<span style="color: black;">能够</span><span style="color: black;">tel</span>跟进<span style="color: black;">亦</span>是必要的，像遇到过<span style="color: black;">非常多</span>客户发完报价后无音讯了，<strong style="color: blue;">打<span style="color: black;">tel</span>后是<span style="color: black;">另一</span>的收获：</strong><span style="color: black;">例如</span>信息很高冷，永远是ok. yes, right. <span style="color: black;">然则</span><span style="color: black;">tel</span>很能说，很热情；<span style="color: black;">例如</span><span style="color: black;">tel</span><span style="color: black;">通知</span>，才<span style="color: black;">晓得</span>邮件被过滤词送去了垃圾邮箱；<span style="color: black;">例如</span><span style="color: black;">tel</span>里会直接告诉你的顾虑，<span style="color: black;">或</span>还没做好进口准备，只是在<span style="color: black;">认识</span>行情，那<span style="color: black;">能够</span>直接从<span style="color: black;">近期</span>的跟进名单里把对方筛除；等等。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">跟进回复请把握好口吻，<span style="color: black;">能够</span><span style="color: black;">按照</span>客户的风格来，</span></strong><span style="color: black;"><span style="color: black;">倘若</span>客户惜字如金，你的回复相应<span style="color: black;">亦</span>应该干练，不拖泥带水；<span style="color: black;">倘若</span>客户会主动提及<span style="color: black;">有些</span>信息，<span style="color: black;">那样</span>回复的时候<span style="color: black;">能够</span>相应互动；以此类推。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">询盘发出去的<span style="color: black;">1星期</span>内，头两次跟进很重要。</span></strong><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>报价后跟进客户，<span style="color: black;">然则</span>很长一段时间都没突破，证明客户其实还没做好和你采购的准备，<span style="color: black;">那样</span><span style="color: black;">能够</span>固定每周，每半个月/每月<span style="color: black;">这般</span>的频率发送newsletter <span style="color: black;">或</span><span style="color: black;">有些</span>针对性的新品/新技术<span style="color: black;">新闻</span>，出货<span style="color: black;">照片</span>，<span style="color: black;">能够</span>关注社媒，<span style="color: black;">能够</span>节日发送祝福等去跟进。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">尤其对大<span style="color: black;">机构</span>而言，<span style="color: black;">持续</span>地物色新的供应商，是<span style="color: black;">她们</span>的工作范畴之一，<span style="color: black;">她们</span>的订单永远不可能只分配给一个工厂/一个贸易<span style="color: black;">机构</span>去完成，<span style="color: black;">常常</span>是<span style="color: black;">许多</span>工厂/贸易<span style="color: black;">机构</span><span style="color: black;">一起</span>完成订单。</span></p><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">个人经验，永远不要在客户面前<span style="color: black;">暴露</span>出你需要这个订单的焦虑，尤其是新客户，<span style="color: black;">或</span>是大项目。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">沉住气保持<span style="color: black;">必定</span>频率的跟进，<span style="color: black;">例如</span>今天沟通了，明天没<span style="color: black;">信息</span>，等一等，后天再询问；<span style="color: black;">例如</span>他说好明天确认给你，明天是周末，又安静了，那请按捺住周一再跟；<span style="color: black;">例如</span>信息只读不回，<span style="color: black;">亦</span>忍住，不要把客户当成不回信息的另一半，充满怨念。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">与其把时间平均平衡，<span style="color: black;">亦</span>不要集中精力去盯紧一个客户，<span style="color: black;">这般</span>你焦虑不安，对方<span style="color: black;">亦</span>觉得压迫感。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这段话有感于一个女生发她客户回复截图询问我跟进技巧，她的客户说 "Please dont take this the wrong way. Working with a new possible manufacture, when we have a tried and tested supply chain, is a very big step for us. Please be patient and dont expect instant response." <span style="color: black;">这般</span>的客户其实还是很耐心，哪怕<span style="color: black;">已然</span>不耐烦了，还是表述得很委婉。但<span style="color: black;">常常</span><span style="color: black;">非常多</span>客户，直接在你追问的时候就把你pass了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不管是B2B还是B2C, 其实<span style="color: black;">最后</span>还是H2H. HUMAN TO HUMAN. 人与人在生意场上的打交道，拿捏得好<span style="color: black;">欠好</span>，<span style="color: black;">亦</span>会影响到订单的风向。</span></p><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><span style="color: black;"><span style="color: black;">7</span></span><strong style="color: blue;"><span style="color: black;">常用的询盘回复模板</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">开首语的<span style="color: black;">关联</span>表达：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Thanks for your enquiry. I should be able to send you quotation by tomorrow. 谢谢询价，我会在明天之内给你报价。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Thank you for your inquiry regarding our product. 谢谢对<span style="color: black;">咱们</span><span style="color: black;">制品</span>的询价。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Thank you for your interest in our product XX. 谢谢对<span style="color: black;">咱们</span><span style="color: black;">制品</span>感兴趣。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">It was a pleasure to receive your inquiry about the product of our company. 很高兴收到你对我司<span style="color: black;">制品</span>的询价。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">回复询盘附上资料的<span style="color: black;">关联</span>表达：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">According to your inquiry, we have enclosed the quotation for your reference.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">In response to your inquiry, please find attached the quotation for xx in this email.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">To address your request, please find attached the detailed quotation for xx.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">We are pleased to satisfy your demand with the attached quotation.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">以上表达均<span style="color: black;">暗示</span>：<span style="color: black;">按照</span>你的询盘/<span style="color: black;">需求</span>，<span style="color: black;">咱们</span>随附报价。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">随附了其他资料供客户阅览，参考：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">In addition to the information above, we also attached xx.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Besides the given information, we also enclosed xx.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">In order to fully answer your request, we would like to give you some further details.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">There is some other information we believe may be useful to you.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">You can find some relevant items below.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一般</span>在附上报价单时，<span style="color: black;">能够</span><span style="color: black;">弥补</span>其他相关资料，如刚出货的同款<span style="color: black;">制品</span><span style="color: black;">照片</span>/生产工艺图/大货<span style="color: black;">照片</span>/展会<span style="color: black;">照片</span>/<span style="color: black;">制品</span>功能<span style="color: black;">照片</span>/或操作视频等，加深客户印象</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">结束语，<span style="color: black;">显示</span>会随时进一步<span style="color: black;">帮助</span>，或盼复的意愿：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">We are on standby for any further support.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">If you require further information, feel free to contact me.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">If you have any questions or need more details, we are always ready to help.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Thank you for your time and consideration. I look forward to hearing from you soon.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">We look forward to doing business with you in the future.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">粉丝福利</span></strong></span></p><span style="color: black;">扫码添加班<span style="color: black;">专家</span><span style="color: black;">微X</span>，</span><span style="color: black;">免费领取《橙帮外贸干货资料合集》</span><span style="color: black;">电子书籍一份</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">资料内容涵盖<span style="color: black;">邮件分析回复、</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">客户<span style="color: black;">研发</span>跟进、</span></strong></span><strong style="color: blue;"><span style="color: black;">邮件写作、</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">外贸员工管理、</span></strong><strong style="color: blue;"><span style="color: black;">激励政策等。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">外贸干货合集—外贸人必看！</span></strong></span><strong style="color: blue;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></strong></p><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">以上为部分干货目录</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">添加班<span style="color: black;">专家</span>领取干货资料包。</span></p>
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