15 怎么回应初次询盘？怎么试探初次客户的询盘？怎么试探客户？怎么争取与客户聊天？
回盘前－争取客户回应，争取聊天对谈
回盘以后客户就不理我们了，连他有没有收到我们回盘邮件都搞不清楚?这种情况应该怎么处理比较好?
如果我们一看到询盘就报价的话，效果一定不会很好，经常会陷入被动。想想看很多询盘的客户都搞不清楚他的情况，就他一句话我们就去花自己宝贵的时间，把所有的价格信息都报给他了。这岂不是连个交流对谈的交朋友机会都没有了吗？
有人说他的产品由于竞争激烈，价格是非常敏感的根本不能动，否则没有机会。也就是说他们的产品价格信息早就做好了，人家一问就只能给他们。那我觉得这种情况的报价实在非常的没有意思，只好问一下，
- 难道我们的报价在一开始的时候总是底价？
- 难道我们给陌生客户和老客户都是一样的价格？
对于产品的价格来说，始终会有糊涂价，认真价，客户是白吃价，一般价，常客价，朋友价，革命伙伴价。还有一个"很怕客户跑掉的底价”。
如果你经过询盘分析以后的初步决定是可以为这个客户付出一点点时间准备他需要的信息，那一般我都还会多做一个“想办法争取多跟客户聊个几次来回”的动作设计。因为
回盘的初期目的不是接单，应该是“争取与客户的对话权！ ”还有“持续评估客户是否值得？”
客户丢询盘的初期目标应该也是“找几个聊得来的供应商”。而且询盘的开始到最后的下单决定，应该大部分情况都会不太一样，所以我们在询盘初期大可以不要太纠结于细节。
试探，也是争取聊天的好办法，好处如下，
- 以便更全面的掌握信息状况，免得我的工作准备有偏差。
- 争取跟客户更多的熟悉与交往互动。
- 有时候为了确认客户的真实度，避免自己浪费时间，我们也会试着争取聊天。
- 有时候是自己的产品专业度不够，争取研究的时间，也争取聊聊天让对方了解我们在处理也会用心的处理。
- 还可以探一探客户的心底底线或期望值。
你像准备了很多的范例，
主动联络
有时候没有询盘邮件，信息来自于别人介绍，比如他在网站上留言。这种情况我们会发邮件主动去联络他们。
Hi Sir,
I got your request from my colleague. Thanks for the great opportunity, let me confirm first that you need info below.
xxx
确定能收到邮件
Hi Sir,
I got your request from my colleague. Thanks for the great opportunity, let me know first that you can get my email message and confirm that you need info below. Unfortunately, The whatsapp is blocked by China Government but messages only. Let me contact you via email first.
your messages
xxx
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Hi Sir,
I got your request from my colleague. Thanks for the great opportunity, let me confirm first that you can get my EMAIL messages Show you some product info below for your reference.
xxxxx
提问回应
询盘回应
接到客户询盘以后，我会先给客户一个礼貌。并且让对方预知我们的信息准备时间。没有礼貌回应的询盘很容易让客户不确定有没有人在处理他的询盘，而可能会不断的去问更多的供应商。
最简单的询盘回应
Got your inquiry and will give you info very soon.
但是这种情况，对方看完后应该会等你进一步消息而大部分都不会回你什么信息。有时候会搞不清楚他能不能收到我们的邮件。
确定邮件能不能联系上？
Thanks for the great opportunity. I will prepare your information very soon. Will you drop me a line and let me know you can get my message via EMAIL?
I believe you need this one
https://www.seminglighting.com/mobile.php/Products/A1-LED-Street-Light--949.html
数量问题
数量太少时
Actually 250 is far less than our minimum quality to produce them and ship from China. For this item if 1000 can be produced them easily. I will check the stock and update you soon.
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This item need to set up a printing plate. The quantity should be 1000 per printing. Very sorry.
数量少时运费贵，问数量
Thanks for a great opportunity. Our factory located in China. Less quality cost more shipping fee split. Better quality is 1000 for this item. Can it work?
先打个要求数量的预防针
Actually we are manufactured minimum quantity at 500. I wonder how much you can buy them local at 100pcs. I don't want to scare you by my estimation. But I can try to make the best price that I can do.
先打个有模具费的预防针
Thanks for your opportunity. May I see your design? Normally there are a custom mold charge around $1000 depends on your design. If you order quantity is less than 1000 It will not worth. Please advise.
--
It need a mold charge depend on the shape you want.
简单报价让客户问细节
We can get these made for you. The price currently without shipping is $2.75 each.
Let me know if you have any questions.
用时程来测试
Normally the timeline should be
- Producing 20 days，
- Courier shipping 7 days.
- Boat shipping 40 day but cheaper.
- Partial courier, partial boat shipping as an option.
Producing cost is less normal. Shipping option is always the major point.
一上来就要样品
Hi, I'm interested in selling it to eBay. How much is the minimum order I could get to get a maximum discount? How can I get a sample of it?
Thanks
推广一下，顺便谈样品费用
We are Factory Direct Outlet in China. I use this charger very well by myself. Will give you a price break soon. Per sample, if you pay $50 express shipping fee I will send them express to you and will deduct it once you place the bulk order.
针对性的推广一下
BTW our team can support your eBay business in the future for other benificial products.
-
I believe our team can support you a big game and a lot of jobs. Why not to try some projects.
直接拒绝无理要求
Please send me some promotional samples.
Sorry We don't have such service for initial client. Thanks for this opportunity.
或者用运费报价来回应
Okay no problem but they cost some flying charge at $100. Is that ok?
对于客户的需求还不确定时
I don't understand how to fix the light to the bike. For now I can estimate the cost per spec size to you at this stage. Is that OK?
同时发给很多竞争者的询盘
I guess you got support from them at this moment. Just want to let you know reach me once you got problem. Hope you have a good trip in Yiwu……
不提供免费样品
Ok, but in this way, we cant be a new client.
Yes it is true. But we have no enough budge to support more and more sample requests till now. We have to support our regular clients in priority……
我们可以先故意的调研一下，不要直接回应我们给不给样品, 用当地代理为借口作为未来拒绝的缓冲。
Thanks for the opportunity, may I know where is your location? I want to know if we have agents there.
未来可以用当地没有代理来拒绝对方的样品需求，也可以作为未来吸引他要不要做我们的代理的攀关系理由。
用运费估算来聊
For the shipping cost estimating purpose, May I know where they send to? Or I just give you a rough China price at this moment?
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I can send you some per our stock. But they are heavy and cost fly charge and need to packing better. It might be cost you $200. What you say?
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Thanks for your inquiry. Could you please advise your shipping definition because this will affect the cost of courier?
空运快递太贵的同理心说法
- 可以生产，运费太贵
Our workshop locate in China. Your quantity request is too less for economical shipping. This kind of products can't be shipped economical via air fly. It is better to ship them via sea boat with minimum 3 cubic meter in volume..
Less quantity always need fly. We can try other product, for high value or heavy product like street light etc
I don't want you get me wrong in price expensive. Please note.
Let me know if you still want me give you price for them.
- 运费太贵生产也有问题
Our workshop locate in china. Your quantity request is too less for producing. Minimum 500 each can work. Actually the less the expensive. The products can't be shipped economical via air fly. It is better to ship them via sea boat with minimum 1 cubic meter in volume.
太慢回邮件时
I am sorry did not see this email. Do you still need this infomation?
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Sorry for the late replying. Will give you a discount and your pricing is below……
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