The old foreign trade salesman teaches you how to reply to the inquiry.

Recommend a look, very comprehensive! Analysis, counteroffer and follow-up. This is a repeated, long-term, painful and hesitant process, which makes people almost unable to persist and is also a process of tempering their will. Doing e-commerce for foreign trade depends on persistence and maintenance. You should keep a good attitude every day, do what you should do every day, and deal with inquiries and quotations. Keep full of confidence in your products! Focus on maintaining customers who have already made a deal, and constantly follow up and maintain inquiries that have not been made! Steps/Methods What common problems do people encounter when they use e-commerce platform to negotiate foreign trade business? 1, I replied to the buyer, why did the buyer ignore me? Analysis reason: 1) The email guest did not receive it! Analysis: At present, many domestic manufacturers and businesses still use free e-mail, even digital e-mail (163, 126.com? This email address can be easily recognized as spam by foreign guests' mail servers. Before the guest receives your reply, the guest's server has directly returned or deleted the email you sent, so the guest will naturally not reply to you, because they have never received the email at all! Solution: It's best to use international mailboxes such as hotmail.com, gmail.com and yahoo.com for free, so it's not easy to be analyzed as spam! In addition, you can also use the company mailbox purchased with the company name and the mailbox suffixed with the company name to contact the guests. This is not free to use. Usually, there is an annual fee for making a company website and sending it to the company's mailbox. Similarly, this mailbox with company name suffix must also find relevant companies to do "two-way analysis" of the mailbox. In this way, the email you send will pass through the guest's mailbox server, and the guest will receive the email smoothly! 2) Virus analysis in email: Do you check the virus in your computer every day? Imagine if a guest receives your email, but your email contains a virus and is detected by the guest's antivirus software. Will the guests read the email or just delete it? This problem is obvious. Solution: The solution is simple, that is, check your computer thoroughly regularly to make sure that the email you send is free of any viruses and Trojans. 3) The time difference of sending, and the time for customers to read emails! Analysis: Many foreign traders think that once they receive it? Inquiry? Reply immediately, thinking of replying as soon as possible, the guests will be satisfied, appreciated and replied! This is right, but it ignores a very important point. Except for some countries in Asia and Australia, most customers have time difference with China. Even if you reply to the guest immediately, the guest will not see the email until after work. What did the guests send? Inquiry? You won't be the only one to reply. There must be many suppliers scrambling to reply. In this way, the earliest reply email sinks to the bottom in the order of mailbox arrangement. If guests find interested suppliers in the above email, they won't read your email at the bottom at all! Solution: Know the local time difference and working hours of the guests and send them according to the working hours of the guests. This can be achieved by simply sending emails regularly! One more thing, which I think is very good, is to contact online according to the working hours of the guests! For example, the time difference between Europe and China is -6 to -8 hours, so we are at 3-4 pm, which is the time for guests to go to work. In this case, if we send an email to our guests in the afternoon, we are likely to receive a reply from them. We will reply immediately after receiving the reply, or we can do it in Trademanger? Or MSN can communicate with guests online in time, which is also the best way to communicate. 4) Analysis of the guest's vacation and mail density: In addition to contacting the guest in time, we should also know the legal holidays or rest time of the guest! Guests from many countries pay great attention to their schedules. Once they have a rest or a holiday, they will never do anything again! So it is also important to know the holiday time of the guests. The density of your email is also important. If the density is too high, at least three emails a day are likely to be regarded as harassment or spam by guests, and you will be blacklisted. Solution: The best mail density proposed by the lecturer is: day 65438 +0, 2, 6 days 13, 28 days-every 1 month! That is, after sending it at first, if you don't reply the next day, you will add another one, if you don't reply for four days, you will add it on the sixth day. If you don't reply, send it again in a week, then send it again in half a month, and then send it regularly every month! Of course, the content must not be the same, and the title should be changed frequently. Don't give up any guest, even if there is no reply, send an email every month! Let the guests know you and remember you. When customers have questions about your products, they will think of you first! 2. Why do some buyers contact several times without news? Analysis problem: 1) The customer doesn't believe me. Analysis: Many customers have been cheated by many immoral businessmen in China, so they will not contact us easily if they feel something is wrong when communicating with us! Solution: at the beginning of contact with guests, put the company's? Customs? Scan the registration form and send it to the guests, so that they can believe that we are a genuine formal business company! 2) Market cycle analysis and solutions: To understand the market cycle of a product, we must clearly know the off-season and peak season of this product. Understand the off-season of products, so that you can seize the opportunity to contact with guests! 3) I have been contacting other suppliers for analysis and solution: this happens to many colleagues. After the email was sent, the guest replied that he was already contacting other suppliers! Never give up in this case, and keep in touch with the guests. If customers and current suppliers find problems, they will contact you immediately! If you find that the guest is a potential customer, you must quote carefully. Some people think that your offer is higher, and maybe the guest will make a counter-offer, but I don't know that if the guest receives a lot of inquiries, if your price is too different from other suppliers, the guest will not consider you at all and will directly cut you! 4) Analysis and solution of unclear email expression: This is mainly aimed at newcomers to foreign trade. E-mail writing is not writing English novels or lyric articles, but simple and clear. Know clearly what you want to express and let the guests understand what you mean. At the beginning of the inquiry, sometimes, we sent a lot of inquiries and there was no news. Think from the guest's point of view, the customer has the right to remain silent! Only when he needs something or your email touches him will he contact you! So don't give up the guests! Seize any opportunity! 3. A lot of feedback, but no big buyer I want? Clear their own positioning and market certification. Don't be superstitious about big buyers and big customers. There are not many opportunities to meet real big buyers. Big buyers are established and cultivated by themselves in long-term business contacts. The guests are cultivating the factory, and the factory is also cultivating the guests! Large customers usually need higher product certification and factory environment. If you don't have the relevant conditions, you are likely to be rejected by big customers. Besides, don't be superstitious about big customers. Big orders from really big customers should also be handled with caution. If your order is large, you will lose more money. Maybe it's just a big customer. If there is a quality problem, you may lose everything. I have been in contact with my customers by email, but they just don't place an order. Analysis: If you are a professional customer, you may be cooperating with other suppliers. Take measures: do everything possible to find the direct contact information of customers, not just by email, but by MSN, ICQ, SKYPE, YAHOO, etc. , even by phone. Modern foreign traders often forget the most basic contact information, telephone. Don't forget to call, send a few emails and call the guests to ask if they have received the emails! Let the guests remember you and pay attention to you! How can I get the buyer to give me an order? In fact, this is not a problem, but the goal of our salesman. "Why do some buyers contact several times without news?" At this time, customers are really needed. How to get customers to give us orders, the key is to solve such inquiry customers. We should have a correct attitude and carefully analyze and handle the inquiry! Analyze and judge the inquiry 1, inquiry classification 1) irrelevant inquiry 2) Do not mention related products, only seek cooperation inquiry 3) Ask for specific products, 4) Ask for some price, packaging and delivery information, 2) How to handle different types of mail 1) Filter out irrelevant inquiries 2) Cultivate inquiries that generally seek cooperation. The mailbox can also be changed occasionally! 3) When referring to products, focus on asking about price, packaging and delivery information, and focus on such inquiries to urge customers to order samples in advance through various sales methods! 4) It should be noted that while making classified inquiries and replies, we must be wary of customers using different mailboxes to inquire about product prices. Be careful when you encounter an inquiry for the same product in a region! 3, the judgment standard of the main customer through the customer's information and the key judgment of the customer's inquiry, find out the customer to the point. For example, ask about the difference between the packaging size of the product (the customer calculates the number of containers on the premise of having an order) and other similar products. The guests are comparing. Where is your product expensive? ) ask about the corresponding certification of the product. (The guest must be a regular channel company, perhaps an official customer) Key parts requirements of the product. Application process in processing. Not outrageous price requirements. The guest must have made a price comparison. 4. How to cultivate potential guests 1) Establish long-term contact mechanisms and methods 2) Use special reminders and preferential promotions to drive them to cooperate with us. 3) Use word-of-mouth marketing to cultivate customers. 4) Long-term accurate quotation, so that guests can feel pressure all the time! (Prompting the price increase next month will put pressure on the guests) Inquiry reply 1. The subject of the email should be attractive, original and attract customers' attention at the first time. If you are judged as a real guest, you must work hard on the title of our email. For example: sell? Mask (? CE，？ ISO，？ FDA，？ BFE) (direct investment product certification certificate is on the title! )? The best? Price list? For what? Mask! ! ! ! Surprise-mask mask (CE, FDA,? BFE)-USD 10.00 (The price is directly marked on the title! ) 2. Briefly introduce your company, highlight the product performance and all the certifications you have, and skillfully use electronic catalogues and price lists .. Don't rush to quote at first. Understand the customer's search, make a cautious quotation after reasonable analysis and classification! You can also use the picture quotation to send the pictures of our company's products to the guests. For those customers who don't understand English communication, the simpler it is, the easier it is for them to understand! 3. Setting a reply template refers to making different sample counter-offers to customers of different countries, different requirements and different prices by summarizing a large number of customers! There is no stereotyped reply! Set an easy-to-understand reply template with pictures. Fourth, the quotation exercise 1, for customers who start to have feedback, set a gradient quotation, for example, set MOQ. What is the price of the minimum order quantity? What's the price of bulk goods? What's the price of the whole container? What is the annual cooperation price? Mold costs and so on. The mold fee can be refunded, but it is not in cash, and the sample fee is charged for returning the product. How to deal with free samples? For our cheaper products, we can avoid the sample fee, but we need to pay the express freight! 2. What must be written in the quotation email:-Product model and configuration (with pictures)-Quote the customer according to the ordered quantity. -Port of destination information (FOB, CIF, ...)-Validity of the offer. Sign your name and leave your company's contact information: company name, telephone number, fax number, address, email address, main email address and backup email address. Special reminder: Look at the country where the inquiry customer belongs and reply to the email on time. Try to let customers receive your email during working hours! Remember not to quote the guests in a hurry, but to find out the details and status of the guests first!