0 1. Why is the quotation dead?
My reason
1, the quotation is blocked?
2. Does the quotation picture and information not meet the buyer's demand?
3. Low-priced booking or high-priced booking, which customers think is inconsistent.
Customer reason
1. The customer has resigned.
2. Wait for other information to compare.
Everything is fine, but wait for me to reduce the price voluntarily.
4. There is no progress in the project at present, so there is no need for procurement for the time being.
……
There are too many possibilities for customers not to reply to the quotation.
02. How to avoid "quotation death"? So, why don't customers reply to the quotation? Of course not. At this time, we have to find a way to ask him. How do you ask him? Did you ask him directly by phone? Of course not. Let's see how to contact customers.
No. 1
Bian Xiao here focuses on the analysis of factory buyers and intermediate traders who do not reply to the inquiry.
Factory buyer
Reasons for not replying include but are not limited to:
1, the purchase price is high.
2. Change to a new supplier, and the current raw materials can still guarantee the supply.
3. Don't buy this product for the time being.
For this kind of buyers, ask their expected price directly, send samples or provide qualification information of related products if it is convenient, and seize the advantages of products to show to customers.
Intermediate dealer
1. The upstream customer didn't reply, so we can't reply.
2. Simple inquiry and price comparison;
For this kind of trader, first of all, you can't simply give the price, you can choose 3-4 schemes, and the prices of different schemes are obviously different. Please mark the differences in detail, so that they will be interested in our price after inquiry, and remember us;
Of course, if the customer's inquiry information is very detailed, but there is still no result after the quotation is issued, then look for opportunities to contact customers and impress them with various advantages such as price and brand.
NO2, finding the right opportunity 1, and the validity period of the quotation.
Before the expiration of the validity period of the quotation sent to customers, we told customers in recent days through the topic of validity period that although the raw materials have risen seriously since 20021,the preferential price is still valid within the validity period, which not only left a good impression on customers to keep their promises, but also served as an invisible reminder.
If the customer still doesn't reply, please inform the customer the day after the expiration. Although the preferential price has expired, we can contact you if necessary, and we will still provide preferential prices and look forward to further cooperation.
2. Delivery date.
Since 20021,shipping has always been the most concerned topic for foreign traders. During the validity period of the price, we can ask the customer whether there is a demand for a second order. If the demand is urgent and the order cannot be placed in time, we will put other orders ahead, which will affect the scheduled delivery time.
3. New product/new quotation reminder.
The new proposal justifies sending a new quotation to the customer. Of course, if the purchase price changes due to objective factors such as sea freight and rising raw materials, and it is necessary to re-quote, you can also inform the customer in time.
4. Follow up according to customer needs.
For example, if the customer inquires about the household heater, if the heater is forgotten, you can tell the customer whether it needs to be stocked, and if so, let him know in time.
5, the buyer's herd mentality.
Pay attention to the regional preference distribution of product sales. If the customer is in a place with great regional demand, you can contact the customer: Hello, there is a great demand for xxx products in your area recently. We have sent similar products to our counterparts in your, and we have also sent you products from Lei Su before. Please let us know in time if there is any demand.
6. Festival/event marketing.
Pay attention to the market conditions, festivals and other information of the buyer's country/region. For example: China's small holiday/traditional festival, you can send greetings to buyers; Buyers' traditional festivals or emergencies, sending emails to show concern, etc.
Many successful foreign trade businesses start with a quotation, and after the quotation, we need to keep tracking in various ways, understand the customer's situation in various ways, and follow up with different customers in different ways before we can finally make an order.