外贸高手教你如何回复询盘

“我回复了买家，为什么他不理我了呢？”、“报价表发给买家后，就没有然后了……”、“心里真的有一万只草泥马在奔腾啊！本来询盘的客户就不多，结果一个个回复仿佛石沉大海一般…….”刚刚进入外贸行业的小美抱怨到。该如何打破这种僵局呢？百运网特邀拥有8年外贸经验的大咖美娜小姐为大家分享，如何有效地回复买家的询盘。

首先，我们需要解决的问题是，回复询盘后，买家为何再无回应了呢？是客户未收到邮件吗？是错过了买家接收邮件的时间吗？是买家在休假吗？是你的回复不具吸引力？还是买家只是来比价的呢……这些因素我们都需考虑在内，并一一推敲、推翻，最终找到根源，从而真正的解决问题。

如果是来骗报价的，这个买家没必要再花费时间和精力去维护了；是未收到邮件，你可以再发一份邮件，但得把握好间隔时间，不可太快，也不能太久；若买家所在国家和地区正值节假日，那么你可在假期结束后问候一下买家；以上说的这几点问题都好解决，比较难解决的是，你的回复没有足够的吸引力。美娜小姐主要通过几个经典案例为大家解决问题。

Enquiry 询盘

Dear sir,

We have seen your advertisement in the New Asia Journal and are particularly interested in your portable typewriters, but we require a machine suitable for fairly heavy duty.

Please send me your current illustrated catalogue and a price list.

Your faithfully

敬启者：

我们在《新亚洲周刊》见到你们的广告。我们对你们的手提打字机尤感兴趣，但我们需要的是一台适用于打字量较大的机子。

请你寄一份最新的附图产品目录和价目表来。谢谢。

回复

Reply 报盘（a）

Dear Sir，

We were very pleased to receive your letter of 5th April answering our advertisement for typewriters and, as requested, enclose a copy of our latest illustrated catalogue and current price list.

We think the "Portable 95" is a machine that would suit your purpose very well. It weighs 6.5 kg and is a bit heavier than the usual portable, but it is good for heavy duty and at the same time conveniently portable when carried in its case.

We have one of these machines in stock and we shall be pleased to arrange for you to try it.

Although costs have been rising since March, we have not yet raised our pries, but may have to do so when present stocks run out. We therefore advise you to place your order with us at once.

敬启者：

我们很高兴收到您四月五日答复我们打字机广告的来信，现按您来信的要求附上我们最新的附图产品目录及现在的价目表。

我们认为“手提95型”会适合您的需要。这部机重6。5公斤，比常见的手提机稍重一些，但适合于打字量大的用途，同时也可放进打字箱内，十分便于手提。

我们目前的存货中有这样一台机子，我们将很乐意为您安排前来试用。

自今年三月以来各种费用一直在上升，但我们仍未提价，不过目前的库存一旦售完便可能不得不这样做。为此我们建议您即时向我们下订单。

 

Enquiry 询盘 （b）

Dear Sir,

We are a leading dealer in waterproof garments in this city. Our customers have expressed interest in your raincoats and enquired about their quality.

Provided quality and price are satisfactory there are prospects of good sales here, but before placing a firm order we should be glad if you would send us, on fourteen day's approval, a selection of men's and women's raincoats. Any of the items unsold at the end of the period, and which we decide not to keep as stock, would be returned at our expense.

We look forward to hearing from you soon.

敬启者：

我们是一家经销防水衣的主要商号。我们的顾客对贵公司生产的雨衣有兴趣，并曾询问过它们的品质。

若质量和价格适宜，你们的雨衣在这里会有较好的销量。但在正式下 定单 之前，我们希望先试销。如你们能选一批男，女装雨衣寄来，并同意给我们14天的试销期，我们将会感到很高兴。在此期限结束时，任何未销出而我们又不准备库存的产品将退还给你们，退货费用由我方负担。

盼早日赐复。

 

Reply 报盘（b）

Dear Sir,

Thank you for your letter of 10th March. We are gratified to receive your request for men and women's raincoats on approval.

As we have not previously done business together, perhaps you will kindly agree to supply either the usual trade references, or the name of a bank to which we may refer. As soon as these enquiries are satisfactorily settled, we shall be happy to send you the items you mention in your letter.

W sincerely hope this will be the beginning of a long and pleasant business association. We shall do our best to make it so.

敬启者：

您三月十日的来函收悉，我们对您提出有意试销我们出产的男女装雨衣的要求谨表示由衷的高兴。

 

鉴于我们双方以往未有生意往来，可否请您提供一些一般的商业信用证明资料，或我们可查询的某家银行的名称。一旦这些查询获满意答复，我们将非常乐意向您寄出您信中提出的产品。

我们衷心希望这是我们双方长期愉快合作的开始，我们将为此尽心竭力。

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