“我回復了買(mǎi)家，為什么他不理我了呢？”、“報價(jià)表發(fā)給買(mǎi)家后，就沒(méi)有然后了……”、“心里真的有一萬(wàn)只草泥馬在奔騰??！本來(lái)詢(xún)盤(pán)的客戶(hù)就不多，結果一個(gè)個(gè)回復仿佛石沉大海一般…….”剛剛進(jìn)入外貿行業(yè)的小美抱怨到。該如何打破這種僵局呢？特邀擁有8年外貿經(jīng)驗的大咖美娜小姐為大家分享，如何有效地回復買(mǎi)家的詢(xún)盤(pán)。
首先，我們需要解決的問(wèn)題是，回復詢(xún)盤(pán)后，買(mǎi)家為何再無(wú)回應了呢？是客戶(hù)未收到郵件嗎？是錯過(guò)了買(mǎi)家接收郵件的時(shí)間嗎？是買(mǎi)家在休假嗎？是你的回復不具吸引力？還是買(mǎi)家只是來(lái)比價(jià)的呢……這些因素我們都需考慮在內，并一一推敲、推翻，最終找到根源，從而真正的解決問(wèn)題。
如果是來(lái)騙報價(jià)的，這個(gè)買(mǎi)家沒(méi)必要再花費時(shí)間和精力去維護了；是未收到郵件，你可以再發(fā)一份郵件，但得把握好間隔時(shí)間，不可太快，也不能太久；若買(mǎi)家所在國家和地區正值節假日，那么你可在假期結束后問(wèn)候一下買(mǎi)家；以上說(shuō)的這幾點(diǎn)問(wèn)題都好解決，比較難解決的是，你的回復沒(méi)有足夠的吸引力。美娜小姐主要通過(guò)幾個(gè)經(jīng)典案例為大家解決問(wèn)題。
enquiry 詢(xún)盤(pán)
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
敬啟者：
我們在《新亞洲周刊》見(jiàn)到你們的廣告。我們對你們的手提打字機尤感興趣，但我們需要的是一臺適用于打字量較大的機子。
請你寄一份最新的附圖產(chǎn)品目錄和價(jià)目表來(lái)。謝謝。
回復
reply 報盤(pán)（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.
敬啟者：
我們很高興收到您四月五日答復我們打字機廣告的來(lái)信，現按您來(lái)信的要求附上我們最新的附圖產(chǎn)品目錄及現在的價(jià)目表。
我們認為“手提95型”會(huì )適合您的需要。這部機重6。5公斤，比常見(jiàn)的手提機稍重一些，但適合于打字量大的用途，同時(shí)也可放進(jìn)打字箱內，十分便于手提。
我們目前的存貨中有這樣一臺機子，我們將很樂(lè )意為您安排前來(lái)試用。
自今年三月以來(lái)各種費用一直在上升，但我們仍未提價(jià)，不過(guò)目前的庫存一旦售完便可能不得不這樣做。為此我們建議您即時(shí)向我們下訂單。
enquiry 詢(xún)盤(pán) （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.
敬啟者：
我們是一家經(jīng)銷(xiāo)防水衣的主要商號。我們的顧客對貴公司生產(chǎn)的雨衣有興趣，并曾詢(xún)問(wèn)過(guò)它們的品質(zhì)。
若質(zhì)量和價(jià)格適宜，你們的雨衣在這里會(huì )有較好的銷(xiāo)量。但在正式下 定單 之前，我們希望先試銷(xiāo)。如你們能選一批男，女裝雨衣寄來(lái)，并同意給我們14天的試銷(xiāo)期，我們將會(huì )感到很高興。在此期限結束時(shí)，任何未銷(xiāo)出而我們又不準備庫存的產(chǎn)品將退還給你們，退貨費用由我方負擔。
盼早日賜復。
reply 報盤(pán)（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.
敬啟者：
您三月十日的來(lái)函收悉，我們對您提出有意試銷(xiāo)我們出產(chǎn)的男女裝雨衣的要求謹表示由衷的高興。
鑒于我們雙方以往未有生意往來(lái)，可否請您提供一些一般的商業(yè)信用證明資料，或我們可查詢(xún)的某家銀行的名稱(chēng)。一旦這些查詢(xún)獲滿(mǎn)意答復，我們將非常樂(lè )意向您寄出您信中提出的產(chǎn)品。
我們衷心希望這是我們雙方長(cháng)期愉快合作的開(kāi)始，我們將為此盡心竭力。