[询盘案例库]耐心,耐力拿下品种多,价格低俄罗斯客户

询盘来源国家:俄罗斯 产品行业:LED light
买家询盘:
Dear friend.I am a Business Development Director of ERISSON brand (Moscow, Russia). Our brand is one of most successful Russian brands (TOP5) in our market. We have a big product range. Our ERISSON brand annual sales exceed 700 million USD. I’m interested in your LED bulbs, mainly with E14/E27 socle, but any other LED lamp offers are also interesting for me. Can you kindly quote them to me, basing on above 10K pcs/model, above 100K pcs/order?To avoid more questions from your side (like ‘tell me more about your company’ etc), pls, visit our webs:www.arconada.ru (our business with worldwide brands)www.tehnoerisson.ru (our own brand business)Kindly note, that I’ll compare your offer to other offers in the market. It can help to avoid time losses. If I find your offer better – we go on, if no – we stop. I don’t want to spend time for bargaining, so pls, quote me your best offer at once.Pls, reply me to my common mailbox – [email protected] for your soonest reply.Best regards, xxx
供应商回盘:
Hi xxx, Thanks for your inquiry! xxx company here,the original manufacturer of this bulb, founded in 2007. covering 3000 square meters with 10 million registered capital and ISO9001 certified. We owned good supply chain to provide you nice price, trained QC team 48hrs aging test to offer top quality,Mature product line to have large stocks and quick shipping. Besides, our independent engineer team are good at figuring out good ideal, you are warmly welcomedfor OEM or ODM. Please check the details of the bulb as following. Item name: Ceramic bulb Power: 3W P/N.: CZLS03005 Size: ?45*73mm Luminous: 250lm Input Voltage: AC85-265V CRI: >80 LED type: super bright smd Light base: E 27 Packing information:55*55*80mm 0.07kg 1pc/box 45*45*28cm 14kg 190pcs/box Sample price: 3usd/pc Bulk price: 2.5usd/pc (5k pcs-10k pcs) To avoid the spam intercept, i’d like to sent the colorful pictures in the next email. meanwhile, this bulb is on hot sale with large stock, the sample can be sent after your kindly confirmation immediatly! Best regards, xxx 回盘备注:一共跟客户有两个回合如上,后续就没有下文了。 这个客户自称是俄罗斯top5行业,我上他们网站看过,产品线非常多,有关我们的产品却非常少。假设真如客户所说是当地Top5的话,依靠他们在当地的影响力新项目也是能很快起来的。毕竟LED灯具的需求量还是很大滴。疑问: 如何判断客户背景的真实性?除了网站上了解的信息以外。 针对这种客户如何报价?客户说需要很多模具,我就要报所有的价格吗? 现在客户没有回复任何邮件了,如何跟进为好?以什么切入点来写邮件?
专家点评:Hello,
收到俄罗斯询盘,可以判定的是品种繁多,价低。这是俄罗斯客户普遍的一个特性。对该俄罗斯询盘, business development director 这个职位的客户需要引起我们的重视,因为该职位的客户基本上就是要找匹配合适的产品来进行采购的。询盘中客户大量地描述自己公司的规模,品牌,其中一个原因是要为之后的付款方式-远期信用证-做铺垫。同时, 客户对产品的目的性也非常的明确,同类型产品进行对比挑选出最合适的供应商。
回盘分析
真正的大买家,处于中层职位的客户,他的工作量是非常大的。因而客户收到你第二次回复后就没有任何回复邮件,因为客户从你的邮件中看不到你的专业和效率。 与客户沟通, 是要解决客户的问题,而不是给客户制造问题,答非所问。
建议
首先判断客户的真伪,可以通过google 地图-街景图来了解下客户的所处地理位置。 背景调查可以用站长工具,whois.domaintools.com, backwaymachine 等工作来进行调查。此外若有俄罗斯同行的客户, 也可以询问下其他客户对这个品牌的认知。

其次,面对这类客户询价,对与公司匹配度高的产品进行报价,报价要包含图片,具体产品参数,包装规格,包装数量,装柜数量等具体信息,一次性给到位。

再次, 针对客户不回复的情况, 目前能做的是追加一份详细的产品资料给客户,突出产品在同行中的亮点和优势。之后与客户保持联系,经常推荐新款给客户。
无论面对什么样的客户,我们能做的就是保持持久的耐力,多站在客户的角度思考问题。 _____精彩点评来自陈连君老师


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