[询盘案例库]拿到询盘不知道怎么回吗?看看这个!

询盘来源国家:Malaysia
产品行业:plant extract
买家询盘: Dear Sir/Ma, I write to inform you that we are interested in your products. Please kindly send us your catalog. And we would like to inquire about the following: *Minimum Order Quantity *Your delivery time *Payment terms *And your products warranty I await your reply. Best Regards,
供应商回盘:Dear XX, Thanks for your email. In order to quote you the best price, would you please advise below information:附客人提供的图片,方便客人边看图片边确认下面的内容1."inside: rubber rope": I suggest you prefer to silicone material, it is nontoxic,odorless and eco-friendly, suitable for bracelets. is it hollow or solid? What is the diameter? "outside woven with logo": What’s the material for cloth? is that nylon or other? Some of our woven bracelets for your reference. 附我们自己的类似手环 2. Detail location of Logo, would you please send us the logo image? Waiting for your kind suggestion. Thanks and best regards—-附名字、公司名和联系方式。
回盘备注:买家联系方式: Mr. XXX 当前询盘同时发送给 20 供应商
专家点评:Hello,
拿到询盘,首先就是从字里行间去分析,推测客户发询盘的目的,这也是判断客户需求点的过程。了解到客户的需求是什么,你就知道回复的重心在哪了。
在这个询盘中,通过买家的描述和要求你提供的贸易细节内容,不难得出结论,买家是在做新产品和供应商开发,例如其中比较关注最小起订量,交货期,售后保障等,这样你回复的重心就是要做产品的系列介绍,整体优势所在,市场情况,同类产品比较等,总之就是有利于客户了解产品,并增加客户尝试进口分销这类产品的信心。再有可以根据你们经验及客户国家地区的特征,先帮客户推荐一两个系列的产品,说明推荐理由,然后引导客户回答这些特征是否符合当地消费者的需求特点,不符合的地方让客户提出来。这样也就为以后的跟进做好了铺垫。你可以体会下这其中的思路。

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