[询盘案例库]RFQ报价的注意点

产品行业:竹木制品

买家询盘:
Hello xxxx and thank you for your email. We need a eco-friendly XXXXX…because customer wants wood or recycled wood or any similar material. We need the classic restaurant XXXXX in that material…do you have it? We don’t see that model in your web site or email…please advise…this is what we need. Thank you for your soonest reply. Best regards.

供应商回盘:
Dear xxxx,It is our great pleasure to have your inquiry on XXXX. Here we would like to recommend 10 items for your ref,pls kindly see our quotation sheet per attached file. Pls advise which item meet your demand,we will try our best to cooperate with you . Looking forward to our further cooperation soon.Thank you !
—给客户的第二次邮件: Dear xxx Nice day. Have you finished checking our XXXXX in previous email? 1.How do you think of our XXXXX design? 2.If you have your own design,could you provide for our ref,pls note we also can follow your own design. 3.Should you have any question about our products,pls feel free to contact us. Our factory sincerely looking forward to cooperate with your esteemed company on this project. Expecting your soon feedback info,thank you for your time.

基于该询盘的具体问题(客户困惑点):
老师,好!这个客户是RFQ上的客户,我发了2封邮件,客户有回复过来,说没有看到我们的产品图片,所以我重新把我们的产品图片发给客户,后来跟进2次,但是客户还没有回复,我不知道接下去我该怎样继续跟进,不知道客户现在考虑的情况如何?怎样让客户反馈呢?谢谢老师的指导。

专家点评:
你好!这是RFQ里的客户,一般收到的报价绝对不止一家,多半会比较价格。建议先考虑以下几点:
1.你报的这个RFQ客户对于此条RFQ收到过几个供应商的报价?
2.这些报价分别来自哪些地域的供应商 ?可以预先判别你在这些竞争者中的优势程度。.
3.你报完价后,有没有即时给客户在邮箱里重新再发一封邮件 ?
4.客户的背景你详细查过吗?批发商,零售商还是终端客户?
5. 客户有明确的需示,你推荐的种类是否太多,客户无法选择?
6. 你追过2封邮件,追踪客户的频率是否合适?
以上几点供参考,希望对你有所帮助。

_____精彩点评来自胡伟芳老师

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