[询盘案例库]询盘的单词里暗藏炫机

询盘来源国家:Norway
产品行业:smart tv box电视机顶盒

买家询盘:
收到客人的询盘邮件(第一封邮件):======= 2013-06-22 17:06:18 [email protected]在来信中写道: =======Hi, I would like to know the price for 2013 HOT AML8726-MX dual core android 4.2 tv box full hd media player, I am interested in buying 5 Piece/Pieces, hi,can you give me plese a good price for 5 peices , and the shipping fees to Norway. Kind RegardKhalid Please provide us with a quotation. Thank you. 收到客人的第封邮件(在我报过价给他后)hi Zoe,tanks for your quick reply , can you please send me the fee for different way of shipping , if we shoose the express or nomarl airmail.Do the Media box support XBMC Linux or not ?Kind regardKhalid Elachab***之后我在此邮件提供详细的运费给到客人。就没有下文了,请问为什么呀

供应商回盘:
我的第一封邮件回复:Dear Mr . khalid Thanks for your inqury on our product " xxxxx tv box " which it is HOT sale recently ! we are specialise produce smart tv box (dongle), as you can see from our website.our price based your order qtys. more qtys more discount will be given, here attached the quotation / specifications for you ref. it is not included the shipping cost . 1. Please advise which express you like to ? ( the shipping fee is different based the different arrival time to your here ) Then, we will let you the exactly fee from express company ! 2.Could you like advise how many qtys you are going on to purchase , after the 5 samples? then, i will check the best price to you from our company. we hope to be your wholesale supplier from China.3. we supportPaypal Escrow, W/T, T/T,please confirm which one you like? 4.More perfect smart tv box and best price for you, please check with me ; Looking forward from you with thanks !----------------------------------------我的第二封邮件(回复客人的关于运费是多少) Dear Mr . khalid Glad to get your feedback !1. the parcel of 5 samples around 4.3 kgs, the best shipping cost 58.2 USD by DHL air express to your side, after checked several shipping company(Fedex, TNT,China air mail ), I found the DHL express company offered the fee is best one ( cheapest from China ) ! The goods will be arrival to Norway within 3~ 5 days! so, Total amount of 5 samples is : 5 X 58.00 usd + 58.20usd (shipping cost) = 348.20 USDPlease check the attachment PI for you ref. We will sent the parcel to you once we got your payment;2. Yes. we have media box (smart tv box ) with XBMC linux system. could you give me more details, then i will send perfect product for you check. Waitting for you confirmation and ready the parcel to send out to you !! Welcome to place more qtys to us, then i can try to get the lowest ( best ) price to you!

回盘备注:尊敬的阿里老师:我是刚新手上路的外贸菜鸟,我最近收到蛮多的询——很困扰的是,买家一般都先问我他要这几个的价钱,运费,等我报了运费(因为他们的数量少,产品价格基本也就是他们在网站上看得到的最高零售价) 就没有下文了……。急需要大师们帮我分析点评下,不甚感激…………

专家点评:Hello, 这是一个针对于你们产品意向性较大的实盘,这类邮件只要好好把握,成交的机率是比较大的。
邮件的整体内容看你只回复并解答了客户的部分疑问,没有看出邮件中隐藏的“关键词”而且整个邮件比较比较冗长哆嗦,这也是可能导致客户不再回复你的原因之一
给你几点小见意,希望对你有所帮助
1.收到邮件,多读几遍,在百度里面找出和查清楚不懂的词语和句子,理解透客户邮件后再进行回复。
2.收到邮件后,在GOOGLE里面查阅一下客户公司相关信息,然后进行回复
3.写完邮件请检查一下是否书写正确,句子是否读的通顺,是否有严重语法错误和中式英文
4.记住邮件的好坏不在于邮件的长短,而在于自己的回答是否解答客户疑问这才是最重要的
5.删减不必要句子和词语,检查使用的英文字体是否美观,文字分段是否清楚
针对客户的邮件,我们一起来分析一下:
I am interested in buying 5 Piece/Pieces, good price for 5 peices
can you please send me the fee for different way of shipping , if we shoose the express or nomarl airmail.
从这些红色的关键词来看,初步的透露客户对于价格十分的关注,而且对于时效并不是要求很高,有可能是属于私人购买或者是个人零售商(当然,实际属于哪种性质的客户我们需要调查核实后才知道)
对于供应商第一封邮件点评:
1. we are specialise produce smart tv box (dongle), as you can see from our website.our price based your order qtys. more qtys more discount will be given, here attached the quotation / specifications for you ref. it is not included the shipping cost (这一段,其实你简单介绍一下自己的公司实力或者主营产品,再把“标注下划线的信息直接反映到报价表里可能会好一点”然后把as you can see from our website.给删掉)
2.Please advise which express you like to ? ( the shipping fee is different based the different arrival time to your here ) Then, we will let you the exactly fee from express company !
客户让你帮他找一个EXPRESS,虽然他并没有指定哪一个快递,做为业务员,一般像这种情况,我们可以根据客户的数量重量大小,给他提供几种适合的快递给客户来做选择(这段文字如果换成给客户几种不同快递方式的报价和运输时间会更好)
3. could you like advise how many qtys you are going on to purchase , after the 5 samples? then, i will check the best price to you from our company. we hope to be your wholesale supplier from China.
其实在这第一封邮件里不应该提这个问题,毕竟客户还没有和你做生意,也不知道你产品怎么样,这个问题你让他怎么回答你呢?如果下次想问这个问题,可以放到你客户采购了你的样品也测试OK,你可以试图问一下,可能会好一点。(所以见意删掉这段话)
4 we support Paypal Escrow, W/T, T/T,please confirm which one you like?
这几个付款方式可以放在报价里面:备注一栏你们的付款方式有哪些,
针对供应商的第二封邮件点评:
这个邮件其实你就是忽略了一个单词“nomarl airmail”你的回复中只有“EXPRESS的信息却没有 “nomarl airmail”信息.
这里有一个小的知识点:在国际运输中,除了Express(快递),空运,海运也有
“nomarl airmail” 有人也叫“China Post” 中国邮政包裹,简单的分为三种:邮政航空有小包,大包,EMS ,邮政包裹的优势在于它的价格,但是一般时效比较慢,适合于时效不急,重要轻,体积小的样品
针对邮件我们可以这样回复:
Hi,
Dear khalid,
第一段:Thanks for your inqury and intrest in our product " xxxxx tv box "
第二段:简单的介绍一下公司和产品或者公司的实力,可以让客户初步了解一下
你公司
第三段:带有图片和详细信息的报价和目录已附上,请客户查收(如果你想
告诉客户你们产品根据不同数量有不同折扣,这点在报价表里面可以说明,比如100以下多少钱, 100台-150台多少钱,这样客户也会一目了然)另外在邮件里告诉客户对于五台机子用不同运输方式有哪些分别运费多少时效多久(针对这种小小重量的样品,我们可以帮客户报一个“中国邮政大包(China post air parce)和香港邮政大包(Hongkong post air parcel)”价格,会比较便宜,但时间会比较长,(如果内容比较多,可以一并放在EXCEL报价表里面)
最后一段,We would like cooperation with your esteem company in the future!
We are looking forward to your early reply
Zoe
供应商的疑惑:
买家一般都先问我他要这几个的价钱,运费,等我报了运费,就没有下文
一般像这种要几台的客户,不排除私人购买的客户,或者做个人小生意的客户,如果产品的价格+运费的价格和在当地买的价格差不多没有优势,他肯定就不会从中国来采购了,或者说你的运费的价格比产品的货值还高,他也有可能不会采购 (如果真是这类客户,下次可以给他们试图用邮政包裹的方式,价格便宜一点,但时效比较长,看客户是否能接受) ——————精彩点评来自Linda Zhang老师
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