[询盘案例库]用清晰的逻辑提升邮件吸引力

买家询盘:
Hi Orchid, Thank you for your email and information. We reviewed your quote and we have following feedback. · Your prices approximately 10% higher than what we are paying right now. Can you lower your price 10% if we do business with you? · We carry 8 oz. soup bowls. Do you produce them? · We did not get price for your coffee lids and soup lids? We have various sizes of lids for coffee and soup cups. We use CPLA lids. Please review our all sizes of CPLA lids for coffee and soups and submit us your prices. · If we work with you, do you provide us sublicensing of BPI? Please let me know. Thank you and I look forward to hearing from you,

供应商回盘:
Hi XX, Thank you for keeping us posted. For your questions, provided as below. •Regarding the price, do you mean 10% lower or 1% lower? Have you ever purchased PLA cups from China before? As far as we know, we’re the one of the several real manufacturers in China Mainland who can make PLA paper cups and CPLA lid, our price and quality is very competitive in the market, far more competitive than suppliers from Taiwan, China. •Yes, we do 8oz soup bowl, actually 8oz/12oz/16oz/24oz/32oz. •Sorry about that, I add the price of CPLA lids for coffee cup and soup cups. •We do OEM branding. For the moment, we just provide our BPI certificate to our clients. Never have clients asked us for subliscense.Also as far as I know, BioGreenChoice is also a member of BPI. With due respect, why do you need subliscense of BPI? I will renewed the quotation tomorrow, because we’re processing on making samples of CPLA lid for bowl. It’s our new product, I’m waiting the price. Please kindly noted and confirm. Thank you.

基于该询盘的具体问题(客户困惑点):
老师,您好!不知道是不是我的回复有什么问题?接下来又该如何跟进呢?

专家点评:
客人问题较多,建议能给一一罗列并整理一个清楚的思维,比如1)答复客人针对价格高出10%的问题2)报价客人需要8oz的cup… 3)…. 4)….这样客人收到你的回邮后会觉着很清晰并且对于你个人来说,整个信函也将会很明了。看到你答复客人的信函,给人一种凌乱感。此外,不要轻易给客人说SORRY,这样会给对方造成一种你是容易犯错的人,事实上如果你按照1、2、3等条款罗列清楚,就会代替掉你提及的SORRY并且给客人一种由衷认可感。

_____精彩点评来自王晓龙老师

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