[询盘案例库]跟询盘不仅仅是跟进产品–[简单询盘找产品]

询盘来源国家:汤加

产品行业:矿山机械

买家询盘:
I’m interested in your China Top Brand High-efficient fine impact crusher China Top Brand High-efficient fine impact crusher 1.ISO9001:2000 2.Price:negotiable. 3.Low consumption cost I Want to purchase 1 of your product. I require a sand making machine for concrete blocks.

供应商回盘:
Dear Mr. XXX,This is​ XX from XX Co., Ltd. Thanks for kind inquiry on our high-efficient impact crusher via alibaba.XX Co., Ltd is a famous manufacturer of mining and sandstone production equipment in China. The main products include mineral-processing equipment such as crusher, ball mill, magnetic separator, flotation machine, rotary kiln and sandstone production equipment such as vibrating screen, sand making machine. Our equipment has been exported to Southeast, Asian countries, Europe, Africa, Latin America etc.From your website, we know that you are quite an expert on concrete blocks and other products. So, i was wondering whether you are only looking for an impact crusher, or you need a whole production line to manufacture concrete blocks? No matter which you need, plz kindly inform us your capacity so that we can select you a most suitable model and prepare the quotation for you asap. It would be highly appreciated if you could kindly give me more details about your raw material.By the way, our MOQ is 1 set of machine, which means one crusher or other machine.Hope to hear from you soon.Welcome to visit our factory in near future.Sincerely yours,XX XX

回盘备注
从客户网站了解到客户是做混泥土切块的, 能用到我们的机器。后面经过沟通得知客户想要一台生产生产沙的破碎机,而我们恰好又有这款机器。所有信息都提供给客户后客户觉得出料粒度不能满足他的要求。后面又给他推荐另一种能磨得更细的机器。刚开始客户很满意。单过来一段时间又说不需要那么细的出料粒度,于是又返回到第一次推荐的机器。客户好久没回答,后来追邮件的时候告诉我我们的机器对他不适用。根据我们以往的经验,我们的那个机器是可以满足他的要求的。不知道为什么客户会说对他不适用?后面跟客户说我们的可以满足他的要求,要是实在不行再给他换一款,客户就没了回音。现在也不知道怎么追了.请老师指教。

专家点评:
你是不是在跟进中没有了解过客户的采购目的,是自用还是出售,买家采购的用处是什么,什么环境下用的,是新产品采购还是更换旧机器,配套的设备还有哪些,对产品的哪些方面最为关注,客户是中间商角色吗?除客户外还有没有别的供应商在竞争这个买家等等,因为原因很简单,你不知道客户需求什么就无法提供合适的商品和交易条件给客户,跟进出现问题的时候也无法分析出原因。越了解买家,对跟进订单就越有帮助。如果全部的跟进都是以产品本身为基础的,那后期就很容易出现各种各样的问题,而且你是完全被动的。
案例中买家跟进中断可能是用户的计划发生变化,例如不采购了,或者找到了其它合适的供应商,或者延迟采购等。通常问题出现时买家不会直接告诉你实际情况,这些工作都要在跟进初期就做好铺垫。

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