[询盘案例库]对用途很明确,但对产品不专业的买家如何跟进–[描述产品用途找产品]

询盘来源国家:以色列
产品行业:制冷设备
买家询盘:Dear SirWe are looking to buy for a small slaughter ​ housea freezer that will freeze cleaned cut chicken in open cartons 1.The average carton and tote weight for all products is 15kg.2.Size of the carton is 600 x 400 x 200mm high 3.Average 750 kg/hr ​ ​ ( 50 cartons / hour )7 hours/day​total​5,500 kg per day 4.About 50 cartons /hour 5.Freezing from +10 C to -18 C in 15 hoursPlease offer us a complete machine including the cooling compressorsBest regards XXX
供应商回盘:Dear XXX,Thank you for your inquiry about our freezer room on Alibaba,i’m XX from XX CO.,LTD.First of all,​ allow me to​ introduce our company​ , we are a big factory making the refrigeration equipment for more than 17 years ,we can produce different style and all size cold rooms/storages for keeping fresh, freezing, quick-freezing, our products used in supermarket, industry, medicine, hotel and so on. Our CHANGXUE brand products has ISO9001:2000 approval. Actually we are top 10 factory in this area in China. Re the freezer room you inquired, we made a price list according to your description as attachment, and also with some mini cold room pictures which our customer doing at present, kindly pls check first, and well to let you know some remarks as follows: 1. Price Terms: Fob shanghai, If you want to do CIF, the freight to HAIFA port is USD00/20’FT 2. Payment terms: By T/T with 30% deposit or L/C at sight only.3. Delivery time: Within 20 days after received the deposit or L/C 4. Packing: Normal packing we usually use with plastic bags. 5. The price list is only for 1 set cold room with the dimension 4x3x2.5m 6. If the quantity is more than 1 set, the price can be cheaper, the more you book, the more discount you will get. 7. Price validity time: 15days If you have any different idea about the freezer room, kindly pls feel free to let me know, i’ll try my best to reply you at the first time. Your prompt reply will be highly appreciated. Best regards, XXX 附件中包含报价单和产品图片

回盘备注:请专家指导我的回盘有哪些地方需要改进,并注意哪些问题
专家点评:Hello,
询盘回复并不是固定化的内容和格式,重点要依靠你对客户的判断和分析来定。例如在这封询盘的回复中,你们的公司介绍及贸易细节就不宜做为重点,甚至在第一次回复时可以不做介绍。因为客户的目的和产品都很明确,目前阶段的关注点是在产品方面,特别买家对于产品的如何选择还有很大问题,所以第一次跟进应该以这个方面为重点。
买家在收到回复时,最想要看到的是自己问题的答案和建议,因此,回复时首先应对买家所问的问题和买家关注点做出正面回应。其次,这个买家把自己的产品应用场景说得非常详细清楚,我们可以得知他对选择什么样的产品还比较模糊,最期望的就是供应商能从这方面给他做出专业的引导。这两点是目前客户最大的需求,至于你的公司介绍和贸易细节,客户现在根本不会去关注,所以这样的回复邮件也难以得到买家的满意。
你的回复中我标黄色的部分可以简化甚至省略,但对于产品,则要在邮件正文(不是附件)中就给出主要的介绍说明,例如:
1,告知客户根据他所提供的使用细节,我们推荐什么产品;
2,这款产品的主要特征和功能优势,例如是最新开发的?使用范围比较广的?买家评价比较好的?等等。
3,将产品功能特点与买家的需求联系起来,这个产品在哪些方面覆盖了买家的期望点(也就是问题点)。

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