[询盘案例库]认真看清客人的要求,分清主次!

询盘来源国家:澳大利亚 产品行业:AC DC power adapter
买家询盘:
I’m interested in your Australia SAA/C-tick 24W AC/DC Adapters Hi, please give me a price for 100 plugs with shipping cost to queensland 4209 australia. Do the plugs have saa number on the plug? Please can I have a copy of saa certificate. Must be AU plug with saa number on plug.regards
供应商回盘:
Dear xx: good day to you ,thank you for your inquiry,the details are described below:input:100-240VAC 50-60Hzoutput:12v2a 24wsafety:SAAMOQ:100pcs price:USD 3.7$FOBtotal amount of transportation:80kg USD 327$transportation company: FedexTime of arrival:5-6dayspayment term:T/T L/C at sightWestern union if you have any requirements , please don’t hesitate to contact us.i am sincerely looking forward to your soonest feedbackregards 回盘备注:再回复中我还附上几张澳大利亚的适配的图片和SAA证书,从后台看到客户有阅读我的邮件,但是就是没有回复。Dear Mr. XX,how are you! It’s regret that we haven’t received any news from your side until now. May I have your idea about our offer for you last email? Are these items meet your request or you are interested in any other item? We will try to satisfy you upon receipt of your reply. As we don’t want to lost a good customer like you! If there is anything we can do for you, we shall be more than pleased to do so. Hope we can build good cooperation with you. Any question or help, please contact us without hesitation. Looking forward to hearing from you at an early time. Thank you & best regards客户需要的是插墙式的适配器。需要有SAA证书。请老师帮分析一下
专家点评:Hello,
这个客人是个真实买家,虽然量不大,但手头有订单,属于那种有近期采购计划的买家。我要是客人,是不会回复你的;原因如下:
分析:邮件中客人已经非常清楚地问了你几个问题,有些问题是一般问题,有些问题是核心问题,但业务员却避重就轻,对客人最关注的问题却置之不理,“Do the plugs have saa number on the plug? Please can I have a copy of saa certificate. Must be AU plug with saa number on plug”
比如 插头上是否印有SAA编号,是否能提供SAA copy, 最后客人还特别提出,插头一定要是AU标准的,并且插头上要有SAA编号;换句话说,你的插头上如果没有SAA编号,一切免谈;对于这些核心问题,业务员却一点回应都没有,只是告诉了客人100个产品的重量,运费,付款方式。所以客人不回复你是在意料之中。
建议:再写一封针对客人重要问题的邮件发给他,并打电话确认,只能试着挽回买家,因为 很可能已经有人在你之前完全满足了客人的所有需求。 —–精彩点评来自冉凌燕老师

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