[询盘案例库]客户寻求合作希望做代理,如何处理?

询盘来源国家:Bangladesh

产品行业:个人护理行业:baby diaper婴儿纸尿裤

买家询盘:
Dear concern, ** From bangladesh. Am very much interested about baby diaper and lady’s sanitary napkin and other products of Children to do business. I have seen your product. Your products are very nice. So i am interested about you. I will pleased if you give me full information about your products. Have you distributor in Bangladesh ? If not, then do you want to give distributorship in Bangladesh ? you know, Bangladesh is a large market of baby products. What are the terms and conditions about distributor ? What is your prices and order quantity ???Looking forward to hear from you soon.Best Regards, ** ***@gmail.com

供应商回盘:
DearMr. Good day.Well received your inquiry from MIC with thanks. This is **.Thanks for your interest in our products. For you memory, short introduction for our company: 1,Involved in baby diaper market for more than 10 years; 2,ISO 99001 and SGS certificite 3,Customers from South Africa, Angola, Ghana,Sudan, Pakistan, India,Phillippines, Malaysia etc.Honestly, now several Bangladesh customers are on negotiation.We believe Bangladesh will be our market soon. To the point, Here it is honor to introduce our hot selling baby diaper. Pls check the attachment(including other items). Dear Mr. **, Expect for dear your reply. Sincerely hope a chance to cooperate with you soon. Have a nice day.Best regards **

回盘备注:1,收到客户询盘也会google一下,可是几乎都搜索不到有用的消息,除了一些B2B上的求购信息,我们的主要市场是非洲,似乎都找不到客户网站,是我自己搜索的不够全面,还是本身非洲市场客户的信息就比较难以搜查到。。。(我们的纸尿裤是中低端市场的) 2,是否中低端市场就很难打进欧美等发达国家的市场,不能同欧美做生意?? 3,初次回复就没有得到回复,有跟踪一次, Dear MR. Good day. Sorry to trouble you again. But Here may i know your opinion about our company’s quotation on 25th,August(quotation attached again). Dear Mr.**, should any questions, just freely contact with me. Upmost effect will do to help you. Really hope a chance to cooperate with you sooner. Have a nice day. Best regards 可是也是没回复 接下去就不懂怎样继续跟踪了 4,跟踪客户可以从节日祝福,新产品介绍等入手,还有那些方法呢?? 5,买家信息: ***

专家点评:先要强调下,知识是慢慢积累的,没有捷径,一封邮件解决不了所有问题,你问的越大,得到的答案越不实用,以后要注意问题要与案例结合在一起。
1,google搜索客户是辅助判断和了解,一定不能当成是对客户下定论的依据,因为很多外在条件和自身能力技巧的限制,不是每家客户你都查得到资料,不要主次颠倒,客户的询盘依然是你跟进工作的基础。
2,不同的市场有不同的需求,没有任何一家企业能通吃所有市场,最重要的是找准自己的目标客户。你用非洲市场的标准去开发欧美市场,在大多行业来说都是行不通的。
3,最后统一答复。
4,方法有很多,但是这个询盘辅导项目重点是辅导思路,不是介绍方法。因为方法千变万化,哪一种都有优点和缺点。简单来说,只要你能提供对客户有益的信息和服务,都可以作为切入点,平时也可以直接发问候邮件,了解对方业务是否顺利等。如果本来是维护客情的邮件你非当成订单目标去拿,肯定是失败。
拿到询盘首先要关注的应该是买家的目的,他发询盘的目的是什么?然后适当调整自己的期望值,再设计回复内容。从询盘内容看出,客户并没有重点关注产品的具体标准和采购细节,而是关注成为分销商(代理商)的相关事项,表示客户是想寻求代理合作。你告诉客户说有几家正在谈(可能是你的策略),但并没有告知具体事项,由于客户的真正目的并不是直接采购,所以在这样的背景下,客户不看好你们的合作。因为没有把握精准的矛盾点,所以回复内容无法打动客户。可以参考,告知客户做代理是有条件的,需要能够确保对方完成本土市场的开发工作,年销售量达到XXX,在此之前,我们将提供最优惠的产品和服务支持帮助客户打开市场,同时,再适当介绍产品的优势和市场潜力。不过,此类客户价值一般不高,期望值不要太高。

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