[询盘案例库]客户开发产品,有亮点也有不足的回复案例–[收集产品和价格信息]

询盘来源国家:Denmark

产品行业:服装

买家询盘:
Quantity Needed: 100000 Piece/Pieces Biggest importer and wholesaler in Denmark re promotional wear…see our website******pl. sent us further infos about your compny – your products and you price and quality level etc….

供应商回盘:
Dear ***,Many thanks for your enquiry.I’m ** from ** Co., Ltd, specialized in OEM polo shirt with 10 years experience in Nanchang ciry ( China T shirt City). Every month export more than 200,000 pieces.Our advantage: 1.All machine computerized. 2.Have well workmanship. 3.Well cost control, competitive price with good quality, for promotion will be the best choice. 4.Making free sample for our customer for checking price.Here attached some promotion polo shirt for your reference, may i know what design and material is hot sale in your market?For quote price, please kindly let me know polo shirt design, sizes, your country size chart, weight require, logo design, also material.Looking forward to your reply.With my best wishes, ****

回盘备注:客户之后没回复了,客户网站上很多我们公司的常规生产的产品。

专家点评:整体的回复思路还不错,简单的公司介绍,行业优势介绍,引导互动问题。但具体的细节还需要再注意,如第二部分中的优势介绍,缺少客观论据的支持,仅用competitive, good这类的形容词客户是没有明确概念的,还不如介绍设计研发团队,工人数,产品工艺等内容。另外,对客户的目的把握不准确,通过客户的询盘得知客户的目的在于开发新产品,而不是有目标产品定做,因此,第三部分内容询问客户的产品细节还不如重点向客户推荐优势产品,介绍推荐原因,然后再顺势问下客户市场受欢迎的产品。
最后要强调,这个客户很有价值,但可能不是即期采购,所以跟进不能追求短期拿到订单,初期客户没回复不要紧,这类客户就是需要持续维护和跟进,直到挖到客户的需求,把客户的潜在意向转变为明确的采购计划。上面的第二、三部分其实就是实现这个目的的具体做法。

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