[询盘案例库]邮件跟进N多次,买家还是没有回复?

询盘来源:南非
产品行业:墓碑

供应商邮件一次跟进:
Dear##,
How about our quotation for tombstones and about the cost sent to your door?
Are they ok for you?
Or you would like to know more information, could you please let me know what you are thinking about? Thanks a lot.

Any questions, warmly welcome at any time.
Hope your early reply.
Happy weekend!

供应商邮件二次跟进:
Dear ##,
How are you?
Could you please tell us what do you think of our quotation?
Sincely hope to have a chance to cooperate with you.
Could you please reply us and tell us what you are considering about?
Looking forward to your early reply.

供应商邮件三次跟进:
Dear ##,
Wish your business flourishing,wish you an your family good heathy and happy in the new year of 2012.
Long time no your message.
Sincerely hope you can tell me how do you thinking about our product and our quotation.We are very appreciate if you can tell us.
If you would like to know more,also feel free to contact us.

We are sure our products are high quality products.
When we finish the goods,we will always send the photos to customers to confirm until they are satisfied.

Really really hope you can give us a chance to cooperate with.
Anything we can do for you,we are sure we will try our best to do.
Hope your early reply.

专家点评:
其实针对于买家不回复的话,邮件跟进只是一个方法,更加有效的方法是电话以及在线沟通工具的添加。另外写跟进的邮件时不要一味问到是否收到邮件,是否对价格有疑问。可以更多聊一些行业以及产品和市场的问题。特别是一些新买家,他们可能对产品不熟悉,就更要把一些产品专业知识传递给他们以显示你的专业性了。

综合下来的话买家不回复你的几个原因如下:
1.前期沟通太急 不确定产品就报价
2.细节沟通不充份 可能认知和误差比较大。
3.价格可能是一部份原因,人家可能最后找到更好的,也有可能
4.挖掘的技巧不够,买家只是说要但是并不从他的角度来谈产品和价格。可能最后觉得不专业也就不聊了
5.跟进有问题了,多次跟进但是话是一样
6.买家没有收到邮件或者出差

那么解决的方案:
1.前期一定要确定产品再报价不要着急,慢慢谈
2.写邮件时一定要清楚,内容要整齐和有明确要买家需求内容
3.价格在报时一定要对国际市场和国内市场对一翻对比,不要太高也不要太低
4.邮件重在体现专业和认真度,不要犯上面犯的错误。

跟进邮件时可以聊的一些话题:
1.整个行业情况,如新产品,新功能等
2.市场情况沟通,如出口此国家的一些主要销售情况并适时推荐产品
2.买家方的一些国家国际新闻,经济和天气等
3.适时的节日问候,发个祝福语
4.常规的维护,产品目录发送(2个月没有回复后就拉入维护库里吧,不必单独跟进了)
5.展会的邀请和工厂参观等(如广交会 行业展会 或者你去国外参加行业展会都可邀请,另外要是中国国内的展会 影响力大如广交会,可以邀请来参观工厂,并针对以前感兴趣的产品再做一次推荐)

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