在外贸业务中,邮件沟通是我们最常用的一种。
如果一封邮件中,我们不能把客户的问题回复清楚,沟通无法做到高效,会让客人对业务员的专业水平有看法,从而造成业务机会的耽搁或者失去等等。
这就要求我们在写邮件时,做到简洁、高效。在回复前,我们要对客户的背景做一下调查,调查方式可以通过海关数据对客户进行分析,判断客户真实性。
下面我们一起看一下我朋友分享给我的案例。
客户的询盘:
Hi SimonWe are looking for below two items,can you do them?If yes,pls send us the quotation and advise the lead time of samples and mass production.Picture 1 & Picture 2 (客户发的图片,这里改用文字代替了)
朋友回复:
Hi Jim
Kindly thanks your reply.
Attached our quotation for your review
Pls kindly find reply from us :
1. we can make two items as the below but please help me confirm the information:
(1) Regarding the first item,the information you give me is the picture one right?
(2) As another black clear glass(picture 2 i send to you) we also can make,but we need picture 2 specific information.
Attached our production like picture 2 for your review.
2.We will finish sample within 30 days once we received the deposit .
3.Regarding the mass production ,pls do trust us supply ability .We can 8000pieces pre month for the door and 20,000 square pre month for the window.
Any problem pls feel free to contact me .
我们在回复客户询盘时,要学会分析客户的询盘问题,我们看一下客户询问的问题:
1、客户问我们是否能做以下两款产品
2、如果我们能做,需要报价
3、样品和大货的发货周期
从上面我朋友的回复邮件看,邮件对第一个问题做了回复,也提出了自己关于产品的问题。
第二个问题,他对产品做了报价,是对客人做了回复的。
我这里有个疑问:第一个问题回复中,他对产品有疑问,他这个报价又是基于什么来报价的呢?
如果对客户需要报价的产品细节不明白,我建议,可以等先问清楚了再报价,做到报价准确。
第三个问题,他只解答了样品的发货周期。对于批量产品交期的问题,没有解答。虽然他描述了自己公司的产能,但并没有让客户得到他想要的答案。
对于这个询盘我们可以这样回复:
Hi Jim
Noted with thanks for your inquiry.
1.we can make the two items according to your request.The quotation will be sent to you asap .
2.Sample lead time:30 days on receipt of deposit.
3.mass production lead time:45 days for reorder ,60 days for first order on receipt of deposit.
We are confident of the production capacity with 8000 pieces for doors and 20,000 square for window pre month in our company.
But we have below questions before quotation,pls kindly confirm back:
(a) Attached picture one is same as the first item ?
(b) Coulld you pls send us the specific information for the black clear glass(in picture 2 )?
Looking forward to your earlier reply so that we can quote you asap.
Any problem pls feel free to contact us .
Regards
最后:
建议大家在写完邮件后,建议站在客户的角度,自己再读1-2遍,一方面是为了检查语法或者内容,是否有错误,另一方面,看看所有的细节是否有回复清楚,避免遗漏。
写好英文邮件,要求我们具有良好的英文阅读能力,能理解客户表达的意思,同时也需要具备良好的写作功底,才能与客户做好沟通工作。
希望大家都能多多开发到客户。