如何从询价分辨出准客户！How to Judge Potential Customers From Enquiry

相信每一位外贸员每天都会接收到无数个网络及电话询价，但事实是即使我们每天都忙得晕头转向，客户却还是很少下单。原因其实就在于我们只是光听别人叫报价就马上去报价了，没有仔细分辨对方是否是我们的准客户。接下来阿连就来教大家如何从询价中分辨准客户，同行及真客户！


I believe that every foreign trade sales received many enquiries from the internet or phones. However, customers seldom place an order even if we work so hard and are so busy. The reason is that we just present an offer when there is an offer needed, without recognizing who are our potential customers. Now, I am going to teach you how to judge potential customers, craft brothers, or true customers from enquiry.


1.同行的询价 Enquiries from craft brothers


询价都是会问港到港的价格，或直接问你配什么船东，哪个港口出——因为他想做比较或求证别人跟他说的是真是假。真正的客户不会问港到港这些专业问题的！


Enquiries are usually about the price of port to port, who is the ship owner or exporting from which port, for the reason that he want to compare or ensure what others told him was true or not. True customers will not ask such kind of professional questions.


2.国际同行询价 Enquiry of international craft brothers


最突出的就是跟你来一句：“报一个从那里到那里的CYCY价给我”——只要听到这个都不用问他什么公司的，已经可以百分之九十九点九判断他就是做国际的。原因是：做国际一般都是各项报价都分得很清楚——海运费，码头费，电放，拖车，报关等；因为他平时都是这样报给客户的，所以他问我们内贸的价格时也是按他的逻辑思维去问我们。


The most obvious sentence is that ”Please give me a CYCY price from that place to that place to me.”----You don’t need to ask what is his company hearing this, because you can judge him an international traders in 99%. Because international traders clarify every enquiry in detail---- ocean freight, wharfage, text bill of lading, trail fee, customs clearance and so on. Usually they do so to customers, so they ask us in their logical thinking habits of the price.


3.听听真正客户是怎样问的吧 What will true customers ask?


“报一个从哪里到哪里的价格给我”——虽不敢说百分百是真客户，并且还需要观察分析的细节还有很多，但是听起来觉得是想发货的，是有诚心的。


“Please send me the price from where to where”---- I’m not sure that are the true customers and there are still many details needed to be analysis, but it sounds that they are hopeful to corporate.


4.准客的问法又有不同 Potential customers ask different questions


“你们能不能上门提货？要不要我们送给你们？”——这是想了解海运的，但是没走过不知道罢了，他们的问题问得很诚恳的。


“Can you collect it door to door?” or “Should I send it to you?”---- They just want to know something about sea transportation because of the first time, and their questions are quite sincere.


阿连在这里分析了以上情况并不是教连粉们去宰割你的准客户，只是为了通过了解分析更快地去跟准客户沟通，让他们更加容易接受你的建议；或者说，用准客的方式来跟他们沟通会让准客户更快成你的真客户！


What I have analyzed is not used to bully your potential customers, but to communicate with them more easily and quickly and make your suggestions more acceptable. In other words, you can communicate with them in a way of communication of potential customers to make them your true customers.

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