怎样更好的跟进买家

很多外贸从业人员也许都有这样的经历：及时回复了买家询盘，但似乎总是“石沉大海”，这是为什么呢？是邮件内容太多无针对性？内容太少买家没兴趣？还是英语水平需要再提高？

我们可以想象，买家通过Mrv?a=saCz=sr_okg寻找感兴趣的中国供应商时，往往不会只针对一位会员发送询盘，如何才能让买家继续回复我们？跟进买家，把握询盘实战技巧非常重要！

以“Plush Toy毛绒玩具”为例，我们列举了一些询盘跟进实例，供朋友们参考！买家询盘为泛问所有产品

1. 询盘格式通常如下：
We are interested in all your products, could you please send us more
information and samples about your products and price list?

可参考如下模板回复：
Dear Sir/ Madam,

Thanks for your inquiry at Mrv?a=saCz=sr_okg.

We are professional supplier for plush toys at competitive price, located in
Nanjing City, Jiangsu Province. Here is the attachment with some pictures of
our products that may suit your requirements, for more, please check our
website, and select the products that you’re interested in.

We have great interest in developing business with you, should you have
any inquiries or comments, we would be glad to talk in detai ls through
MSN：XXX / mails or any way you like.

附件内容可挑选一些公司主打产品。客户泛泛咨询时，往往真实购买意图一般，除非其正好需要您现在的产品或您挑选出的主打产品，或者对此表示了浓厚的兴趣。对能给予继续回复的客户应继续重点追踪，没有回复的客户则不必花费大量时间追踪。

2. 买家询盘为针对公司具体产品发的询价

此类询价目标性较强，真实有效性较高，需重点跟进。如果您已经根据买家询盘内容做出了具体回复，并同时报了价格，但买家没有再发邮件过来。建议可发以下类似邮件提醒买家：

Dear Sir/ Madam,

Good morning!

For several days no news from you, my friend. Now I am writing for reminding
you about our offer for item of XXX dated XXX according to your relative
inquiry at Mrv?a=saCz=sr_okg. Have you got (or checked) the prices or not? Any
comments by return will be much appreciated. （可根据客户要求的产品加上自己产品的特色）It will be our big pleasure if we have opportunities to be on service
of you in near future.

Looking forward to your prompt response.

可将第一次发给客户的邮件内容附在邮件下方以提醒买家第一次邮件回复内容。若过段时间，买家还是没有回复邮件，建议可再发如下邮件再次追踪：

Dear Sir/ Madam,

How are you? Hope everything is ok with you all along.

Now I am writing for keeping in touch with you for further business. If any new
inquiry, welcome here and I will try my best to satisfy you well with
competitive prices as per your request.

By the way, how about your order (or business) with item XXX? If still pending,
I would like to offer our latest prices to promote an opportunity to cooperate
with each other.

如果连续三封邮件发出去之后买家仍然无动于衷，基本证明买家可能对您的产品或价格不感兴趣，或者由于其他原因暂时不需要您的产品，我们应暂时搁置，将时间用在继续寻找新的目标客户上。当然也有很多非常好的买家会被您的毅力感动，回复告诉您一些关于产品进展
的情况，我们千万不可急于求成，而应按照客户的提示，有针对性地保持追踪。

以下为几种经常收到的买家回复：

? 客户收到跟进邮件后，如果觉得还没有对我们产品有需求的话，他一般都会说以后联系，不管怎样，能让客户回复已经不错了，说明以后还是有机会的。

Dear,

I’m doing f ine, thanks for your information.I’m still in the planning of
building my new house, due to the work constrain, I decided to delay it first.

Anyway I wi l l contact you once I decided. Thanks!

? 收邮件的人不是公司决策者。
Dear,

Thank you! I received your email and I sent it to my boss. He didn't tell me
anything just now. I will contact you soon once got any news.

? 告诉您不及时回复邮件的原因。
Dear,

I receive more than 10 offers every day and it will take me some times to look
into each and every offers. I will contact you in the future if you are in our
selection of companies. Many thanks for your co-operation.

? 跟进技巧：
这类客户建议可通过发新产品介绍或者新报价的方式来保持联系，相信时间久了成为您客户的可能性还是比较大的。至少让买家对您留有印象，即使暂时不需要您的产品，日后有需要的时候也会首先想到您。

? 可能暂时不需要您的产品，但会问其他产品或者详细咨询一些与产品相关的问题，如：
Dear,

Please excuse the delay in my reply. I have been so busy searching through all
the mails, concerning the plush toys project. May I ask you, where you purchase
your soft fabric for the toys? We have a customer who is interested in this
subject.

In the coming days, I will reply concerning some samples.

? 跟进技巧：
这样的客户就要根据公司的实际情况来回复了，建议不管能否帮得上忙都能给些回复和建议，暂时不能成为客户也可以先做朋友嘛，至少他问的是与您产品相关的问题，中国有句俗话“多个朋友多条财路”，特别是生意上的朋友！

? 想借机刺探军情。
Dear，

Sorry for the late reply. I will get back with you later. I am very busy at the
moment. If you
have US customer as reference, that would help a lot. I am not here to steal
information.
We use reference in US to generate trust, just like you have
"connections" (friends) among Chinese.

? 跟进技巧：
应对这样的买家，如果公司在美国有关系较好、规模较大的老客户，不妨挑选两个介绍给他/她