我已經(jīng)及時回復(fù)了買家詢盤，但似乎總是“石沉大海”：相信這是眾多外貿(mào)人員常遇到的狀況。

這是為什么呢？是郵件內(nèi)容太多無針對性？內(nèi)容太少買家沒興趣？還是我們的英語水平需要再提高？

客觀言說：以揣測上都可能會影響到但只是片面的影響；就好比飯吃得急了會噎住喉嚨，可是否會因噎廢食呢？

當(dāng)下電子商務(wù)運用日漸廣泛深入，買家通過給出的平臺尋找感興趣的中國供應(yīng)商時，往往不會只針對一家廠商發(fā)送詢盤，如何才能積極跟進初次詢盤促成訂單，讓我們在完成初步的詢盤篩選后一同來關(guān)注詢盤跟進技巧.

一、詢盤為泛問所有產(chǎn)品

內(nèi)容大多如下：
We are interested in all your products, could you please send us more information and samples about your products and price list?

回復(fù)可參考如下：
Dear Sir/ Madam,
Thanks for your inquiry at Alibaba.com.

We are professional supplier for XX(產(chǎn)品名) at competitive price, located in XX(公司地址). By now our products have been exported to XX(出口國別或地區(qū)). Here is the attachment with some pictures & price of our products that may suit your market requirements. Also you’re welcome to check our website(xxx) for more details and select your interested products.

We’re sincerely looking forward to developing business with you, If any comments, we would be glad to discuss in details through MSN：XXX \ mails or any way you like. (附件內(nèi)容可挑選一些公司主打產(chǎn)品或通過搜索初略客戶市場需求后可推薦的產(chǎn)品類型)

泛泛咨詢時，往往真實購買意圖一般，除非其正好需要/感興趣您現(xiàn)在的產(chǎn)品或您挑選出的主打產(chǎn)品。對能給予繼續(xù)回復(fù)的買家應(yīng)繼續(xù)重點追蹤，未回復(fù)的買家可在轉(zhuǎn)發(fā)首次回復(fù)郵件基礎(chǔ)上詢問買家是否有收悉X月X日的回復(fù)，如仍無回音可以考慮不必花費大量時間追蹤。

二、詢盤為針對公司具體產(chǎn)品發(fā)的詢價

此類詢盤價目標性較強，真實有效性較高，需重點跟進。倘若已據(jù)詢盤內(nèi)容做出了具體回復(fù)，并報了價格，但買家沒有再回郵件，可發(fā)以下郵件提醒：
Dear Sir/ Madam,

Several days no news from you and sincerely may all go well.

Now I am writing for reminding you about our offer for XXX(品名) dated on XXX as reply to your inquiry from Alibaba.com Have you got (or checked) the prices or not? Any comments by return will be much appreciated. 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.

（最好把第一次發(fā)給客戶的郵件內(nèi)容和客戶最初的詢盤附在郵件下方以提醒買家。簡便方法：可直接轉(zhuǎn)發(fā)第一封回復(fù)郵件。收件人寫明買家的Email.）

若過段時間，買家還是沒有回復(fù)郵件，建議可再發(fā)如下類似郵件再次追蹤：
Dear Sir/ Madam,
How are you? Hope everything is ok with you all along.
Now I am emailing you to keep in touch for further business. If any new inquiry, you’re welcome to reach us here and I will try my best to satisfy you well with competitive price as request.
By the way, how about your order (or business) with item XXX? If still pending, I would like to offer our latest price to promote an opportunity to cooperate with each other.

如果連續(xù)三封郵件發(fā)出去之后買家仍然無動于衷，基本證明買家可能對您產(chǎn)品/價格不感興趣或者由于其他原因暫時不需要您的產(chǎn)品，可暫時擱置，將時間用在繼續(xù)尋找新的目標客戶上。當(dāng)然也有很多非常好的買家會被您的毅力感動，回復(fù)告訴您一些關(guān)于產(chǎn)品進展的情況。我們千萬不可急于求成，應(yīng)仔細分析家客戶的提示有針對性得去保持追蹤。

以下為幾種經(jīng)常收到的買家回復(fù)：

1.客戶收到跟進郵件后，如暫時對提供的產(chǎn)品無需求的話，他/她一般都會說以后聯(lián)系，不管怎樣，能讓客戶回復(fù)已經(jīng)不錯了，說明以后還是有機會的，這個時候一定要有耐心：

Dear，
I’m doing fine, thanks for your information.
I’m still in the planning of building my new office, due to the work constrain I decided to delay it first.
Anyway I will contact you once I decided. Thanks!

2.收郵件的人不是公司決策者
Dear，
Thank you! I received your email and I sent it to our outsourcing manager. He didn’t tell me anything just now.

I will contact you soon once got any news.

3.告訴您不及時回復(fù)郵件的原因
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.

跟進技巧：這類客戶建議可通過發(fā)新產(chǎn)品介紹或者新報價的方式來保持聯(lián)系，相信時間久了成為您客戶的能性還是比較大的。至少讓買家對您留有印象，即使暫時不需要您的產(chǎn)品，日后有需要的時候也會首先可想到您。

4.可能暫時不需要您的產(chǎn)品，但會問其他產(chǎn)品或者詳細咨詢一些與產(chǎn)品相關(guān)的問題，如：

Dear，
Sorry for delay in my reply.
I have been so busy searching through all the mails, concerning the item of XX(產(chǎn)品). May I ask you, where you purchase XXX(可能是產(chǎn)品相關(guān)行業(yè)的其他產(chǎn)品或產(chǎn)品的材料部件). Currently We’re interested in this subject.
In the coming days, I will reply concerning some samples.

跟進技巧：這樣的客戶就要根據(jù)公司的實際情況來回復(fù)了，建議不管能否幫得上忙都能給些回復(fù)和建議，暫時不能成為客戶也可以先做朋友嘛，至少他問的是與您產(chǎn)品相關(guān)的問題，中國有句俗話“多個朋友多條財路”，特別是生意上的朋友！

5.想借機刺探軍情的

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.

跟進技巧：應(yīng)對這樣的買家，如果公司在US地區(qū)有關(guān)系較好，規(guī)模較大的老客戶，不妨挑選兩個介紹給他/她，這樣很能顯示您的實力。但回復(fù)之前還是應(yīng)根據(jù)公司具體產(chǎn)品在這個地區(qū)的推廣情況來做妥當(dāng)回復(fù)，站在買家立場多思考其詢問的真正目的，考慮已在合作的客戶公司是否愿意您將其公司名稱透露，因為同一區(qū)域的多個采購上不可避免將存在競爭。一般簡單告知公司名稱即可，謹慎透露對方聯(lián)系方式。

如果在US地區(qū)沒有客戶，可以多介紹一些其他國家的客戶來顯示公司實力，同時向買家暗示我們在US地區(qū)還沒有合作伙伴，如果您和我合作，將會幫助您開發(fā)整個US市場。

6.討價還價

Dear,

Thanks for your reply, I have received your quote and I am currently looking through all of the quotations that I have received. Currently your prices aren’t the best but your products are very good. If you could make your prices more competitive I am sure we would be putting an order in with you very soon.

跟進技巧：可根據(jù)具體價格情況回復(fù)客戶，或通過詢問客戶所在區(qū)域和訂單量大小來做可能范圍內(nèi)的讓步。

綜上，對于有效詢盤，我們一定要保持跟進。買家每天都會收到很多Offer，如果不恰當(dāng)跟進，買家很有可能會忽略我們。跟進過程中，更重要的是細細體會各種可能的原因，積極采取相應(yīng)措施，激發(fā)、把握買家購買意圖，達成合作。

Tips: 跟進郵件的發(fā)送時間宜選擇在星期二到星期五期間。星期六、星期日最好不要進行這樣的跟進郵件（特別是主動的業(yè)務(wù)開發(fā)郵件），因為星期一上班后，客戶的郵箱里往往會充滿了需要處理的工作郵件，人們常常會沒有時間或耐心仔細閱讀此類業(yè)務(wù)開發(fā)郵件，而喪失機會。