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不同類型的買家回複跟蹤策略 - 常見問題
買家的回複歸類：
1.客戶收到跟進郵件後，如暫時對提供的產品無需求的話，一般都會說以後聯係，說明以後還是有機會的，這個時候一定要有耐心：
例如：
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.告訴您不及時回複郵件的原因
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新產品介紹或者新報價的方式來保持聯係，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品，日後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品，但會問其他產品或者詳細谘詢一些與產品相關的問題，如：
Dear，
Sorry for delay in my reply. I have been so busy searching through all the mails, concerning the item of XX(產品). May I ask you, where you purchase XXX(可能是產品相關行業的其他產品或產品的材料部件). 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公司的實際情況來回複了，建議不管能否幫得上忙都能給些回複和建議，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品相關的問題，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：應對這樣的買家，如果公司在US地區有關係較好，規模較大的老客戶，不妨挑選兩個介紹給他/她，這樣很能顯示您的實力。但回複之前還是應根據公司具體產品在這個地區的推廣情況來做妥當回複，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願意您將其公司名稱透露，因為同一區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，謹慎透露對方聯係方式。如果在US地區沒有客戶，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地區還沒有合作夥伴，如果您和我合作，將會幫助您開發整個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：可根據具體價格情況回複客戶，或通過詢問客戶所在區域和訂單量大小來做可能範圍內的讓步。
Tips: 跟進郵件的發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(特別是主動的業務開發郵件)，因為星期一上班後，客戶的郵箱裏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務開發郵件，從而喪失了機會。
最後更新：2016-12-28 06:49:01