How to deal with the customer s first inquiry reasonably for foreign trade novices

Points to note when replying to inquiries from buyers.

1.Quick response.

2.The answer is clear: Generally, the first inquiry will definitely ask **, specific points, such as payment method, minimum order quantity, FOB or CIF or customer's requirements, port of departure and port of arrival, estimated production time, and packaging, etc., as well as other questions from customers.

3.Leave room for large ** low and small ** raised, control a reasonable bargaining space, this is your own grasp.

4.The language is concise and clear, grammatically correct, and spelled correctly.

Usually the customer will not explain all the requirements in the first letter, but if you don't ask him a bunch of questions directly, he may ignore you, so in your first reply, you have to quote a reference price, and then ask him for specific requirements, telling him that there may be changes, but will definitely provide a reasonable **.

Accurately understand customer needs, clarify customer technical requirements and other requirements one by one, if you are more sure that you can do it in detail, if you are not sure, you can report a **, and see the other party's next intention. Ask the old bird of the company for advice.

Let's go to the forum to learn first!

You can learn more from the experience of old employees.

**The scale is judged according to the customer's inquiry, the price of conventional products is medium, and the new products are slightly higher. For the first contact, it is best not to use a formal word like quote**, and the understatement price is sufficient. You can even leave the word price without the word.

Important: Be sure to keep a tail to "fish" customers.

1. Stipulate a minimum order quantity (as one of the bargaining chips in the future).

2. The most important thing is to add later, and the above ** is for reference. As you can understand, depending on the order quantity, delivery time and payment method, there will be a big difference and sometimes even up to 10% discount. Yunyun: Of course, it's all fiction.

Our philosophy is to first give customers a concept about the best and the basic information about the product, so that customers can strongly feel that they are in contact with you, and they can understand the product information regardless of whether they make a deal or not, and it is "worth contacting". Secondly, in the case that you don't understand the customer's psychological price, ** at the same time leave the customer with bargaining interest and space.

In the same way as fishing, you can't just cast bait for nothing, nor can you coldly throw an empty hook over. In short, when dealing with customers for the first time, the transaction is second, and the most important thing is to try to arouse the customer's desire to "keep in touch". And:

The so-called explicit intent. Instead of sitting and waiting for the customer to express a clear intention, try to induce the customer to say what he wants. For example, after quoting a FOB price in general, tell the customer, "Please tell us the destination port you need, and I will be happy to convert a CNF** for your reference."

Or "Please let me know the possible order quantity and delivery time, and I will see if I can give you a good ** or discount." After the customer gives you these information, you can take it and ask the boss for instructions. Otherwise, the salesman will become a sandwich biscuit:

If the boss is not **, the customer will not give "intention"; The customer did not disclose the details, and the boss refused to let go. Business is deadlocked. As a salesman, you not only have to fight with customers, but also deal with the boss, so you can't wait for the opportunity stupidly.

As for the question of how to reply to the customer's inquiry, on the surface, it is one.

People who can interview on the foreign trade salesman, understand the literal meaning of the inquiry is basically no problem, as for how to deal with the inquiry, these belong to the business level of knowledge, it is recommended to see more of the company's successful follow-up of customer orders of the case, and then imitate these methods to go a while, and slowly will deal with the inquiry and follow up the foreign trade order.

。When receiving the customer's inquiry, many people are very happy and immediately respond to the return, but the real experienced foreign trade personnel know that before the return, there is another action that is necessary, that is, to find out the guest. Carefully analyze the customer's purchase intention and understand their real needs, so as to draw up a targeted and good return.

Some customers regard low as the most important factor, and if they are close to your bottom line at the beginning, then the probability of winning the order is greater. In the period from the customer's inquiry to the official **, it is necessary to carefully analyze the customer's real purchase intention and intention, and then decide to give them a trial ** (virtual market) or formal ** (real market). ”

1. The purpose of the first return: to arouse the desire of the other party to continue to communicate with you! Instead of closing the deal.

2. The content of the first return: a brief introduction to the company's situation, must be simple and clear, you can choose the company's history, main business, scale, equipment, export experience, served large customers, etc., the most important thing is to highlight their own advantages! Be concise, some foreign trade newcomers' emails, write a lot of clauses, decorative language, difficult to understand, please note, although English is the world's common language, but there are not many countries that really have English as their mother tongue, and remember the business letter you wrote, please be concise and easy to understand!

3. Pay attention to communication skills.

Pay attention to communication skills, do not miss any opportunity to invest in emotions "learn to be a person first, and then learn to be a person", although it is popular in China, this is also very applicable in the field of foreign trade, people are emotional. Holiday greetings, add some life sentences to the email, send points, send some fv from time to time, etc., in various forms. The most important thing is that you really respect the customer and think about it, not just a formality!

4. Reasons for price increases and price reductions.

Whether it is a "Western European-style" price concession or a "Japanese-style" price increase, it must be gradual and logical.

At present, the commonly used reasons for price increases: RMB appreciation, tax rebate policy changes, price increases, energy price increases and other cost increases, payment methods changed (such as wire transfer to letter of credit), product configuration changes.

Commonly used reasons for price reduction: increase in order quantity, give discounts; The payment method is good, and the preferential treatment is given; change product configuration; Inventory discount** (e.g. 30% to 100%)