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    cqm

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    四、买家信息的抓取与主动出击
    有些B2B网站上的买家是能部分获取的,获取信息后要先整理,然后定期给这些买家发介绍信,注意点如下:
    1.不要用国内的邮箱发送,不要同时群啊发,否则就做无用功了。
    2.企业介绍信不要千篇一律,要编写几个版本的,针对客户情况来发送。
    3.接收邮件的收件人不要是“Dear Sir/Madam”,不然给买家感觉是群啊发的,建议用客户的大名。
    4.附件的产品图片不要太大,最好1M以下,而且一定要压缩后再发送。
    5.发送的邮件最好有设计好的突出公司形象邮件头,如果有条件可以找专业的设计公司直接设计精美的电子邮件。

    五、询盘的回复技巧与跟踪
    来自B2B的询盘主要有两类,一类是买家发布到B2B平台上公布出来的或群啊发给会员的,另一类是买家浏览你的B2B子网页后直接发询盘给你的,处理这2类询盘的主要不同点是报价,第一类是报低或超低价,第二类报价可以适当的提高报价;在回盘中除报价外务必要注意的是包含以下几点:
    1.产品的详细规格等描述;
    2.能否做OEM贴牌的描述;
    3.FOB(具体港口的报价);
    4.Delivery Time(交货期);
    5.包装材料,每箱的包装尺寸,重量,容积,箱内放产品的数量,防破损保护,每个20尺柜/40尺柜/高柜的能存放的总的产品数量;
    6.MOQ;
    7.获得的认证证书情况;
    8.其他重要信息等等。
    大家经常遇到的情况是,询盘回了一大堆,但都石沉大海,100个回盘里能有5-10个在回复的就谢天谢地了,阿Q式的判断为没回复的买家都是低质量的。其实大家应该好好反省一下自己。另外在多次回盘后还没回复的,建议你们跟个电话过去,和买家沟通一下,就算买家真的不买,也可以了解到买家不从你这买的真正原因,从而有利于调整公司下一步开拓海外市场应当调整的方向。(建议事先拟好打电话的演说词,英文口语发言和流利度一定要过关啊)

    附:一个匈牙利采购对中国供应商的建议!(网上看到的,深有同感啊!)!
    As a sourcing agent and buyer I can tell you what is a good quotation for me:it includes all relevant information!My job is to find a reliable supplier at a reasonable price in the shortest time possible.
    It is very possible that I will choose a supplier whose price is a few percent higher but the quotation is complete.That means,it includes:
    -FOB price,with seaport marked!(I often get FOB quotes without location。Obviously for me in Europe a FOB Shanghai price is higher than a FOB Xiamen price,since shipping rates are different).
    -Delivery time(so far no Chinese supplier was able to keep the promised delivery time for my projects-90%delay,10%early)
    -Package unit(carton details)!Carton weight,size,volume,content,material。It is very important!Usually this point is simply left out by suppliers。But I and most full-time buyers have just simply no time to beg for any details separately!If a quotation misses this,I simply delete it。I have no time to ask for these points,but I can only calculate my shipping cost with this info!
    -Payment conditions must be exactly discussed.
    I hope suppliers will consider these points in the future。If you include all relevant information,you can really help your partner in his decision。And for the supplier,it is a job done once,you needn’t work out each detail separately.



  • 四、买家信息的抓取与主动出击
    有些B2B网站上的买家是能部分获取的,获取信息后要先整理,然后定期给这些买家发介绍信,注意点如下:
    1.不要用国内的邮箱发送,不要同时群啊发,否则就做无用功了。
    2.企业介绍信不要千篇一律,要编写几个版本的,针对客户情况来发送。
    3.接收邮件的收件人不要是“Dear Sir/Madam”,不然给买家感觉是群啊发的,建议用客户的大名。
    4.附件的产品图片不要太大,最好1M以下,而且一定要压缩后再发送。
    5.发送的邮件最好有设计好的突出公司形象邮件头,如果有条件可以找专业的设计公司直接设计精美的电子邮件。

    五、询盘的回复技巧与跟踪
    来自B2B的询盘主要有两类,一类是买家发布到B2B平台上公布出来的或群啊发给会员的,另一类是买家浏览你的B2B子网页后直接发询盘给你的,处理这2类询盘的主要不同点是报价,第一类是报低或超低价,第二类报价可以适当的提高报价;在回盘中除报价外务必要注意的是包含以下几点:
    1.产品的详细规格等描述;
    2.能否做OEM贴牌的描述;
    3.FOB(具体港口的报价);
    4.Delivery Time(交货期);
    5.包装材料,每箱的包装尺寸,重量,容积,箱内放产品的数量,防破损保护,每个20尺柜/40尺柜/高柜的能存放的总的产品数量;
    6.MOQ;
    7.获得的认证证书情况;
    8.其他重要信息等等。
    大家经常遇到的情况是,询盘回了一大堆,但都石沉大海,100个回盘里能有5-10个在回复的就谢天谢地了,阿Q式的判断为没回复的买家都是低质量的。其实大家应该好好反省一下自己。另外在多次回盘后还没回复的,建议你们跟个电话过去,和买家沟通一下,就算买家真的不买,也可以了解到买家不从你这买的真正原因,从而有利于调整公司下一步开拓海外市场应当调整的方向。(建议事先拟好打电话的演说词,英文口语发言和流利度一定要过关啊)

    附:一个匈牙利采购对中国供应商的建议!(网上看到的,深有同感啊!)!
    As a sourcing agent and buyer I can tell you what is a good quotation for me:it includes all relevant information!My job is to find a reliable supplier at a reasonable price in the shortest time possible.
    It is very possible that I will choose a supplier whose price is a few percent higher but the quotation is complete.That means,it includes:
    -FOB price,with seaport marked!(I often get FOB quotes without location。Obviously for me in Europe a FOB Shanghai price is higher than a FOB Xiamen price,since shipping rates are different).
    -Delivery time(so far no Chinese supplier was able to keep the promised delivery time for my projects-90%delay,10%early)
    -Package unit(carton details)!Carton weight,size,volume,content,material。It is very important!Usually this point is simply left out by suppliers。But I and most full-time buyers have just simply no time to beg for any details separately!If a quotation misses this,I simply delete it。I have no time to ask for these points,but I can only calculate my shipping cost with this info!
    -Payment conditions must be exactly discussed.
    I hope suppliers will consider these points in the future。If you include all relevant information,you can really help your partner in his decision。And for the supplier,it is a job done once,you needn’t work out each detail separately.


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