一、情況不明的詢盤
Dear Sir,
Pls give me your full product list with unit prices base on FOB.
Thanks
***
（要點分析）
1、稱呼不針對，很可能是Qun發的。
2、沒有介紹自己，可能是小公司。
3、沒有提到産品，可能是外行。
4、沒有提到交易條款和細節，說明還沒有真實采購意向。
（應對方法）
1、買家同樣很難得到其他供應商的重視，是以您隻需要讓買家感受到您得重視，就會占得先機。
2、買家很小，需要幫助，容易信任，是以如果您給予買家幫助，會很容易博得他的信任。
3、買家不内行，大供應商的優勢減弱，是以這是你和大公司同行競争的好機會。
4、買家在一個小而封閉的好市場，比如東歐或西非。是以你如果能切入當地市場，競争會很小，機會會很大。
（總結建議）
即使看起來很沒誠意的詢盤，仍然有很多種積極的可能因素，建議對這類詢盤的第一封回複，不要提供産品詳細資訊和報價，提簡單的問題引導，吸引買家回複，病了解更多關于買家的真實情況，再做進一步跟進。
二、一開始就談價格的詢盤
Dear Sir,
We are a English company located in Edinburgh. We interest very much in your French style PVC exterior window, but suitable price are very important for us, so pls send us your best price.
Best regards
***
（要點分析）
此類詢盤給人最直接的感受就是價格會是最關鍵也是最難解決的問題，似乎不是優質買家的特點，但是會開門見山表達價格門欄的買家，雖然實力也許有限，但興趣一定是真實的。
（應對方法）
1、價格不能報，因為新供應商的價格很難與老供應商競争。
2、嘗試提問了解買家的專業度，比如詢問當地市場對品質的要求。
3、嘗試提問了解買家的購買力，比如詢問買家之前是否從中國采購過。
4、要表達出自己對買家的潛在價值，以吸引住買家回複你提出的問題。
（總結建議）
可能很多人會認為隻要詢盤一提到價格就馬上報價，認為這個對客戶的重視，其實訂單是買家與買家來來往往的溝通得來的，客戶要了解你産品與公司的實力，你也需要了解客戶的購買力。談價是外貿談判的必經之路，不對價格提要求不代表價格好談，記得不要冒失報價撞買家的槍口，而要先了解買家的專業度和購買力，以此來決定自己的報價政策。
三、大買家的詢盤
Hi Sir,
We are the 3rd largest windows distributors in USA. We now need all Q4 promotional and new year windows. Quote if you are in the very business. Also pictures and details please.
***
（要點分析）
大公司讓人感覺距離遙遠，難以接近，但其實大公司有很大的一個優勢就是對價格的渴求反而不如小公司，隻要你能抓住買家真正的要求點和關注點，小供應商完全可以和大買家合作起來。
（應對方法）
1、如果對行情了解，價格可以直接報，但要報的完整和明确，不需要買家再次确認什麼細節。
2、買家提到了具體的産品，你就隻推薦自己的對口優勢産品，讓買家不需要花時間去尋找自己想要的。
3、你需要表達出你對當地市場的熟悉，避免買家擔心自己的供應商是外行。
4、你需要表達出你對外貿操作的熟練度，讓買家對你的配合工作更放心，因為買家會特别關注承諾和信譽。
（總結建議）
大買家不可怕，可怕的是沒有争取大買家的心。大買家其實也有很好的切入口，隻要向他展示出你的專業，你就會覺得談判會比小公司輕松的多。
四、采購意向明确的詢盤
I am looking for Round window: MQ-GD25
glass thickness: 5mm
wall thickness: 2.5mm
series: 88mm
color normal white
double glazed
All documents nust be send by DHL or Fedex or any quickly post mail after you shipment. Send your best price incuding details to me ASAP.
（要點分析）
雖然沒有稱呼，也沒有自我介紹，可能仍然是Qun發的小公司詢盤，但大量詳細的産品資訊和交易細節充分反映出此詢盤的真實度，可能是買家原先的供應商出了問題，在選擇新的餓供應商替代。這類詢盤通常你會抱比較大的期望值，但你要清楚你的同行也在努力，如果跟進方法不得當，也許你會得不到買家的青睐。
（應對方法）
1、詢盤已進入實質采購階段，是以客套禮貌用語能簡則簡。
2、公司介紹要簡明扼要，産品介紹要有份量，進入采購階段的買家，産品是唯一關注的重點。
3、價格得報，不然買家也沒有耐心等待，但是報價要專業，資訊完整，即使買家覺得高了，仍然可能對您保持興趣來還價，或者保留下次合作的可能性。
（總結建議）
進入采購階段的詢盤有兩個宗旨，産品對口，有信心拿下的，要一次到位發出一份有煽動力的報價，如果産品不是特别的強，能與客戶客戶維系上長遠的關系，也會是一個大收貨。
總結：
第一封來盤可能是Qun發，偶發，甚至錯發的，第三封來盤可能是進入實質階段的談判階段，而這中間的橋梁就是第二封來盤。為了得到買家的第二封來盤，你要做的就是寫好你的第一封回盤，真正與買家建立起一對一的聯系，不一過急過躁急于求成，也不宜拖沓敷衍節奏過慢，找到吸引買家的點，這是共通的法則。
2017年6月26日閱讀 星期一
一、1、未付款訂單
Dear buyer,
We have got your order of XXXXXX。 But it seems that the order is still unpaid. If there‘s anything I can help with the price, size, etc., please feel free to contact me. After the payment is confirmed, I will process the order and ship it out as soon as possible. Thanks！
Best Regards
myname
譯文：我們已收到你的訂單，但訂單似乎未付款。如果在價格和尺寸上有什麼能幫助的，請随時與我聯系。當付款完成，我将立即備貨并發貨。謝謝！
提示：請根據您産品自身特點對描述内容進行修改。
2、已付款訂單
Dear buyer,
Your payment for item XXXXXXXXXXXXXX has been confirmed. We will ship your order out within XXX business days as promised. After doing so, we will send you an e-mail notifying you of the tracking number. If you have any other questions, please feel free to let me know. Thanks!
Best Regards
myname
譯文：您的訂單編号為XXXXXXXXXXXXXX的款項已收到，我們将在承諾的XXX天内發貨，發貨後，我們将通知你貨運單号。如果您有任何問題請随時聯系我。謝謝！
提示：請填上您的訂單号和發貨天數。
3、發貨後
Dear buyer,
The item XXXXXXXXXXXXXX you ordered has already been?shipped out and the tracking number is XXXXXXXXXXXXXX. The shipping status is as follows: XXXXXXXXXXXXXX. You will get it soon. Thanks for your support!
Best Regards
myname
譯文：訂單号為XXXXXXXXXXXXXX的貨物已經發貨，發貨單号是XXXXXXXXXXXXXX，運輸方式是XXXXXXXXXXXXXX，訂單狀态是XXXXXXXXXXXXXX。您将會很快收到貨物，感謝您的支援和了解。
提示：請填寫訂單号、發貨單号、運輸方式和發貨日期。
4、詢問是否收到貨
Dear buyer,
According to the status shown on EMS website, your order has been received by you. If you have got the items, please confirm it on DHgate.com. If not, please let me know. Thanks！
Best Regards
myname
譯文：EMS網站顯示您已收到貨物。如果您已收到貨物請到敦煌網确認，如果有問題請告知我。謝謝！
提示：可根據您貨物的實際情況進行更改。
5、客戶投訴産品品質有問題
Dear buyer,
I am very sorry to hear about that. Since I did carefully check the order and the package to make sure everything was in good condition?before shipping it out, I suppose that the damage might have happened during the transportation. But I’m still very sorry for the inconvenience this has brought you. I guarantee that I will give you more discounts to make this up next time you buy from us. Thanks for your understanding.
Best Regards
myname
譯文：很抱歉聽到發給您的貨物有殘損，我在發貨時再三确定了包裝沒有問題才給您發貨的。殘損可能發生在運輸過程中，但我仍舊因為帶給您的不便深表歉意。當您下次從我這購買時，我将會給您更多的折扣。感謝您的諒解。
提示：請根據投訴的實際情況進行更改。
6、訂單完成
Dear buyer,
I am very happy that you have received the order. Thanks for your support. I hope that you are satisfied with the items and look forward to doing more business with you in future.
Thanks！
myname
譯文：我很高興地看到您已收到貨，感謝您的支援。希望您滿意，并期待着在将來與您做更多的生意。
7、提醒買家給自己留評價
Dear $buyer,
Thanks for your continuous support to our store, and we are striving to improve ourselves in terms of service, quality, sourcing, etc. It would be highly appreciated if you could leave us a positive feedback, which will be a great encouragement for us. If there’s anything I can help with, don’t hesitate to tell me.
Best Regards
myname
譯文：感謝您繼續支援我們，我們正在改善我們的服務，品質，采購等。如果您可以給我們一個積極的回報，我們會非常感激，因為這對我們來說是一個很大的鼓勵。如果有什麼我可以幫助，不要猶豫請告訴我。
8、貨物斷貨
Dear $buyer,
We are very sorry that item you ordered is out of stock at the moment. I will contact the factory to see when it will be available again. I would like to recommend some other items of similar styles. Hope you like them too. You can click on the following link to check them outXXXXXXXXXXXXXXXXXXXXXXXXXXXX?? ?.If there’s anything I can help with, please feel free to contact us. Thanks！
Best Regards
myname
譯文：真是對不起，您訂購的産品目前缺貨，我會與工廠聯系什麼時候能補上，并将随時告知你。以下連結提供的産品也很不錯XXXXXXXXXXXXXXXXXXXXXXXXXXXX ，您可以看看。有什麼我可以幫忙的，請随時與我們聯系。謝謝！
提示：請在橫線處添加同類産品的連結。
9、折扣
Dear $buyer,
Thanks for your message. Well, if you buy both of the XXXX items, we can offer you a XXX % discount. Once we confirm your payment, we will ship out the items for you in time.
Please feel free to contact us if you have any further questions.
Thanks & Best regards!
myname
譯文：感謝您給我資訊。目前我們正在進行促銷，如果你購買了XXXX 個産品，我們可以為您提供XXX %的折扣。一旦我們确認您的付款，我們将及時發貨。如果您有任何進一步的問題，請随時與我們聯系。謝謝！
提示：請添寫希望買家購買的件數和您所能提供的折扣。
10、買家議價
Dear $buyer,
Thank you for taking interests in our item. I’m afraid we can’t offer you that low price you bargained as the price we offer has been carefully calculated and our profit margin is already very limited. However, we can offer you a XXX % discount if you purchase more than XXXXpieces in one order. If you have any further questions, please let me know. Thanks!
$myname
譯文：感謝您對我們産品的興趣，但很抱歉我們不能給您更低的議價。事實上，我們的上市價格是經過精心計算的且合理的，它已經讓我的利潤有限。但如果您一個訂單購買超過XXXX件，我們将給你XXX %的折扣。有任何問題請聯系我。謝謝！
提示：請添加希望買家購買的件數和您所能提供的折扣。
11、大量訂單詢價
Dear $buyer,
Thanks for your inquiry. We cherish this chance to do business with you very much. The order of a single sample product costs $ XXXX USD with shipping fees included. If you order XXX pieces in one order, we can offer you the bulk price of XXXXUSD/piece with free shipping. I look forward to your reply.
Regards！
$myname
譯文：感謝您的詢問，我們很誠摯的希望跟您做生意。一個樣品的運費需要XXXX美元，如果您一個訂單訂XXX件産品，我們可以為您提供批量價格XXXX美元/件。期待着您的答複。謝謝。
提示：請填寫你産品的價格，購買件數和優惠價格。
12、買家要求免運費
Dear $buyer,
Sorry, free shipping is not available for orders sent to XXXXXXXXXXXXXX. But we can give you a XXX% discount of the shipping cost.
$myname
譯文：很抱歉，到XXXXXXXXXXXXXX不能免運費的，但是我們可以在運費上給你XXX %的折扣。
提示：請填寫地區和運費折扣。
13、未付款訂單改完價格再次催款
Dear $buyer,
We’ve reset the price for you. We have given you a XXX % discount on the original shipping price. Since the price we offer is lower than the market price and as you know the shipping cost is really high, our profit margin for this product is very limited. Hope you are happy with it and you are welcome to contact me if there’s anything else I can help with.
Best regards!
$myname
譯文：我們已經為您重置價格并給您原運價XXX％的折扣。如你所知，運輸成本非常高，而我們提供的價格比市場價格低，我們從這個産品中賺取不了多少利潤。希望您滿意，并随時與我聯系。
提示：請填寫運費折扣。
14、沒有好評，買家對于你的産品表示懷疑
Dear $buyer,
I am very glad to receive your message. Although I haven’t got a high score on DHgate, I’ve been doing business on eBay for many years and I am quite confident about my products. Besides, since DHgate offers Buyer Protection service which means the payment won’t be released to us until you are satisfied with the product and agree to release the money. We sincerely look forward to establishing long business relationship with you.
Regards
$myname
譯文：我很高興收到你的郵件。雖然我在DHgate沒有多少評價，但我一直在Ebay做業務多年，我對我的産品很有信心。此外DHgate提供第三方擔保支付服務，這意味着付款将不會發放給賣方，直到您對産品品質和交易非常滿意。希望能夠與您長期合作，謝謝。
15、發貨幾天後買家沒收到貨
Dear $buyer,
We sent the package out on XXXXXXXXXXXXXX, and we have contacted the shipping company and addressed the problem. We have got back the original package and resent it by UPS. The new tracking number is XXXXXXXXXXXXXX.
I apologize for the inconveniences and hopefully you can receive the items soon. If you have any problems, don’t hesitate to tell me.
$myname
譯文：我們已經在XXX月XXX号發送包裹，根據您的回報，我們已經聯系貨運公司并确認問題。我們将找回原來的包裹并重新寄送,新的貨運單号是XXXXXXXXXXXXXX,使用的是UPS。我對此感到十分抱歉，希望您能盡快收到。有任何疑問，請告訴我。
提示：請填寫發貨日期和貨運單号。
16、向買家推薦新品
Dear $buyer,
As Christmas/New year/…… is coming, we found XXXXXXXXXXXXXX has a large potential market. Many customers are buying them for resale on eBay or in their retail stores because of its high profit margin. We have a large stock of XXXXXXXXXXXXXX. Please click the following link to check them out XXXXXXXXXXXXXXXXXXXXXXXXXXXX. If you order more than 10 pieces in one order, you can enjoy a wholesale price of XXX. Thanks.
Regards
$myname
譯文：随着聖誕節/新年/……的來臨，我們發現XXXXXXXXXXXXXX産品擁有一個大型潛在市場。我們有大量的暢銷的XXXXXXXXXXXXXX産品。請單擊下面連結XXXXXXXXXXXXXXXXXXXXXXXXXXXX檢視它們。如果你一個訂單購買XXX件我們可以給批發價格。感謝您的惠顧。
提示：請填寫産品名稱、産品連結位址和購買件數。
17、收到好評後
Dear $buyer,
Thank you for your positive comment. Your encouragement will keep us moving forward.
We sincerely hope that we’ll have more chances to serve you
$myname
譯文：感謝您的積極評價。您的鼓勵是我們前進的動力，我們真誠地希望能有更多的機會為您服務。
18、買家詢問是否有直銷航運
Dear $buyer,
We offer drop shipping service. You can simply specify the shipping address and we will deliver the order to your designated address
$my name
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