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询盘分析:教你击破海外买家心理突破口

询盘分析:教你击破海外买家心理突破口

1970-01-01

都知道,找到买家的心理突破口,就能“对症下药”,更好地开发客户,那怎样才能找到并击破买家的心理突破口呢?聚焦网络将通过剖析一个询盘案例来教大家如何击破买家的心理突破口——

 

询盘来源国家:美国

产品行业:Game room furniture

 

海外买家询盘:

Dear Ms. XX, 

We are looking for cooperation for electric height-adjustable business desks in 160 x 80 cm or 160 x 90 cm dimension. Favored color is white for the tabletop and silvery or white for the legs. Preferably, we are looking for a model with no traverse beam, if available. Please let us know your price and send us a wholesale price list and according MOQ (preferably, we would like to focus on MOQ1-5 models), if available. Other styling options (wood trim, chrome legs/frame) would also be interesting for possible orders. Please let us also know about the possibility to customize the branding. Thank you very much in advance. Please do not hesitate to contact us any time for questions.

Best regards 

 

企业回盘:

Dear Mr. XX,   

Thank you so much for your kind inquiry, hope you everything is fine. Glad to tell you that electric height-adjustable business desks with no traverse beam and Customized brand are available. Several questions need your confirmation so as to give you the best price. Questions as below:  Is 160 x 80 cm or 160 x 90 cm tabletop size or leg (frame) size? Please give us the other size you need. Our MOQ is 10 pieces cause of the cost and freight, so the price of 1-5 pieces will be quoted as samples that is much higher than the price of over 10 pieces, it will be reduced 22% of over 10 pieces, more quantities will enjoy more competitive price, hope you can understand. Pictures of electric height-adjustable business desks are attached please check it. Looking forward to your early reply, thank you very much in advance. 

Best regards,   

 

聚焦网络点评:

从内容上来看,这个询盘的价值比较高,这类客户也属于准客户类型,如果外贸企业跟踪的好的话,这个询盘转化为样品单的几率非常高。

 

首先,从询盘中可以看出,客户对产品的属性和规格有一定的了解,并且目标明确,询盘开头就把产品的颜色及特殊属性“no traverse beam(没有导线束)”提出来了,这个可以充分表明客户做过这类产品或者是类似产品。

 

其次,客户通过“wholesale price(批发价)”表明了想要与企业达成交易的条件,也就是客户的心理突破口,而“MOQ(最小订货量)”也说明客户的第一次订单是样品单,并且客户在询盘中表明希望贴上自己的商标,这也说明这个客户很可能会是批发商。

以上就是聚焦网络从这位买家的询盘中获取到的客户信息。

 

接下来,我们再来看看外贸企业的回盘,在回盘中企业表明可以提供客户要求的产品,但是起订量是10个。事实上,在大多数情况下,如果买家没有看工厂,第一单不大可能会是大订单,因此,外贸企业遇到这样的客户时,建议从小订单做起,千万不要心急。既然客户在询盘中明确指出了想要与企业达成交易的条件,这就是外贸企业可以抓住的突破口,只要围绕这个交易条件来下功夫,就能牢牢抓住客户,比如在报价单中一栏注明“wholesale price(批发价)”来表明企业的合作诚意。

 

每一位客户的需求都不一样,自然,他们的心理突破口也不一样,外贸企业要采取的有效措施也不一样,这时候,外贸企业就得通过对询盘进行层层剖析,找到客户的心理突破口,再一一击破,便能收获客户的心。


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