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写信、报价、寄样、发​IP都没回应,怎么跟进?

做外贸经常会遇到客户不回复的状态:写信不回!报价不回!寄样不回!发了IP还不回!


遇到这几种情况,要怎么快速跟进?具体应对方法都在这篇文章里了,欢迎点赞收藏!























开发信不回怎么跟进?


我们认为,第一单是客户凭借主观判断和对市场。


1、在发开发信的两到三天之后,可以给客户再发封邮件问客户是否有收到我们之前发的邮件,然后附上公司的样品间图片和工厂的车间图片,以此来表示对客户的重视,也表明出我们公司的实力,让客户更加放心。


Hi[Name],

I trust that you have had an opportunity to read my previous email and look at our website,so I figured it’d be worth checking in with you again.


我相信您已查阅了之前给您发送的邮件并浏览过我们的网站,因此我认为是很有必要再次与您联系的。


2、在前面的邮件发了两三天后客户依旧没有回复,可以尝试整理一下公司产品的报价单发给客户,同时给客户介绍下当时卖得最好的产品,最好价格可以放到最低去吸引客户,报价单上最好是附上产品图片,方便客户看的时候能了解更多。


Hi[Name],

This is the quotation of the products with the highest sales in our company, which is exactly what your company needs. If you are interested, please consult at any time !


这是我司销售量最好的产品报价,相信也是您需要的,欢迎随时回复咨询。



3、如果客户还是没有回复,这时就可以拿搜索到的电话号码去打电话跟客户了解一下详情。


在打电话前一定要主动去了解更多的信息,比如当时的物流价格、客户采购这个产品的具体情况等等,在电话里表现出你对客户国家这个市场相当了解,这样也许会收获意想不到的效果。


另外,在电话时要尽可能的去了解客户为什么没有回复邮件的原因,还有客户对什么产品感兴趣以及目标价是多少,想要什么样子的服务等等。


Hi[Name],

Have you given any additional thought to my proposal?I’d be happy to do a quick review of it on the phone and answer any and all questions you may have.


您对我的提议(方案)是否有其他的想法呢?我很乐意通过电话对其进行快速审核,并回答您可能遇到的所有问题。


4、打完电话根据电话内容再给客户发一封邮件:可以表达不好意思打扰了,感谢客户的倾情告知。


然后根据客户提出的问题再写一封书面的解答以及处理的具体方案,把客户感兴趣的产品再次标注上去以及能给到最低的优惠是什么样子的,并承诺会给到客户什么样子的服务。


Hi[Name],

We are very sorry for the just adventurous phone. Thank you for your precious time and patience. For example, if you are just interested in our products, we will provide you with the lowest discount and optimal service, and look forward to a happy cooperation !


刚刚的冒昧电话非常抱歉,感谢您的宝贵时间和耐心倾听,如您对我们的产品感兴趣,我们会为您提供最低优惠和最优服务,期待一次开心的合作!


5、如果客户一直不给予肯定回复也不下单,也不要气馁,归类在一个可跟进的CRM系统里,可以在节日里多给客户发下问候语,在公司有新产品时给客户推荐过去,平时多刷刷存在感,不要让客户忘了自己,总有一天你会有机会。


有些客户属于比较慢热,也或者之前的供应商没有出现错误,但你要相信没有永远的敌人也没有永远的朋友,坚持下去,一旦那边出现差错你的机会就来了。
























报价后不回复怎么跟进?


1、一般来说,2-3天没有动静可以先询问是否有收到报价,可能报价没有顺利送达邮箱,或者客户可能无意错过邮件了。


Hi[Name],

Do you venture to ask, send your quotation received ? Does our product meet your needs ? Is there any place to be modified ? We accept your private customization and can also send samples free of charge. Please contact me anytime !


冒昧问一下,发您的报价收到了吗?请问我们的产品是否符合您的需求?是否有地方需要修改呢?我们接受您的私人定制,也可以免费送样。请随时联系我!


2、如果是有已读回执,确认客户已经阅读邮件,但是还是未回复。可以先常规跟进,发下提醒或者再次友好跟进下。跟进尽量简单扼要,一般客户如果有意向的话会进一步回复的。


Hi[Name],

The quality and price of our products are the highest in the industry. If your quantity demand is large enough, we will submit a more favorable price. Welcome to email at any time 


我们产品的质量和价格都行业性价比最高的,如您的数量需求足够大,我们会报以更优惠的价格,欢迎随时回邮咨询!


3、二次跟进可以安排在3-5天后。如果客户还是无回应,可以试试打电话,或者从社媒互动开始。并且有新品,活动,节日,发给他信息/节日祝福,在他面前刷存在感,直到他对你慢慢加深印象。有时候当他的供应链出现问题,你的机会就来了。


尤其对大公司而言,不断地物色新的供应商,是他们的工作范畴之一。他们的订单永远不可能只分配给一家去完成,往往是诸多工厂/贸易公司共同完成订单。
























寄样品后不回复怎么跟进?


1、在寄出样品之后,要及时的将快递单号发给客户,并告知客户产品送达的大致时间。


2、根据物流信息,询问客户是否收到样品?


Hi[Name],

After sample sent, I did not get in touch with you these days?Everything is ok there?

We sincerely look forward to your reply.


样品寄出后,我这几天没有和你联系?那里一切都好吗?

我们真诚地期待您的答复。


3、如果客户没回复,再写一封信,及时确认客户对样品是否满意,和客户承诺之后检测中遇到任何问题可以随时联系。这样做一是为了尽快获得客户的反馈;二是为了在客户面前刷存在感。


Hi[Name],

If you are satisfied with our samples, I believe we can move to further cooperation. For the delivery time, would you please advise your schedule? Pls try to confirm the order earlier so we can arrange everything for mass production.


如果您对我们的样品满意,我相信我们可以进一步合作。关于交货时间,请告知您的时间表好吗?请尽量早点确认订单,这样我们就可以安排一切大批量生产了。


4、客户犹豫中依然没回复,再去一封信,附上一些出货单据和其他客户的反馈意见供其参考。


Hi[Name],

We guess that you should have received the sample sent by us by **, and we trust that you will agree with the quality. The products are very popular in ** market. Attached are the shipping documents and customer feedback for your reference. If you are worried about the business in your market, we can accept a small order to help you with your market test.


我想您已经收到我们的样品了,质量也应该没有问题。这个产品在XXX的销量非常不错,附件附上一些出货单据和客户反馈供您参考,如果您对产品在你们市场还是有顾虑的话,我们可以接受小批量订单用来在你们市场先测试。


5、可以在适当的时候,打电话过去查问,简单寒暄,直奔主题。
























发了IP后不回复怎么跟进?


1、比如发了IP没回应,可以查问:Can you please inform when you arrange the payment? We need to schedule the production accordingly. 当您安排款项的时候,请告知。我们才好排单生产。


2、或者:We will have public holiday soon. The earlier you confirm the order, the sooner we can arrange the mass production. 我们很快要放假。请尽早确认订单,这样我们也可以早点安排生产。
























客户不回复常规跟进方法


数据证明:80%的销售是在第4至11次跟进后完成。说明持续且有效的跟进,还是很必要的!


1、第一封,询求客户对产品、对价格的看法,记得长话短说。

比如 Can you please let us have your comments on the offer we sent on +月日?


2、如果客户继续不回复。

May I know if you get my offer on+月日?I am attaching again herewith the offer for your reference. Hope to get your feedback soon.


3、继续不回复,打不死的小强精神起来。利用报价的有效期说事。

Friendly reminder on the validity date. Can you please further advise if the price is workable for you? Price will be invalid on+时间


4、继续不吭声。发最新产品/宣传册子,最新出货记录照片,尺寸要控制在1MB以内/目录控制在3MB以内。

Here is our newest model which will be in the market soon. 或Just shipped 1 container to your country and please see some photos for your reference. Any news from you?


5、可以发展厅样板照片。

并说:Well organized showing room and free samples are ready for your quality checking. 或者 Busy at the ** fair these day. Do you have any purchase plan?


6、对于有潜力或者比较大的采购商,可以主动表示提供免费样板。


7、如果有新的展会,通知客户。并且实时写邮件给客户你们展会的情况,附上参展图片,产品陈列图片。


8、设法得知客户的Facebook或Instagram。可以在上面关注下他们的动态,从网友的互动做起。


9、同行刺激效应。此方法不是首选,而且不建议对欧美比较严谨的客户。可以对付印度,非洲客户。


10、低价诱饵效应。可对印度,中东,南美那些无限追求低价的国家客户。探下他们的目标价 Can you please advise your target? 如果你的价格很有优势很可能就拿下单子。


但是如果价格低到你做不下去,也要在下封邮件展开攻势,highlight出产品的优势和卖点,并表示price will be more competitive if you can allow to adjust the quality.


这里面两个意思,一分钱一分货,你们价位高是因为这些优势,第二个意思他愿意妥协质量,价格可以再优惠 。


11、雷打不动,可以开门见山,直接问他意见,不然停止写邮件给他了。


Much appreciated if you can further offer some comments. Then I can know if you still get interested in our products. Otherwise I will stop to bother you.


12、最终还是不回复。


那就转为日常跟进模式,聊聊天气、节日、外贸资讯、海运信息等客户感兴趣的话题,写到有天某个亮点吸引他了,他就会联系你。



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