采购节马上就要开始了，大家伙的询盘肯定比平时翻倍增长，怎么提高询盘转化率呢？
我们特别邀请有丰富实战经验的杨邦相老师给我们分享。
收到客户的询盘，我们应该怎么分析客户：
通过网站看：about us,contact us,products.
联系客户不理，没下文怎么办？
1. 领英/skype找她同事
2. 地址：google map看公司
3. Email：skype上搜
下面我们一起来看一个案例，应该怎么谈判一个好的付款方式：
Dear Kevin,
We are one of the top 10 hair accessory companies in the U.S. We sell our products, which are mostly innovative and some are patented to Walmart, Walgreens, CVS, Claire‘s, Icing, JC Penney, Sephora etc. We are growing quickly in size and many mass retailers are starting to give us more space it their stores.
We want to meet you and see the quality of your products and how we can work together in the future. We currently work with 3 major factories in China but they also work with Conair and Helen of Troy, our competitors.
Before we make our visit we will put together a presentation of products we want made. We may not be there again until October or November kindly note.
客户的邮件直接用数据介绍自己公司，跟哪些品牌公司有过合作，简单粗暴有说服力。
我们在介绍自己公司的时候是不是也应该说一些具体的数据，比如说：公司成立年限，生产线数量，员工数量，认证等等
当客户的付款方式不利于我们的时候，（发货后的30天才付款）怎么进行下去呢？
Dear Alex,
Many thanks for your PO as well as other details you offered.
Regarding to the samples you sent by FedEx, we are sampling and opening mold because we have not exact petal molds.
I wonder if you could do me a favour, there is a metal button in the centerpieces of 003056,002615,001883, we are sourcing these in the open market, but we are not sure if we can source exact one and lead free, to save the time, is it possible for you to tell us the suppliers in China if you know.
Lastly, the payment terms in the PO is Net 30 days, so could you kindly explain it for us?
Normally, there is 30-35%deposit before mass production, so could you kindly tell us if we can apply L/C payment.
Thanks&best regards
Kevin
这是时候，我们装作不懂这个付款条款，反问客户，看客户的回答。
Hi Kevin,
Thank you for your help. I look forward to the samples.
I am unsure where our other suppliers get the centerpieces. I will talk with my team and see if we have any ideas of where you can find them.
What terms can you offer. We were planning on paying 30 days after shipment. Additionally, what is L/C payment?
Thank you for your help.
Best regards,
Hi Alex,
Thanks for your speedy reply.
Normally, our payment is 35% deposit in advance,65% will be balanced before shipping. Of course, there is a third-party inspection of our mass production before shipping.
L/C means Letter of Credit.
Thanks&best regards
Hi Kevin,
I will talk with my team tomorrow and let you know what we can do for terms.
Thank you for your help.
Best regards,
客户说跟团队商量，这样说给人的感觉公司有规模，这个说辞同样适用于我们，so当我们拿不定主意的时候，我们不要再说 talk with my boss,or talk with my manager.即使公司只有一个人，也要说跟团队商量再回复。
客户避开了付款方式的问题，应该怎么再提起？
Dear Alex,
Many thanks for your update, no question at the moment.
Could you kindly tell us the update of the payment term?
Thanks&best regards
Kevin
Hi Kevin,
Regarding payment, we usually pay by wire transfer (telex transfer or TT), so that is not a problem.
However, in evaluating the assignment of these projects, payment terms were a major consideration. With other partners a deposit is not required. We assumed that you would also allow this to be the case and for this reason we assigned the order to you. We hope that you can allow us to pay 100% after inspection and before ship. Can we agree to these terms?
Please let me know if you can agree to these terms.
Thank you again for your help.
Best regards,
Dear Alex，
Thanks for your email
Regarding to the payment, conventionally if the payment is Telex Transfer(TT), we need 30% deposit in advance because we need cash to to buy the material. In fact, the material cost is much larger than 30% of the total amount of the order, so if you could consider to transfer the deposit, it will be highly appreciated.
There are two reasons for 30%deposit, firstly all our material suppliers needed us to pay them in cash since the economic crisis. Secondly, this is our first time in cooperation, so please kindly consider our situation.
Best regards
Hi Kevin,
I understand your position. I will talk with my team and get back with you later today (tomorrow my time).
Thank you for your help and patience.
Best regards,
Hi Kevin,
Although we are disappointed that you can’t meet what our other partners are offering (no deposit), we understand this is our first interaction. Therefore we will continue with the order if you are able to meet the following terms.
30% Deposit, 70% balance 30 days after shipment.
We appreciate your partnership and hope this will work with you. Please confirm this will work and I can send you a revised PO.
Thank you for your help.
客户已经有明显的让步了，我们要直接同意吗？当然不行了，万一余款拿不到怎么办。
Hi Alex,
Thanks so much for all the time and energy you have put on this project.
Our final agreement is 20% deposit,80% before shipment.
Please kindly consider our situation.
Thanks&best regards
Kevin,
I talked with our executive team and they reluctantly agreed to the 20% deposit. We understand that this is your first order with us, but we hope and expect to work toward more favorable payment terms in the future that exclude any deposits. This is the current standard we use with our main hair accessory suppliers. More favorable payment terms in the future will help us be able to place more orders with you.
I look forward to working more with you and developing a good relationship where we can avoid a deposit.
Thank you again for your help.
最终客户从开始要求的发货后30天付款到最后同意20%订金，80%发货前付款，就这样步步为营的完美的争取到了对我们有利的付款方式。小伙伴们get到了吗？