往往我们很容易被高质量的询盘冲昏了脑袋，从而粗心大意犯了一些可能会让你与大订单和大客户失之交臂的错误。
We usually get carried away because of some high quality enquiries and make some mistakes that may keep you away from large orders and key customers.
很多外贸业务员在收到买家询盘都会很高兴并想着尽快回复对方，在这个高兴又匆忙的时间内就会缺乏了一个分析的过程，导致在回复询盘的邮件里就显得考虑不够周全。
Many foreign traders find it very happy to receive enquiries and try to reply soon. At this moment, they don’t analyze well and become ill-considered when replying customers’ enquiries.
可以从以下4个方面分析回复：
We can analyze from 4 aspects below:
1、 买家类型（中间商、商场、终端使用商、网店或者个人等）
Types of buyer (Middleman, market, terminal customer, online store or individual)
2、 买家国家对该产品的需求度、国家政策等
The demand of buyer’s country on this product, policies.
3、 买家采购经验（外贸术语的运营、采购年限）
Buyer’s experience on purchasing (Using ability on trade terms, procurement age limit)
4、 买家行业经验（行业数据的运用、产品的描述）
Buyer’s experience on the industry (Utilization on data of industry, description of products)
在众多的客户中，我们可以将客户分为终端客户和贸易商，或者是大客户和小客户，如果不将客户分类，我们就无法根据不同的客户而做出不同的报价。
Among the large number of customers, we divide customers into terminal customers and merchants, or big customers and small customers. If we don’t classify them well, we can’t make different quotation to different customers.
对于终端客户而言，客人更注重产品的质量，而非价格；
For terminal customers, they pay more attention to products quality, not price.
对于贸易商而言，价格或许就是能引起他们兴趣的重要因素。
For merchants, price may be the most important factor that interests them.
因此，我们在收到客户的询盘之后可以花点时间做个调查，到客户的网站了解下客户，针对一些突出点给客户报价。
Therefore, we should spend time doing research after receiving customers’ inquiries. We can go to customers’ website to know about them and make appropriate quotation according to some specific factors.
现在有很多外贸业务员，尤其是一些老业务员，都不太愿意做比较完整的报价单，经常只报一个价格给客户。但是，客户往往希望知道得更多，他们希望你尽可能地发一份详细完整的报价单。因此，当我们把一个简单的报价单做到让客户挑不出毛病的时候，那离客人下单也就不远了。
There are lots of foreign traders, especially experienced traders, who are not willing to make integrated quotations. They just quote a price. However, customers hope that they can know more and they wish you to make a detailed quotation list. Therefore, when we can make a simple quotation perfectly, we are not far from picking a deal.
1、公司简介没有突出买家关注的内容 No special contents in company introduction
一般买家比较关注的内容有：发货期，价格是否占优势，是否有多年生产或外贸经验，是否有参加买家当地的展会，或业内知名展会，是否有自己的研发团队，是否有跟知名品牌或企业合作，是否有证书，品质有保证和能够提供OEM,个性化定制服务。所以外贸业务员应根据这些方面来写公司的介绍。
Generally buyers are concerned about delivery date, price, if sellers are experienced, if sellers participate in buyer’s local exhibition or other exhibition, if sellers have certificate and if they can provide high quality products and OEM, customization. So traders can write the introduction of company considering these factors.
2、没有回答买家全部问题 Without answering all customers’ questions
要正面、完整的回答买家所有提问：能做到买家的要求，明确告知；不能做到的，就告知可替代方案。
Trader should answer customers’ every question completely. If you can do what they say, tell them. If no, inform them of alternatives.
1、邮件回复时间不合适 Improper time for replying emails
2、报价的标题不够吸引力Unattractive quotation title
3、单独附件或者附件太大 Sole or large accessory
4、缺乏一个专业的结尾 Not so professional ending
5、签名档过于简单 The signature is too simple
很多外贸业务员认为，报了价之后就坐等客户的回复而不继续跟踪客户，转而跟踪其他客户。如果这样等着，可能这个客户就这样跟丢了。要考虑到多方面，客户不回复可能是没有收到报价单，又或者是客户觉得价格太高了而没有回复，更或者是客户收到报价太多了因而忘记。反正有着各种各样的原因，必须要定时跟踪。
Many traders think that it will be fine to wait for customers’ answer after quotation. They may lose the customers if they keep waiting. We should be considerate. They don’t reply perhaps they haven’t receive your quotation or they think price is too high or they may just forget. There are lots of reasons so we must keep tracing them.
每一次应对客户，都要注重以上提到的每一个点。当真正掌握了以上技巧并把之变为习惯时，你的询盘回复技能就会大幅提升哦。
Everytime we cope with customers, we should pay attention to tips above. When you really master the skills and turn them into your habits, you will make great progress on your skills of handling enquiries.
