How To Skillfully Reply Customers' Enquiry

How can I get back to customer enquiries?

Idle is also idle, business is difficult to do, easy to catch a customer, how can he easily run away (grim laugh)?

First of all, we must make an offer.

First contact, it is best not to use quote such formal words to quote, understatement of price is enough.

Key point: we must leave a tail to catch customers.

1. set a minimum order quantity (as one of the bargaining chips in the future).

    2.最重要的,后面要補充說明,上述價格為參考。如您所能理解，根據(jù)訂貨量、交貨時間和付款方式的不同，價格會有很大的區(qū)別----有時甚至?xí)懈哌_10%的折扣。云云--當(dāng)然這都是虛的。

3. in addition to quotations, try to include some information about products, such as packaging, container conditions, product pictures, etc. as far as possible.

    我們的理念是，首先給客戶一個關(guān)于價格的概念，以及關(guān)于產(chǎn)品的基本情況，讓客戶強烈感覺到跟你接觸，無論是否成交都能夠了解產(chǎn)品信息，“值得聯(lián)系”。其次，在你對客戶心理價位不了解的情況下，報價的同時給客戶留下討價還價的興趣和空間。

Just like fishing, you can't just bait in white, nor can you freeze the hook.

In short, the first time to deal with customers, the paction is the second place, the long run, to try to arouse customers' "keep in touch" desire is the most important.

Plus: the so-called clear intention.

Do not sit and wait for customers to express their intentions, and try to tell customers what they want.

For example, after a general quote of FOB price, tell the customer, "please tell me the port of destination you want, and I will be glad to convert a CNF price to your reference".

Or, "please let me know your order and delivery time. I'll see if I can give you a good price or discount."

When the customer gives you the information, you can take it to your boss and ask for it.

Otherwise, the salesperson will become a Sandwich Cookie: if the boss does not quote, the customer will not give "intention"; if the customer does not disclose details, the boss will not let go.

Business is stalemate.

To be a salesperson, not only to fight with customers, but also to deal with the boss.

As previously said, it is common practice to leave a "tail" fishing customer at the time of quotation.

The so-called low price refers to close to the cost price, the low profit quoted price depends on the amount of running to maintain; the high price is the expected higher profit price.

As a novice, it is difficult to estimate the cost price by itself. The boss always evasive words and faltering, simply to turn over the paction data of the old customers, the old customers usually have low profits, and the real paction prices of the old customers tend to be close to the boss's psychological bottom line.

"Low price leaving the tail" is to quote a low price, but stipulate a larger order quantity, or even much higher than your estimated customer's possible order quantity. The key is to hook up customers' interest with low price and provide the basis for future price increase.

"High price leaving the tail" means deliberately ordering a small order quantity (after estimating the high price) and estimating the amount that customers can easily reach, and promises that the price will be discounted if the amount is exceeded.

In addition, as mentioned in the previous post, it is indicated that the payment can be made in accordance with the payment method.

In short, it's asking for money, but it encourages customers to pay back the money on the spot.

The low price method or the high price method depends on the customer's situation, or according to the salesperson's "feeling".

The accuracy of this "feeling" depends on the heat, and it does not come in a hurry.

But generally speaking, you can check the customers' situation online first. If you find that customers have large websites and branches, or spread the purchase information on the Internet, such customers are better off using the low price method, because you will have many competitors.

On the contrary, the middlemen who are not familiar with the industry can use the high price law, and introduce the "professional" technology situation in the letters, deliberately complicate the situation, give customers a sense of "this product is very particular, and the laymen are easy to be fooled". Finally, strive to make use of the customers' "spend money to buy a safe" mentality, earn more.

When we are junior salesmen, the processing of quotations is often relatively simple.

1. the customer asked the price, the boss said, sell 5 yuan, the customer said it was too expensive.

2. report to the boss, the boss said to the maximum 4 to 5.

The customer still refused.

3. the boss was bored and said, "how much do you want to ask the customer?"

Customers either have no news or say "2 dollars 8"?

4. the boss said 2 yuan 8 cost is not enough, customers simply come to... Less than 4 yuan 2 can not do it.

5. the customer ran away when we heard it. We had to work in white, but this month we still have to rely on that 1 thousand and 5 basic salary. It's my girlfriend's 20 birthday.

Bosses and clients usually have little culture, and we always have no chance of coming out of them.

Therefore, when the salesman has reached a stage, he must strive for the upper level, gradually turn the passive into the initiative, and try to "guide" the customers and the boss, and promote the business.

This guidance is based on three concepts:

1. the price is alive.

According to the size of the order, the arrangement of the production period, the mode of pportation and the way of payment will vary greatly.

At the same time, the cost structure of a product is complex, and the change of a component or processing step can often bring about considerable cost changes.

2. customers will not necessarily know / stick to their requirements for products.

Especially consumer and craft products.

For example, we planned to make 1000 orders. If we talk well, our customers will be confident that they will eventually increase to 5000.

Or the original customers want to be all metal products, and at the end may be low price, similar to "external metal and bottom and internal resin / plastic" proposal.

3. the boss will not know / stick to the bottom line of the so-called product price.

In particular, most companies or factories with a large number of products can only estimate the approximate cost in advance.

In fact, variables are very large.

For example, next month is the production of neutral space. In order to maintain production, it may be even small or even flat.

Or money is tight, so we need a lot of money to turn around or a letter of credit.

Of course, to change from passive to initiative, first of all, a salesperson should familiarize himself with his products and familiarize himself with his own factory.

This is not difficult for a shrewd salesman to endure for a year or so.

With these ideas, don't mechanically convey your boss's intention when you quote, and easily say "NO" to your customers.

Therefore, our business veterans always have such a tone: "this is usually the price. But you really want to get cheaper."

And the boss is: "this client I see is OK, is a long-term buyer, it is worth following up... We think of a way to do it with him first".

The difference is clear: the novice simply passes the message, while the old man uses his mind to design the plan to refer the client and the boss to facilitate the paction.

Pay attention to the following points:

1. low price can be, but most of them should be tied to conditions such as large volume, "advanced payment", "timely security of surplus money" and "long lead time".

Notice why "long lead time" is a convenient condition?

Because this can be arranged calmly, as a fill in the production gap, in addition, you can choose the time when freight is cheaper, or the goods that are ready to go along the way, which greatly saves costs.

2. take the initiative to offer suggestions to customers, such as those mentioned above.

Many times, customers love money rather than quality.

Customers are welcome instead of offering alternatives in an expert role.

3. communicate with customers and understand the true thoughts of customers.

For example, when customer bargaining is too low, the reason for side understanding is that customers do not know the bank, do not check, or your competitors disturb the market.

Thus targeted treatment.

Incidentally, even if a competitor disrupts the market, unless you know that the other person is a fraud, the squid principle is not to say bad words to competitors, that is, they are all mixed up on the street and face each other.

4. communicate with the boss as much as possible, explore ways to cut corners and find more supply channels for spare parts, and strive to cut costs.

Try to understand factory production and financial status as much as possible, while sharing concerns for the boss while promoting low price customer turnover.

The collection of business intelligence is much better.

I have seen a sad case: a well-known buyer enquiry, but the novice salesman did not know the other side, and the boss did not know the details and did not pay enough attention to it.

As a result, he lost the opportunity to enter the supply system of the big buyer for a little profit.

It should be noted that for many large buyers, it is very valuable to enter their "system". Once they have a good paction record with them, the future will be more smoothly.

And these big buyers easily do not inquiries, many times only when the urgent replenishment, only occasionally out, for new factories, the opportunity is rare.

In this sense, even with this opportunity, even Ping has to do something at the expense of a profit, and the right to buy money.