General

Enquiries are not of high quality and have not been converted? In fact, inquiries also need to be sorted! Today, I will share with you how to classify inquiries and how to respond to different types of inquiries?

How to classify foreign trade inquiries and how to respond to different types of inquiries?

Category I inquiry (priority inquiry)

1. There is a address - this is a careful and polite guest, and the address of the addressee will be added.

2. Tell you clearly what products you are interested in and ask you to make a quotation, which may be specific to the quantity/specification/packaging/origin/quality standard/delivery time/provision of relevant certificates/port of arrival, etc., representing that he is sincere to buy things.

3. Briefly introduce their company background - indicating that they are interested in arousing your interest and are willing to let you know more about them.

Buyer analysis:

The buyers who send such inquiries must have very clear and strong purchasing intentions and clear purchasing needs; To understand the products and the industry, their requirements for suppliers must also be professional; Be sensitive to price and pay attention to product quality. Therefore, your specialty and your understanding of the product should be reflected everywhere in the return offer.

Key points of reply:

1. Through the buyer's introduction, we can learn about the buyer's information laterally, such as searching the company name of the other party online, logging on the other party's website, and understanding the buyer's scale, nature, business scope, etc.

2. Directly quote the real price. With the development of e-commerce, it is rare for an inquiry to be sent to only one supplier. It is normal to compare goods with three suppliers. The buyer has no time to bargain with you. For the same quality, if your price is on the high side, this foreign trade inquiry may not have the following.

3. The contents of the buyer's inquiry must be answered one by one.

4. The basic information not inquired by the buyer should also be reflected, such as: product picture, product name, article number, parameter specification, certification information, unit price, quantity, payment method, packaging, delivery period, transportation time, etc.

5. If the buyer asks for several models of the product, they can quote for each model separately, and do enough work to let the buyer choose the most painstakingly.

6. Use the professional terms of products and trade more often, which means that you are professional, and buyers can rest assured to buy with you.

7. Respond quickly. If you slow down, others may get ahead.

8. Ask the guest to reply to you regardless of whether the price is acceptable, because it helps you understand whether there is anything you need to improve (try to be tactful here, not flattering)

Category II inquiry

1. Tell you clearly what products you are interested in and ask you to quote

2. There is no other information

Such buyers are often on the sidelines and price comparison, and their willingness to purchase is not urgent; Or they are not very professional buyers themselves. They may have just entered the industry and need your guidance. Class B inquiries can be treated as the second priority, but do not underestimate Class B inquiries. When the buyer has determined their needs, your efforts in the early stage will bring you good results.

Buyer analysis:

Only knowing what products you want is often the stage of exploring the market and understanding the market. If it is a dealer, he must not have received his customer's order. Such buyers need you to guide them, set a multiple-choice question, let them choose, and don't wait for the buyer to tell you what he wants. It is believed that this foreign trade inquiry was also sent to N suppliers, so it is time to test your response speed again. The more you arrive at the other party's reply, the more you will seize the business opportunities.

Key points of reply:

1. Don't think that the buyer is not clear about the quantity and so on. You can also be lazy and only quote a price. A professional quotation is a plus in the eyes of any buyer.

2. Gradient quotation can be used. The purchase quantity and price are different. It can help buyers decide how much to purchase.

3. Recommend 1-2 similar products, give a simple quotation, and inform the buyer. If you are interested, you can give a detailed introduction. Strive for a second contact.

4. The buyer can reply to you no matter what needs.

5. Be prepared for such foreign trade inquiries. It is likely that you will not receive a reply for a long time after the quotation. At this time, don't be impatient and frustrated. Please give the buyer time, because he needs to choose, or wait for his customer's response, or prepare for future procurement. You can send another email within 1-2 weeks after the quotation to ask about the situation and also express your importance to him.

Category III inquiry

I just want to tell you that I am interested in your products. Please send me a quotation, which is similar to the B type inquiry, but the direction of purchase is more ambiguous. But please believe that the customers who come to make inquiries must have a purpose. No one will go to Alibaba to make a few inquiries for fun, but he doesn't know what he wants. Such buyers are often dealers in the industry. What they buy depends on what their customers want, so he needs your professional introduction and guidance, and then introduce them to his customers. If you want to win the order from such customers, you need to spend more time.

Buyer analysis:

It is usually the local dealer, even without a specific industry, who sells whatever makes money. This kind of buyer needs your recommendation and then recommends it to his customers. Because you are not professional, you need to be more considerate in the product introduction.

Key points of reply:

1. The introduction of your company can be more detailed. Tell him what products and services I can provide for you.

2. Recommend the most advantageous products to him, such as the products with the best price, the best quality, the most suitable for the local market, the fastest delivery time, and so on. Give a detailed introduction to each of them, including the picture, model, parameter specification, certification information, unit price, minimum starting quantity, packaging, and so on. Make a form for him to sell to his customers, so that he can save effort.

3. If you need samples, please let you know and try for a second contact.

4. The waiting time for such inquiry is longer than that for Type B inquiry. During the second follow-up, do not directly ask about the last quotation. This will make the buyer feel that you are forcing him to make a decision. In fact, at this stage, he is still waiting for his customer's decision. You can ask him if there is any news, please let you know at the first time, and if there is any demand for other products, please let you know at the first time, If you have new products during the period, you can introduce them by the way.

The fourth type of inquiry (the lowest level)

1. Come up and ask for samples, invitations, investment information, etc

2. Don't say a word about the product or your company

This kind of inquiry does not exclude cheating on samples and invitations

Buyer analysis:

It is more likely that they are not real buyers. You can try to reply once. If the other party doesn't mention the product, you can basically give up as long as the invitation letter or sample. Don't waste time on such foreign trade inquiry.

Finally, buyers from different countries have different concerns. For example, European and American buyers pay attention to the quality and certification of products, so when quoting, put the quality information and certification information of products first, and highlight that your quality is superior to others; Buyers in the Middle East and Africa pay attention to the low price and don't care about the quality. As long as it is cheap, they will give him the cheapest product when they reply, with the price at the top.

Attention: reply in time! Timely reply! Timely reply!

If you fail to reply in a timely manner and are seized by other suppliers, the order that originally belongs to you may slip away