1, 网站上收到客户的询盘
收到这个询盘的时候，觉得不怎么靠谱吧。因为客户即没有写公司名也是一个偏门的行业应用。这里简单的介绍下我们的产品是手机配件类-钢化膜, 最常规的型号就是苹果三星等手机啦。
抱着再不精准的询盘也可能有优质客户的心态回复了客户邮件:
第一封，简单明了表示我们可以做
Hi Amer
Thanks for your inquiry and contact us.
For custom glass screen protector, the MOQ need reach 1000pcs.
If you can prepare the drawing for the custom glass screen protector, we can make sample for you.
第二封: 给客户两个规格选择
Hi Amer,
We can offer the accurate price after get your drawing.
In the same time, please let me know which quality level do you need?
1, High Quality:
•Asahi glass;
•Daikin fingerprint oil(The initial water Angle ≥112±2°)
•Tempering time (1 hour warming, 4 hours tempering, 1 hour cooling)
2, Medium Quality:
•CSG glass;
•Normal fingerprint oil(The initial water Angle ≥105° )
•Tempering time(1 hour warming, 3 hours tempering, 1 hour cooling)
The glass material and tempering time will be effect the Anti-impact and Anti-scratch function, fingerprint oil will be effect the Anti-fingerprint function.
这里没有直接给出报价，因为需要具体的尺寸才能精确，而且我想先看下客户对我们的质量等级了解程度如何。
第三封: 客户回复具体尺寸，随后我给客户的建议和报价
Hi Henry,
The size is: 21 cm x 17 cm, smooth corners any size(R3 or R5 for corners).
Thickness its the most important part 0.33mm.
回复:
Today I have already discussed with our engineer, for such big screen only high quality could keep the stable quality.
The accurate price will be $1.55/pc.
So, the full specification as below:
High Quality:
•Asahi glass; 0.33mm
•The size is: 21 cm x 17 cm (10.5 inches), R3 or R5
•Daikin fingerprint oil(The initial water Angle ≥112±2°)
•Tempering time (1 hour warming, 4 hours tempering, 1 hour cooling)
•MOQ: 1000pcs
Sample fee: $80 (about 5 pcs); Lead time: 5-7 working days.
Sample fee can be refund when you place the first production order.
根据客户的回复具体尺寸规格，看出客户还是有专业度的，对自己的要求也很明确。我这里根据客户的大尺寸定制要求给客户推荐了高质量的规格，打样费行业标准没加一毛钱，可以退。
第四封: 给客户详细解释为什么中等质量的不适合他，主要是从产品适配度和良品率两方面。
客户回邮:
Hello,
And what about the medium quality price can you send it also.
Do you have any suggestions to reduce the cost!
我的回复:
Hi Amer,
Thanks for your feedback.
As mentioned before, the medium quality didn't suit for such big dimensions.
It is will be easy crush and broken and the production defect rate higher.
If you want to adopt the medium quality, the cost will be $1.45/pc as the high defect rate.
For your question how to reduce the cost, you can placing a mass production order.
If the quantity could reach 3000pcs, I can request discounts for you.
客户还是想知道中等报价以及价格还能不能便宜点。这里我一口咬定中等质量的产品不符合你的定制尺寸的质量要求，而且因为尺寸大不良率产生的费用也拉高了中等质量规格的价格。至于客户需要便宜点，虽然有降价的幅度但是也要客户提高对应的产品数量再谈。
第五封邮件: 客户还是被我们的针对性建议影响。
客户回应:
Hi Henry,
Okey Can you start and make the sample. Your address is in Shenzhen right!
我的回复:
Hi Amer,
Thank you for your fast reply.
Yes, our office address is in Shenzhen, and factory located in Dongguan.
For the sample order, could you confirm the quality level and shipping method?
1, quality: High quality or medium quality
2, Shipping method:
Shipping by your consignee account(DHL; FedEx; UPS), just offer your account number.
Shipping by our shipping agent(DHL; FedEx; UPS), need count shipping fee according your address.
You address is in Sweden, right? If yes, the Shipping fee will be $60(packing with foam and carton box).
Payment terms:
Sample order payment by Paypal or Western union. Which one is better for you?
After you confirm the details, I will make the P/I for you soon.
客户应该还是考虑好质量的规格了，这里回复客户再确认下一些细节。
第六封邮件: 细节的确认，以及样品单形式发票的准备。
客户确认细节:
High Quality. For the shipping I'll give you the address later its somewhere in Shenzhen nearby they will forward it to me.
回复客户:
Hi Amer,
Thanks very much for your confirm sample order.
I am already prepared the PI for you, kindly check it in the attachment.
After you arrange the payment, please let me know.
And then I can place the order in our system.
If no questions, i will wait for your payment, and detailed address(name, address, phone number).
Waiting for your update.
客户终于确认完细节，认同了我给他的推荐规格。马上给客户做一份详细的形式发票，附带产品规格。
第七封邮件:
客户看到还算规范的发票，以及详细的公司收款信息，这些细节也让对公司的信任度又提高一点了，后面打款确认样品单也是水到渠成啦。
客户回复:
I had sent the payment. Just to make sure its 0.33 mm Anti scratch right!
总结:
1, 在拿到客户的询盘时，先要调查清楚客户的背景，如果网上信息很少很干净也不要轻易对客户的质量下结论
2，每个产品即使做了好几年了也要不断的去更新自己的行业思维，可能有的产品应用你平时就经常看到但就是想不到应用到工作中去。比如钢化膜的最新应用到汽车反光镜。
3, 在跟进客户过程中一定要及时回复，并运用行业经验给客户提建议。有时候你和竞争对手的差距也许就是那么点反馈速度和一点点给客户的针对性建议。
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