报价后，客户不回，怎么办？

今天新同事遇到同样的问题，把去年的案例重新拿出来晒晒。

报价后，客户不回你的N种可能：

1. 没查邮件

2.价格太贵

3.只是随意发发询盘做做比较

4. 还处于前期阶段订单不急

... ....

在这种情况下，降价是大忌，客户不回不一定代表你的价格高，也切勿不断的PUSH客户。那么，我们应该怎么办？

既然是报价后，客户不回，我们应该了解清楚客户价格反馈后再针对性做下一步计划。

以下爱沙尼亚客户询价后，我跟进的三封邮件：

客户于10月21日的询价：

Thank you Rena, for your effort on this topic, and material you provided to me.

Similar I and my colleagues understand, when reading contents on below links;

Do you will offering 3D NAND?

What would be the delivery term and price for few pieces (1 to 3 pcs for testing) of XXX ?

同天，我报价后客户未回。

10月23日，跟进第一封邮件。

Morning, XXX

Here kindly follow up the feedback on last quotation. XXX (产品型号）is a customized part number for XXX（客户公司名称）that can guarantee the fixed BOM without any changes from sample to mass production.
If possible, may we know when will start the sample evaluation?Let's see what's more we can do to keep the ball rolling at current stage.

在这封邮件里，我一方面是了解客户对报价的反馈，另一方面，我提供有价值的信息给客户，就是为他定制化型号，确保后续样品与MP都用同样的BOM清单，让客户不用担心我们会变更材料。最后了解客户项目样品评估的时间。

客户未回，一周后（10月30日）跟进第二封：

Morning xxx

It is 11:02 AM and sunny. Hope you are well.
Well, i am not so good. Because i am thinking the reasons of communication interruption in the past a week , price high? Project delay or ...? All kinds of speculations occupied my brain. So, i decided to follow up this email again.
I know you are busy. So, i will cut my BS and get straight to the point.
Do you think our price $185 is acceptable? Do you have time schedule on sample evaluation?

Weekend is coming and wish you have a nice weekend.

在这封邮件中，算是运用了copywritting的写法吧，带入了我一些猜测。其核心就是想确认是否客户对我们的报价能否接受，并了解样品评估时间。清楚掌握客户的样品评估时间是很重。

客户还是未回，一周后（11月6日），跟进第三封，如果再不回，可能考虑第二天直接电话了。

Hi XXX

I know you are busy, i don't want to be annoying.(I don't want to be pushy)
Just want to let you know i could be reached 24/7.
We would appreciate if you could share with me what is preventing us moving forward and will see what's more we can do to keep the ball rolling.

Thanks and have a nice weekend.

三封邮件后，客户回了，并告诉因为疫情原因他们没有每天上班，项目推动缓慢，11月底可以考虑测试样品了。

知道原由后，后续如何去推动这个项目是不是更清晰了。