14 怎么简单的分析客户？分析客户要注意哪些？分析客户基本原则。
常用外贸英文---回盘前－摸清楚客户，分析客户
怎么简单的分析客户？分析客户要注意哪些？客户分析基本原则帖
对于陌生客人来看，当询盘来的时候，第一件重要事情就是摸清楚客户，也就是初步的分析客户，看看他是不是我们的目标客户？有没有足够的钱？时间够不够？要求的产品规格我们做不做得到？有没有什么风险因素？
目的就是为了接单率，为了珍惜我们自己的时间，为了把时间花在“对的客人“身上。不好的客户只能花我们的宝贵时间，降低我们的时间运用效益，还会让我们生气与麻烦为伍。They are trouble makers.
分析不是一个点，不是马上就能知道的，分析它是一个过程，除了询盘信息你要看仔细以外，还需要不断的试探聊天。是的，“试探”话题也是个不错的聊天话题嘛。
我一般会用几个方向来看客户分析，
- 邮件地址，签名，正规与否？
- 网络上面有没有信息，透明与否？
- 邮件英文，哪一个地区的惯用语气？
- 礼貌不礼貌？
- 猜一猜客户的行业是不是我的目标客户？
- 客户的大小规模适合不适合我们？
- 是不是没有钱的客户？
- 是不是调研性质没有购买意愿的客户？
- 接着用试探性地话题与她聊天，再进一步求证方方面面。
- 即时通讯软件上面来问的客户，我特别会问过才决定要不要帮他。
- 社交软件来的客户，比较容易先了解一下。
- 电话来的客户，我会要求他发个邮件来。
- 不太去处理陌生急迫询盘，急就必然有故，我可不想随便浪费时间。
- 能知道年纪最好了，因为商业实力与对话的匹配度（聊得起来嘛）。
这里说的是简单的客户分析，也就是询盘处理那一天做的事情。以后要正式把客户变成重点经营对象的话，还要更正式的做过详细的客户分析，这里不做介绍了。
电话来的询盘
This is David. May I know your name? Could you send me an email in order to have detail and your right information.
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How do you get me? Which page did you see? Try to focus on the same page with you.
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It's David here. Can I have your name and city please?
即时通讯软件来的询盘
Great to hear you. It's David here. May I know who is it?
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Show me the url you like on website.
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Give some link for a reference please.
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Do you have any reference pictures?
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Could you send me an email in order to have detail and your right information.
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What is your email address? Let me send detail to you later.
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Do you sell stuffs on line? What is your web store?
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If I understand you more that I can Support you much. Actually We both cannot pay many times on a stranger.
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How much do you expect the price. Let's save time and go direct. If I can get it, we will go easily.
确定能不能收到邮件？
确定数量需求
Thanks for your opportunity. We produce them in China, our MOQ is pretty firm. How many were you looking to do? If under 300 I do not think we can make them economical. Please advise.
先回应装傻来摸底
特别是那些需要花很多时间的询盘要求，如果对方不是我们的目标客户时，那简直是浪费时间。
比如，
Hope you are doing good.
I was going through your website and found that you do provide gifts for corporate promotional events.we are based out in india.we are looking for suppliers to deliver Singapore at our address.
Please do let me know pricing for gifts and quantity on the same email.
Looking forward to your kind reply ASAP.
Thank you in advance.
我可以先如下这样做，看看对方怎么回应！！！
Hello Sir,
We can do those services you mentions. But I don't know how to start....
How are you Sir, what is your need? I can have my team work with you.
小客户或非目标客人
- 可以试试看把他转客人为业务员合作，看看他怎么说？
Morning. Heard you got problem in business. Would you like to be partner with us? I can give you inquiry from Africa. What do you say?
One other things, Do you have any interesting to be our rep in your country?
- 转给当地的目标潜在客户
Would you like to contact our local agent? That's better for you. We deal with wholesaler.
Hi, I would like to forward a client to you. Do you have time to handle him?
你是生意人吗？
Are you a persistent businessman or one shot only?
直接问本地采购价格多少？
Actually this item cost much shipping fee under 500 qty（high shipping split）. Would you like to let me know how much you can buy from local if 100. I don't want you get me wrong that my price is expensive.
Our advantage is customize more than local.
测试客户预算够不够
如果客人可能钱不够的情况，先探一探他怎么说？
May I know your quantity, budget, timeline? In order to find the less expensive way.....
Less quality cost high shipping fee split at $??? each. I believe it is not a good idea.
如果要目录或不清楚的询盘
在还摸不清楚客户情况时，我们也不想冒冒失失的就去工作，万一白花时间也不好。不确定情况就把客户拒绝也不好。
Thanks for sending this over to us. If you have specific items you would like us to review and quote we would be happy to do so.
回应很急时
表达我们有注意到不正常的情况，以及我们的建议。
Since you are in a desperate situation.... Below you will find your quotes. These ONLY come in White and Cream color... The prices below include shipping (one location in the US - West Coast) and a 1 color imprint.
客户要求一堆产品的报价时
May I know which one is your top priority need to know? I am sorry counldn't provide you a losts of rush informations at this moment. I need to check many rates include shipping fee.
可以先报出厂价，客户不一定同时买这些，运费预估了也是白费。
Could I give your factory price for your rush request? I don't have much time to check the shipping rate for those products respectively.
陌生客户说会多次下单
用提问确认技巧，表达了不要随便忽悠我们
I need a few questions answered. How are you looking to invoice your client - monthly, quarterly? Are they willing to buy an annual amount and take delivery monthly? Or do they want these produced on a monthly basis only? Give me a call when you have a moment.
一上来就要样品的陌生客户
试着谈运费来试探一下。
I am sorry we don't have any stock in your country. Will you pay the shipping cost of them?
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I am sorry but we do not have any of these in stock. We have ordered more and they will be in our Pennsylvania office in a couple weeks. Once I get them I can send you out a sample. If you need them quicker they can be sent to you directly for a cost of $60. They would deliver in about 4-5 days. Let me know.
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