以下是客户的一些回复：给大家分享一下我的工作成绩。 Hi Joe, I appreciate your approach very much, thank you for the explanations. We've been in that business for many years, so we know about the material range used for this product line (I mean designers furniture), thatswhy we're requesting detailled material descriptions from prospective suppliers. And actually you did this part very well.  First of all I want to ask you if we can have the ability to see your sample products exported before to any retailer in the U.S. ? If you can give any retailers address here we can examine there easily your products. Otherwise a representative of our company should visit your factory and examine the products in China.  The forwarder from China is not a problem, we have a consultant in China for paperwork etc. If we can establish a business partnership in the future shipments will be container based. We would like to see also the latest product pictures you took and prices. Thank you for your cooperation, hope to hear from you soon. Regards 第一封 Hi Joe, Thank you very much for the pics and the prices, they look good, howver I do have some additional questions for you, regarding the Barcelona chair, I saw in your dimensions that the height you have is 87 cm, however the real one is 76 cm , can you make that adjustment if required, and does your chair has leather straps at he back and under not visiable, and the third question how thick are your cushions... Further I would like to know if your partner factory can make some additional fibreglass items if requested, I will send you some pics from some of the items so you can see what the possibilities are. Than I really like to order some sample items from you, as the ball and the egg chair, so where do we go from here i will transfer the amounts requested, and than you can arrange a forwarder who will ship it to us, at our costs. let me know what to do,  I hope to hear from you soon, gerard 第二封 Oh, I meant to thank you for the many pictures that you have sent me. Moreover, I thank you for documenting the shipping procedures and packaging of the item. I am very, very impressed. I will share your images with the client. They too will be impressed, I have no doubt.Again, many thanks. Best, Erkan 第三封 Hi Joe Lan, I thanks you very much for all the information, I am really impressed with your choice of materials and your pursuit for perfection, these are the companies we like to work with since we serve the higher segments of the European market, so regarding your terms and conditions these are no problem for us...So lets take this a little further and show me the new pics you have taken and the FOB prices of all the classic items you sell. Then I want some more information from you since you also offered me the Ball chair I may assume that you also do fiberglass furniture or do you outsource that to partner factories...and is your company interested in working on new designs and the development from that...what I like to hear rom you is what possibilities you have to offer, besides the classics since I saw on one of your pictures also a white upholstered modern stainless steel chair...  I will inform you a little bit more abour our company we are located in Bali, where we design high quality solid wooden furniture for several high end retailers in the UK, Sweden, Norway, Germany, you can have a look at our range at , however most of our customers also are looking for modern classics and retro furniture as the ball chair and several other products as modern stainless steel items and upholstered furniture...for all these requests we are looking for reliable partners whi like to work and thinks with us...at this stage we export around 8 till 10 containers a month from China mostly modern classics as the Barcelona , eames lounger and stool the LC 1/2/3 series, but as I mentioned before we are absolutely looking for the best quality available....and regarding your knowledge about steel and leather qualities and designers backrounds I feel that you and your company will offer that expertise we are looking for. So I hope to see and hear from you soon, regards, Jane 第四封 Dear Joe I am the manager of a french company. We have show rooms in France and we are interested in different of your products. I am very impressed by the luxury material you are using,and from every words I can see your confidence of your products. The picture looks so nice.here are the items I am interested. Product Item:HZ-CF012 and HZ-CF005 In a first time to see the real quality as picture shown of your product, we would like to buy one sample of both references. Is it possible ? And what is your best price for the both samples C&F france - Marseille ? Thank you by advance for your answer, and I hope do good business in the future. Best regards. 第五封 hello mr. lau, thank you for the really good service by sending me so much fotos from your studio. I have decided to order next week 3-4 barcelona chairs and- if I will sell them in Germany- one or two ball chairs. I really trust your company and especially you and I won磘 need any test-sendings. You will get the entire money after I have sold these articles here in Germany, this will take one week. After that I will give you the information that you have got the money. I said my customers that the production- as you said- will take 20 days and the shipping 25 days. You see, I磍l first get the money from my customers and then I磍l get the payment to your account. Thank you for the patience and the real good communication, your informations were very helpful for my plannings and my orders which will be done at your company in future. many many greetings to shenzhen! Yours, Antonio 第六封 大家拿到单之后到深圳来请吃饭哦。嘿嘿 这里转一个处理询盘的经验谈  对于供应商如何接触买家,给大家提几点建议：  一、应付买家的网上查询：应该要有一个辨伪程序，否则一旦业务做开，你会淹没在电子邮件的海洋里。一般从买家查询的内容，你就能判断出来哪些是实盘，哪些是虚盘。应该重点处理那些针对性很强的、可以称得上是询盘的电子邮件。对于无价值的询盘，要敢于果断舍弃。  如果以为每个询盘都是要向你买货未免过于天真。有的询盘过于空泛，也许只是客户做市场调查的一种手段。如果你不放弃空泛的信息，可能你每天只能做一些处理电子邮件的事了。 二、处理买家的查询一定要注意方法和技巧。要善于透过电子邮件的表象看到深层去，了解询盘者真正的用意。他是否是真正的买家或者中间商甚至是你的竞争对手？他购买的动机是什么？他的购买能力如何？  掌握这些以后，你就可以有高超的回复处理能力，能够抓住客户的心理，让买家更快、更好的了解你的企业及产品。 三、要非常清楚你的产品（包括质量）是否适合目标市场？要设法了解国内其它同行的质量和价格水平。现在获取同行的产品信息是多么轻松啊！  您要明白，一份询盘，国外客户不会只发给你一家，而会同时发给很多供应商。只有你的产品质量及价格优于同行，才有可能最终获得定单。  四、电子邮件的使用技巧： 处理电子邮件的八字方针：简单、可信、恰当、快速！  1.简单：语言要简炼，不要罗罗嗦嗦，言之无物。要知道，很多国外商人的耐心是很差的，你浪费他的时间就等于在谋财害命。  千万不要小看处理电子邮件的艺术，我告诉你，很多外贸业务员其实都不懂如何写一封好的电子邮件。  其中的关键就在于你能否很好的把握买家询盘的真正意图，从而给他他最需要的最有针对性的答复。 2.可信：简单并不是要你省略最基本的礼仪，我相信任何一个人都不喜欢不礼貌的回复。和买家开始联系时还要注意，在电子邮件的后面，一定要附上你详细的联系方式，包括你的姓名、职位、公司名、电话、传真、E-mail地址、网址和公司地址等信息内容，给对方一个很正规的印象。有些厂商答复时常常丢三落四，很容易给人留下不良印象。  3.恰当：恰当其实是最不容易的！这里面不仅包含了前二个因素，更重要的，还需要专业。 （1）买家总希望和精通产品的人打交道，如果你在回复询盘时错误百出，一看就是外行，买家会认为你不是真正的生产厂家，或者对产品并不熟悉，很可能就一去不回。所以回复时一定要详细注明产品的规格、包装方式、功用、报价等资料。  （2）充分利用电子邮件传递图片的优势，这样更能说明问题，同时也可以降低成本。  （3）发出邮件之前，要仔细的检查一下，有无拼写或语法错误，尽量把可能给别人的不良印象减到最小。 （4）报价要斟酌，不要留下太大的压价余地，否则会让买家产生怀疑。而且，要细分客户，也就是说根据客户所在不同的国家、地区给出不同的报价。比如欧美客户和南美、中东的客户大多数会在产品档次上要求不同，如果你给南美、中东的客户报欧美市场的价格，很可能会把对方吓跑。  4.快速：买家总希望尽快地得到回复，特别是互联网介入了国际贸易，很多国外买家更乐意应用这种方式，他们应用这种方式更多的原因是低成本和高效率。  如果对客户的查询回复太迟，不仅会失去商机，而且会使对方对你的效率及能力产生怀疑。  即使是不能立即回复的问题，也应该在内部商议后给予明确答复，切忌盲目应承，往往起反作用。  五、 要不断地细致跟踪曾向你发过查询的客户。这一点非常关键！！！很多人往往觉得网上信息多、成交少，或者没有成交，就失去了信心，并对收到的查询不再重视，这是非常狭隘和愚蠢的做法。  易位而处，换了你是买家，你会第一次就给一个你不了解的供应商下定单吗？  更何况现在的市场基本都是买方市场，买家不管是通过电子商务还是传统商务手段，轻而易举就能获得无数供应商。所以，千万不要轻视买家的任何查询！ 