How to Respond to Buyer Inquiries Alibaba

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Alibaba.com Online Training Course
How to Respond to Buyer Inquiries Alibaba
Gold Supplier Service Team

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How to Respond to Buyer Inquiries Alibaba

  1. 1. Alibaba.comThank you for attending theCourse Good afternoon. Online Training webinar . The topic today is “How to follow up inquiries and make the deal”. Hope the information we share today can help How to Respond tofor your Alibaba business. Buyer Inquiries you to get more inspiration Alibaba Gold Supplier Service Team It will start at 16:30 (Beijing Time) Thanks again for coming!
  2. 2. Agenda Understanding Your Buyers and Group Inquiries General Rules To Reply Inquires Quotation Samples
  3. 3. Top 3 Considerations When Buyers Choose Suppliers
  4. 4. What Concerns the Buyers most in dealing with new suppliers
  5. 5. Research from Nielsen What are the key elements on the first contact? Understanding of Buyers’ Needs 63% Suppliers’ Response Time 55%
  6. 6. How Do You Group Inquires? According to information provided in an inquiry, we divide inquiries into 4 main types: Specific and detailed inquiries Specific but brief inquiries General inquiries Advertisement and spam
  7. 7. Type 1: Specific And Detailed Inquiries (Top Priority) • I am interested in importing royal jelly powder from your country. And our company is located in Busan. We have many natural food distributors in Korea. If you can fulfill my following request, please contact me. • Color: milky white or light-yellow Appearance: powder, 100 mesh Odor: pure fragrance peculiar to royal jelly Taste: acid, pucker, sweet aftertaste Moisture: 5% … Quantity Required: 1,000 kilograms Shipping Terms: FOB Destination Port: Busan, Korea Payment Terms: T/T • Thank you Jerry Wales Sales Manager • ABC company Email: xxx@xxx.com • Tel… Specific requirement Purchasing conditions Payment Terms preferred Complete contact information
  8. 8. Type 2. Specific But Brief Inquiries (High Priority) Our company is specialized in tools and small machines sale in US. We are interested in your Gas Cutter Machine. Could you send me your catalogue with price list? 1. Please indicate if you would like to send samples of some selected products (FREE OF CHARGE) for inspection prior to place orders. 2. Please indicate any discounts or special offers for quantity orders. In the first instance, please send all correspondence to: XXXXXXXXXXXXXXXXXXXX Thank you Jenny Wanda Sales Manager Email: xxx@xxx.com Only product name, no specific requirement
  9. 9. Type 3. General Inquiries (Low Priority) • Dear Sir/Madam, We are interested in your products which I saw in Alibaba and we sincerely hope to establish a long-term business relation with your esteemed corporation. Please kindly send me your catalog. • Thank You Johnson Kell Sales Manager Email: xxx@gmail.com No product name and no product details
  10. 10. Type 4. Advertisement And Spam (Least Priority) Example 1: dear sir Good Day! Promote their own product to you im a factory from china . i can offer cellphone ,but your qty is very big this is right ? if you have interesting A huge amount of profit mentioned at first Example 2: Dear Sirs, I am Mr. Ali Buba, Bill and Exchange manager, Bank of Africa Ouagadougou Burkina Faso. I have a profiling amount in an excess of US$18 Million, which I seek you to accommodate for me. You will be rewarded with 40% of the total sum for your partnership. Can you handle this I need your assistance in transferring the sum of ($18 Million) eighteen million US Dollars into your account within 7 to 10 banking days.
  11. 11. Agenda Understanding Your Buyers and Group Inquiries General Rules To Reply Inquires Quotation Samples
  12. 12. General Rules To Reply Inquires 1. Analyze before making quotation 2. Reply efficiently 3. Track after quotation
  13. 13. Analyze Your Buyers: Before making your quotation, investigate who are our buyers and what they need.  Study their demands from inquiry  Go through their company website  Search from Google or other Search Engines  Learn from Customer Reports by third party ……
  14. 14. Reply Efficiently  Timely Response (Reply within 12 hours; keep TradeManager online)  Answer all buyers’ concerns  Make a clear but attractive quotation Display your products together with pictures and brief description. (Excel or Word Format is recommended) List the price and also the shipping cost if necessary.
  15. 15. Track Your Buyers:  Add potential buyers in Contacts  Send a follow-up email after 2 or 3 days if no feedback  Contact by other communication tools, such a telephone, fax, TradeManager, etc.  Bring your greetings in festivals or send your new products to them if necessary
  16. 16. Agenda Understanding Your Buyers and Group Inquiries General Rules To Reply Inquires Quotation Samples
  17. 17. Quotation Sample: Specific And Detailed Point out when you received the inquiry. Dear Mr ABC, We are pleased to receive your inquiry of Aug. 2nd and to hear that you are interested in our plush toys. Our company, Universal Trading Co., Ltd, was established in 1998. … Model No.: 105023658 Product Origin: India Price Terms: FOB Mumbai Other Price Terms: CIF London Delivery Lead Time: 30 days Certification(s): EN71, EN50088, EMC Shipment: To be effected within 2 months from receipt of the relevant L/C by Maersk Line. Payment: By sight L/C, T/T We will keep this offer valid only for 7 days. Give a short introduction about you to your buyer As we are receiving orders day to day and our present stocks are nearly exhausted, we would advise you to place an order as soon as possible if deliveries are required to be prompt. We are looking forward to your initial order. Thanks and best regards, Yours Faithfully Mairaj Ali Export Dept. A.B. Technology Co., Ltd Email: mairaj@abtech.com Letter body should contain the detail description of your product, such as functions, color, size, delivery time and packing Your contact details must be input at the end of quotation.
  18. 18. Quotation Sample: Specific But Brief Inquiries Dear Jack, Thank you for your kindly inquiry dated on Apr. 9th regarding the Gas Cutter Machine. And I have visited your company website and known that your company is nearby Los Angeles. So the price for Gas Cutter Machines is as follows on the term of CIF Los Angeles in USD. Gas Cutter Machine Mode No. NB-PB-037P USD32.56/Set Check buyers’ company information from internet and company Gas Cutter Machine Mode No. NB-PB-037H USD39.75/Set websites, and give quotation as per buyer’s local market needs. The payment term will be 30%T/T for deposit and the balance against the copy of B/L. And the L/C is also available for the first order. All of our Gas Cutter Machines are meet the American API standard and best seller in North America. They would be double checked through our special examining instruments on our product line. Replacement Parts be packed separately with manual guide on the bottom of the carton who is free of charge. 12 Sets of Gas Cutter Machine be piled in a pallet. 16 pallets exactly fill a 20 feet container. The lead time is 3 weeks once the order is confirmed. There will be highly appreciated if you could let us get your opinion on our quotation. Looking forward to hearing from you soon. Thank you. Mary Li Sales Manager ABC Manufacturer Co., Ltd. Tel: +86-571-0000000
  19. 19. Quotation Sample: General Inquiries • Dear Mr. Sunny, Thank you for your email of Sep. 6th, 2011. We are able to produce 3 series of starter batteries, namely BCI (Battery council international), DIN (German standard) and JIS (Japanese Standard) batteries. From your website, I get to know that your company has kept a long-term business relationship with some Japanese carmakers. So I figure the batteries you are using should be JIS series. Here I am sending you the specification of this series of batteries for your reference. … We hope our products can meet your need and we may establish a long-term steady business relationship. • James Martin Export Dept. A.B.C. Co., Ltd Email: james@abc.com Tel: 66-xxxxxxxxx Check the buyer’s company information from internet to further evaluate what exactly the buyer may want and give quotation with specific requirement.
  20. 20. Why Buyers do not contact you? Price ok but pending final decision Too busy Price not acceptable Hope to get price list No interest Reserving suppliers
  21. 21. How to deal with it ? Create a customer list Actively call Actively email Improve Quotation samples
  22. 22. Up coming trainings and Learning center
  23. 23. Thank You!

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