都知道，找到買家的心理突破口，就能“對癥下藥”，更好地開發(fā)客戶，那怎樣才能找到并擊破買家的心理突破口呢？聚焦網(wǎng)絡(luò)將通過剖析一個(gè)詢盤案例來教大家如何擊破買家的心理突破口——

詢盤來源國家：美國

產(chǎn)品行業(yè)：Game room furniture

海外買家詢盤：

Dear Ms. XX, 

We are looking for cooperation for electric height-adjustable business desks in 160 x 80 cm or 160 x 90 cm dimension. Favored color is white for the tabletop and silvery or white for the legs. Preferably, we are looking for a model with no traverse beam, if available. Please let us know your price and send us a wholesale price list and according MOQ (preferably, we would like to focus on MOQ1-5 models), if available. Other styling options (wood trim, chrome legs/frame) would also be interesting for possible orders. Please let us also know about the possibility to customize the branding. Thank you very much in advance. Please do not hesitate to contact us any time for questions.

Best regards 

企業(yè)回盤：

Dear Mr. XX,   

Thank you so much for your kind inquiry, hope you everything is fine. Glad to tell you that electric height-adjustable business desks with no traverse beam and Customized brand are available. Several questions need your confirmation so as to give you the best price. Questions as below:  Is 160 x 80 cm or 160 x 90 cm tabletop size or leg (frame) size? Please give us the other size you need. Our MOQ is 10 pieces cause of the cost and freight, so the price of 1-5 pieces will be quoted as samples that is much higher than the price of over 10 pieces, it will be reduced 22% of over 10 pieces, more quantities will enjoy more competitive price, hope you can understand. Pictures of electric height-adjustable business desks are attached please check it. Looking forward to your early reply, thank you very much in advance. 

Best regards,   

聚焦網(wǎng)絡(luò)點(diǎn)評：

從內(nèi)容上來看，這個(gè)詢盤的價(jià)值比較高，這類客戶也屬于準(zhǔn)客戶類型，如果外貿(mào)企業(yè)跟蹤的好的話，這個(gè)詢盤轉(zhuǎn)化為樣品單的幾率非常高。

首先，從詢盤中可以看出，客戶對產(chǎn)品的屬性和規(guī)格有一定的了解，并且目標(biāo)明確，詢盤開頭就把產(chǎn)品的顏色及特殊屬性“no traverse beam（沒有導(dǎo)線束）”提出來了，這個(gè)可以充分表明客戶做過這類產(chǎn)品或者是類似產(chǎn)品。

其次，客戶通過“wholesale price（批發(fā)價(jià)）”表明了想要與企業(yè)達(dá)成交易的條件，也就是客戶的心理突破口，而“MOQ（最小訂貨量）”也說明客戶的第一次訂單是樣品單，并且客戶在詢盤中表明希望貼上自己的商標(biāo)，這也說明這個(gè)客戶很可能會(huì)是批發(fā)商。

以上就是聚焦網(wǎng)絡(luò)從這位買家的詢盤中獲取到的客戶信息。

接下來，我們再來看看外貿(mào)企業(yè)的回盤，在回盤中企業(yè)表明可以提供客戶要求的產(chǎn)品，但是起訂量是10個(gè)。事實(shí)上，在大多數(shù)情況下，如果買家沒有看工廠，第一單不大可能會(huì)是大訂單，因此，外貿(mào)企業(yè)遇到這樣的客戶時(shí)，建議從小訂單做起，千萬不要心急。既然客戶在詢盤中明確指出了想要與企業(yè)達(dá)成交易的條件，這就是外貿(mào)企業(yè)可以抓住的突破口，只要圍繞這個(gè)交易條件來下功夫，就能牢牢抓住客戶，比如在報(bào)價(jià)單中一欄注明“wholesale price（批發(fā)價(jià)）”來表明企業(yè)的合作誠意。

每一位客戶的需求都不一樣，自然，他們的心理突破口也不一樣，外貿(mào)企業(yè)要采取的有效措施也不一樣，這時(shí)候，外貿(mào)企業(yè)就得通過對詢盤進(jìn)行層層剖析，找到客戶的心理突破口，再一一擊破，便能收獲客戶的心。