以一读者A收到的海外直客询盘和咨询答疑，进行实操教学。
在此之前，将你自己代入为A，如果你对谈单还是一知半解，觉得Paul之前的价值销售方式还受用的话。
先看询盘：
Dear,
We are a french distributor for electronic components based in LYON.
We used to work with around 10 manufacturers in ASIA. We would like to check with about below possibilities :
- Make our Suppliers deliver orders to your warehouse.
- After consolidation of all orders from all manufacturers, make you leave goods with 2 shipments per month.
- Control for all receptions with putting our labels on each packaging
Could you confirm your possibilities to help us to save time and money for shipments？
Thanks
Sonia
如果你是A，你打算怎么回复？
不妨给自己5分钟时间思考下，先写下你的答案。
1.
A的首次回复：
Hi Sonia
I am A from *** team, glad to help you.
Sea and air shipment from China to Europe is our main advantageous business.
For your needs:
1, use our warehouse to receive cargo
2, Consolidate the goods
3, Label the goods
4, Shipment to your destination address
Regarding the time and cost, the fastest way is air freight. Our company has been cooperating with many airline for many years, so we can ensure the first-line space and favorable rate.
For this service, we can handle and are very happy to provide solutions.
Look forward to your providing more details of the goods for further communication.
Best Regards
A
Paul的批复：
没踩到点，很多废话，再好好研判下询盘，做下客户调研，邮件重写。
2.
A的二次更改：
Hi Sonia
This is A from *** team, thank you very much for your inquiry.
There are the following matters to be clarified and understood regarding your request:
Consolidated shipment is one of our main business.
Our warehouse is located in Shenzhen, Guangdong Province, which is the most developed city for electronic components in China, and close to HongKong.
For your 10 manufacturers in Asia. Which countries are they located in and are they qualified to export to China?
Two shipments per month and labeled. Is the destination address a private/company address or an Amazon warehouse?
I am more than happy to provide you with time and cost saving solutions to ensure shipment optimization and feasibility.
Pls understand that I need to know more details about the shipment,look forward to communicating with you more closely.
Best regards
A
Paul的批复：
对需求的理解稍有长进，不过太显啰嗦与凌乱，整体结果可能还不如第一封。
3.
那么该怎样回复这个询盘？
说说我的思路与答案。
1)询盘判读
客户询盘内容主体为三段：提取关键字-有效信息。
| 介绍 | distributor 分销商 electronic components 电子元器件 based in Lyon France 在法国里昂 10 manufacturers in ASIA 亚洲有10个供应商 |
| 需求 | warehouse 仓库 consolidation 拼运 shipments per month 一个月两票货 labels 贴标 |
| 请求 | help us to save time and money 帮我们省时间与金钱 |
2) 发散思考
- 关于Distributor分销商，在第四章客户篇里，对此有做过这样生意模式的表述，以及这种类型的客户对货运的启示与意义。在传统零售模式下，除了国内出口供应商外，海外进口客户都是渠道商。他们负责商品的流通，不参与生产，不面对消费者。只有批发商Wholesaler,经销商Dealer、分销商Distributor买货，具有持续性采购成为战略大客户的可能。所以，看到distributor这个词，都不用怎么再做客户调研的，就知道具备大客户的潜质，客户的货不会少。后面的亚洲有10个供应商，从中国每月两票货都是佐证。
- Asia 这个词也是可以做文章的。
- 关于electronic components 电子元器件，查一下客户公司网站产品图片，再通过阿里巴巴国际站检索一下产品关键词，就可以了解这个产品的大体价格。电子元器件，产品非常小，一个小箱子可以装很多个，按500个每箱，$2.5/piece算，一箱$1250，十箱就是$12500，货值一高，就有高利润的基础。
- 另外，一个月两票货的拼，经验来看，货走空运的概率大一些。
- 在法国里昂，发达国家与主要城市，又是直客，很明显是需要推到门服务的。
- 关于需求，核心是consolidation，这个一定是切入点和爆点。warehouse和label只是具体配套。
- 至于请求，“帮我省时间与金钱”，多读几遍，你会意识到并不是这么简单。A客户之前一定出过货，不是新手。他有货代供应商，你有竞争同行。只是现在客户想换货代，利润是不大好做很高的，虽然有高货值的基础。从何判断？Used to 这个词。B 这个请求的实质是信任问题，你要证明自己，打消客户的疑虑。为何？confirm your possibilities这个词。
4.
基于以上思考，Paul跟小C这样说：可以这样回复。
Hi Sonia
Glad to know you and your esteemed business.
We have significant experience in consolidation service. （强调自己理解与懂客户的需求：consolidation）. A special warehouse can be offered to collect the cargo from various locations and for labelling. (这句是强调满足客户的具体需求，可写可不写)
Attached the consolidation guidance （或者用illustration, process等词）and one of related successful customer cases for your reference. ( 这是今天服务号推的文章：让客户信任你？试试这三个锦囊！其中之一，用背书的方式证明你做过，有经验与能力。)
Regarding the shipping cost，mind provide the delivery address in Lyon or other places ? We can support both air and sea door to door services besides China. ( 这里是为了给直客推门到门服务。另外与Asia这个词呼应，能做元器件的除了中国，就是东南亚，南亚，日韩等国。这些国家，找个代理做到门不难。此外，空运服务优先，如果你推断客户走海运整柜或者拼箱，则FCL或者LCL置前。这些都是有讲究的细节，基于你的思考做出的决策)。
Appreciate if you can also provide some more information，like cargo volume and gross weight for each shipment。（没有更多具体信息，虽然能报价，但是不准确，所以这里就暂时不报，而是问客户一些你需要的东西。A要客户提供cargo details，details指的是什么呢？一定要清晰直接的问，不然客户是懵的。）
Looking forward to hearing from you soon.
Best regards
C
5.
邮件这样回了，不过后续小C反馈客户没有回复。
这很正常，我不可能做到让所有客户都回复我，并确认合作意向。
不过，以今天的复盘从后视镜视角来看，我其实应该抽自己一耳光: 可能当时这个辅导邮件回复的比较匆忙，我的解释与证明工作做的不充分，而它才是这封邮件回复最核心的工作。
如果能重来，二次更改邮件我会这么写：
Hi Sonia
Thank you for reaching out to us.
We appreciate the opportunity to support your supply chain operations, and we are confident that our tailored consolidation services will save your time and costs.
As a consolidation specialist from Asia to Europe, we’ve helped 30+ distributors like you reduce costs by 12-18% through smart consolidation.
重复调用关键字是为了确认，并强调自己理解客户的需求。第一部分关乎动之以情。
Here’s how we can address your requirements:
1. Warehouses in Asia（China)
Our strategically located warehouses in [上海/深圳/新加坡/雅加达/东京/首尔等具体城市] are equipped to receive shipments from all 10 of your Asian manufacturers.
当然，如果只能做中国的运输，则突出有仓库分布在中国各口岸城市。*** (公司名）have warehouses widely spead in China coast cities, like Shenzhen，Guangzhou, Shanghai, Hongkong，Xiamen etc to collect your multiple orders from various locations .
* We provide free storage for up to 30 days to allow flexible consolidation timelines.
* Real-time inventory updates via our online platform ensure full visibility of your goods.
2. Optimized Consolidated Shipments
* Provide one set of documentation
* Clear Customs in one time
* Offer Free certificate of origin to help save tax & duty
* Support On-spot container loading supervision and inspection
* Guaranteed vessel space even in peak seasons
Attached the consolidation guidance （或者用illustration, procedure等词）and one of related successful customer cases for your reference.
3. Custom Labeling & Quality Control
Our team will apply your labels to every individual package during the consolidation process, ensuring compliance with your branding and tracking requirements.
Other optional value-added services included:
* Pre-shipment inspection & photo documentation
* Palletization/repackaging for safer transit
第二部分晓之以理，三小段对应客户的3个需求，主要是详细的解释与证明，价值传递的工作。
如果，觉得还不够，可以再补上诱之以利的部分，用利益驱动客户决策。
BENEFITS
* Dedicated French-Speaking Account Manager to simplify communication.
* One stop Door-to-Door Service with fast quote and no hidden fees.
最后，再来个CTA，引导客户即刻回复。
Could we schedule a brief call to discuss your manufacturers’ locations, typical shipment volumes, and preferred incoterms? This will allow us to finalize a proposal tailored to your exact needs.
Looking forward to helping you streamline your logistics!
Best regards
C
请注意，以上答复不一定就是正确的标准答案，只是观点，不是事实。Paul只是一贯如实分享我是如何思考的。
