中英文对照｜揭秘采购商不回复邮件的秘密！Why Purchasers Don’t Reply E-mail!

　　外贸业务员们有没有发现采购商不回复邮件的现象呢？如果有的小伙伴就要多多留意啦！其实采购商不回复是有原因的，今天小编就要为你们揭秘采购商不回复邮件的秘密！

　　Do foreign trader salesmen notice the condition that purchaser don’t reply e-mail? If it does exist then you should pay more attention about it! There must be some reasons why they don’t reply, so today let me reveal the secret about it!

　　1、邮件单一，基本上是一样的

　　Emails are too monotonous that they are almost the same

　　不是说采购商懒，但是面对邮件基本上是一模一样的情况，采购商是不会有耐心去一封一封看完所有邮件。其实采购商看邮件时有筛选性的。每一封邮件点开，有报价单的邮件留下报价单，没报价单的邮件暂时不看。

　　I’m not saying that the purchasers are lazy, but they won’t have the patient to read all those emails when facing the situation that almost all the emails are similar to each other. Actually it’s selective when they read the email. When purchasers open the email, those with quotations would be kept and those without quotations would be ignored temporary.

　　2、绝大部分邮件，是一番公司介绍

　　The majority of the e-mail is company introduction

　　就是让采购商去他们公司的网站看产品，看中了什么再告诉他，他再报价。

　　Just let the purchasers have a look at their product on company’s website then let them offer a price after they have some favorite products.

　　对于采购商来说，在邮件中已经有报价了。所以除非实在不满意，否则采购商是懒得再去找那些网站看了。所以阿连不建议用这种方法去发邮件。

　　Purchasers won’t go on the website to search the price if the e-mail is already has the quotations. Unless they are really unsatisfied. So I don’t suggest that you send e-mail in this way.

　　3、业务员写的邮件没有针对采购商的需求

　　E-mails wrote by salesman are not in purchasers’demand

　　有一些邮件，很明显那里面的公司介绍部分是事先写好的，根本没有针对采购商的需求的部分，然后就是让他们自己去看网站。连阿连都可以想像得出有些业务员的工作：有人询盘了，把现成的介绍拷贝-粘贴，然后发送，大功告成。这样采购商有可能会回复邮件吗？

　　Company introduction is obviously wrote in advanced in some e-mails, which is not in purchasers’ demand at all, then they just let the purchasers to see it on the Internet. I can even imagine what job the salesmen do: copy and paste some ready-made introductions in e-mail to the people who give an inquiry. Which purchasers will reply to such e-mail?

　　4、报价单需要另存

　　Quotations need to be saved

　　当采购商回复了邮件后，再说报价单。正常情况下采购商是把邮件里作为附件的报价单直接另存，然后去下一封邮件，如果有附件，再另存。结果加起来收到了二十来份报价单。一份一份打开看，绝大部分（大约二十份），报价单里面是没有公司信息的。这样的话采购商就难以知道哪份报价单是哪个公司的了。即使报价很低，采购商也就懒得再去费心找出来那最低的一家到底是哪个公司。别以为采购商是只会对价格高低有兴趣，他们对业务员的要求也是很高的，所以一份邮件写得怎么样就可以体现出业务员的工作态度了。

　　If we’ve got reply from purchasers then here comes the quotation. In the normal case, purchasers just save the quotations directly that attached in e-mail then open another e-mail. At last they’ve got more than 20 quotes. After reading these e-mails, purchasers found that there is no company’s information in most of the quotations (about 20). It’s hard for purchasers to know which one is for which company in such case. Even if the price is low, the purchasers would lose patient to find out which company is the lowest one. Don't think purchasers are only interested in price; their requirements for salesman are also high, so the quality of the e-mail can reflect the salesman’s attitude.