(1) The first part of the first reply to the inquiry: Thanks + company and product introduction + targeted reply
The recommended structure of the first part of the first reply to this type of inquiry is “Thanks + company and product introduction + targeted reply”, that is, first thank the customer for sending the inquiry, then introduce the company and products, and combine the customer’s needs and interests to show the company’s highlights. For example, the company’s long history and innovative products, the authoritative quality certifications passed by the company, etc., if necessary, the company’s scale and culture can also be mentioned. Finally, it is recommended that the salesperson make some targeted replies. For example, in this case, the customer is an end customer from Rwanda, and the end customer is often most concerned about the quality of the product. If the salesperson’s company has had customers in Rwanda and the product quality has won the trust of the customer, it is advisable to mention the previous cooperation with the Rwandan customer, for example, one customer from Rwanda has bought four sets of machines from us, due to its excellent performance and steady working.
This can not only effectively bring the salesperson and the customer closer, but also increase the customer’s confidence in purchasing products. If the salesperson’s company has no cooperation cases in Rwanda, then it can cite cooperation cases with other African countries.
(2) The second part of the first reply to the inquiry – product selection questions
The most important part of the first reply to the inquiry is the product selection questions. Product selection questions are a series of questions about product model selection. Based on the customer’s answers to the product selection questions, the customer can be recommended a suitable specific model. All walks of life generally have product selection questions. For machines, it is generally related to the machine’s output, power, volume, and material; for clothing, it involves the size and color of the fabric of the clothes. Therefore, if the company has many products, it is recommended that the salesperson prepare a product selection store question list and summarize the product selection questions of all the company’s products into one document so that they can respond quickly when receiving customer inquiries. It is worth noting that product selection questions should also be adjusted when necessary according to the customer’s actual situation. In the case of this Rwandan customer, you can ask the customer whether he has a demand for other types of fruit machinery. If there is no demand for the time being, at least he may be interested in the production line related to the banana peeling machine. Therefore, general product selection questions are not enough, and you can ask the customer a few more questions in a targeted manner.
(3) Attach attachments – company introduction or company product catalog, etc.
Salesmen can send company introduction and company product catalog as attachments to customers. Company introduction should include the time of company establishment, company history, culture and beautifully designed pictures representing the company image. The company’s product catalog should include products that customers are interested in and the company’s advantageous products. The product pictures should be exquisite and can achieve the purpose of enhancing the company’s image and publicity.