Overcoming Silence After Quotation: A Guide for Foreign Trade Sales

Reasons Why Customers Don't Respond After Quotation

It's a common headache for international traders when customers suddenly go silent after receiving a quotation. According to a survey, about 30% of customers don't respond immediately after getting a quote. There are several possible reasons for this:

1. Price Concerns: 40% of the time, customers may find the price higher than their budget or the market average. They might be comparing your quote with others to find the best deal.
2. Decision - Making Process: In many companies, the purchasing decision involves multiple stakeholders. It may take time for them to reach a consensus.
3. Competition: 25% of cases show that your competitors may have offered more attractive terms, such as better payment terms, faster delivery, or additional services.
4. External Factors: Customers could be facing their own business challenges, like cash - flow problems, or they might be distracted by other urgent matters.

Stage - by - Stage Practical Strategies

Initial Follow - up (1 - 3 days after quotation)

Send a polite and concise follow - up email. For example: "Dear [Customer's Name], I hope this email finds you well. I recently sent you a quotation for [Product Name]. I'm just checking if you have any questions or need further information. Looking forward to your feedback." This shows your attentiveness and professionalism.

Mid - term Follow - up (3 - 7 days after quotation)

If there's still no response, you can add more value in your follow - up. Mention any unique selling points of your product or service that you haven't emphasized before. For instance: "As a reminder, our [Product Name] comes with a [X - year] warranty, which is longer than most of our competitors. This provides you with long - term peace of mind."

Long - term Follow - up (7+ days after quotation)

If weeks have passed without a reply, you can try a more personalized approach. Refer to any past conversations or industry news related to the customer's business. Say: "I noticed from recent industry reports that [Industry - related Trend]. Our [Product Name] can effectively address this issue. Are you still interested in exploring the solution?"

话术模板 (Template Phrases)

Pitfall Avoidance Guide

To ensure a successful customer - reactivation process, avoid the following mistakes:

• Being Too Pushy: Aggressive follow - ups can make customers feel pressured and may drive them away. Keep your tone friendly and professional.
• Ignoring Customer Preferences: Make sure your communication channels and frequency align with the customer's preferences. Some customers prefer email, while others may respond better to phone calls.
• Not Providing Enough Value: Each follow - up should offer something new or valuable to the customer, such as updated product information or industry insights.