加拿大外贸
大家还好吗？这里肯定又来了不少新人
很想念SOHO,
祝大家兔年大发。
话不多说，回来就分享经验。以下是个人的实战经验之一，请检阅，讨论，赐教：
关键词：耐心，专业，信心
今天来与大家探讨如何抓住网络客户。这篇的主角是一个德国客人，零售商，通过TTNET找到我。我在TTNET回复他，让他把相关款式发到我的工作邮箱以报价，第二天，他回复如下：
Dear Lee,
thanks for your fast reply.
Enclosed some photos of wallets to have an idea what kind we would like to produce.
Biker style with a stamped and coloured design on it.
We just start this project and don't have as yet the artwork for a design.
Also we don't have any measurements as yet. But maybe you have samples like this, you've done before.
my best
Mirko Schmidt
-这封邮件最大的细节就是客人提到的“fast reply".其实，不得不承认，我这人做事很马虎，注册的B2B有几个，但是往往忘记定期去看有没有询价信，甚至有几个B2B密码都不记得了。哎！这点有待改进。提醒大家的是，注册B2B，不在多，要精要勤，更要定期去逛逛。遇到任何询盘，都要认真对待，哪怕就那么几个字的简单邮件。网络上的客人，他给你说个”HI“，你至少也应该回个”HI"吧，这个时候充分发挥泡妹的本领吧！！！
收到他的来函，研究他的款式后，肯定要给他报价的。我觉得这时候的价格只是关键因素之一，因为他从网上海选供应商，价格战是难免的。个人觉得价格报在中间水平，然后把交期以及付款方式很明朗的告诉他。这让客人知道你做事很专业。此时你要从“勾引”上升到“专业”，让客人觉得你不会一直是“吊儿郎但”的，否则，泡妹都没戏！！！
Dear Mirko,
I'm very glad to have received your email. We can produce your required wallets. Attached please find the prices and sizes for your reference.
Normally, we accept T/T: 30% deposit before production and 70% balance against copy of B/L as payment term. Delivery will be 20-25 days after received your firm order and deposit. Please kindly notice!
Sincerely hope to do long-term good business with you.
Best Regards,
Lee
这封邮件过后，是一个漫长的熬人的时期，客人在比对供应商，他们很难抉择，我们摸不透底！
Dear Lee,
thanks for your quotation. Will study it and get in touch with you asap
my best
Mirko
三天后，催问了他：
Dear Mirko,
How are you?
Any further information on the biker wallets? Please kindly let me know.
Regards,
Lee
四天后，他才又联系了所有的供应商，而不只我一个：
Hello!
Thanks for your patience.
I got yesterday a wallet I ordered, but isn't what I thought to get.
So I have again to search for. Hope that it work out until the end of this week.
Ok, please wait, I will contact you latest to begin of week 15
my best
Mirko Schmidt
从他开头的问候语看出，他发送了这封邮件到所有的供应商，其实我也是后面才确认的。信中他让我们再等等，并说了个让人头晕的WEEK 15，我暂且先复如下：
Dear Mirko,
Glad to hear from you again. Any inquiries, please feel free to contact me, I'll try my best to help you.
Best Regards,
Lee
等，等，等
Dear Lee,
sorry, not as yet. Still waiting.
my best
Mirko
复活节到了：
Dear Mirko,
Hope you will have a good easter holidy in advance!
Wishing you warm sunshine, bright flowers, and all the wonders of spring.
Best Regards,
Lee
终于，他复活了，让所有供应商都看到了希望：
Dear madam, dear sir,
wish you all the best for easter in advance.
At the last days I worked out all details for the wallet we would like to produce.
Hopefully I don't forget anything.
Enclosed you will find a detail-sheet, a layout-sheet, and some photos.
Based on these details, please give me your quotation.
Thanks in advance and all my best
Mirko Schmidt
我肯定得回应他，职业素质是收到客人来信，如需更多时间才能提供更详细的信息，那么首先请发封EMAIL告诉他，你在花时间研究他的项目。让他知道，他的信至少会有你的回复。
Dear Mirko,
Thanks for your wishes. You are very kindness.
We are studying your detail-sheet and will let you know the cost later soon.
Best Regards,
Lee
他发来的图稿上，让我们列名了几项费用。这是个人认为最重要的一个分水岭,后面得到验证。
Dear Mirko,
Thanks for your email.
Regarding the two wallets. We've made a careful study on your detailed sheet. The costs are as follows:
mould costs: USD$80
sampling costs: USD$30/pcs
unit price of production: $4.15
delivery time: goods will be delivered 25 days after received your firm order and 30% deposit.
air freight: In order to evaluate precise air freight, would you please advise us your probable order quantity and destination port?
terms: FOB Guangzhou. We accept T/T. 30% deposit before production and 70% balance before shipment.
Any opinions, please kindly let me know soon.
Best Regards,
Lee
这封邮件发出，我对自己的把握加大了，虽然我不知道其他供应商会报如何低的价格，但是我相信专业才能赢得信任。你提到商标开模费了吗？空运价按重量计算，而他根本就没有给我订单数量，何来重量，你提醒他了吗？
Dear madam, dear sir,
there were some more questions I got.
Hopefully you get following all missing information.
-Page 2 of the layout-sheet is the outside of the wallet. I marked with little lines all what is inside.
The buttons are the counterpart to the ones inside
-I can't send you photos of the total of the wallet, because it doesn't exist. It is a combination of different wallets I have here.
That's why you get only detail-photos
-lenght of a chain: about 55 cm
-if there is a different (price) between zipper or button for the part for the coins, pls. give me two prices or the difference
Thanks in advance for your time and
my best
Mirko Schmidt
这封邮件，多少让我有点失望，更让我烦了。复活节期间，其他欧洲客人都去度假了，他还整天在这叨唠这些设计稿，一会这里不对，一会那里不对，而订单却不知所踪。我开始觉得，这是在浪费时间。但是生意就是生意，我就捡了最重要的一点回了他，告诉他换拉链或扣子，成本没有太大变化，保持原价：
Dear Mirko,
There is no big difference (price) between zipper and button. So we keep the unite price of $4.15. Please notice!
Best Regards,
Lee
辛苦劳动，终于得到他一句谢谢：
Dear Lee,
Thanks
但是他对我一个人说，我心里有底他这次肯定已经刷掉了很多不耐烦的供应商，至少是一部分。再继续：
Dear Mirko,
You are welcome.
Looking forward to doing good business with you.
Best Regards,
Lee
果然，又来刺激我们了，竟然又问所有供应商能不能打开CDR格式文件，气愤之余，我想他还真细心：
Dear?Madam, dear Sir, hello!
First of all many thanks for your patience.
I tried these days to make a new layout for the wallet; I am almost ready.
Just need to know if you could open cdr- or psd-files, that you could see each level.
Thanks in advance and my best
Mirko Schmidt
TNND，没办法，继续回：
Dear Mirko,
I can open CDR.
Regards,
Lee
终于，苍天不负有心人。我搞定他了：
Dear Lee,
we had our first decisions and would like to get a sample from you.
Please mail me a pre-invoice for, if I have to pay in advance.
many thanks and my best
Mirko
Lee schrieb:
Dear Mirko,
Thanks for your email.
Regarding the two wallets. We've made a careful study on your detailed sheet. The costs are as follows:
mould costs: USD$80
sampling costs: USD$30/pcs
unit price of production: $4.15
delivery time: goods will be delivered 25 days after received your firm order and 30% deposit.
air freight: In order to evaluate precise air freight, would you please advise us your probable order quantity and destination port?
terms: FOB Guangzhou. We accept T/T. 30% deposit before production and 70% balance before shipment.
Any opinions, please kindly let me know soon.
Best Regards,
Lee
决定从我这里打样，并付打样费。并且把我之前详细报价的那封邮件附在一起发给我。说明他的决定正是从这封详细报价得出的。这无疑是我制胜的一步！！！Dear Mirko,
I'm very glad to hear from you.
Attached please find the sample invoice and our bank information for your reference. Reminder: when you transfer sample charges to us, please write the beneficiary's name: XXX LIMITED completely, otherwise, we can't receive your money. Please send the bank-slip to us after you transfered the charges, then we will start sampling for you.
Best Regards,
Lee
耐心+专业素养=信心
信心+机遇=成功
[ 本帖最后由 wnbnglee 于 2011-3-8 15:14 编辑 ]
评论
那就再回去吧。。。
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呵呵 回来了就好！！！
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看到楼主这么专业的功底，让我学会了怎样让客户在一群人当中更好的注意到你。
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好贴,做个记号,以后再来深入学习.
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我回来了---回来分享，共同成长
楼主真是好人啊
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学到了不少东西，感谢LZ
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谢谢楼主的分享 学习~
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呵呵，楼主好，顶一个。。。。。。。。。。。。。。。。
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呵呵, 一般啦,,只能说运气比较好, 试想一下谁收到客户回复不是积极去回复, 起码比客户想的周到,
不过值得欣赏一点的是,比较简练,没有那么多废话, 这对德国客户也很重要,因为英语不是他们母语,他们也不喜欢看到长篇大论的回复. 把问题回答清楚就可以啦.
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我也是一步一步从零做过来的，也是一步一步从学来的，感谢伟大的
所以，外贸真的是一个过程，专业技能从零开始的过程；客户资源从无到有的过程；
大家不要羡慕别人的成绩，耐心做好自己手头上的一点一滴，就是对未来最好的投资
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谢谢指点，那我再接再厉
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看了很感动， 谢谢楼主。我想以后应该多在邮件上下点功夫。
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积累的过程是漫长而痛苦的，但上了一个台阶后就会有不同的感觉和天空。。
加拿大电商我们公司老板个人一笔外汇收入15000美金,然后他不知道让老外打到我们公司的帐户里来了,那这笔款怎么入帐呀 ,如果作内销不是要缴税吗?!那不是太冤了,我可不可以当作订金(预收帐款 加拿大电商各位，我问下，台湾用信汇到大陆，大概需要几天的时间？急都急死了，等着付钱 评论 一般新台币和人民币不可能从台湾打过来，其实从美国，或者哪个国家打过来24小时，尽管多出一
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