加拿大外贸
外贸业务两年，出来做了3月有余无功而返，现在重新做回业务，与几个老客户保持着联系，却始终看不到订单和希望。接下来准备半工半SOHO，弥补不足，积累更多资源和经验。事件一：
与一个老客户一直保持很好的联系，帮他找新产品新型号，前些天终于确定说下个试单几百只，型号单价运费PI都确定好了，客人开始说需要运费到付，找的几个货代都不做到付，而且预付也会便宜很多，所以说服客人运费预付；到了准备付款时，我发了我私人帐号给他，之前听说不能在汇款时出现货款之类字眼，否则影响收汇，所以请客户注意不要写，没想到后来客人回复说这样的话他得谨慎考虑了。内容如下：
“ Hi there thank you for your email - I was reviewing how the order and payment was to be conducted and I am concerned about the fact that you are asking me to not make mention of the business transaction on the bank wire - wanting me to make it appear as if it is a personal wire. It makes me cautious about proceeding.”
看后我真不知道是什么感觉，一下子就不信任了，想不明白，合作了一年多(在原来的公司时，不过我跟他做的是之前公司没有生产的，所以也不能算挖老东家墙角吧)，沟通一直很好，客人也很相信我，到这个节骨眼了，来这么一下，真有点受不了。 我想了一下，赶紧回复他，可谓言辞恳切，可是到今天，两天了，还没有收到客人回复。邮件如下：
×× “You know how difficult a business start is,how important a customer who can help you grow in the very beginning is.
I consider every customer not only business partner,but also friend,'cause I know a long-term business is rely on a friendship.
My theory of doing business is to be honest,frank,and trustful to every customer,let alone you,a partner and friend having 1year cooperation.
The customers are the power and motivation of my new business'growth.
I treasure all these.
How can I dare to do silly things to cheat on customers.
You might have some doubts on the procedure,I understand.
Kindly let me know your idea.”
这几天都忐忑不安，担心好好的一个客户就这样对我失去信任。
事件二：
另外一个客户，虽然之前没有合作，但一直保持联系，前些天告诉我他准备成立一个独立于他现在公司的进出口公司，让我帮他在中国采购，找产品，我说没问题，告诉他我自己在以SOHO的形式在同国外客户做贸易。结果这个让他产生了很强的兴趣，希望跟我探讨关于中国SOHO供应与美国SOHO采购者之间合作的新模式。 我说这个有点意思，就跟他来往了几封邮件，但感觉他想到的明显比我更多，限于经验和眼光，自己实在没有什么建设性的想法，所以来这儿，希望能得到大家的建议，集思广益。
客人邮件如下：
”I have thought of several different methods to bring clients to the table for us. I am developing a strategy to attract SOHO customers here to use my company as the importing agent. My company will be responsible for all sourcing, quality control, guarantees, shipping, customer service etc. I am looking at moving larger amounts of products at wholesale pricing to businesses. Here are ways that we can build a very strong relationship and bring in a lot of business. There are several trends in the US that are becoming very popular.
People are afraid of foreign quality without reliable representation.
People are becoming very interested in "Green" products (environmentally healthy), so how it is manufactured is very important.
People have fears of being taken advantage of when importing products.
Business need warranty or guarantees on their products to feel safer.
Businesses cannot sell products legally without proper certification for certain items.
Here are ways that you and I can address these concerns:
I build a company that delivers quality. By working with you, we can ensure that factories are responsible in their production and quality is assured by selecting good factories and holding them accountable for good production.
We can focus on environmentally safe products and healthy products (for example... no lead paint in children's toys etc.).
I will assure the clients that I will take responsibility for poor quality or returns. Together we can make sure that factories will stand behind their products for at least a 1 year warranty and we will minimize our returns.
Together we can make sure that any items that must be certified are truly certified and will pass proper inspections.
I will build the business base. If you can build a network of SOHO business people that are willing to bring quality products to the table we can make a quality name for the business. I will approach business to target the products they need and supply you with information for products to source, over time through all of the SOHO contacts we should be able to compile a large list of products that we can supply to the US. I can then take this list to a large number of bulk suppliers and give them options. Most importantly, I will need your cooperation to quality control any products that are produced because that would defeat our purpose of building confidence in this company. These are just a few of the thoughts that I have.
Let me know your thoughts on this.“
第一次发这么长个帖，还希望大家多多讨论，提些有建设性的意见和建议，也希望通过这个能让大家思考下我们SOHO以后如何发展的问题。
谢谢！
[ 本帖最后由 呆呆虎 于 2007-12-7 21:41 编辑 ]
评论
自己顶上去
希望得到大家的意见，谢谢！
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事件一的客户，不要放弃，继续跟踪。不能放弃，还是有希望的，客户的担心也是正常的。
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是的，我也知道这样他肯定会有疑虑，但已经解释了，不知他会不会理解相信。
这两天一直在等他邮件。
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继续跟踪,努力坚持到底.........
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就第二个客户的想法，我想听听大家都建议。
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顶一下....
我们应该看的更远,
但是需要时间.....
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努力坚持到底
支持你,呵呵
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感觉你写得有点夸张!
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夸张也好 不夸张也好
主要是想听听大家对事件二中客户所提的问题发表高见。
谢谢
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当没有客户的适合，努力联系每一个机会
先保持忙碌，保持忙碌才有可能继续SOHO！
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谢谢！！！!!!~~~~
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第二个客户看来是个有发展前途的人，你们彼此可以互相学习
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文采不错，帮你顶起来。有时我也发类似你的说自己把客户当朋友的邮件。算是跟客户合作开始的真诚度吧，可是有些老外不吃这套。预祝顺利
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学习
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