加拿大外贸
How to make a deal
从阿里询盘到客户成单，看看怎样跟进一个订单；纯属抛砖引玉，坐等高手围观指正：
1.Enquiry—12th,Oct 2010
Buyer's Message
Subject: I'm interested in your ramie solid dying fabric,ramie piece dyed fabric,solid dyed ramie fabric
Dear Ladies and Gentlemen,
we're looking for a ramie or linen supplier, because we are having a 100% ramie sample pant here which should be produced.
Thank you very much!
Best regards,
XXX
2.从邮件的简单程度来说，其实第一感觉不是很好，因为内容非常简单，简单的让所有的人都想忽略，觉得这家伙肯定没有实单在手…
昨天收到了50%的订金，我总结一下，还是不要眼高手低，不要想当然，不要以自己简单的过往经验随便断定一个看似初级无意义的询盘..
3.1st feedback on 12th,Oct 2010
Dear xxx,
Thanks very for your inquiry.
I am Gavin from Goldentex,a professional ramie,linen fabric and garment factory in China.All our products are excellent in quality and competitive in price. We are annually exporting more than 10 million meters ramie,linen fabric and 2.5 million pcs of garments to the worldwide such as Italy,Germany,France,Turkey,South Korea…
Sincerely hope to establish business relationship with yr esteemed company in the near future. And I believe both of our business will be blooming after our cooperation.As to the 100% ramie pants,could you pls kindly send that original sample to us for analysing and quotation.
Any query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
4.很常规的一个回复，目的是套他手里的资料，看看到底是不是潜在的客户，手里是否有原样…10月15号，得到他的第一封回复如下：
Dear Gavin,
Thanks for your kind message – I will send you the ramie sample now to:
***********
Attn: Gavin
Please be so kind to send me the quotation incl. sample pant in dark grey and black colour back to my reference.
Thank you very much!
Best regards,
XXX
5.收到这封邮件，我立刻在心里给他打了7分，有原样在手，寄过来分析，说明潜在性很大，坐等原来过来，然后分析面料规格，再进行服装报价…回复如下：
Dear xxx,
Well noted with tks.Will quote best price to you once received yr original sample.
Any query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
6.10月19号，得到他的邮件回复如下：
Dear Gavin
Okay thanks, the UPS tracking number is:******
Please be so kind to quote in linen and cotton too – what kinds of fabric do you offer?
Thank you very much!
Best regards,
XXX
然后立马补充一封邮件回复：
Dear xxx，
Tks for yr kindly email.
Waiting for yr original sample,once received them,will analyze specification and quote
best price to you.Goldentex is a professional ramie and linen fabric,garments factory,
working with oversea company more than 10 years.Offering greatest products and service
plans per clients' detailed requests.
Any query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
7.10月21号，收到客人原样，分析后给客人去邮件：
Dear xxx,
Confirmed received yr original sample this morning.After analying the specification and measuring the
pants measurement with M size,we can only quote approx price to you as below:
Pure Ramie Pants USD5.70/Pc FOB Shanghai;
MOQ: 5000 pcs/order; 2000 pcs/design(colour),200 pcs/size
Whenever you propose more detailes,such as total measurement charts,special packing...,Thus exact price
can be quoted per detailes.
You refered to quote linen cotton fabric too in last mail?How to understand?Do you mean use linen cotton
fabric to make pants per yr original sample?But how's the specification?Pls kindly advise yr comments.
Waiting for yr prompt reply.
Best Regards
Sales Supervisor
Gavin
当天下午就得到他的回复：
Dear Gavin,
Thanks for your kind message, but 5,70USD is really too expensive - please be so kind to quote the same pant in all over linen fabric and all over cotton fabric.
Regarding the sample, it should be exactly the same in size M - size S, L and XL should be arrange proportional to this pant size M EU standard in dark grey and black colour.
Please be so kind to get back to me asap!
Best regards,
XXX
[ 本帖最后由 Gavinyu2009 于 2010-12-25 09:35 编辑 ]
评论
立即回复如下：
Dear xxx,
Tks for yr prompt reply!
Compared with linen cotton and pure linen fabric material,making yr pants by ramie fabric is the lowest.M size is the smallest
one,so I am afraid the average price wll be USD5.80/Pc.I trust our pirce is very competitive,and you can compare the price
with other suppliers.
Could you pls kindly advise yr approx order quantity for referrence?Can match our MOQ or not?If there is any other query,
pls feel free to let me know.
Best Regards
Sales Supervisor
Gavin
从这里，我可以判断他是个实在的买家，计较价格是商人的天性，但是实际上我知道，我的价格一点都不高，而且我很后悔价格报低了，好再效期报的不长，我断定肯定还会重新报价的，因为这时候很多细节都没定…现阶段是要再判断一下订单具体有多大，太小了也不能做.所以试探性问了一下大概的数量，如果太小，没有再进行的必要…
他当即回复了：
Dear Gavin,
Thanks for your kind message again – size S will be the smallest size, the sample you got is size M.
Please be so kind to quote the pant in full linen and full cotton fabric too and arrange samples in dark
grey and black colour, right!?
After receiving the samples, we’ll discuss about the quantities and colours.
Thank you very much!
Best regards,
XXX
避实就虚，不回答大概的订单数量，只是我报其他面料做这个裤子的价格，于是回复到：
Dear xxx,
Tks for yr mail.
We will calculate price of pants which made by linen cotton and pure linen material
as well as similar weight to yr original sample.And will quote to you later.
Pls kindly advise yr approx quantity for our referrece,if it's below our MOQ,there is
difficult for us to make that order.Hope you can be kindly understanding.
As to the sample pants making,we ususally charge sample cost from clients,and will
reture it back after bulk order.Is it available for you?Pls kindly advise yr comments.
Best Regards
Sales Supervisor
Gavin
8.10月22号，他回复如下：
Dear Gavin,
Thanks for your kind quick reply – no problem for the sample charges; as I explained before we have to check
the pants and colours first to decide the quantities.
Please be so kind to send me the sample charges invoice.
Thank you very much!
Best regards,
XXX
抓住机会，先把打样落实好，然后再谈接下来的细节；
Dear xxx,
Good day to you!
Enclose pls find attachment of sampling pants PI. Total USD100 for sampling cost.
Pls kindly noted this sampling surcharge will be returned to yr esteemed company
once the bulk order confirmed.
To linen cotton material,advise LC1515# dyed fabric 15X15 54X52 165GSM 53/54"
Linen cotton pants USD6.70/PC FOB Shanghai by sea;
To pure linen material,advise PL101# dyed fabric 14x14 54x54 165GSM 53/54"
Pure linen pants USD8.90/PC FOB Shanghai by sea;
Any query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
他即刻回复如下：
Dear Gavin
Okay thanks, but I thought you'll arrange one pure ramie pant, one pure linen pant and one pure cotton
or cotton/linen pant? And which pant in what colour?
Please be so kind to arrange the pure ramie pant in black colour, the linen pant in dark grey colour and
the pure cotton or cotton/linen pant in black colour again.
Furthermore, you forgot the bank account details. Please be so kind to so send asap!
Best regards,
XXX
收到他的具体要求后，做了回复：
Dear xxx,
Well noted yr requests and will arrange sample making per yr requests after received
yr payment copy.Enclose pls find the new sampling PI for payment referrence.Any
other query,pls feel free to let us know.
Best Regards
Sales Supervisor
Gavin
样品多加一件，三件样，我收150刀，呵呵，象征性的，其实我就想看看他诚意有多大，我老板其实只要收100刀...
[ 本帖最后由 Gavinyu2009 于 2010-12-25 09:40 编辑 ]
评论
9.10月25日
Dear Gavin,
please find attached the payment proof of the sample order – please kindly confirm what samples you’re
going to produce now.
Thank you very much!
Best regards,
XXX
即时回复：
Dear xxx,
Confirmed received yr T/T copy and will arrange sample pants making tommorrow morning.
Best Regards
Sales Supervisor
Gavin
10.10月27日收到他邮件，想要变更颜色：
Dear Gavin,
Thanks for your kind message, but please be so kind to check your record (no dark blue colour); we would like
to receive as follows:
1.Pure ramie fabric PR850# 21x21 52x58 53/54" colour: black
2.Linen cotton fabric LC1515# 15X15 54X54 53/54" colour: black
3.Pure linen fabric PL101# 14X14 54X54 53/54" colour: dark grey
And please be so kind to send me some colour swatches of dark blue in pure ramie, linen cotton and pure linen
fabric with the samples.
Thank you very much!
Best regards,
XXX
打样就没必要那么讲究，能帮你弄到颜色相近的布就不容易了，主要是检测一下做工还有品质能不能达到你原样的水准就OK了，然后回复他说：
Dear xxx,
We just make sample pants by using our fabric shipping sample,there are no dark grey colour of pure linen fabric,also
only dark blue colour in linen cotton fabric,pls kindly understanding.
I think the most important thing should be quality not colour.Of course,there will be no any problem on bulk order
making per yr interested colour.Hope you can confirm our sample making arrangement.Tks in advance.
As to the swathes,I'll send some to you together with pants sample.
Best Regards
Sales Supervisor
Gavin
他也真是好说话，然后回复说：
Dear Gavin,
Okay thanks, no problem – but please be so kind to send dark grey colour swatches too, because we have to
choose the colours finally.
Thank you very much!
Best regards,
XXX
11.月末正好是108th Canton Fair，然后在广州待了一个星期，11月6号回的深圳。9号工厂把样送到了我手里。然后给他去了邮件：
Dear xxx,
Good day to you!
3 pcs of pants already finished.Pls kindly advise yr courier account number for samples collection.
Waiting for yr prompt reply.
Best Regards
Sales Supervisor
Gavin
最大程度上节省成本，本来这样应该我们出快递费了...不过鉴于判定这个客户质量属于优等客户，那我就不客气用他的到付账号了，他还真配合，一下给了俩，让我任意选任意寄...
他的回复邮件：
Dear Gavin,
Thanks for your kind message – please be so kind to use as follows:
- UPS – *********
- Fedex – *********
Thank you very much!
Best regards,
XXX
准备好样品和色卡，寄了出去，去了邮件：
Dear XXX,
Samples already sent by UPS with tracking number:**************.
Choosing some colour swatch for yr referrence,all of them are same
quality with specification as below:
21x21 52x58 53/54" 100% ramie solid dyed fabric
Any colour you interested we can make lab dip from Pantone Colour Standard.So never worry about the colour problem.
Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
12,五天过去了，11月16日，去一封邮件关注一下：
Dear xxx,
Good day to you!
Have you received pant samples already?Pls kindly advise yr comments
after checking.
Best Regards
Sales Supervisor
Gavin
他当天就来了回复：
Dear Gavin,
Of course yes, we received them with many thanks – I get back to you in the next days.
Thank you very much!
Best regards,
XXX
13，11月22日，之前的报价效期截止，去一封邮件通知一下他，顺便了解一下动态：
Dear xxx,
Good day to you!
Sorry to tell you that the validity of my quotation about pants' passed.
Before yr esteemed company confirm order,we need re-quote price
to you based on yr approx quantity,payment term...Hope you can
be kindly understanding.
Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin/Goldentex
这封信，没有得到回复，我估计他肯定是在跟买家那边磋商，因为我肯定他只是个中间商而已，所以没事，先给点时间缓冲缓冲，反正单子十有八九跑不了…
14,12月1日，又过了一个多礼拜，可以再去一封信了…
Dear xxx,
Glad to contact you again!
Wish everything well with you and your esteemed company ! Sorry for that we
still don't receive any information from yr side. I would apprreciate for any comment
you advised about our pants sampling, including price, quality, sercive. No matter
if it is positive or negetive.It will be helpful for further going on.
Waiting for your favorable reply soon!
Best Regards
Sales Supervisor
Gavin
然后我决定，如果这封信他不回，我的下一封邮件就是半个月后…那就是12月16日
不过三天后，也就是12月4日，他来了邮件：
Dear Gavin,
Thanks for your kind message again – so now, finally we discussed the order; please be so kind to check as follows:
Linen cotton LC1515# dyed fabric, 15x15 54x52 165 GSM 53/54” - black colour
o Size S – 300pcs
o Size M – 500pcs
o Size L – 200pcs
Linen cotton LC1515# dyed fabric, 15x15 54x52 165 GSM 53/54” – dark grey colour
o Size S – 300pcs
o Size M – 500pcs
o Size L – 200pcs
Please be so kind to fit size S and size L percentage to size M (as sample size). Furthermore, we would like to have pockets on both sides of pant – pocket size will be advise later to you – dark grey colour should be confirmed finally too.
We’re going to confirm and arrange deposit payment as soon as you sent the P/I.
Thank you very much!
Best regards,
XXX
[ 本帖最后由 Gavinyu2009 于 2010-12-25 09:45 编辑 ]
评论
最怕不能一步到位的，果不其然，又来变，原样没口袋，现在想加两个，细节咋样你也不说，我咋跟你加钱呢？这个时候订单雏形来了，重新报价吧，细节该落实了…
第一步：
Dear xxx,
Good day to you!
Pls kindly advise how to add the pockets on pants?Do you have original sample or images to show it?Also,pls kindly send yr dark gray and black colour standard for lab dip making.
As to the price,bcs yr confirm it over validity,and during these days,linen cotton fabric price keep raising up,meanwhile,you plan to add two pockets,the final price will be surely changed.After we get yr pocket detailes and S,L size measurement chart,the accurate price can be calculated clearly.Hope you can be kindly understand.
Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin/Goldentex
先告诉你价格变了的原因，再跟你来详细的；
Dear Gavin,
Thanks for your kind message and telephone call again – so now, I have to check the pockets with my boss tomorrow.
Please be so kind to send me the price without pockets again, furthermore do you have an European measurement chart
to fit the sizes?
Thank you very much!
Best regards,
XXX
回复：
Dear XXX,
Tks for yr email.
The newest quotatation is as below:
Linen cotton pants(same as to sampling,without pockets)
USD7.50/pc FOB Shanghai by sea;
Validity:8th,Dec-23th,Dec 2010
Yr original sample is not a regular one,it's not same as what we made before.
So there is no measurement chart for yr referrence,hope you can be kindly
understanding.Pls advise yr measurement chart to us.Besides,pls confirm the
pockets ASAP.We'd like you'd better not add pokects this time,bcs add any
little,we need to make sample again,and then send to you again for confirmed.
it will take too much time.Pls kindly advise yr comments.
Any query,pls feel free to let me know.
Best Regards
Sales Supervisor
Gavin
新价格出来，估计吓了他一跳，从USD6.70跳到USD7.50，一下来了80个美分，而且还不包含口袋的，估计来了口袋后，还得加钱。然后打了个电话过去说了下口袋的事，再就是尺码的问题，他回复邮件说：
Dear Gavin,
Thanks for your kind message and telephone call again – so now, I have to check the pockets with my boss tomorrow.
Please be so kind to send me the price without pockets again, furthermore do you have an European measurement chart
to fit the sizes?
Thank you very much!
Best regards,
XXX
第二天回了一封比较迂回的邮件：
Dear XXX,
Good day to you!Hope yr everything is fine.
Is there any positive feedback from yr boss?How about the pockets and measurement chart about these three size?Meanwhile,pls send gray and black colour for lab dip making.You know there is not much time left before Chinese Lunur new year,I advise we'd better confirm the order and finish fabric making before Lunur new year holiday.Otherwise,it may delay shipment of the pants.I guess these pants are for 2011 summer season,we'd better catch the time.
Best Regards
Sales Supervisor
Gavin
[ 本帖最后由 Gavinyu2009 于 2010-12-25 09:48 编辑 ]
评论
15,12月11日，发过来口袋的设计参考，我再核价
Dear Gavin,
Thanks for your kind message again – so now, please be so kind to remove the fake side pockets and arrange side
pockets on both sides as per attachment with 20cm depth.
It would great, if you’re going to arrange grey colour swatches of Pantone colour “Cool Grey 8” and normal
standard black colour.
What do you think?
Thank you very much!
Best regards,
XXX
口袋和颜色的问题基本上搞定
Dear XXX,
Tks for yr positive feedback and sorry for late reply.
As I checking the pants and pockets,I think the best length of the pocket should
be 15CM,how do you think about it?Pls give advise yr comments and confirmed.Tks.
And how about the brand marks,washed marks...are they same as yr original sample?
After you confirmed these detailes.The final price with pocket will be quoted to you
immediately.Tks for yr kindly supporting and understanding.
Best Regard
Sales Supervisor
Gavin/Goldentex
建议他口袋深度改成15CM，太长浪费布料，最重要是不好看；
Dear Gavin,
Thanks for your kind message again - 15cm length is fine, depth should be 15-20cm.
Regarding the brand mark, is it possible to print our *** logo (approx. 3-4cm length) at the inner of boundary on the back?
Washing care instruction label should arranged per label too.
Thank you very much!
Best regards,
XXX
同时来了另外一封补充说明的；
Dear Gavin,
Thanks for your kind message - we prefer the same pocket material linen cotton as for the pant.
Regarding the packing; we prefer 10pcs together in a polybag per size and colour, not assorted.
Thank you very much!
Best regards,
XXX
说归说，我还是让你来设计稿，要不到时候弄的你不合意，多麻烦啊，宁肯现在婆妈点：
Dear xxx,
Tks for yr prompt reply.
As to the brand mark and logo,we can make as per yr request,pls kindly design it and send to us for referrence.Also pls send the washing care instruction label design draft to us and other detailes you want.
We'd like to make a new pants including all detailes for yr finial confirmed.Pls kindly advise yr comments.Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin/Goldentex
16.12月16日，给他去一封总结性的邮件；
Dear Daniel,
Good day to you!
After checking all detailes about linen cotton pants.The finial quotation is as below:
Product: Linen cotton pants
Fabric: Linen cotton fabric 15x15 54x56 53/54"
Price:USD7.90/pc FOB Shanghai by sea;(with pockets and all detailes)
Delivery time:15th,April 2011
Payment term:T/T,50% for deposit,50% before the shipment;
Pls kindly check and confirm above information,after yr approval,I will arrange PI for
this pants order.After receiving yr deposit,we can arrange fabric making firstly.
Yr prompt reply will be appriciated.
Best Regards
Sales Supervisor
Gavin/Goldentex
附件把PI和银行信息发送了过去，并设置阅读收条，很快收到了已阅收条，但是却没有得到即时回复。第二天去了个电话侃了一阵，接着又补一个邮件：
Dear xxx,
Nice talking with you on phone.
Before we start making bulk order,we will make pp sample to you for final confirmed,
pp sample is made including all yr detailed requests,after yr approval,then we start
the bulk order making.Now we are waiting for yr confirmed about price and delivery
time,payment term conditions approval.Once confirmed,the PI will arranged to you
without fail.Then waiting for yr deposit.After receiving yr deposit,we will start fabric
making firstly,otherwise it will delay the shipment time.
Any query,pls feel free to contact me.
Waiting for yr prompt reply.
Best Regards
Sales Supervisor
Gavin
17,12月18日，收到回复：
Dear Gavin,
Thanks for your kind message – so now, we accept the new price and delivery time.
Please be so kind to send the P/I and PP samples; thanks a lot.
Thank you very much!
Best regards,
XXX
其实我倒是一点都不担心单子飞掉，我所关心的是，假期前先把定金拿到手，别拖着放那边。
18,12月20日，附件发送一个圣诞贺卡
Dear xxx,
Good day to you!
Enclose pls get my christmas card prepared for you.May peace,happiness
and good fortune be with you always.
Best Regards
Sales Supervisor
Gavin
[ 本帖最后由 Gavinyu2009 于 2010-12-25 09:53 编辑 ]
评论
19.12月22日收到他FAX的签章PI，我估计他把钱应该也差不多付了，去了一封邮件
Dear xxx,
Good day to you!
Well received stamped PI from yr esteemed company.Could you pls kindly
let me know when I can receive yr T/T copy of 50% deposit?We plan to
start the fabric making firstly,I need yr T/T copy to finacial department
for order confirmed,hope I can receive it ASAP,Tks for yr kindly understanding.
Best Regards
Sales Supervisor
Gavin
20.12月23日
Dear Gavin,
Thanks for your kind message – payment has been done already, I will send you the payment proof later on today.
Thank you very much!
Best regards,
XXX
定金已经收到，基本上告一段落，接下来安排打色卡，余下的事基本上交给工厂了...
[ 本帖最后由 Gavinyu2009 于 2010-12-25 09:55 编辑 ]
评论
看了一遍，收藏了，我会好好参考揣摩，争取早日掌握其精髓。
评论
好厉害，英语也很棒...学习
评论
，见笑了，我坐等高手来指正。
评论
，英语凑合着用，也在不断的学习和积累。
评论
说实话，楼主真有耐心啊。
评论
,自己总结在word文档上的，上传上来只是copy一下而已。呵呵。
评论
感谢楼主分享！学习！！
评论
，刚工作那会，我从FOB上汲取了好多知识，感谢太多人的帮助，现在只希望能反馈一点，让新人受一点益处......
评论
好棒啊 佩服佩服。。。
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