加拿大外贸
昨天工厂那边通知货已经发到货代的仓库去了,工厂的余款也付清了,总算松了口气虽然订单很小,打样开模大货一起都不到1W USD,但这单是我做得最有成就感的一单
一个原因,客户是自己开发的,而且很有发展潜力(曾是时代周刊的封面人物)
还有一个原因,在谈判的过程中加了价钱(当时觉得利润少了),中间僵持了近两个月,中间没有降价,最终客户还是接受我报的价格
整个过程历时近六个月,贴出来跟福友一起分享
(为方便大家阅读，现将客户所发的邮件内容更改为蓝色字体）
[ 本帖最后由 改行坐沙发 于 2010-3-26 01:10 编辑 ]
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先抢个沙发坐坐。
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澳大利亚的客户，从google上搜索来的
看到网站上有卖我们的产品，毫不犹豫的拿起电话就拨
我： Good morning, it's Terry from China, we provide cloth hangers, as I saw some hangers on your webpage, I think you might need some of our products, could you please tell me whom should I talk to?
客户： You should talk to me. Could you please send your product information to me?
我： I'm glad to do so. Could I have your name and email address please?
客户： My name is Lucy, you could send the email to [email protected]
我： Thanks , I'm going to send the email to you. Have a nice day.
客户： Thanks for calling, you as well, bye.
我： Bye
（发现google上可以找到客户信息的，这里客户的名字还是用虚拟的好了）
[ 本帖最后由 改行坐沙发 于 2010-1-20 17:01 编辑 ]
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挂掉电话，心里还是有些不爽，奶奶的居然给我个sales的邮箱
据我的经验，但凡这种客户回复率都很低的，哪怕只是在电话上说得再好听
为了对得住那一毛七一分钟的话费，硬着头皮发了邮件过去，附件带了产品目录
Hi Lucy,
It's been a great pleasure to talk with you via the phone.
It's Terry from China, we are manufacturer of all kinds of clothes hangers.
We have attached our product E-catalog in this email, which is for your consideration, please take a short look at it.
Since we have been in this business for over 13 years, we provide hangers with competitive prices and reliable quality.
If you are interested in any models of our products, please feel free to let us know.
We are looking forward to hearing from you.
I wish you all the best,
Terry (Sales Representative)
[ 本帖最后由 改行坐沙发 于 2010-1-15 16:49 编辑 ]
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发完邮件后，没怎么抱希望会收到客户的回复的
因为之前这种案例太多了，但凡让我发邮件到sales，或者info邮箱的客户
有九成以上是盼不到回复的，但事实证明我错了
包括半年以前让我发产品信息到info邮箱的南非客户现在也苏醒过来了，后天过来看厂
（该客户十六号到我们这边，十七号早上在样品间谈价格，工厂都没去，当场下了个40尺柜的订单，速度之快，效率之高让我觉得有点措手不及）
半个月过后，等我差不多已经把这个客户给淡忘的时候
奇迹般的收到回复了，依然是sales的邮箱地址，让我意外的是
邮件后面的落款是Owner/Creator
从此对于让我发邮件到sales，info邮箱的客户我再也不敢怠慢
Hi Terry
thank you so much for calling me and also for emailing me
I am currently looking for a hanger supplier so it was very good timing
i will ask you to quote on my current coat hangers
I will also ask you to help me design my own coathanger
it will be a coathanger which is a combination of a few different hangers
can you please send me an image of a hanger which you can hang
pants with no slip rail and a skirt hanger combined in the one hanger?
looking forward to receiving your pricing for the hangers which i have attached
and your ideas about a hanger which can combine many different features
regards
[ 本帖最后由 改行坐沙发 于 2010-1-20 17:02 编辑 ]
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等待上传中啊，楼主，呵呵，学习来了。
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当时同事的一票货质量出了问题
把我一起拖到工厂去跟工人一起翻工(我们是外贸公司)
客户早上发的邮件,我下午才看到
一般情况下超过两个小时没有回复客户的邮件
我都会扯些理由去解释
仔细分析了下这封邮件
发现客人的最终目的是为了design my own coathanger
而并非想买其他现有的款式
要报价只是想看下我们提供的价格合不合理
而且客户本身又是owner/creator
不会像阿里上的很多鬼子是职业买家
有事没事到处比比价格之类的
这个客户应该没有这么空闲
于是
在其他款式上的价格我是一分利润都没加
工厂拿的多少价格给她报多少
只求在为她设计的款式上捞点就行了
毕竟是定制的东西，没法到处去比价格
利润相对高很多
而且常规的款式我给的价格绝对有竞争力
客户肯定不会嫌弃贵的
事实证明，我的分析是正确的
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Hi Lucy,
It's so great to hear from you. I'm so sorry for could not reply earlier, I got two clients visiting our factory today and tomorrow, I had no time to read and reply your email.
It's been a great news for us that you are currently looking for hanger suppliers, we do believe we could be the one that you are looking for.
1) Prices for the hangers that you have attached are as following, please confirm
Wood: US$ xxx/ Piece (FOB Shenzhen)
Pant: US$ xxx/ Piece (FOB Shenzhen)
Skirt: US$ xxx/ Piece (FOB Shenzhen)
Above prices are based on the total quantity of 1x20 'GP.
We could not quote for the plastic hanger without knowing it's dimensions. Please advise.
2) It would be our pleasure to disign coathangers for you. Attached pictures shows two models of our products which we think you might be interested in, please confirm. We would be glad to hear your opinions on the hangers in your mind, if you could tell us the shape and compositions of the product, which could be much easier for us to design.
Looking forward to hearing from you.
Kind regards,
因为当时也是刚入行不久
在产品这块不是很专业
随便挑了两款产品，发个图片过去就完事
剩下全扔给客户了
幸好后来客户找了一款现成的，也不知道从哪搞来的
发给我让我报价
[ 本帖最后由 改行坐沙发 于 2010-1-15 17:25 编辑 ]
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恭喜你 开单 赚钱 过年了
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对产品不熟悉真的很不好做哦，跟客户沟通都有问题。
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那是，所以要加油啊。楼主，恭喜恭喜呀
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加油啊~
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急切的等待下文ing……………………
后来，后来呢？
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期待更新。。。
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不好意思哈
这两天接待客户去了
现在刚送走客户
当场下了四十尺柜的订单
感觉超爽快的,呵
晚点会继续更新的
谢谢关注
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