Dear Mr. J.C. Linder,
You may not aware that we are the most professional manufacturer and exporter in this field of External Battery Pack in China. It really regret that you miss??the chance to experience our professional service.??We sincerely hope you can consider carefully before making decision.
Our markets are covering USA, Germany, Japan.??We have stable OEM & ODM partners in those countries. They have their own shops, or cooperate with supermarkets. They are??Mi。。, Len。。, etc from USA, Val。。。 from Japan, An。。。 from Germany.? ?? ?? ???
To be frank, we may be a small company now. But we are growing into a promising and flourishing company in the field of External battery pack. The monthly output capacity is 300,000sets. And you never try our products. Don't you think it is a little arbitrary???Don't forget many products in your country are from China, even from our company.
All the best!
Water
第一次收到客人很無禮的回復(fù)。英文部份找不到了。法國的客戶，他的意思說，他不想浪費(fèi)時(shí)間和像我們這么小的公司談。對(duì)付這樣的人，除了心里BS之外，還是要不卑不坑的回復(fù)，不能受無禮之冤，也不要故意去惹怒他人。
The problems the price we received an offer very competitive US$1,25 with “CE” CERTIFICATE??and in blister packaging.
If you can meet the same price or lower, we can place order within Monday for delivery within first week of May.
這是一個(gè)朋友發(fā)給我的郵件的一段，以下是我的回復(fù)。要仔細(xì)分析客戶的郵件?？蛻暨@樣說，很明顯他是在忽悠人，想壓你的價(jià)格。只是沒有明說。如果他已經(jīng)有更好的價(jià)格，對(duì)產(chǎn)品也還滿意，他為什么還花時(shí)間和你談價(jià)格，還說下星期一前確認(rèn)定單?？蛻暨@樣回郵件，說明他對(duì)你的產(chǎn)品還是感興趣的，也說明還有希望。下一步就看你怎么引導(dǎo)客戶了。
分析出客人的意圖之后，就要構(gòu)思自己的郵件應(yīng)該從哪些方面引導(dǎo)客戶并讓客戶接受你的建議。也可以側(cè)面打聽客戶的底線價(jià)格。往往他會(huì)加點(diǎn)錢。如果他加了，肯定還有得加。要慢慢談。要引導(dǎo)和堅(jiān)持。清楚自己能滿足客戶的什么條件和能做到什么程度，要客戶怎么做才可以達(dá)到什么價(jià)格。必須分步走，不能一封郵件就把自己的所有底線都寫出來，如此就很容易陷入被動(dòng)。清晰自己的立場和公司的能接受的程度。要把握好度和時(shí)間！
如果你的報(bào)價(jià)單上帶有規(guī)格。此處可特別說明你們的特點(diǎn)。
生意是談出來的，要耐心的談才能談成功?？蛻暨@么大的生意不可能一下子就給你的。而且他在大洋彼岸，怎么讓他相信你呢，只有通過溝通，看你和他的溝通是否暢順，是否表現(xiàn)你的專業(yè)和敬業(yè)。如果他接收到的信息都是有效的，很自然，成交率會(huì)很高。
價(jià)格的問題，大家都很看重。你也別要一開始就說你不接受他的低價(jià)。也要給點(diǎn)希望他，他喜歡談就和他談好了。一下子就說到底， 就沒辦法談了。要保持溝通，信息交換，這樣才更容易成功。如果他愿意和你溝通，那就代表你有機(jī)會(huì)。人家都不愿意和你談，那怎么有機(jī)會(huì)呢。所以要留有談的余地給自己，也給別人。
文中只說你能接受什么價(jià)格，沒有說明你為什么要這個(gè)價(jià)格，要把客戶引導(dǎo)到自己的想法上。如果他堅(jiān)持說他都已經(jīng)以很低的價(jià)格買到了相類似的產(chǎn)品。那沒辦法了。如果這樣，回復(fù)又不一樣了。這是后話了。
Dear Sir,
We are so pleased to receive your inquiry about our mobile phone high copy N95. Enclosed is our quotation,please kindly check the attachment. If you need further information,please conact us. We will try our best to meet your requirements.
Would you please tell me your MSN, TRADEMANGER or SKYPE next time, so that we can communicate with each other efficiently.Thank you!
Freight : If you just buy one sample, the freight is $29 via EMS to Malaysia.
If you just buy 100 pcs, the average freight is $3.6 for each unit via UPS??to Malaysia.
If you need more,the shipping freight will be much cheaper.??
Payment terms: T/T in advance& western union,if you will place large order,we will think about irrevocable LC.? ???
Delivery time :??we will deliver your sample within 3 days after payment confirmed.
Our products possesses??5 main attributes as follows:
1.Appearance: Beautiful and particular design.
? ?2.Support Multi-language, including 7 languages.
? ?3.Support Bluetooth.MP3/ MP4/function,
? ?4.Support MMS/SMS/GPRS ,Video Recording
5.Free 256M Micro SD card ,Support 2GB.
??Our products Guarantees include:
? ?1. One year warranty on all our products
? ?2. Competitive pricing across our range.
? ?3.no-quibble guarantee and product replacement in the unlikely event of a fault
??
We are looking forward to your early reply.
大家看了這封郵件。不知道都有什么看法。歡迎討論,各抒己見。收到客人的尋盤，第一次給客人回信，你會(huì)怎樣寫？寫什么內(nèi)容可以更容易引起客人的注意，或者怎樣寫更簡潔明了，達(dá)到更有效的溝通。我想先發(fā)一段我和一個(gè)同事之間的談話。然后再發(fā)我的看法。
WaTer 09:17:17
bad! we cannot show all things to customer one time, no communicate at all?？纯?，有什么評(píng)論
復(fù)蘇の蝎子な 09:22:49
覺得一般啦
WaTer 09:23:06
你比我好點(diǎn)，我覺得差
復(fù)蘇の蝎子な 09:23:26
沒什么吸引，語言平淡，內(nèi)容太雜，沒有重點(diǎn)
WaTer 09:23:34
這是一個(gè)朋友公司規(guī)定的模式
復(fù)蘇の蝎子な 09:23:46
太爛了
WaTer 09:23:57
那老板還為了， THANKS和THANK YOU 糾纏
復(fù)蘇の蝎子な 09:24:07
完全是沒什么語言基礎(chǔ)的人寫出來的東西。語言組織和表達(dá)太差
WaTer 09:30:57
只是我覺得第一次聯(lián)系，最好還是表示一下強(qiáng)烈的愿望。比如， we hope to cooperate with your side soon
復(fù)蘇の蝎子な 09:35:08
那肯定啦，我覺得回復(fù)第一次的詢盤，要根據(jù)客人和我們自己的情況有針對(duì)的做一些介紹。不要太泛了，不然很難有吸引力
以下是我的個(gè)人意見和看法。自己在實(shí)際的操作中會(huì)注意到，也會(huì)嚴(yán)格要求自己的同事。有些建議和看法已經(jīng)在之前的對(duì)話里說過了。在此不再重復(fù)。（我那同事也是精英，super sales.銷售技巧和銷售能力都很厲害，她是女孩子）
We are so pleased to receive your inquiry (better to use “enquiry”) about our mobile phone high copy N95.
Enclosed is our quotation,please kindly check the attachment.
anyway OK， but 可以簡潔點(diǎn)，please refer to the attachment for our quotation.
If you need further information,please conact us. We will try our best to meet your requirements.
可以改為表示合作的愿望。第一次聯(lián)系，要有這樣的愿望表達(dá)。比如：we hope to have a chance to cooperate with you soon.
Would you please tell me your MSN, TRADEMANGER or SKYPE next time, so that we can communicate with each other efficiently.Thank you!
像這些。自己的簽名落款里有的話，人家要加你自然會(huì)加?；蛘咴谝院笫煜ぶ竽憧梢詥?。第一次還是不要問好了。這是不禮貌的表現(xiàn)。別以為大家都有時(shí)間和你MSN。你不煩，人家還煩你騷擾他。
Freight : If you just buy one sample, the freight is $29 via EMS to Malaysia.
If you just buy 100 pcs, the average freight is $3.6 for each unit via UPS??to Malaysia.
If you need more,the shipping freight will be much cheaper.??
像這些，如果是客人確定要樣品你可以告訴他。如果都沒有表示需求，最好還是先確定。因?yàn)榈谝淮温?lián)系，報(bào)了也是白報(bào)。沒有意義的東西還是少做，我們要做有實(shí)際意義的事情。
Payment terms: T/T in advance& western union,if you will place large order,we will think about irrevocable LC.? ???
第一次聯(lián)系，建議還是不要輕易的說這些TOUCHY的問題，因?yàn)檫@些隨時(shí)都可以成為一道門檻。第一次聯(lián)系，沒必要這么深入的談?wù)摳犊顔栴}，對(duì)方關(guān)心的是你的價(jià)格，你能做到什么程度，和他的目標(biāo)價(jià)格是否一致，或者相差多大。你能提供的服務(wù)如何，是否可以幫助他擴(kuò)展業(yè)務(wù)，把市場做大做好。
Delivery time :??we will deliver your sample within 3 days after payment confirmed.
Our products possesses??5 main attributes as follows:
1.Appearance: Beautiful and particular design.
? ?2.Support Multi-language, including 7 languages.
? ?3.Support Bluetooth.MP3/ MP4/function,
? ?4.Support MMS/SMS/GPRS ,Video Recording
5.Free 256M Micro SD card ,Support 2GB.
??Our products Guarantees include:
? ?1. One year warranty on all our products
這些也是敏感的話題，能不提的最好不提。因?yàn)槎际堑谝淮温?lián)系。即使人家問到，我覺得還是要在適當(dāng)?shù)臅r(shí)候再談。一下子說完所有的東西，沒有達(dá)到溝通的目的。定單是慢慢談出來的。第一次把重要的信息告訴客戶就好了。其他的慢慢談，不是說一次性把所有的東西告訴他就是好事，也不是說什么都不能告訴客戶。比如問報(bào)價(jià)，你可以告訴他一些，然后問客人一些相關(guān)的情況。有答有問，形成互動(dòng)。這樣才有可能達(dá)到有效的溝通。如果是很有誠意的尋盤，要引起重視。自然的，回復(fù)要詳細(xì)點(diǎn)。
? ?2. Competitive pricing across our range.
? ?3.no-quibble guarantee and product replacement in the unlikely event of a fault
??
We are looking forward to your early reply.
總的來說，這樣的郵件是不合格的。歡迎拍磚！
最近一個(gè)朋友問到關(guān)于產(chǎn)品漲價(jià)的問題。客人說要CANCEL定單。這樣的問題是很頭痛的。面對(duì)這樣的問題，處理的不好，當(dāng)然是定單飛了，什么都沒了。以下是一些資料，還有偶和朋友之間的溝通。希望以這樣的方式展現(xiàn)出來，對(duì)大家都是一個(gè)提醒。但面對(duì)問題時(shí)，怎樣才可以處理的更完美點(diǎn)?？蛻羧菀捉邮?，自己的利益又不受損。來討論吧，且不去計(jì)較是什么產(chǎn)品，什么價(jià)格，只是針對(duì)這樣的事情討論。
Yvonne,
I need to increase this order, with the following:
??120 x 200? ?8pc.
??90 x 200? ? 40 pc
??2,000 pillows
Sorry to ask you but can you try to send the new PI today?
Thanks,
David
Hi David,
Re:Memory Foam Pillow
For this time, we charge $21.00/pc
due to US dollars drops and raw materials rising these days.
Hope you could understand.
Thanks,
Yvonne
"Yvonne,
? ?Cancel the pillows.
David"
在這樣的情況下。問題出現(xiàn)了。該如何解決呢？以下是朋友的回復(fù)，還有一些對(duì)話?？纯从惺裁纯捶?。然后再看看我的回復(fù)。區(qū)別一下，是否會(huì)有分別呢，大家可以自己評(píng)判。
針對(duì)以上的回復(fù)，個(gè)人看法有?？腿艘黾訑?shù)量，沒有表示感謝，禮節(jié)沒有做到。然后貿(mào)然的就說你要增加成本。而且沒有表示是無奈，不得已的增加。從接受的程度來看，客人肯定很火。像這樣的情況是大問題，你不能光靠兩句話就可以解決的。要做到誠懇，你這是無奈的舉動(dòng)，表示需要他的諒解和理解。雖然目的都是要加價(jià)。不過要讓別人比較容易接受點(diǎn)。再看回你說接受原來的價(jià)格的郵件，你也沒有很好的表達(dá)出為什么接受原來的價(jià)格。
個(gè)人建議，你在升價(jià)時(shí)，你可以說，你的財(cái)務(wù)核算成本錯(cuò)誤。也真的由于美金匯率跌。給你們造成被動(dòng)，原材料價(jià)格飛漲，你們壓力很大。因此給他帶來的不便，敬請(qǐng)諒解。希望可以接受。 在你說接受了原來的報(bào)價(jià)時(shí)，你可以郵件加說考慮到你們之間的長久合作，和給你的巨大支持。經(jīng)過你的努力爭取，老板同意原來的價(jià)格。所以你們還是自己承擔(dān)這些成本的壓力，希望雙方以后會(huì)合作更密切，給予你們更多的支持。
Y: 老大,人家之前有下過單的。都那么熟了,還客氣什么
W：那隨便你咯。我只是建議。只是生意上講求的就是誠懇，人家憑什么白白的多給2000美金你？
Y：而且這個(gè)客人很神出鬼沒的。是啦,我同意你的觀點(diǎn)
W：這只是談生意的一種手段。如果你能多拿2000美金你的提成不是多點(diǎn)，這也證明你自己的實(shí)力和能力
Y：之前跟他做工廠價(jià),問他怎么出貨，沒回。過了好久,一個(gè)深圳的貨代給電話我說,幫他出貨
W：哎，真不知道怎么講你。恩，不好意思，你現(xiàn)在的階段只是普通的SALES。如果要我評(píng)價(jià)的話。
有些客人就是這樣，要催的拉。這是他的特點(diǎn)，你不能要求每個(gè)客人都這樣，你說要加他1塊，他就說好。你問他什么，他馬上告訴你怎么做。
W：Please kindly pay $17350.00 deposit first， 像這些你可以采取問的形式。比如，when can we expect the downpayment /deposit???金額也不用寫啦。如果都是談好的。你這樣問，好象是要要求人家。如果改為請(qǐng)求人家，這樣讀起來會(huì)不會(huì)舒服點(diǎn)？
W：而且我再說下，你突然升人家價(jià)，后來人家說CANCEL定單好了。你又突然說你接受原來的價(jià)格，你這不是玩弄人家嗎。如果你是客人你會(huì)怎么做呢？不寫些理由支撐自己的觀點(diǎn)怎么行呢，再說你自己都是文科出生的。要給出誠懇的理由，硬道理。
W： 好了。不說了。這些你自己把握吧，你就寫郵件給他嘛，問他什么時(shí)候打款。多加解釋下人家還是會(huì)接受的。美金真的在跌。你們壓力很大。只是為了你們之間的長久合作，你們最后還是接受原來的價(jià)格。為了抓住銷售季節(jié)，等，問他什么時(shí)候可以打定金。這些都亂扯一下吧。相信沒有那么笨的你，可以把他搞定，不過你寫郵件的水平要好好進(jìn)步下。
由于客人沒有回朋友的郵件。她也急啊，因?yàn)槎际且呀?jīng)到手的定單，怎么就這樣眼睜睜的走了呢。那肯定是要努力做點(diǎn)工作了。以下是她經(jīng)過偶支招之后的郵件。個(gè)人覺得還沒有達(dá)到我想要的水準(zhǔn)。
Hi David,
Good day to you.
Had called you yesterday,
but was told you were not in the office.
Firstly,I'm so so sorry about the price of mem foam pillow。the reason why we keep $20.00/pc(the margins are so small you would not believe.)is because we appreciate our long-term business relationships. and there comes more orders,of course! but the fact is US dollar drops dramatically early this year, and all cost of raw materials rising highly before Olympic Games. now we charge new buyers $25.50/pc(CNY180.00,$1.00 = ￥6.90) so please please don't let such chance get away... could you kinly let us know when could we expect the deposit?
Secondly,attached please find the pillow logo for your approval is it the one for you? due to we can't find all the files of before
Finally,sorry for any inconvenience cause.
hope all is well!
Regards,
Yvonne
以下是我的建議回復(fù)。大家可以比較下，然后批判一下。
Dear David,
Good day to you.
個(gè)人建議： 如果說是通過自己了解到的，會(huì)不會(huì)好點(diǎn)。
I tried to get you on the phone yesterday, but it’s pity that you were not in the office.
Regarding the offer of mem foam pillow, sorry to cause you some inconviences. we hope to keep the same US$13/pc, the offer is really special for you. You know well the margin is quite narrow, and we have hundreds of works to support. The pressure is quite heavy for us. Now the US dollar drops dramatically as well, the cost of material is rising. Sometime it is out of our control to increase the price. Hope you can understand us.
For the current order, to appreciate our long term cooperation, and to thank you for your great support to me,??I tried to persuade our boss and finally he promise we can keep the same price. To be frank, now we offer to other customers US$17.5/pc. We’d keep it as secret to other customers. As it is really a special offer for you. Hope we can move forward the order as planned. Could you kindly let us know when we can expect the deposit?
At the same time, attached please find the pillow logo for your approval. Is it the one for you?
Hope you can understand us and do your part to move forward the project.
Dear Yvonne Yueng
Thanks for prompt reply
but i think it's too much expensive
大家也會(huì)遇到這樣的問題，價(jià)格報(bào)出去了。客人的回復(fù)是，謝謝你的報(bào)價(jià)，但你的價(jià)格太高了。很簡單的一句回復(fù)。對(duì)于這樣的回復(fù)，不知道大家怎樣應(yīng)對(duì)。你是簡單的回復(fù)呢，還是會(huì)詳細(xì)的回復(fù)？怎樣敲開客戶的金口，讓你清楚的了解他的實(shí)際意圖，并達(dá)到合作。歡迎一起來討論。
有朋友回復(fù)如下。
Hi XXX,
Regarding the offer of mem foam pillow,
To be frank,sometimes it's out of our control to quote you such price.
US dollar drops dramatically these days,
and all cost of material rising highly before Olympic Games.
Hope you could understand
but if your order is a large one,
i will persuade our boss to give a special offer for you
BR/Yvonne
以下是我個(gè)人的看法。
Dear Sir,
Thank you very much for your kind feedback.
Regarding the model I introduce to you, is it suitable for your market? Hope you can inform us more information.
The offer for the current period is good, but can you let me know what’s your quantity for initial order? And can I know your idea about the target price please? We hope we can work out a suitable way to meet your demand and start our cooperation.
Looking forward to your positive reply soon.
你要全方位的考慮整個(gè)CASE，你的報(bào)價(jià)是不是偏高呢，了解自己，也要探知客戶的目的
你要會(huì)忽悠老板也要會(huì)忽悠客戶。
To be frank,sometimes it's out of our control to quote you such price. US dollar drops dramatically these days,
坦白說，你這樣寫，就表明你的價(jià)格還可以降。雖然事實(shí)是這樣，但給人的感覺就是你的價(jià)格是由于匯率的問題而升，實(shí)際不需要這么多。這點(diǎn)可以在他再和你BARGAIN幾次之后你可以說，一開始我不建議說。
hi, we are currently looking to expand our product line to include memory foam mattresses and pillows.
We will be coming to china next month and would like the opportunity in the meantime to collate as much information as spossible on prices and specifications.
please advise us at your earliest convenience.
像這種INQUIRY怎么抓住他?
客戶說他要擴(kuò)展業(yè)務(wù)，對(duì)你的產(chǎn)品表示感興趣或者看好你的公司的產(chǎn)品的前景。表示要來訪中國，還要拜訪你們。針對(duì)這樣的郵件，以下是郵件的兩種回復(fù)。
Hi XXX,
Thanks for your inquiry.
Attached please find our mem foam matt & mem foam pillow fyi.
簡單介紹產(chǎn)品性能
Glad to hear that you will be in China soon,
and if there's a possibility you'll be in Guangdong,it's our pleasure that you will pay a visit to our factory.(we located in Foshan,it's about 1:30hr from Caton )
Dear Sir,??(by Water)
We are glad to know that you will expand your business line on mem foam matt & mem foam pillow. Hiope we can serve you better and better.
First, please refer to the attachment for your reference. And list the features as below.
簡單介紹產(chǎn)品性能
It is great that you will come to China for busines. Please kindly arrange your schedule to visit our factory. We hope we can have a close talk face to face. We would like to show you our production line and sample room. And believe that will make our cooperation smoothly.
When your schedule is available, please kindly let me know. Thank you.
開發(fā)客戶，如何做才能成功？看了一個(gè)帖子“澳大利亞總裁教你寫開發(fā)信”這個(gè)信件中有些話寫的挺好的。借過來用一下。
“If you send emails to new companies I would include a list of customers that you currently export to in various countries
? I would also include customer testimonials from your buyers. This are very powerful and give you credibility.
? Try to word your email differently from all the other suppliers. They all look and sound the same so most of them will be deleted or ignored immediately”
對(duì)于這樣的建議，我的回復(fù)如下。希望和大家一起學(xué)習(xí)。
其實(shí)，我也嘗試過像LZ的客人說的那樣去寫開發(fā)信。寫出和自己合作愉快的比較大的客戶，三流二流，甚至一流的。也嘗試過變換不一樣的介紹方式，產(chǎn)品介紹，個(gè)別產(chǎn)品的特點(diǎn)賣點(diǎn)，特定時(shí)候產(chǎn)品的賣價(jià)，市場走向，根據(jù)展會(huì)記錄，根據(jù)客人網(wǎng)站，根據(jù)自己對(duì)產(chǎn)品的理解和人們的需求，合作伙伴對(duì)我們公司產(chǎn)品的反應(yīng)以及合作情況。只是，只是，回復(fù)還是很少，甚至沒有，這些客戶都還是展會(huì)回來的資料。那幫人簡直就是玩失蹤。同事們的聯(lián)系情況也是如此，這只能說明，他對(duì)我們的產(chǎn)品根本沒有需求，或者沒有興趣，或者是說根本不屑和我們合作。這也提醒我們，我們要找到對(duì)的合作伙伴。有些堅(jiān)持是無用的，我們要堅(jiān)持的是，與那些有興趣和你談以及合作的人溝通。
當(dāng)然我說這些不是說他的方法不好，我只是想說，還是要嘗試各樣的方法。這樣才能贏取定單。
anyway, LZ客人的回復(fù)還是不錯(cuò)的。是要有些信譽(yù)，這樣才能引起別人更大的興趣。如果連興趣都沒有了，那肯定是SPAM了。只是也要看客人的需求吧，你記得時(shí)時(shí)郵件REMIND客人，當(dāng)他有需求的時(shí)候，說不定就會(huì)下單給自己了。
多多想方法吧，不要拘泥于一封郵件就想把客人搞定。大海也不是一滴水就可以匯成的。
客戶經(jīng)常會(huì)說，他遲點(diǎn)聯(lián)系你之類的話。但是過了好長一段時(shí)間，還是沒有任何消息。像這樣的潛在客戶，我們還是要努力的聯(lián)系。保持通暢的溝通，或者在適當(dāng)?shù)臅r(shí)候，定單就會(huì)下來了。
Dear Yvonne:
Thanks for your quotation. I will study prices with my manager.
Thanks and best regards
Ramon
客人說要DISCUSS，只是DISCUSS得太熱烈了，經(jīng)?？腿藭?huì)“忘記”回復(fù)。對(duì)于他們這些善意的忘記，我們要做適時(shí)的提醒。讓他們知道我們是多么的重視他。
說到措辭，還是讓大家看看朋友的風(fēng)格和我的風(fēng)格。會(huì)有一些區(qū)別。適當(dāng)運(yùn)用適合自己的，達(dá)到有效的交流，加快定單的進(jìn)程，讓口袋暴漲--人民幣！
Hi Ramon,
Fully understand you are too busy to reply us.
but we are still awaiting your feedback regarding the mattresses.
Have a nice weekend.
BR/Yvonne
Dear Ramon,??(by Water)
Regarding our quotation, can I know what the status is of the mattresses? The offer should be good for your market. If you need our help, please kindly keep me informed.
Looking forward to your further comments soon.
Best regards,
Yvonne
與客戶一直保持聯(lián)系，可是不知道為何，突然客戶就消失了。對(duì)于這樣的客戶，該怎么聯(lián)系呢。方法可以變化著進(jìn)行。以下只是個(gè)人使用的其中之一。同時(shí)運(yùn)用假和虛還有真。
Dear Dhiren,
How are you doing.
Regarding the model A706, can I have some further information from you? I hope to send the SPEC and photos for your reference.
WATER：因?yàn)橐郧笆且粋€(gè)朋友聯(lián)系的，后來介紹給我直接聯(lián)系。多發(fā)點(diǎn)資料給客戶了解產(chǎn)品細(xì)節(jié)，再說也可以說是聯(lián)系的一個(gè)理由吧。
Surely the most important things is, we currently invest much to talk to our material suppliers for cost down, finally we got the great support and we hope to update you the price to support your promotion . We really hope we can do the best for you and get your great support to us.??
WATER：這是關(guān)于價(jià)格調(diào)低的的一種個(gè)人表達(dá)。雖然可能不是太真實(shí)，不過關(guān)鍵是要讓客人知道我們都在努力的做事，只是為了更好的SUPPORT他的推廣。形成有互動(dòng)的交流。
A706, 7", Fob shenzhen US$**, base on 50K. *** solution+ *** Loader, please refer to the attachment for details.
??
Hope the new offer can help us to move forward. Can I get your positive reply soon?
Best regards,
Water
其他的不說了。讓大家來給些建議。
朋友們的支持真是讓我感動(dòng)又激動(dòng)。在此就不一一拜謝了?？傊ＯＭ蠹叶寄苜嶅X。在經(jīng)濟(jì)不景氣的日子里，大家要頂住啊。
今天和之前的這些時(shí)間都在和客戶談兩個(gè)單子，一個(gè)是12K。一個(gè)是6K。雖然還是在洽談階段，不過著實(shí)也讓我振奮了一下。因?yàn)樘脹]有什么好消息了。也是在難過中。
和這個(gè)客戶的洽談，主要也是價(jià)格方面的問題?？蛻舻臉O度低價(jià)，簡直讓我無法喘氣。不過低價(jià)目標(biāo)最后不一定是以低價(jià)成交。這需要雙方平衡。還是小小的分享下這個(gè)過程吧。不一定是精彩的。只是和大家分享我的經(jīng)歷。
Dear Water,
I need a cheap model, withou battery 1*$ tarjet price for 7.000 pcs, DivX function
BR,
Javier Ayllón
Dear Javier,
thank you for your kind feedback.
As per your request, the best offer we can do US$1**.
Awaiting your comments.
2008-07-04
--------------------
Best regards,
Water
At the end they are 12k. I need 1*$ or I can not do it
BR,
Javier Ayllón
Dear Javier,
US$1***.
Hope you can understand as??the cost is there.??You really can calculate part by part.
To support you and for our long term cooperation, we won't make margin for the order. we only hope we can help you.??
Please kindly comment.
Best regards,
Water
由于和客戶認(rèn)識(shí)有段時(shí)間了，連續(xù)的溝通自然就沒有太特別了。只是由于價(jià)格的問題，總不能直接拒絕別人，說不行，我就這個(gè)價(jià)格，你能做就做，不能做就不要做了。溝通是要看雙方的，價(jià)格可以慢慢的平衡。客人讓步，自己可以讓的，也要適當(dāng)?shù)淖尣?。不能讓的，要各方面的解釋，以讓人信服。即使一個(gè)簡單的報(bào)價(jià)。我們也要把它變得很美麗。
到了今天，客戶給我以下信息，另一個(gè)項(xiàng)目又在進(jìn)行中。我激動(dòng)了一陣，如果把這個(gè)定單做下來，我又可以被老板捧一下了。虛榮心此刻在大大的膨脹。祝福我吧！
Dear Water,
I have another Project. Please give me price for PDVD with USB/CARD READER, Battery and DivX for 6k units.
I need this price before 1 hour, and it should be no more than 1*$
Please tell me something urgently.
BR,
Javier Ayllón
Dear Javier,
The best offer we can give $1*** for 6K.
For the sample you request in your last email. Sorry that it is a new model, and we upgrade the software now. It hope to offer another 10 days. 前天他說12K的項(xiàng)目，是要樣品的，只是到今天我還沒有給他回復(fù)。在這里順便告訴他。不過阿門。他理解錯(cuò)了！看后面的郵件吧。
Please kindly comment.
2008-07-09
----------------------
Best regards,
Water
Dear Water,
Full fill attached file with the profile of your company. This is very important. 老外都喜歡讓人填公司資料。生產(chǎn)能力，工人數(shù)量等。有時(shí)候會(huì)填到人發(fā)傻。
I do not want any new product; I want to buy an old product, already MP and tested.
I need a sample now.
BR,
Javier Ayllón
Dear Water,
Send me spec sheet and Picture for this new model.
BR,
Javier Ayllón
Dear Javier,
the company profile as attached.
1) PDVD with USB/CARD READER, Battery and DivX for 6k units. we can offer samples now.??already MP
2) 1*$ tarjet price for 7.000 pcs, DivX function, we have to wait another??10 days for sample. Not MP yet.
可能客戶忘記了，可能也是我表達(dá)錯(cuò)誤，在此特意分點(diǎn)說明實(shí)際情況，哪個(gè)型號(hào)馬上可以提供樣品，哪個(gè)要等。讓客戶自己把握。
3) SPEC as attached.??for two models.
Awaiting your comments.
2008-07-09
----------------
Best regards,
Water
Dear Javier,
For your project PDVD with USB/CARD READER, Battery and DivX for 6k units.
Good news for you. I got further support from my boss. US$1*** for 6K. Hope it is OK to your side and get the support from you also.
由于之前的價(jià)格比客人的目標(biāo)價(jià)高2個(gè)美金。由于今天副總不在公司，后來得到他的支持，比實(shí)際的微降1個(gè)美金。我狂喜。因?yàn)橹揽蛻魧?duì)價(jià)格要求很小氣，同時(shí)也為了幫助客戶盡快拿下定單。我第一時(shí)間寫郵件通知客人，這樣一來表示我想和他合作，努力為他爭取更好的價(jià)格。真希望他可以小小的感動(dòng)一下。當(dāng)然這是個(gè)人的美好愿望了。阿Q精神?。ㄗ⒁猓阂欢ㄊ且獙?duì)客戶有充分的了解才這樣做。要不還是等客戶的進(jìn)一步反饋，再?zèng)Q定是否降給他。這些小技巧， 即使是小小的謊言，做到圓滑，也會(huì)讓人拍案的。不過我這個(gè)情況是真的。大家也可以設(shè)計(jì)下自己的溝通，第一步，第二步，第三步……）
Please comment.
2008-07-09
------------------
Best regards,
Water
Dear Water,
Thank you. I will keep you informed about this.
BR,
Javier Ayllón
等待客戶的進(jìn)一步反饋。賣價(jià)比目標(biāo)價(jià)高1個(gè)美金，估計(jì)落實(shí)定單不會(huì)太困難。希望很快有好消息。
Dear Water,
Please confirm you can reach 1*$ for the A-706. Is it with battery or not? Because the spec sheet shows with battery.
客戶還是回到12K的項(xiàng)目，表示他還是希望和我合作。
BR,
Javier Ayllón
Dear Javier,
You request the model without battery. Therefore no battery. Please kindly noted.
The offer for 12K, US$1**0. Extremely special for you. As all materials is rising, FOB charges is rising.
We have to offord much loss. I believe you won't want to see we close down.
價(jià)格已經(jīng)不能再降，堅(jiān)持立場，加以說明情況。合情合理，美麗收?qǐng)觥?br />
Thank you. Please comment.
2008-07-09
-----------------------
Best regards,
Water
Ok. Understand.
Thank you Water.
BR,
Javier Ayllón
客戶干脆利落。好消息會(huì)有嗎？大家看呢？6K和12K。我要發(fā)達(dá)了嗎？哈哈哈，先狂笑三聲！
我有一客戶(我們做了不少生意了)現(xiàn)在要我給他降價(jià).下面我寫給他的郵件.本人英語太差,不知道寫他看不看的懂 這樣是否能讓客戶接受?
請(qǐng)高手指點(diǎn)下....??感激不盡....
Dear ....,
we also hope that we can do more business in the future.
you can visit our website:www......com .
About the price of EVQ
As you know ,recently the exchange rate lower and lower.
before:usd:rmb=1:8
now :usd:rmb=1:6.9
In fact ,we have already give your discount.
before:usd:rmb=1:8? ?THE PRICE:0.09*8=0.72 RMB
now :usd:rmb=1:6.9??THE PRICE:0.09*6.9= 0.621RMB
But we??always offer the same price to you as we do business longtime.
About the payment term,
when we buy it from Pansonic ,we must pay totally
and??wait 8-12weeks .Then we??offer stock to you.
because it take so long time,we cannot do NET 30 ANY MORE.
HOPE YOU CAN UNDERSTANDING!
這樣的郵件說服力不是很強(qiáng)。
1）一連串的數(shù)字，老外不會(huì)喜歡的。很多人根本沒時(shí)間和你玩數(shù)字游戲。要么清晰點(diǎn)，是什么價(jià)就是什么價(jià)。兜來兜去，他只會(huì)把你慢慢的遺忘。因?yàn)楝F(xiàn)在可以提供相同產(chǎn)品的廠家實(shí)在是太多了。你要贏得客戶對(duì)你的認(rèn)可。勢必需要想些特別的方法，讓溝通變的簡單有效。可能你的價(jià)格會(huì)比其他人高一點(diǎn)點(diǎn)，可是如果他愿意和你合作，他會(huì)說一個(gè)目標(biāo)價(jià)你能不能做到。即使是再高一點(diǎn)點(diǎn)，他也可能和你做的。
2）說到PAYMENT TERM。其實(shí)我明白你的意思?？墒遣恢揽腿藭?huì)不會(huì)明白。
3）不是很喜歡看到人家用大寫寫的郵件。所以自己也不會(huì)輕易的寫給別人。我覺得要注意這點(diǎn)。沒有很特別的事情，還是用小寫。這樣看起來舒服。
詳細(xì)的分析如下。希望可以幫助你。
Dear Sir,
we also hope that we can do more business in the future. you can visit our website:www......com . 做了不少生意就不用再叫別人看你的網(wǎng)站啦。看網(wǎng)站不如給點(diǎn)實(shí)際的甜頭他。沒有人會(huì)CARE你的網(wǎng)站。
About the price of EVQ
As you know ,recently the exchange rate lower and lower.
before:usd:rmb=1:8
now :usd:rmb=1:6.9
In fact ,we have already give your discount.
before:usd:rmb=1:8? ?THE PRICE:0.09*8=0.72 RMB
now :usd:rmb=1:6.9??THE PRICE:0.09*6.9= 0.621RMB
But we??always offer the same price to you as we do business longtime.
你可以直接說，美圓現(xiàn)在狂跌，如果按照以前的匯率，總價(jià)是多少。但是按照現(xiàn)在的匯率總價(jià)又是多少。但是現(xiàn)在你們的報(bào)價(jià)還是多少。而且現(xiàn)在石油的價(jià)格也在狂升，F(xiàn)OB成本也在不斷的增加。但是他作為公司的穩(wěn)定的老客人，你們還是愿意大力支持他。所以也請(qǐng)他支持你們。在適當(dāng)?shù)臅r(shí)機(jī)/實(shí)際上時(shí)時(shí)刻刻，你們可以為他做到更好的時(shí)候，你們一定會(huì)全力幫助他的。
About the payment term,
when we buy it from Pansonic ,we must pay totally
and??wait 8-12weeks .Then we??offer stock to you.
because it take so long time,we cannot do NET 30 ANY MORE.
HOPE YOU CAN UNDERSTANDING!
可以表述清晰點(diǎn)。你們買貨的周期長，而且要付全款，如果按照正常的情況下，你答應(yīng)他們的那個(gè)交貨期是要推后的。 但你們?yōu)榱烁玫膸椭腿藬U(kuò)大業(yè)務(wù)，現(xiàn)在提供的是庫存，以縮短交貨期。所以請(qǐng)他們多多理解和支持。所以你們的付款方式是。。。。（適當(dāng)?shù)膹?qiáng)調(diào)下，讓客人更清楚你說的是什么。）
是的，一般情況下，發(fā)銀行資料都是以PI為主。我的理解，JENNY應(yīng)該也是這樣做的，不過可能她沒表述出來吧，可能覺得一定要說附件是銀行資料客戶才會(huì)理解。這應(yīng)該反映出JENNY對(duì)外貿(mào)還不算太熟悉？ 正常情況下，PI會(huì)反映出重要的信息，比如產(chǎn)品名稱，單價(jià)，數(shù)量，總價(jià)，產(chǎn)品主要描述，交易條款，交貨期，付款方式，驗(yàn)貨標(biāo)準(zhǔn)，當(dāng)然很重要的，還有自己公司的詳細(xì)的銀行資料。
關(guān)于報(bào)價(jià)要不要帶附件，如果是按照J(rèn)ENNY的客戶，那當(dāng)然可以。因?yàn)槎际抢峡蛻袅恕Ｓ懈郊呛苷５氖虑?。你的郵件會(huì)在客戶的安全范圍內(nèi)。絕對(duì)放心。
如果是新客人，圖片和報(bào)價(jià)單均不會(huì)以附件的形式發(fā)給客戶。圖片可以采取插入的方式，這樣看起來也比較直觀，帶附件的郵件，即使你的郵件客戶真的收到了，他也可能不會(huì)點(diǎn)開你的附件。因?yàn)榇蠹叶枷勇闊矝]時(shí)間。所以采取直接插入的方式會(huì)更好。
報(bào)價(jià)?？梢灾苯釉卩]件里報(bào)，把產(chǎn)品的主要信息寫出來即可。如果客戶感興趣，他當(dāng)然會(huì)叫你發(fā)詳細(xì)的資料和圖片給他。比如：full size, 5.1CH， with display,??Fob shenzhen $20 base on MOQ: 1*40HQ (7800pcs)
LYDIA還說到以表格的方式報(bào)價(jià)，這個(gè)當(dāng)然也可以。好主意！我以前在第一家公司的時(shí)候，就會(huì)復(fù)制EXCEL的價(jià)格表到郵件了。它直接就是表格了，不用再重新制作。當(dāng)然自己也可以再做。這樣可能費(fèi)時(shí)點(diǎn)而已。
謝謝!
tks
en no bad
讀過的好文章都拿出來吧。
好東西．．．謝謝
謝謝分享,真好
