實(shí)踐操作報價論壇里很多人對于報價的成功率和如何操作報價程序總有些疑問，為什么報價了客戶不回呢？為什么客人一開始只要報價而不問及其他情況呢？實(shí)際上報價這個程序只應(yīng)該處在客人已經(jīng)和你確認(rèn)訂單數(shù)量，已經(jīng)明晰要訂貨，有誠意，有港口信息。有貨代或者提出讓你聯(lián)系貨代。（意思是要報價同時也要你報APPROX海運(yùn)費(fèi)），這時，你的報價才能夠完全符合對方目的。
進(jìn)口商，除了有采購計劃的以外。很多人都只是準(zhǔn)備在他們國內(nèi)或者地區(qū)開拓市場，這是要你的報價有時只是做一做備份，或者是拿你的報價和其他產(chǎn)品比較，或者是貿(mào)易公司收集供應(yīng)商源。有的是只是自己從事自己這樣的產(chǎn)品，而你是他的不同地區(qū)的競爭者，他需要你的價格來比較自己的定價。
例如象這樣的索要報價。
Hello,
Please send me a full price list.
Thanks
中東的/西非的/只想套價的批發(fā)商 會有這樣的信件。
最好的辦法就是把網(wǎng)站給他們，要他們選出款號，一個個的和他們報。
Thanks to send your catalogue by mail or by courrier at:
LJ DEVELOPMENT
Thanks
這樣的，只是收集工廠資料的信。如果你是貿(mào)易公司又沒有圖冊的話，也可以用網(wǎng)站來對付對方。
thank you for your email . Our next visit to China is in September and october so we may??meet you at one off the fairs.
這樣的信，肯定是老中國了，來采購要求看廠，和工廠關(guān)系不好或者廠有外銷權(quán)的就不用搭理他們了。
Dear Mr Lau
Thank you very much for your e-mail and the detailed information given below.
Actually we will not be stocking real leather products due to the fact that a lot of our customers demand animal friendly products.??Therefore, could you please give me a revised quote with the following requirements: fake leather fire resistant upholstery fabric, 304 polished stainless steel frame with UK fire resistant foam filling (densities as described below).??I assume that this quoted price will be much lower as we will no longer be using real leather.??This will also enable me to price the chair such that I can order larger quantities from you.
Regarding your other products, please give me quotes for all the other products except for HZ-CF001.??Also, please let me know if you also do 2 seater and 1 seater versions for product number HZ-OS0001 and give me quotes for these items if they are available.??Also please let me know if this item (HZ-OS0001) is available in different colours.??Again, please give me a quote for the products with fake leather fire resistant upholstery fabric and fire resistant foam, and 304 polished stainless steel frames where required.
The delivery port in the UK will probably be either Felixstowe or Southampton.??
In addition, please find below some additional questions that I hope you can answer
1.? ?? ? What is the sample availability/cost?
2.? ?? ? Do you have agents in the UK?
3.? ?? ? Do you export to any other European countries?
4.? ?? ? Are you going to be exhibiting at any trade shows in the next few months?
I look forward to hearing from you.
Many thanks and kind regards
這樣的信就一定要注意了，對方注明款號，訂單數(shù)量，港口信息，詢問意見?？梢哉f是非常有誠意了，這樣的單處理好的話是肯定可以成交的，即使是樣品單也是可以很有希望做成的。但是實(shí)際上我當(dāng)時操作這個回復(fù)的時候我并沒有操作好，如果換作是今天，我立刻就會把樣品單落實(shí)下來。而我卻和對方通信30多封，感情是越來越好，最好還把對方接過來看了廠，到現(xiàn)在還沒有做成第一單生意。
Dear Joe,
We noticed that you are making upholstery furniture. Do you have any leather bed or leather dining chair?
Dining chair
ur target price USD15
Best Regards
這一封是馬來西亞的貿(mào)易公司給我寫的，實(shí)際上這個更難操作，他們有量，但是也有目標(biāo)價。他們和他們客戶已經(jīng)確認(rèn)價格，如果要找供應(yīng)商會賺差價，所以貿(mào)易公司要做這個價格的話完全是夾縫里生存，無法賺到什么利潤的。
Hello Joe,
Thank you for your greetings, I didn't know it was a special day in China, so I say 'Good Middel Autumn's day' to you as well ! I guess seasons and calendar is not the same as in Europe.
We are just at the end of the summer right now !
I 've talked to one 'n other about the sofa's and seats, they all have interest, but just like me the would like to see and evaluate before they buy. So, I wait for instructions from my forwarder about transport and then I will confirm the order and transfer the 30% deposit.
I guess it must be around 01 am in China, so good night or.. good morning
You will hear from me soon
Best regards
Frank
比利時的人都是很喜歡把工作和娛樂放在一起的，他們的信很有幽默感。很會為你這邊作想，這樣的人，在平時見到他不談工作，談天氣，談浪漫。屆時他們也會下訂單給你的。
另外一種類型，就是那些準(zhǔn)備開店的零售商了，這一類客人的話一般都是準(zhǔn)備開個SHOP，買一些樣品，然后等著他們的客戶給他們下訂單。所以一般來說，他們回復(fù)很快，速度也很快，但是要下單他們得有一系列計劃，注冊公司，申請專利。一般買你的樣品也會有一段時間（其實(shí)是他們有客戶了，才準(zhǔn)備開展這個業(yè)務(wù)，找一個供應(yīng)商來幫他們解決訂單，賺取差價）這樣的客人我可能遇到得最多了。
Dear Joe,
Hello!
We thank you for your interest with our company.
I have a shop at UK.
Could you please send us your products photos through this email address.??If you could also provide us a copy of your catalogs, we would greatly appreciate it.??Please send the photos in .jpg format.
Await your early reply.
thanks and regards
Mina第二部，就是電子商務(wù)很重要的一步了。這個時候就要求你的ACDSEE/PHOTOSHOP/OFFICE 的廣告能力了。
你所有的圖片要盡量變小，大了只會讓你變成SPAM。如果可以的話可以將圖片插到XLS表格里去，這樣會縮小圖片尺寸。每封信里最好要有好的字體ARIAL 12號，藏青色是我經(jīng)常使用的模版，簽名也要有條理。象一般對方有興趣的時候，我會寫這樣一封信來吸引對方的回復(fù)幾率。
Dear Mr Murphy
Many thanks for your kind mail.
Firstly I will show my apologies to you for this inconvenience.
We have been in fairs and during the gap nobody answered you.
Regarding the leather sofa.we are in need of your interested item NO, in Honzon.com.also please let us know your supposed order quantity.forwarder availability that we will handle the order immediately at your favored requirement.
Looking forward to hearing from you.
Many thanks and kind regards
Respectfully
Joe Lau
??========================================================
??Joe lau
??sales executive
??Modern classic Business Dept
??China
Perfume Pearl Garden,World Trade Center,Shennan Road.
??Futian District,Shenzhen,China.
??Dir.Tel:0086-755-
??Fax:0086-755-
??website:www.
??E-mail:info@
??========================================================
還有這封，對方要求報兩種價格我寫給對方的信，請指教
Dear Frank,
Thank you for your letter and consolation.I am getting better from the dacoity.
I understand you need to evaluate the samples first.as I want to have a long relations with you that your any sample order is appreciated.
I do not know how to pick up the goods by your forwarder agent.our factory will produce while receiving the 30% deposit.will you inform me the procedure?
However I will quote you the EXW and FOB,please also note the EXW means EX-Shunde Longjiang town or Shenzhen,But I think your forwarder will not come to that far.I think you may pay the truckling from Shunde to Shenzhen first,.and in addition I do not know your name and address.so I left the blank at the to-address.Please do not contact our H.K. office in the PI because I will be in Shenzhen immovably.
Will you give me the color of the brown for our reference?
Regarding the material we are just using the standard italian leather.fire resistant foam is not included in the quoation.but if you require we can do it for sure.
Many thanks and kind regards
Respectfully
為什么要30%定金，這是我寫給客戶的解釋。
Dear Frank
As the old Chinese proverb:"the road to happiness full of hardships"
I still have confidence on our future.
In fact we have to place manufacturing order on the production department.with our deposit our accessories buyer will purchase dark brown leather,#304 stainless steel etc to run the procedure.if we can understand each other we will establish the trust.
On future orders I will be appreciated if you can inform me the transfer period that if you need the goods urgently we will??fill up the deposit to start manufacturing for you.
I will keep you informed that everyday I have asked our accountant for re-checking.
Furthermore I have already asked our factory to make model of the Barcelona coffee table.I will keep you informed.
I Remain With fondest regards
Respectfully & Companionably
Joe Lau因?yàn)槿嗣駧挪环€(wěn)定，這種信還是要寫的。
Dear Jean,.
Kind find the attached quotation for your reference.
Please note the quotation will be available in one month due to the fact??the RMB is changeful in value.
Many thanks and kind regards
Respectfully
實(shí)際上我記得客戶要和我做生意前我寫過的一些信。
Dear David
CIF Barcelona
Shipping charge is based on quantity.
20ft:USD1600.00
40'ft;USD2950.00
40'HQ;USD3100.00
In CIF term.
Many thanks and kind regards
Respectfully
這個海運(yùn)費(fèi)的一報出去，對方就確認(rèn)了訂單數(shù)。
Dear Pontus
Thank you for your mail.
We have dealed with modern classics designed furniture for years.
As an initial contact we would like your exact order quantity and conclusion of our product based on our quotation.(enclosed)
We will make wise proposal to you if you can confirm the order quantity,
If you order few pieces that you are in urgent need we prefer air express.(plane)
If you need to order half (LCL) or container we prefer shipping because it is more economical to your company.
The quotation is based on our best quanlity especially in materials.
Many thanks again for your kind enquiry,
Have a nice day.
With fondest regards
Respectfully
這封信是我最常用的了，反正要客戶下單，就一定先要主動，讓客戶自己確認(rèn)自己的訂單，你直接操作就行了，有時沒必要完全服務(wù)太多，你服務(wù)的根本就是要他PLACE ORDER 給你。最后的問題，就是為什么有些客戶報價之后，就沒有回復(fù)了！
一般存在如下情況。
1，收集和比較價格，這些出現(xiàn)在非洲/中東的貿(mào)易商們。但是這個群體還真的是有客戶群的，要下也是量比較大的。到他們的客戶找到他們做生意，你就熬出來了。
2，等他們的客戶核實(shí)，這些貿(mào)易發(fā)行商把你的產(chǎn)品在自己的CATALOGUE上做廣告，直到有客戶找他買東西，需要一個時間差和過程。當(dāng)他的客戶打錢到他帳上，他自然也會打錢到你的賬戶了。
3，是你的競爭對手。一就是賣同樣的產(chǎn)品，需要比較價格才能定價。二就是純粹要價格，象我們貿(mào)易公司如果有客戶問我們，我們對工廠也是一樣會先要價格，后來再看客戶能不能做。
4，雜事等，沒錢買就要湊錢咯，銀行也要注冊咯，展廳要申請咯，實(shí)際上他們雖然有客戶，但是不一定有經(jīng)理客戶的平臺，這種情況也是需要等待的。但是很多情況是完全可以做樣品單的（只對家具來說）
5，要下單，但是因?yàn)檎箷蛳肟磸S。又或者是等待你樣品的質(zhì)量審查。做生意要穩(wěn)妥一點(diǎn)，肯定要先知己知彼的，要不到時延誤一個交期，客戶的損失又多大呢。
催的信一般也有如下幾種。
普通的就是這幾種
Dear Ethan,
I have just come back from the Dongguan furniture fair.
I am wondering if you need some classical furnitures.also the modern classics.
May I know the progress of your order?please let me know if you need anything.
Many thanks and kind regards
Respectfully
還有這樣的
Ms.cora
Thank you very much for your kind consideration.
Await your good news.
Many thanks and kind regards
Joe
這封是我最經(jīng)典的催回復(fù)信了，據(jù)說是第二天客戶就把訂單確認(rèn)了/
Hello,Frank
Good Middle Autumn's day.
Today is Chinese Middle Autumn festival.
I wish to show my greetings to you and remain With my sincerely regards to you my friend.
Kind regards
Joe Lau
實(shí)際上你催回復(fù)的時候一般都可以在什么節(jié)日顯示你的存在，在多寫一次，客戶就印象多一次。但是不要完全有PUSH的那種感覺，客戶一般的時間也比較緊，收到祝福要更好一些。象我對我的法國客戶有時總彪他一兩句法語。對方覺得很親切，往往他回應(yīng)的不是我的祝福，而是訂單事宜。比較粗魯?shù)木褪荳HEN WILL YOU PLACE YOUR ORDER這樣的信，客戶只會讓你直接進(jìn)入SPAM。你要知道，你不是全中國就你一家供應(yīng)商。所以就算你最后就是堅持、堅持、再堅持。很多客人不一定能夠馬上購買你的產(chǎn)品，但是可能會是一個潛在的買家。所以，即使他這次沒有買你的貨，也必須要經(jīng)常的通過郵件或者傳真發(fā)給他一些他曾經(jīng)感興趣的資料，比如價格降低了，有新產(chǎn)品了，通過郵件發(fā)一些產(chǎn)品照片了
等，費(fèi)用不高，但是會使客人知道你所經(jīng)營的產(chǎn)品，隨時會想起你，成為你的買家。 所以大家一定要有耐心，要會分析客戶的情況。
報價的時候也一定要做比較專業(yè)的報價單，我看過很多很多工廠做過的報價單。雖然價格比較好但是不顯眼，也沒有完全列出客戶要的資料。操作起來不方便，字體比較小。顏色輪廓不清楚，實(shí)際上我XLS雖然不怎么樣，但是也做了將近七份報價了，把這份做的比較好的按摩椅的報價模版給大家作作參考吧。如果又更好的報價模版請大家能也多多分享出來。
