【外贸案例外贸案例】从开发到下单全过程从开发到下单全过程-附往来邮件附往来邮件乱花渐欲迷人眼，浅草才能没马蹄。人归落雁后，思发在花前。天若有情天亦老，人间正道是沧桑。牢骚太盛防肠断，风物长宜放眼量。穷则独善其身，达则兼济天下。2010-03-14 12:17:17 来自: Pin(EVA) 作者：改行坐沙发 (妖家 78) 原帖：http:/bbs.fobshanghai.com/thread-2433604-1-1.html = 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,贴出来跟网友一起分享 （1） 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, its 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： Im 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 salesxxxxx.com.au 我： Thanks , Im 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） 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, Its been a great pleasure to talk with you via the phone. Its 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) 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。 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。X 登录 Email: 密 码: 忘记密码了 在这台电脑上记住我 还没有注册. 2010-03-14 12:18:44 Pin (EVA) 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 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 删除 2010-03-14 12:19:42 Pin (EVA) Hi Lucy, Its so great to hear from you. Im 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. Its 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 its 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 邮件刚发过去就收到客户的回复了 附件中带了她想要找的产品图片 Hi Terry, thank you for your quote what great timing - I was just sending you this can you please quote this hanger attached ? 40cm wide metal hook is 8cm to start of top of hanger hanger is 15cm in height regards 我们主要是做木衣架的 公司成立到现在还没出过塑料衣架的单子 也没什么固定合作的工厂,当时心想够呛，估计不好搞定 专业一点的都知道塑料的产品价有重量还有材料差不多就能报价了 我还问产品的厚度还有尺寸,呵呵,幸好客户也不专业 Hi Lucy Thanks for your email and your product picture as well. Since plastic hanger is different from wooden hanger, we could not figure out the exact price without detail information of the product, such as its thickness, its weight, etc. If we could get a sample of your hanger, which could be the best. So that we can figure out everything much easier. Looking forward to hearing from you. Best