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.Enquiry12th,Oct 2010Buyers MessageSubject: Im interested in your ramie solid dying fabric,ramie piece dyed fabric,solid dyed ramie fabric Dear Ladies and Gentlemen, were 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, XXX2.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 2010Dear 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 KoreaSincerely 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.名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 1 页，共 18 页 - - - - - - - - - Best RegardsSales SupervisorGavin4.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: GavinPlease 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,XXX5.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 RegardsSales SupervisorGavin6.10月19号，得到他的邮件回复如下：Dear GavinOkay 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名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 2 页，共 18 页 - - - - - - - - - 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 RegardsSales SupervisorGavin7.10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/sizeWhenever 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 hows the specification?Pls kindly advise yr comments.Waiting for yr prompt reply.Best RegardsSales SupervisorGavin当天下午就得到他的回复：Dear Gavin, 名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 3 页，共 18 页 - - - - - - - - - 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!?名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 4 页，共 18 页 - - - - - - - - - After receiving the samples, well 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 materialas well as similar weight to yr original sample.And will quote to you later.Pls kindly advise yr approx quantity for our referrece,if its 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 willreture it back after bulk order.Is it available for you?Pls kindly advise yr comments.Best RegardsSales SupervisorGavin8.10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,名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 5 页，共 18 页 - - - - - - - - - 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 53/54Linen cotton pants USD6.70/PC FOB Shanghai by sea;To pure linen material,advise PL101# dyed fabric 14x14 54x54 165GSM 53/54Pure linen pants USD8.90/PC FOB Shanghai by sea;Any query,pls feel free to contact me.Best RegardsSales SupervisorGavin他即刻回复如下：Dear GavinOkay thanks, but I thought youll 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 RegardsSales SupervisorGavin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，名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 6 页，共 18 页 - - - - - - - - - 我老板其实只要收100刀.9.10 月 25 日Dear Gavin, please find attached the payment proof of the sample order please kindly confirm what samples youre 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 RegardsSales SupervisorGavin10.10 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: black2.Linen cotton fabric LC1515# 15X15 54X54 53/54 colour: black3.Pure linen fabric PL101# 14X14 54X54 53/54 colour: dark greyAnd 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：名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 7 页，共 18 页 - - - - - - - - - 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,Ill send some to you together with pants sample.Best RegardsSales SupervisorGavin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 名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 8 页，共 18 页 - - - - - - - - - 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：名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 9 页，共 18 页 - - - - - - - - - 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 dont 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 名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 10 页，共 18 页 - - - - - - - - - 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 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 名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 11 页，共 18 页 - - - - - - - - - accurate price can be calculated clearly.Hope you can be kindly understand.Any other query,pls feel free to contact me.Best RegardsSales SupervisorGavin/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 2010Yr original sample is not a regular one,its 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 thepockets ASAP.Wed like youd better not add pokects this time,bcs add anylittle,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 RegardsSales SupervisorGavin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，而且还名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 12 页，共 18 页 - - - - - - - - - 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 wed 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,wed better catch the time.Best RegardsSales SupervisorGavin15,12 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 youre going to arrange grey colour swatches of Pantone colour Cool Grey 8 and normal standard black colour. What do you think?名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 13 页，共 18 页 - - - - - - - - - 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! 名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 14 页，共 18 页 - - - - - - - - - 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.Wed 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 RegardsSales SupervisorGavin/Goldentex16.12 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 pantsFabric: Linen cotton fabric 15x15 54x56 53/54 Price:USD7.90/pc FOB Shanghai by sea;(with pockets and all detailes)Delivery time:15th,April 2011Payment term:T/T,50% for deposit,50% before the shipment;Pls kindly check and confirm above information,after yr approval,I will arrange PI forthis pants order.After receiving yr deposit,we can arrange fabric making firstly.Yr prompt reply will be appriciated.Best RegardsSales SupervisorGavin/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.名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 15 页，共 18 页 - - - - - - - - - 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 startthe bulk order making.Now we are waiting for yr confirmed about price and deliverytime,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 RegardsSales SupervisorGavin17,12 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 RegardsSales SupervisorGavin19.12 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,名师资料总结 - - -精品资料欢迎下载 - - - - - - - - - - - - - - - - - - 名师精心整理 - - - - - - - 第 16 页，共 18 页 - - - - - - - - - Good day to you!Well received stamped PI from yr esteemed company.Could you pls kindlylet 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 departmentfor order confirmed,hope I can receive it ASAP,Tks for yr kindly understanding.Best RegardsSales SupervisorGavin20.12 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. 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