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Sky
Sky
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阅读:28231回复:174

满纸辛酸泪,终于接一单!干货在跟帖中,持续更新ING~

楼主#
更多 发布于:2012-03-02 15:44
    年华似水匆匆一瞥,时间就这样悄悄溜走; 转眼已经工作一年了!   在前年还没毕业的二月份就到了现在这家生产包装机械的企业,和许多做其他产品的同学和朋友不同的是,我外贸快一年连一个样品单都没出,一个都没有!在经历了无数次的开发信,无数次的杳无音讯之后在去年年底12月份终于迎来的第一单;真可谓久旱逢甘霖,这种滋味我想在机械行业待过的朋友应该都能了解; 平时特别喜欢Linkin Park的歌,特别是LP的My December, 当时为了庆祝12月的拿单,把所有的网名也多改为My December~ 希望后期都能有像12月一样的运气~

     现在想想没有太多幸喜,只有继续学习;今天开始把我和客户的沟通记录在这里贴出来,希望对后期刚从事本行业外贸的同行能够有所帮助! (会连续贴出,请大家多拍砖关注,为了不被上头说,名字等信息就不放上面了)

买家第一封邮件,非常简单;开始以为是个泛泛问价格的,但毕竟不敢确定且手头上没有客户,还是认真回复:
Dear supplier:
Good day.
This is steve from ************ Trade Co. LTD. We are interested in  your paper packing machinery.
We are the biggest distributor in our city for packing machinery, so we have steady sale chain.
If your company can provide, offer the price list 、catalog&what you can have.
Thanks
Best wishes
Steve

第一次回复,主要是想勾起买家兴趣;在google上查了该国这家买家两个同行,就在邮件中吹嘘了一番,其实我们之前虽然出口国美国但是没有和美国的这两个买家合作过:
Dear  Steve:

It is good to hear from you and thanks for your inquired. My name is Sky ***, i'm the paper packing machine sale manager for our group.

You are not the only importer in the USA that has asked us about this products. We have also received inquires from ****** and ****** in American. Frankly to say, we are the OEM for the most famous auto-packing machine brand"******" .
We are a professional manufacture with 20 years experiences in China,offering over 100 various kinds of this machine output up to ten thousands pieces.We are the best manufacturer that you can trust in China. As you know ,we have so many types, so it would be help if you could tell us your detail requests for the paper packing machine , that we can give you our price list and catalog. Thanks

The following website is one of our factory website *****, you can take a look first.

I look forward to see your reply! With my best regards.

 Sky
未完待续……你的支持是我继续的动力
7条评分, 铜币 +22
  • morris
    铜币 +3
    2013-01-05 14:35
  • cn1000618764
    铜币 +1
    激动
    2012-06-21 11:29
  • cn1000618764
    铜币 +1
    运用了技巧!
    2012-06-21 11:16
  • cn209775211
    铜币 +1
    神马都是浮云
    2012-04-17 13:59
  • cn1000675004
    铜币 +1
    2012-03-29 11:53
  • cnysdg
    铜币 +10
    优秀文章,支持!楼主灰常幽默
    2012-03-29 10:44
  • cn1000426669
    铜币 +5
    优秀文章,支持!
    2012-03-16 20:28
喜欢14 评分7
Across the Great Wall we can reach every corner in the world.
小白
行业大本营
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沙发#
发布于:2012-03-02 18:29
谢谢LZ的分享,初做外贸,真的很需要彼此的支持,期待LZ继续~~
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钢铁侠
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板凳#
发布于:2012-03-02 18:38
恭喜恭喜,支持楼主,期待更新!
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msviolin
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地板#
发布于:2012-03-03 08:03
恭喜楼主,做外贸其实很寂寞的。我做了将近七个月了,年前六个月只出了两个样单,年后一个月一单未出,有压力的!一起加油哈!
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瑞金娜
外贸博士
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地下室#
发布于:2012-03-05 09:10
LZ的思维真开阔,我都想不到去查询一下合作的同行,期待LZ的未完待续,搬个板凳坐等~
五金行业旺旺群号:940803903,欢迎您加入
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麦奇奇
行业大本营
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下水道#
发布于:2012-03-05 14:29
LZ咋接的单呀?
新浪微博:ALI行业汇-大机械
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叶子
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地下城市#
发布于:2012-03-05 15:51
同行刺激,在这里看来起了关键性作用啊,期待楼主更新!
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cn1000676955
外贸新生
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地核#
发布于:2012-03-05 16:19
 
I’ll do my best to do foreign business
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Sky
Sky
外贸新生
外贸新生
  • 用户名Sky
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地心#
发布于:2012-03-07 15:14
顶的人少,不妨碍我继续写下去,希望大家多支持噢~ 第一封回盘发过去后,因为比较忙等到第二周的星期三才发现买家还没有回复;这时想起该去封邮件在提醒下买家了

Dear  Steve:

Have a good day!

Did you received my email which i sent on last Friday as below,
It would be help if you could tell us your detail requests for the paper packing machine, that we can give you our price list and catalog. I think you can understand this;  As you know, our company is pleased to offer the knight service and high-quality goods as we have great research , assemblage and quality departments adopting the advanced management and fixtures

if you have any questions, pls feel free to contact me; and you kindly reply will be highly appreciated.

Sky

发了这封邮件过了两天,买家依旧没有回复,原本以为这个客户就和其他那种发询盘套价格的客户就这样算了,没想到发完第三天的时候买家回邮了,依旧是惜字如金,还不敢确定客户是否真的采购

Dear Sky :
Good day.
Thanks for your conformation e-mail.
Paper packing machine, we need the following stye,if you can supply, please let us know your price and details. thanks.
Input Power:8.0KW
Input Voltage:110V
cutting size:200 cm x 120 cm
weight: 40/50gr per  stere
Production Efficiency:1000 bag/min

 We  need 2 sets
waiting for your reply...
Thanks a lot...
Faithfully
Steve

目前这个情况,要是你会如何回复呢?!未完待续~
Across the Great Wall we can reach every corner in the world.
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麦奇奇
行业大本营
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9重天#
发布于:2012-03-07 17:58
一般收到买家这样的回复,我都直接报价了,再附上我们的目录册,然后报价后买家就彻底消失了呢。。。
新浪微博:ALI行业汇-大机械
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麦奇奇
行业大本营
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10楼#
发布于:2012-03-07 17:58
不过看来楼主是接单了,恭喜楼主
新浪微博:ALI行业汇-大机械
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Sky
Sky
外贸新生
外贸新生
  • 用户名Sky
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11楼#
发布于:2012-03-08 17:01
买家终于回盘了,通过询盘的类容来看,买家对产品方面还是比较熟悉的;赶紧回邮;从买家邮件看不喜欢啰嗦,所以回邮的时候尽量麻利点
Dear  Steve:

Thanks for your kindly reply!
About our quotation details, pls see the attached. Also, pls note the price on the FOB XIN GANG basis  and Validity  for one month.

For more about our products, pls browse our website:***********

Your quickly reply will be highly appreciated. With my best regards!

Sky
附件放了详细的EXCEL带图片的表格报价单,虽看起来简单,但是经理把这个报价单看了很多遍,让我来回修改了10多次;可惜没法放上来,要不可以给大家看看,我认为做的还是相当的专业美观的~ 当然这中间也和买家在MSN上沟通了两个多小时,买家详细的问了些产品技术参数和细节方面的东西,感觉买家越来越靠谱;键入佳境啊;果然,买家当天就回邮了!
Dear Sky:
Thanks for your kind reply.
Your information are very important to us. Now we are sure that you are the exact supplier we need.
We will import products from you.
I need to prove your good quality  to  our buyer, so please send us two speed control free samples for reference.
Your understanding is high appreciated.
Waiting for your confirmation .
 Sincerely
Steve

看完买家的回邮,有点;这么早就提到配件的样品,难道买家是来骗样品的?看起来不像啊?买家要的配件是调速控制器,所有的包装机械上几乎都装有,用来调整设备速度的;虽是个小部件但两个加起来也得近100刀,再快递给买家也得近100刀; 买家这么狮子大开口我业务员无法决定,没办法只好去请示经理了
经理分析了买家背景和之前的沟通内容后,觉得此买家是可信的,为表示诚意拍板决定样品免费送的,但是买家必须付运费。(如果我决定的话当然是买家也要附样品费,后来和经理沟通为他为什么同意,他说:查了买家背景资料很真实,买家应该不止问我们一家要样品,其他厂家肯定不愿意免费,如果我们免费到时候买家就不好意思不从我们这拿货了;姜还是老的辣啊)

回得邮件如下:
Dear  Steve:

It is a pleasure to know of your interest in our products. The samples you have requested are now available. As you know ,we are a big group and there are so many customers need our samples, we can send you the sample by free, but you need to bear the express freight. I hope you can understand this.

I have checked, the express freight for two samples  to you place is 95USD,  our bank information in the last email attachment.
Also you can tell us you express account No.

We hope you find these samples your killing.We would like to reiterate that we accept customization of products to suit your requirements.
 Plesse do not hesitate to contact us for any further clarification。

Looking forward to reading from you. I hope you have a good weekend!

Sky

未完待续噢,请大家继续支持~
Across the Great Wall we can reach every corner in the world.
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Sky
Sky
外贸新生
外贸新生
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12楼#
发布于:2012-03-12 10:29
居然还是没人顶,不过无所谓,继续写下来,希望对看的人有帮助
邮件发过去了买家当天回复,不过周末有事我是第二个周一才看到~
Dear Sky:
Good day.
 
I am happy to know that the samples are available now.

For the express freight,frankly speaking,my boss can't accept that we bare all the money. You know ,till now we are not sure about yours quality although we appreciate your company.I can feel that you are a honest supply, and we are also a real buyer, so we match each other.
 
In order to make sure the benefit of you and us, we share the freight, ok? That is very fair to you and us, isn't it? This is not affair about money, but the establitation of trust.
 
So if you are ok about the freight,please let me know.We can go further.
Waiting for your confimation
 
Yours
Steve

买家比较有实力,但是收到他这样的回复后我是觉得他挺“抠”的;不过还是明白这句话:买卖争分毫;  这一点也不假,在任何谈判的时候都要将自己的利益尽可能扩大
Dear  Steve:

Thanks for you quickly reply.  I can understand your situation

As per the summing-up made by our financial department in the last year,the statistics showed that we had a very heavy burden on sample cost,During the past years we supplied the small quantity samples to our customer free of charge,in this way,we not only had to pay the samples cost in our factory,but also pay for the postage to express courier,such as UPS,Fedex,however,It's a very big costs, Under the above-mentioned situation,we find it is getting difficult to run business in this way.

In order to solve this matter in a reasonable way, we hope our customer could help to bear the cost by paying the postage.
we believe this will do favor to develop the business between us,most of our customers is doing in this way now. we sincerely hope it will be also workable to you. Also, if you have account in the express company,  pls tell us.   Thank you for your cooperation.

Good week.

Sky
和经理商量,结果是不可能再让步了;买家不错,我们又想争取,所以写了这封相当诚恳的邮件,动之以情晓之以理,希望客户能认同;预知后事如何,且听下回发帖;你的关注是我的动力
Across the Great Wall we can reach every corner in the world.
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cn1000794622
外贸学长
外贸学长
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13楼#
发布于:2012-03-12 12:53
很详细呢,恭喜LZ
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cn209765982
外贸新生
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14楼#
发布于:2012-03-12 13:12
更新快些啦
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TT
行业大本营
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15楼#
发布于:2012-03-13 13:12
继续期待
旺群:550586785  & 317677066 管接头、阀门、密封件、泵及配件、轴承、传动件等 旺群:837015060  模具 ,电机,定制加工服务等 我们在这里等你~
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cn1000613316
外贸博士
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16楼#
发布于:2012-03-13 13:48
我也是做机械的,现在感觉好茫然。。真的不值得如何应付当下的工作了,感谢楼主的分享!关注ing
主营立式卧式注塑机,辅助机械的出口! QQ:1366050578 邮箱:sales02@hbxt-trade.com
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cn220257109
外贸研究生
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17楼#
发布于:2012-03-13 14:42
sky,你写的真好加油
我要一步一步往上爬,在最高点乘着叶片往前飞,小小的天留过的泪和汗,总有一天我有属于我的天!
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wxchangrong
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18楼#
发布于:2012-03-13 20:53
向楼主学习该学习的……
I was born intelligent - education ruined me.
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Sky
Sky
外贸新生
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19楼#
发布于:2012-03-14 11:34
感谢各位楼上的顶贴呵呵,给我在论坛发消息的朋友我都已经回了,以后有相关问题大家可以多保持交流,当然对于此贴有什么疑问和相关建议的话也请随时提出噢,这样我们可以共同进步~

要知道上一封“义正言辞”的回绝邮件开始花了相当的功夫;因为既要保持自己的立场,又要不得罪买家;所以语言组织上和内部的沟通上发挥的相当长的时间;

好在一切的努力没有白费,买家回邮且愿意按照我们的要求承担运费~
Dear Sky:
Glad to receive your kindly reply.
 I have to admit you are a very cautious seller...
I have discussed with my boss, and I tried all my best to persude my boss to accept your request.
The good news is he agree to take all the freight charge,but he is very strict to product quality.
Hope your products won't let us down.
OK, this is our TNT account No.:******
 
If everything is ok,we hope to get your samples ASAP.
Yours
Steve

长舒一口气后,下面就是趁热打铁了;其实样品早就准备好了,就等着客户的确认,到了这个点了和买家的沟通就必须快!否则,有可能到嘴的鸭子就飞了~ 忐忑啊~
HELLO, Steve:

Thanks for your understanding and cooperation. We have set the sample by TNT this morning, and the TNT customer service told us you will be received in three days. Pls tell us if you received.

With my best regards.

Sky
和TNT确认说三天会到米国,但是上面这封邮件发出去之后到了第四天买家仍旧没有任何消息;签名谈得还算不错,不会这个关头真出上面岔子吧? 给买家打电话也一直是没有人接,不得不邮件在催促一下了~
Dear Steve,

Have  a good week~

Did you received our samples? i have checked online, the TNT website showed that it was endorsed by George*****.

Your quickly reply will be highly appreciated~


Sky

也不知道到底买家对样品是否满意,是否同意下单……
接下来会再告诉大家

Across the Great Wall we can reach every corner in the world.
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