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名人堂嘉宾
名人堂嘉宾
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[名人堂嘉宾]【小黄班长】如何抓住客户的心,订单滚滚来??

楼主#
更多 发布于:2014-01-17 20:18
如何抓住客户的心,订单滚滚来??

首先,做外贸一路走来真不容易,边摸索边积累吧
另外,外贸我觉得不仅仅是做业务,我觉得重要的是学会跟客户沟通,把客户像男朋友或者女朋友一样对待,或者你会收获更多,客户给你下单,很多时候是对于你这个人的认可和信任。
再次,业务员一定要对自已有信心,要耐得住寂寞,能吃苦,要沉得住气,不要抱怨得失,斤斤计较,你为客户做了那么多,为什么客户不给我回信?为何客户还是无动于衷?为什么客户还不下单?其实努力了终会有收获的,记得在启程的时候,一个同学说,她给客户发了很多信,终于有一天客户回信了,这是你给我的第108封信了,最后客户也给她下单,从此老板对她的态度改观了,地位也改变了。所以,坚持,坚持,再坚持!!!这是做外贸的王道。
在此,特奉上跟客户沟通往来到下单邮件,望能给到大家一点灵感,共同进步,大家一起飞跃。(亲们,多跟帖,很辛苦的)
Buenos Dias
Me interesaria obtener mas informacion acerca
de este producto, su precio final y opciones de envio al igual que precio hacia
Panama,
Ciudad de Panama

这是2012.11.1来的询盘,全是西班牙语,然后又是我们比较贵的一台机子,当时没太在意,就按常规回了封信,法语在前,英语在后
Estimado XX
Soy Locy de xx
Conforme a lo solicitado, Tenemos el agrado
de presentarles XX de alta frecuencia radiografía de rayos X en USDXX / FOB por
juego y adjunto es una cita de la máquina de rayos x para su referencia.
¿Podría usted
por favor háganoslo saber ¿Cuál es tu plan actual? O cuando va a comprar?

En espera de su pronta respuesta, si tiene
alguna consulta, por favor, no dudes en contactar conmigo!
Locy
Gracias y saludos cordiales
Dear XX
I am Locy from xx I am glad to offer you
help in medical field.
 
As requested ,We take pleasure in  introducing you xx at USDXX /FOB per set And
attached is a quotation of x ray machine for your reference.
 
Could you please let us know What is your
current plan ? Or when you plan to order?
 
Looking forward to your prompt response,
should you have any further enquiry please feel free to contact me!
Locy
Thanks & Best regards,
客户没有回信,2012.11.11追发了一封邮件,当然,每一个询盘我都会追加邮件的,这是必须的。
Dear XX
Glad to contact you again!
Have you kindly check my quotation for xxHope they are workable for your
market!
Sorry that we still don't receive any
information from you. I would appreciate for your any comment about our offer,
including price, quality, service. And your special requirement for the product
No matter if it is positive answer, It is
great help for us to meet your  
requirement.
Locy                                    
Best regards        
然后2012,11.21 的时候终于收到客户的回信了,原来客户没给我回信是有原因的。
Hello, XX
Im sorry that it took so long to answers
your mails.
I´ve been looking thru your products and im
interested in some of them, Have you ever shipped to Panama,
Panama City?
感觉客户说话挺诚恳,还有心道歉,快速回了一封,告知有发货到他们国家,还附上彩页,叫他告知要要买的具体东西型号,当时的感觉是不一样就买他发询盘的机器,所以再确认会比较好等
hello XX
Thanks for your mail and let me know the
situation
So what machine you plan to buy recently ?i
'd like to send you our catalog in the file ,please check and tell me the exact
model you want to buy ,i will give you more details
 
By the way ,we have shipped the machine to
your country before ,so please don't worry about the delivry
 
Last but not least ,when you plan to order
the machine ?
i am waiting for your news
locy
best regards

客户刚好在线,很快就回我了,我一看,有戏哦,就赶紧给他做报价
Hello Locy
Im interested in a couple of products.
The xx machine
Xxx 75L
Xx Apron
Xx Collar
Xx viewer
Xxx in 8x11 and 14x17
What about xx ? do you sell them? and xx ?
Would like to know price, different options
and shipping information.
Im planning to buy this equipment next
month so I can have it un mid january or February

因为客户是走海运的,要这货还是比较急的,在我做报价表期间,为了不让客户等太久就先写了封信让客户定下心来,顺便多了解客户动态,货物运输方式等

hello XX
Thanks for your sooner reply
i will make the quotation to you later for
you
We also have xx and xx etc ,
i want to know that are those machine you
buy for your own hosptial ?
you will delivered all the machine by SEA
right ?would you mind telling the name of sea port you want us deliver to ?
i do hope you can finish the order begining
of next month and goods delivered take some days ,then you will get all the
items January
waiting for your good news
客户又回信,给了港口信息

This equipment would be used in a Veterinarian Hospital that im starting in Panama.And
yes I want sea shipping.
The port I think the easiest one will Manzanillo International
Port in Colon.
我就查了下到那的运费,还有那边港口,就给客户将报价一起发过去并做了PI,并给他建议

hello XX
hope you are fine
i am writing to send you the quotation for
the x ray machine ,you can check in the file
As you say shipped to Manzanillo
International Port
in Colon,i have checked from my forwarder and
better directly shipped to Panama,
Panama City to
you ,it is in your country ,maybe nearest for you to pick up the goods
 
So i have counted the freight cost for you
to Panama, Panama City at USD XX by sea ,and i also made
a PI for you each item one set
Please kinldly check and arrange the
payment sooner
客户又回信了,希望他从其他公司买的货也让我一起发
So you will ship where? to Puerto Balboa?
Will be much better for me if its shipped here to Panama.
A couple of questions,
What´s the price for thexxx machine
Is there other options for the xx  XX each I think is expensive
What´s the price for the 50L , im thinking 75L is way to big.
And Im also making a deal with a company
name XX that sell xx and so on. Can we add some of their products to our
shippment? to have everything delivered at the same time? Can you take care of
that, I can send you the contact so you can talk directly to them
Thanks for all your help
当时我请假在家,只能大概给他回信,告知一些价格,让他告知另一家联系方式,还有让他确定数量
Hello XX
thanks for your sooner reply
first ,xx  is USDXXper set
second,we have 50L xx  USDXXper
set
third,we get normal one xx  USDXXper set,but not LED
We can also help you ship the goods from
other company,please provide their contacts,i need to know total CBM of their
goods,this relate to the freight cost
we can also ship to the sea port as you
requested
客户回复很及时,给了我货物具体数量,还给了我对方PI和装箱单还有联系方式
Ok when you say you will ship to Panama City, this means
the equipment arrives where? I can give you the address of my office and do you
take it there? Or do I have to take care of the customs paperwork and payment
or your shipping company take care of that? That´s what im not sure, can you
please explain me.
I´ll go with the xx , the 50Lxx  and two SIngle xxs, not LED
Also 2 xx and 2 xx , 2 8x10 xx and 2 14x17
and 5 xx .
Im going to finish the details with the
other company and i´ll let you know. Do I pay them directly or you buy the
equipment from them and then i´ll pay you, how will it work

This is the contact of the lady from XX
XXXXX
XXXXX
XXXXX
Im still not sure how will the shipping go,
Can you please explain me how have you shipped previously to customers in Panama!
This week I was doing surgery with a Dr, who says has buyed equipment from you,
his name is XX
我发现客户好像不太懂进口,比较依赖我们,还有他的病人刚好是我们的客户,这信任度突然增加了,在家就没急着回信了,缓了缓,回来后给他回了个长信,加上别家货物并再次算运费.另外利用当地已有客户进行谈判,可以增加客户的信任度。
hello XX
Hope you are and sorry that let you wait
for my reply due to my offwork back to my home town
First, Thanks for confirming the item and
quantity to me and  providing the contact
from other company you buy the goods ,you can pay them directly and ask them
deliver the goods to Guangzhou
for us ,it is ok .
 
Second, the first time freight cost shipped
to Panama City, which means shipped to Panama City sea port .And this time you
say that shipped to Panama ,better shipped Puerto Balboa sea port ,that is not
a problem ,we can do as you requested ,and you know delivered by SEA ,you have
to go to sea port to clearance and  pick
up the goods .This is not delivered by EXPRESS like DHL ,we can't do door to
door for you ,hope you understand
 
Third, as to the shipping you no need worry
about it ,once you make the payment to us ,and we will prepare the goods to you
and everything ready ,we will ask the forwarder to pick up the goods ,they will
deliver the goods and give us BL and then we will deliver the ORIGINAL BL for
you to pick up the goods .when the goods near arrive to the sea port ,their
local forwarder will also inform you and ask you to do the clearance and use
ORIGINAL BL to pick up the goods ,is that clear for you ?
 
By the way,you are right that XX  is my manager client, he cooperate with us for
many years ,and he just buy some goods recently from us also ,he usually
shippep the goods to Panama City sea port ,if you get any question, you can
also consult from him .PS:the world is really very small ,we all meet
together  ^-^
Last but not least ,i have made a PI for
you which ship the goods to Puerto Balboa
and also including the freight cost for other goods from XX please check
and arrange the payment so that we can close the order sooner ,and you get all
machine sooner
waiting for your news
locy
best regards
客户回信,他对流程不懂,那我就要努力让客户清楚了解
Im going to send you a new invoice from XX,
i changed some items and the shipping price may vary.
I told XX the lady from XX that as soon as
we finish the deal you´ll contact her to see the shipping details, is that ok?
As for the equipment from you Im only
waiting for the other company so I can pay both and you can ship, how long will
take to arrive? and a company here in Panama
which will manage the cargo when it arrives told me to ask you to send me the
original bill to Panama
by courier maybe DHL so I can begin doing the paperwork before the cargo arrives.
我回信给客户一一道来进口流程,有问有答,让客户觉得你是专业的,让他感觉找对人了。
hello XX
First ,you know freigh cost by SEA is
according to the CBM,you say change some items for XX  ,if there are total CMB still between 2-3,the
freight cost is the same ,as no matter 2.3CMB or 2.9CBM,if exceed 2 will count
for 3CBM,can you understand my point ?
Second,"As for the equipment from you
Im only waiting for the other company so I can pay both and you can ship"Do you mean you wait for other company pay for you and then
you can pay for me and XX? if yes,hope not mak us wait so long

third,"how long will take to
arrive?"
Normally ,it will take
25-35days by sea to deliver the goods to you ,but deails will know once the
goods shipped .

Furth," and a company here in Panama
which will manage the cargo when it arrives told me to ask you to send me the
original bill to Panama
by courier maybe DHL so I can begin doing the paperwork before the cargo
arrives."
Once we get the Original
BL,we will deliver it to you by DHL ,surely you will get the Original BL before
the goods arrive to the sea port ,then you can have the time to do paperwork .

So is that everything clear now ?please
don't worry that once the goods shipped i will also help to Tracking cargo
information,
Is this the first time you buy goods from China
?it is not a big problem,when you make the second order ,then you will clear
everthing
any question ,let me know
locy
best regards
客户又回了,更加信任我,
Yes you are right, this is my first time
buying! that´s why I ask so much
Everything is clear, im just waiting for XX
to send me the new proforma tu see if its still between the CBM desired and
then I´ll make the payments.
One last question, for the equipment from
XX, i have to pay them first and then they`ll ship it to you or they ship it to
you and I pay all the goods to you?
听到客户终于要付款,心就定下来了,当然邮件还是要回的
helloXX
i am glad that i can offer you help and
make you clear about importing goods from China
By the way ,no matter what way ,you should
make the payment before company make the shipping to you .So you can pay them
for their goods ,and pay us for our goods ,and then ask them deliver their
goods to us .Finally ,we will send all the goods to you
 
So i will wait for your copy of paymen
客户没有回信,追了一封,毕竟要下单,跟紧点总不会错,问问电源和详细联系方式,方便发货和进一步沟通
Hello XX
How was your weekend ?
i just contact marry and she will send the
new PI and packing list for you ,she say that the total CMB still exceed 2 .so
my PI for the total  amount will not
change ,hope can receive your copy of payment sooner so that we all can arrange
the machine to you
By the way ,would you mind providing me
your full address and phone number so that i can delivered the goods to you
correctly and contact you directly ?
PS:what is ecectronic you need for the
machine 220V 50Hz ,or others ,how about the scoket ,you need two pins or three
pins ?
i am waiting for your sooner reply
locy
best regards
客户回信了,告知了我详细联系方式和电话
Hello Locy,
Everything is great here, thanks for asking
My address is
XX
XXX
XXXXX
This is the address where I want the
original Invoice sent to. My phone is XX or my mobile phone XX
As for the electronics we use the same
socket as in the United
  States. For the xray viewers will be 110v to
220v the socket of the image im sending you, for the xray machine 220v. Three
pins.
I also sent you the proforma invoice from XX,
I told her to ship them to you to Guangzhou.
She says it will take aproximatley 15 days to have everything ready.
I´ll make both payments this week and it
should take about 3 day so you see the payment.
Thanks for all you help

基本上一切搞掂了,回信让客户也放心
hello XX
Thanks for your sooner reply
I have write down all your information
,from contact details to machine details
Once you make the payment ,just let me know
and send me copy of payment
i will do my best to support you
now ,it is lunch time in China ,i will take something to eat
,maybe you will take a good rest
hope everything go well
locy
best regards
客户虽然很好,但是款没到帐就不能松懈,客户还没付款,再发邮件,抓住客户关心货物什么时候到出击,让客户进一步放心打款。
Hello XX
how was your day ?
Today you will make the transfer ,then this
Friday maybe i can receive the money ,and then i can start to prepare the goods
for you ,that means on the midlle of December ,i can deliver the machine to you
,then you will receive the goods on the January
 
So waiting for your good news  and finish this order for me November
locy
best regards
到这个时候,客户一般会告知你他的动向
Hi Locy
I will be making the payment tomorrow,
Today in Panama
is a holiday so banks are closed.
I will let you know as soon as I do it. I
know International transfers take a minumum of 3 working days to be reflected
so maybe on Friday you can get it and start preparing everything
原来客户是假期哦,难怪没付款,我回信表示感激
ok XX
thanks for supporting my job ,hope you
enjoy the holiday
now it is night in China ,i will take a good rest and
you should also take care
locy
best regards
第二天2012.11.28客户付款了,很感激客户的守信。
Hello Locy
I just made the payment for both companies.
You sould receive by thursday or Friday the
amount of $XX by the name of XX, if you wish I can send you a scan copy of the
transfer document.
I also send the transfer to XX for the
amount of the items and the shipping to Guangzhou
so you should talk to XX to see how much time will it take to arrive so you can
send me the whole cargo.
Also as I told you I´m gonna need original
Invoices from you and from XX sent thru DHL to the address I sent you, so I can
start doing customs paperwork. Im guessing the whole cargo should arrive in mid
January or you think it might get here earlier?
Also if its not to much trouble can you
send me a print catalog of all your products,im going to ask merry the same
thing, im going to need a lot of stuff for the future and if everything goes
well we should be doing a lot of future business!
I really loved the
service you gave me, has been one of the best!

Thank you very much! Sent me a tshirt or
something from China
hahahaha i love free stuff
客户给我的赞美,就是对我工作最有力的肯定,心里美滋滋的,一切付出都是值得的,继续为他安排货物的事宜
hello XX
Thanks for your supporting my job and highly
appreciating in me and our conpany ,it is my honot to service you
First ,good news that we already receive
your money and we are start to arrange the machine to you now ,i also call XX
,and she will deliver the goods to us in 15days ,When all the goods ready ,i
will book the boat and deliver the goods to you
Second, Now it is export busy season ,as
new year is coming ,many people are busy in buying ,so logistics also busy
,many warehouse burglary ,no matter how ,i do hope you can get all the goods
earlier ,please don't worry
 
third ,Only when the forwarder pick the
goods from us and start to deliver the goods ,i will get the BL from them, then
i will USE  DHL deliver the original
invoice and BL for you .hope you understand
Forth ,it is my pleasure to send the
catalog for you along with the machine ,that is benifit from our long term
business ship .
Last but not least ,i am willing to send
you a gift with China's
taste ^-^
ok ,after a long mail to you ,it is my time
to take lunch now ,thanks agian my friend
locy
best regards
这个单子为期一个月搞掂了,再次确认电源细节,很重要,不然机器可能用不了
hello XX
Still
one   small thing confirm from you

you need the machine 220V ,60Hz ,right?
as you know that
220V single phase
380V three phase
So please confirm the one you need
i am right here waiting for you
客户回了,基本上搞掂一切,只等备货发货了。
220V 60HZ
我回信收尾
Hello XX
GOT IT
Now ,i will go home to take lunch ,very
hungry
Maye you should go to sleep now ,have a
sweet dream
please say my best regards to your family
locy
best regards

沟通是成单的关键,分享会使你进步,外贸圈会因有你而更精彩

8条评分, 铜币 +20
喜欢176 评分8
Do what you love,love what you do !
cn1001777364
外贸新生
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沙发#
发布于:2019-01-23 21:59
有点意思
丁军-畅销书《TTM全面外贸管理与案例分析》的作者,“STTM(Strategic Total Trading Management)战略全面外贸管理”体系创建者与推行者
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cn1516032284borj
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板凳#
发布于:2015-11-16 22:50
第一,十分佩服楼主懂西班牙语。
其二,邮件简单明了,从中也可以看出楼主做事干净利落
When do you place order?send the PI immediately...
详细询问每一个过程的细节
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zshongbao
外贸博士
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地板#
发布于:2015-10-13 09:00
谢谢分享
top one
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cn1515445621yolw
404
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地下室#
发布于:2015-09-02 16:09
受教了
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cn1515198925ybmf
外贸学长
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下水道#
发布于:2015-09-01 10:53
干货收藏了               外贸交流群462779832
SOHO 外贸交流群,462779832 欢迎大家加群学习交流
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us1515538173jmrq
初来乍到
初来乍到
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地下城市#
发布于:2015-09-01 00:58
很棒的楼主
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地核#
发布于:2015-08-31 14:18
太赞了,谢谢楼主分享。
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cn1515445621yolw
404
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地心#
发布于:2015-08-24 11:29
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9重天#
发布于:2015-08-24 11:00
外贸神人下一个就是你了
专业代理国际快递DHL UPS FEDEX TNT EMS国际专线 国际空运!日本专线价格超优惠
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cn1515329460wury
外贸新生
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10楼#
发布于:2015-08-24 09:07
学习
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ntfengqing
初来乍到
初来乍到
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11楼#
发布于:2015-08-23 14:59
厉害,好文章值得学习。
专业生产高强涤纶线,尼龙线和空心线。
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cn1513456073
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12楼#
发布于:2015-08-22 17:50
邮件模板分享
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cn1514727747utsh
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13楼#
发布于:2015-08-22 14:32
把整个过程都写下来了,很详细很赞啊!
http://lg-wujin.en.alibaba.com/ hotel articles professional manufacturer in china
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cn1512410038
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14楼#
发布于:2015-08-22 13:37
谢谢分享,涨知识啦,外贸真是一场持久战,坚持
Nothing is impossible,you are the best one.
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cn200115009
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15楼#
发布于:2015-08-22 13:35
赞一个,写的很细
hope for the best and prepare for the worst。。。 18858319088
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cn1510323419
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16楼#
发布于:2015-08-22 11:55
好贴
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cn1510813568
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17楼#
发布于:2015-08-22 10:53
非常详细,实用。支持
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yxjtnh
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18楼#
发布于:2015-08-22 10:31
做机械的人,老外就喜欢中国的机器,价格美丽。
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cn1510071480
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19楼#
发布于:2015-08-22 09:28
楼主很细心哪~!
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