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[原创故事]Story with My Indian Client

楼主#
更多 发布于:2017-03-04 09:05
Good day, Everyone! It‘s been a long time that haven't wrote any English article since graduate. Worrying whether my English would get bad. So suddenly want to write one, haha. Please forgive and point out my mistake if you found.
大家好!很久没写过英文类文章了,今天心血来潮就出来写一写。如果有写的不好或者错的地方希望大家见谅并指出,谢谢!

Today, I want to share my India client with you who is a nice and valued client(A). A is a purchase manager in his company, we saw each other in 2015 when he and his superior visited China. Their company owns an old brand like us with many years history. So even India clients have very bad reputation in all kind of industries, I still receipted him with all my heart.( I think every client should be cherished whatever his nationality is.)
今天我想跟大家分享一下我跟我的印度客户A的故事。A是他们公司的采购经理,2015年的时候跟他上级一起过来中国看厂。他们公司跟我们一样都有几十年历史了。所以即使印度客户在各行各业中的声誉都不太好,我还是很热情地接待了他们。

For the business trip them came to China this time, only wanted to find a longterm cooperation supplier in our industry, helping them produce for their new range in expanding marketing shares. I know they had visited many factories because they stayed here for nearly one week and their schedule was very tight. That meaned our chance might be very slim.  
这次他们的中国之旅是想在我们这行里找一个长期合作的供应商,帮助他们生产新项目的产品。我知道他们已经参观了很多家工厂因为他们这次在中国呆了差不多一个星期,而且他们的行程都安排得很满,这也意味着我们的机会很微。


I bring them to our production line, telling them about our regular production, testing system, our advantage compared to other factory (I think this is very important to know about the difference between your products with your competitors.And this helps much in earning my client's order instead of only focus on price.) But as you know, it's impossible for an Indian client not bargain with you, even they own an famous brand.
于是我带他们参观我们的生产线,跟他们介绍我们的生产日常,检验系统,跟其他工厂相比有哪些优势等等(我觉得认清自己的产品跟竞争对手之间的优势对赢得客户信赖以及订单有很大的帮助,这样可以让客户不仅仅把重点放在价格上)。不过,众所周知,印度人都是喜欢讨价还价的,品牌商亦然。


They cut our price of one model into a very very bad price that even lower than our cost. They also explained because many Indian had been importing a large amout of goods with very cheap price and poor quality from China to their market, so even they want to sell the good quality products, price would be an issue. For the orther models, they accepted our prices with only little discount, which also suprised us.
(Actually I think we could not only blame the India market, we should also blame ourself why we promise our clients when they asking for impossible prices base on sacrificing quality, which cause the poor market.)
A把我们的某个型号的产品的价格压到比我们成本还低,然后跟我们解释,因为很多印度人在中国以非常低价劣质的产品进口到他们市场,所以即使他们想做高质量的产品,价格也是很关键的问题。而对于其他型号的产品,他们只是砍了一点价,也让我们感到很惊喜。


Finally we have showed them our best price we could do, which still have large distance between their target prices. But we insisted we could ensure our quality in many ways.
最后,我给他们报了我们能做的最低的价格,但是跟他们的目标价差距还是比较大的,但是我还是强调了一次我们如何去保证我们的质量。

After they go back to India, A asked me to arrange the samples they were interested in, for their marketing research by sales department, who could directly decide whether we could cooperate or not. Thank God, A told me when they started this business, we would be their only choice. Just about time. Usually they would start the new project which has passed after about half year. So I waited and waited, also have been communicating with him about the development every month。 Do not believe any client's promise until you receive the payment. Sometimes A were impatient, telling me he would contact me if start or just not reply.
回国以后A就叫我准备好他们之前感兴趣的样机寄给他们,让他们的业务员决定跟不跟我们合作。谢天谢地,A最后告诉我,如果他们开启这个项目,我们会是他们的唯一选择。只是需要点时间。因为他们一般会在半年以后才会正式开展一个已经通过的新项目。所以我就开始了漫长的等待,当然每个月都有不断跟进最新进展。毕竟没收到定金前,客户的话真的不能尽信。有时候A会对我不那么耐烦,让我等他联系甚至直接不回复。


Until the end of last year, the prices of all materials had been rising sharply, I informed him that we would have large rising on every product at the begining of January. But if they could finish payment before that, we could reserve the price for them. (I have changed the PI for nearly 10 times before settle down)It worked. He sent the message back to his company and they decided to pay first with one model in good price for one container at the last day of December. I felt so happy that the over one-year battle had been finished finally.
直到16年底,所有的材料大涨的时候,我通知A我们会在1月开始全面升价了,如果他们能在那之前完成定金的支付,我们可以按原价给他们。(在那之前我起码改了10次PI了)幸亏这招还是有效的,A立刻跟公司反映了这个情况,在12月的最后一天打来了订金,要了一款我们卖得价格较好的产品,刚好一个柜。我好开心持续了一年多的持久战终于结束了。

But what happened next also suprised and confused me very much. About half month after they placed the first order, they decided to purchase one more model with us, which A had told me there was no chance in cooperating with this model before, because the price was much more expensive than their target price. However they have gave me an impossible mission, had to reserve the former price without any rising. I knowed it's impossible, what I could do was only to get a good price with little rise for them.So I refused him and began to apply the lowest price. At first my boss asked me to give up, I was so disapointed but then I found some materials had rising very very much which was unreasonalble and told her. After that she rechecked the price and asked me to deal with A and she would communicate with suppliers. However A still refused my offer, I thought I would fail this time. But several days later, they decided to buy from us. What a good news!
但是接下来发生的事情让我更惊喜,同时也很苦恼。下单半个月后,他们决定在我们公司采购多一款产品,而这款产品就是当时我们最低价也跟客户目标价差距很大那款,A之前就跟我说过这款产品我们没办法合作的了。但是他们也给了我一个不可能完成的任务,就是不能继续升价。我只能尽量去争取一个好点的价格,升幅少点。因为明知不可能,所以我当时拒绝他了,同时去申请最低价。一开始老板让我放弃吧,我也很失望,可是我发现升价以后的价格跟之前的价格差异太大了,根本不合理,我就带着对比数据跟老板再申请了一遍。最后她让我先接单,剩下的她解决。然而,尽管价格再好,A还是拒绝了跟我们的合作。我以为这次肯定是没机会的了。没想到过了几天他们还是决定在我们这边采购。

And A also told me thay were still doing testing on some other models, would place more orders after finish as an special item. These models are much more expensive than any other normal model, even many valued clients from other country would not consider.
A也告诉我还有另一款型号他们正在测试,测试完成以后还是会下单的,作为他们新项目的一款亮点。这款产品的价格也比其他常规产品要贵很多,即使其他国家高质量的买家也不一定会考虑。


With these experience with my India client, I have changed my thinking which had influenced by the outside world before. Even in poor market, you still could find a valued client if you have tried your best and be patient.
在跟这个印度客户的交易过程中,我改变了之前被外界影响而产生的一些想法:只要你认真对待,耐心等待,即使在落后的市场,你也能找到有价值的客户。


THE END.
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沙发#
发布于:2017-03-04 09:07
嗯,沙发还在,句式太长,看着累


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板凳#
发布于:2017-03-04 09:19
来跟一全老师学谷歌SEO和外贸推广吧!
博客: http://www.yiquanseo.com
公众号:YQwaitui

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地板#
发布于:2017-03-04 09:51
小错误不少  不过写这么大一篇已经很不错了
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地下室#
发布于:2017-03-04 09:57
厉害,耐心看完了。“ you could not believe any client's promise until you receive the payment.”
坚持,熬过黑夜就能看到光明!
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发布于:2017-03-04 10:08
cn1520260464mzsv:厉害,耐心看完了。“ you could not believe any client's promise until you receive the payment.”回到原帖
哈哈,谢谢·这里用Do not会好点
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地下城市#
发布于:2017-03-04 10:24
赞一个
义乌扬程货运代理,DHL,TNT,ups,联邦,EMS等,联系q 2881545025
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地核#
发布于:2017-03-04 10:44
纯英文厉害。这印度客户能成单与你良好的跟进和对客户的坦诚是分不开的,继续努力,继续加油。
鹰眼搜,快速帮您获取目标客户!海量客户,即搜即有!www.yingyanso.cn


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发布于:2017-03-04 11:01
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9重天#
发布于:2017-03-04 13:54
英语这么好,羡慕呀
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10楼#
发布于:2017-03-06 10:24
wow  不错的分享····
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11楼#
发布于:2017-03-06 10:48
你这么厉害圈妹造吗!
传统的B2B平台、展会,竞争压力大,已不能完全占据开发国外客户的主要方式,主动式开发才是新途径,联系QQ3167349103 有最新广交会国外客户采购商资料分享
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12楼#
发布于:2017-03-06 11:18
写得这么多 很厉害
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13楼#
发布于:2017-03-06 11:24
太长了,看着真累~
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14楼#
发布于:2017-03-06 11:31
代表圈妹~~~~~~~你懂的~
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15楼#
发布于:2017-03-06 11:55
knowed??? knew!!!
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16楼#
发布于:2017-03-06 11:55
勇于展示自已,就算英语水平一般,楼主是做销售的料,给你点赞
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17楼#
发布于:2017-03-06 12:24
不错 赞一个
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18楼#
发布于:2017-03-06 13:43
牛逼
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19楼#
发布于:2017-03-06 14:16
看完了
瞬间觉得我好厉害,看懂了
sophie su。whatsapp:008613602425970 qq:3500581700 .email:sales9@gd-lelian.com 佛山家具工厂!国内外都销售!
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