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    LYLS

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    我写的邮件是啰嗦了。。。这里是我小小的空间,发出来这个帖子目的是给自己看的,看清楚自己是如何一步步落得把客户吓跑下场,算是自己汲取教训,总结经验的方式。
    同时,也希望这帖子有点用,给需要的圈友一些经验,看后避免出现像我这样的情况。

    今天6-3修改了邮件,大家看后如有建议,欢迎点评。谢谢。

    4月22号我的邮件

    Hi  SAM


    How are you . I am sala, tell you good news , thenew plastic box has got the consumers' appreciation ,because last year the customer ordered 400000pcs who has come back again to order now , and the customer needs it urgently.

    Last time ,you sent me email ,and I could not see the information you sent ,so later it works so I replied you by my personal email .But at that moment ,I am not sure the new design plastic box whether
    is appreciated for Europe consumers because temporarily no any comment from him so at the moment ,actually I am not dared to recommend it to you .

    Now ,my customer come back again for another 400000pcs ,and need it asap ,so now I am dared to tell you the above .

    Attach the bulk of plastic box pictures for see.

    If you would like to have sample to test or other information ,feel free let me know .

    Your early reply would be very appreciated .


    修改 6-3

    How are you . I am Sala ,hope you still remember me .Recently my one customer has  ordered again the new design box for 400000pcs .

    Last time ,I have sent you email and replied you a little late because i do not see your information timely by Internet problem. Meanwhile,I am not sure whether it's appreciated for Europ since no comment received from them
    at that monent .

    Now ,customer need it again urgently ,so timely update its selling situation for you .

    If you would like to further know it ,please let us know .



    On Apr 24, 2017, at 09:08,  wrote: 4月24号的我的邮件

    Hi xx ,
    Happy Monday. The day before yesterday ,may I know have you received my email ? The new xx with the welded box is 0.06$/set only .
    Recently ,do you have any purchasing plan for it ?
    Wait for your early reply soon .


    修改6-3
    Hi Sam,
    Happy Monday .May I know have you received our email the day before yesterday ? The new box is 0.06$/set only ,
    Any purchase plan you have now  ?




    4月25号  客户的回复
    Dear Sala
    I’m glad to know about. I got your email. I’m going to make a new order in a few days, I’ll keep you update.

    4-25号 我当天的回复
    Date: 2017-04-25 23:16
    Subject: Re: Re: Hi xx
    Hi xx
    Glad to hear from you too Yes the new design plastic box  enjoy the customers' appreciation, and come back again for the second order already.(这里主语不一致,语法错误)
    Wait for your early arranging ,so we could arrange ,so could produce your order soon. Meanwhile let us know what the quantity for telling you the lead time .
    Thank you.

    修改6-3
    Well wait for your more information soon .If you would like to know the lead time in advance ,we're always at your service .


    5-3号 我当天的回复
    Hi xx
    How are you ? Our one customer will ship the xx order next week ,as now we just produced a part of xx ,we will finish all next week as
    now we have added more machines for production.
    Attach our packing detail for your see .
    If you would like me to check now the plastic box shipping fee that go to Spain of Barcelona port ,please let me know .
    Thank you very much !

    修改6-3
    Hi sam,

    How are you ? Recently more and more customers show appreciation on the new box .In order to meeting the process ,we have started making new machines .

    Recently we have finished the customer's order ,attached its packing ways for you review.

    If you would like us to check the sea freight for you ,feel free let us know.


    5月4收到客户的回复
    Hi Sala
    Could you please tell me the price for 100.000 separate box, and send me the technical data sheet.

    5月5号我的客户
    Hi samr,
    Thanks for your quick reply.
    Non-xxis 0.058$/pcs . 50Kpcs/carton box ,so 20cartons for 100,000pcs
    B is 0.0539$/pcs . 5.2Kpcs/carton box , so 21cartons for 100,000pcs .
    The filter lead time is about 10days .
    The attached is the technical data ,and box pictures for you review.
    If yu need check samples ,we will provide.---这句不需要的啊,多此一说
    Waitting for your early reply .

    修改6-3
    Hi Sam,
    Thank you.
    Non-xxis 0.058$/pcs . 50Kpcs/carton box ,so 20cartons for 100,000pcs
    B is 0.0539$/pcs . 5.2Kpcs/carton box , so 21cartons for 100,000pcs .
    The filter lead time is about 10days .
    The attached is the technical data ,and box pictures for you review.
    Waitting for your early reply .


    5月9号 我的邮件
    Hi Sam,
    There is none emails received from you these days.And sorry for my late follow up as last weekend
    I am a little busy for shipping customer's cargos as the attachments.
    Is there any more question for the last email I sent on 4th,May ?
    We have met times before when you are in China ,Sam please rest assured and I will
    monitor well the quality confirming and safe shipping for you. We know for years .Quality is the same as the previous


    重新查看邮件 I will safe shipping for you ??

    修改6-3
    Hi Sam ,
    Dated on 23th, have you received our reply with quotation ? Sorry for the late following as these days I am busy for shipping cargos .

    We have met times before when you were in  China ,i am sure our quality & service are excellent to meet with your standard .The quality is guarantee and the same as the previous .

    If there's any question for our last email ,please feel free get back to us .



    5月17日我的邮件 跟进
    Hi Sam,
    Hope this letter find you well .
    Christmas season is approaching . It seems that this year ,some customers has ordered it in advance.
    This year's business is different last year .Like xx Company are ordering the intergrated type xx for the second time too.
    MOQ is small ,but some are ordering by containers .
    Kindly keep us informed about your thoughts . More detailed offer will be updated accordingly .


    修改6-3


    HiSam,
    Hope this letter find you well .
    It seems that this year,the plastic box's business is better than last year ,Do you think so ?As xx company also ordered it in advance. Kindly keepus informed your thoughts . More detailed offer will be updated accordingly .

    真的太频繁跟进了,修改到这里都还没到后面。说得 也不够干脆。一直在说这产品的订单,可以说下别的呀,或是说说产品的相关领域的一些新的新闻。

    5-23 客户的回复
    Could you please tell me the xxr’s size, we want to be sure about the compatibility with our plastic box.

    5-23 我及时的回复和跟进


    Hi  sam ,
    Glad to hear from you !  How are you ?
    在我写的时候,我都觉得问候得多余,可我不问候,我又不知道如何开始。只要客户热情点回复,我就经常是这样和客户开始这样的问候。。。。。
    Our box is common size for USA common cups . The size has 50mm and 44.7mm ,see the attached pictures for check .
    We always provde the common size for customers ,unless someone has special intrustion for customized size ,then we will do the customized size .
    What is your filter size ?  and What's size of your box? We can adapt the size as your request to meet with your box
    Meanwhile ,does our box reach your expectation ? As we have gave out very good price of box for you ,and its material is xx that meet with your request too .
    Any more information ,kindly let us know too by returned email .
    啰嗦得又重复,然后又担心客户不明白,结果就这样说了。


    修改6-3
    Hi Sam,

    The size  
    50mm and 44.7mm we have ,and they are the common size for USA plastic cup.


    Most of customers always use the above sizes ,unless someone request customizedsize .

    So ,any size you want ,we could meet and adapt to you.

    Wait for your confirming soon.





    5月25 客户的邮件
    Please send us the invoice for 100.000 xx with the FDA certificates again if is possible in PDF file. You told me your delivery time is ten days right?

    5-25 我及时的跟进---我欣喜,我惊喜。。。。
    Hi  sam,
    Thanks for your always trust ! Now the lead time is quite busy as this year's xx business is up . Currently our domestic also sell the plastic box already.交期怎么可以说繁忙呢?
    If urgent, please let me know ,I will apply for finishing the filter in one week for you after payment.---应该Urgently .以后“,”注意用,过于强调付款了,给人什么感觉呢?
    The attached is xx certificates and Invoice for 100.000 xx in PDF file
    After arranging ,please kindly send me the bank slip .Thank you.
    Kindly note :
    The attached's back information is the only available account .多此一说




    Certificate and Invoice in PDF file are in the attachments 也许更适合
    修改6-3

    Hi Sam,

    Yes 10 days is ok for the 100000pcs box .If urgently ,we can finish within 7 days .

    The attached is xx certificates and Invoice .

    After arranging ,please provide us the bank slip .

    Thank you .




    5-25日客户的回复
    Please help me with size, weigh and number of boxes.
    5-25日晚上11:42分我的回复
    The carton size is 48*48*50 ,9.8kg/ctn ,20000pcs/ctn . So 100.000 xx ,,total 20cartons .

    5-26 零点18分客户的回复
    Please modify the invoice:

    To:  xx
    Atn:  xx
    Email: xx
    Please note that the name of the company in the invoice has to be the same in the test report is ok, right?

    5-26 我的回复,凌晨1点---怎么可以这么随便写出这么随便的回复给人家。
    I just modify the invoice with the information you request .
    I am attaching 2 invoices, one is with the company's head the same as the test report,another one's head is the same as bank account's name . So ,
    you can choose the right one as the final Invoice .
    Sam ,does the test report you need to send for customs when shipping ?  If so ,please use the invoice with the company head "zhejiang xxx Co.,ltd "
    Kindly note :
    HONGKONG xx .,LIMITED--the company is our agent for payment only ,that is its function.自打嘴巴,没必要说公司抬头和银行名字不一样,多此一举

    Any more question or infor ,please do not hesitate to let me know.
    Thank you .

    修改6-3 Hi Sam ,
    The attached is updated invoice base on your request.Please kindly check it .
    The name of the company in the invouce do NOT have to  the same in the test report . The name in the test report belongs to the third part .

    5-26 凌晨25分客户的回复
    I have another question, is the price FOB?

    5-26我的回复凌晨1点回复
    我应该告诉客户按照惯例,报开的都是工厂价,然后问需要报个fob吗?而不是直接得告诉客户加200美金,显得急和不够专业,有时候晚点回复显得稳重,专业。
    It is Factory price ,not Fob . If Fob ,add more 200 dollars only for total 20 cartons  box

    修改 6-3
    It is factory price ,not Fob .If you would you like to know the FOB price ,please let us know.

    5-25 ,我的回复,半夜1点半--按捺不住内心啊,又发了一封追加信,又绕回头咯
    I am very cherish our cooperation and you choose me . May I know your port of loading ? If the port is near us such as Shanghai port,I will
    apply for you tomorrow whether we ship to your forwarder is for free or a discount .
    If the port is not near us such as Shenzhen port ,then I will check again with your forwarder to see whether can cut down shipping fee . I am Chinese ,and for trading business for over 4 years ,SOquite familar with how much of the sea freight exactly base on the packing volume .Wait for your reply soon.一直说了很珍惜之间的合作,还不如说说自己产品的优势,服务方面。错漏百出。

    修改6-3 真的没必要写这封邮件,自己看的都觉得跪舔了,MD 晕倒!多么痛的领悟

    5-26 ,我的回复,下午5点半
    I just updated the Invoice with Fob 0.026 for you .Please help us to keep the price ,it is just for you.
    Today I checked the shipping freight from factory to shenzhen port or shanghai port .
    If to shenzhen port,it is about 200dollars freight ,if to shanghai port ,it is about 120 dollars .
    I try to apply for the best for you . Finally ,I got the FOB 0.026 for you ,no matter go to shenzhen /shanghai or other loading port .
    The price is very good with Fob price .The rest freight I will pay by our side.
    Sincerely ,hope in future we have more chance working.
    If ther is no problem for the attached invoice ,please kindly sign back us .
    Thank you very much !
    自作主张地还没等客户回复,看下客户的想法,就自以为是的报FOB价格,而且还主动给以发票给额客户,强加。虽然你说的好像让客户省了100美金,实际上客户不领情,这不是重点,重点的是你一直在做主,而让客户被动接受你的安排?

    如果我的邮件是如修改那样,就没下面又长又臭的下文了。
    这段时间客户没有任何的回复


    29号晚上我感到情况不妥了,于是和老师说了这情况,他让赶紧打电话,第一次打通了信号不好接通不久后就断线,于是再打了3次,没人接了,而且电话里头不是英语,我听不懂。


    于是我又找到了他的twitter,发了推特信息给他,至今也没有回复。然而,他每天都会在推特上有动态。

    5-29号  于是11点40分我只能邮件跟进
    Hi xx

    How are you ? I just tried to give you a call ,then send you message on Twitter. As these days ,there is not any message received from you.
    we are wondering ,is there any more question or information we do not say clearly to you ? If so ,pls feel free let us know.
    Thank you.

    就这样,从29号这封邮件开始,用了2个不同邮箱发给客户,都出现了退信的自动邮件回复。
    今天端午节再次问老师才确认客户确实把我的邮箱设置为退信了
    This message was created automatically by mail delivery software.
     
    A message that you sent could not be delivered to one or more of its
    recipients. This is a permanent error. The following address(es) failed:
     我多么希望这一切都不是真的,是假的,我左顾右盼期望这个单可以保我6月的大部分支出。。。


    就在客户从26号到昨天没回复的这段时间,我就坐不定了,发现自己在这几天回复的不够恰当,大气,处理的不够好,25号和26号发出去的邮件,我后悔了, 我后悔自己说“ IT is not fob price ,if fob just add 200dollars for total 20cartons cargos only .”为什么当时我那么急,而不先问问人家要不要报个fob价格,为什么后来我又邮件过去,主动说不同的地方FOB价格不同,再后来26号我还追加了一封自以为是的邮件过去,不等客户是否接受我们的FOB 价格,不等客户的意见,自以为是的做好发票,还扔了一句“ If ther is no problem for the attached invoice ,please kindly sign back us .自以为是,强行加给客户了。一而再再而三的犯错,还要这样写邮件过去强加给客户。。。。我真的没处理好,难怪客户吧我打入冷宫了。

    不要理所当然地认为客户收到你这几天的邮件会觉得你在努力协调这FOB 价格,努力给他好的价格,实际上客户认为你在强加给他,还没等他表达自己如何面对这价格,他还没发表的权利,你就吧他嘴巴堵住了,最后还来一封强加的邮件,要求别人“如果觉得附上的发票没什么问题,请回签
    ~~~~(>_<)~~~~

    这个时候我感到深深的懊悔和不妥的回复。
    于是30号我用第三个不带自己的邮箱发了如下这封道歉信给客户,这次反而没有退了。

    Dear Sam,

    Sorry to bother you again. just 2mintues to read . Firstly, pls allow me to make an apology to you.

    I have realized what happen now ,the reasons are as below : a. my long email let you think it's not convenient.

    b. sometimes  my reply is not clearly for you ,then let you confuse and do not understand

    c. the report's company name is not same as the invoice's company ,then let you misunderstand I am not reliable ,and let you worry the product's quality.

    d. my unpatience

    E. my email's tone is not friendly


    If I say clearly and simply ,maybe you did not think like that ,and believe us the products is very reliable .

    Yes I express my anxious to you as I am in entrepreneurial state .Sorry again for my boring to you. But the most important thing  I want to say "
    sincerely thank you for let me know what I have done is not good for business ,SO in future I can improve and do better.

    Wish your business grow bigger and bigger.


    Warmest regards, Sala



    亲爱的sam ,


    不好意思再次打扰你了。只需要2分钟阅读如下。首先,请允许我道歉。

    现在我已经意识到发生什么事情了,原因如下
    1. 我的邮件写的很长
    2.有时我的回复不够清楚明白,让你困惑和不理解
    3.测试报告的公司名字和发票抬头不一样,让你误会我不够靠谱,同时担心产品的质量。
    4. 我不够耐心
    5. 我的邮件语气不够友好

    假如我说的很清楚和简单的话,也许你不会这样想了,也相信我们的产品是可靠的。
    是的我让你看到了我的焦急,因为我正处于产业阶段。再次给你造成的厌烦而感到抱歉。但我最想对你说的,感谢你,是你让我在这件事中明白了这样做不利于合作,我吸取了教训,未来 我可以改善和做的更好了。

    祝你生意做得越来越大。

    总结:
    简短的邮件,果断,委婉,平等,尊重
    写完邮件,一定要检查!重新审核想要表达的点,思考看能不能用更加简短易懂方式表达。这才能一次又一次写好!这样邮件风格就变了。
    不卑不亢,以后不要轻易表露感情(如什么鬼的道歉信)
    遇事沉着冷静,简短语句一笔带过更能让客户认可,相信 。





    外贸案例 | 我被客户拉黑了--索菲对我的邮件修改和点评


    [backcolor=url(https://res.wx.qq.com/mmbizwap/zh_CN/htmledition/images/icon/appmsg/icon_original_tag25ab3f.png) 0px 0px no-repeat transparent]原创 2017-06-14 索菲 索菲外贸笔记[p][p]
    [/p]


    今天的篇幅比较长,花了我好长时间整理和排版,但是这个案例值得每个外贸新人学习和借鉴。欢迎留言互动。

    [p][p]
    Ella是SOHO. 她的客户Sam有意向下单,可是过程中出现了什么问题,导致客户最后把她拉黑了呢?以下我边修改她的邮件,边分析。


    结尾再给大家小结一下。[/p][/p]

    [p][p][p][p]
    4.22号Ella写邮件给Sam.[/p][/p][/p][/p]
    Hi Sam,

    How are you. I am sala, tell you good news , thenew plastic box has got the consumers' appreciation ,because last year the customer ordered 400000pcs who has come back again to order now , and the customer needs it urgently.

    Last time ,you sent me email ,and I could not see the information you sent ,so later it works so I replied you by my personal email .


    But at that moment ,I am not sure the new design plastic box whether is appreciated for Europe consumers because temporarily no any comment from him so at the moment ,actually I am not dared to recommend it to you .
    Now ,my customer come back again for another 400000pcs ,and need it asap ,so now I am dared to tell you the above .

    Attach the bulk of plastic box pictures for see.

    If you would like to have sample to test or other information ,feel free let me know .
    Your early reply would be very appreciated .

    [p][p][p][p]以上意思我用四句话可以涵括:[/p][/p][/p][/p]
    Hi Sam,


    Sorry to miss your email.


    Please see attached the bulk of plastic box pictures for your reference.


    For your kind information, we've got another European client's repeat order recently. Kindly let us have your further feedback soon.


    Best Regards,


    Ella

    [p][p][p]
    1) Ella 想突出欧洲客户返单来证明此产品在欧洲市场广为欢迎,这是亮点。可是因为她的啰嗦,前后出现了2遍。絮叨过度,便有自卖自夸的嫌疑。


    2)错过邮件,迟回复客户,并不需要长篇大论解释。像Sorry for the late update. My apology for the late reply. 或我修改的Sorry to miss your email. 一笔带过就好了,客户关注的不是你在忙什么,你去了哪。他关注的是,他的要求你的回应。


    3)通篇出现的是I, my, me. 而在函电中,更倡导We and us. 哪怕你单枪匹马,也不要给客户觉得你是。以我们来引导,会显得更具分量。[/p][/p][/p]


    请继续看:

    [p][p][p][p]
    4.24号Sam没回复,Ella继续写邮件跟进:[/p][/p][/p][/p]

    Hi xx ,
    Happy Monday. The day before yesterday ,may I know have youreceived my email ? The new xx with the welded box is 0.06$/set only .
    Recently ,do you have any purchasing plan for it ?
    Wait for your early reply soon .

    [p][p][p][p]我的修改:[/p][/p][/p][/p]
    Hi Sam,


    Good day.


    Updated price for the welded box is USD0.06/set only.


    Please further advise.


    Best Regards,


    Sam.

    [p][p]
    才两天没回复,其实不必要跟得那么紧。
    价格有更新,简单告知下就行了。[/p][/p][p][p][p][p][p][/p][p]
    4月25号,客户回复了。[/p][/p][p][p]

    Dear Ella,

    I'm glad to know about. I got your email. I'm going to makea new order in a few days, I'll keep you update. [/p][/p][/p][/p][/p]

    [p][p][p][p]
    Ella在当天回复:[/p][/p][/p][/p]

    Hi Sam,
    Glad to hear from you too Yes the new design plastic box  enjoythe customers' appreciation, and come back again for the second order already.
    Wait for your early arranging ,so we could arrange ,so could produce your order soon. Meanwhile let us know what the quantityfor telling you the lead time .
    Thank you.

    [p][p][p][p]我的修改:[/p][/p][/p][/p]
    Hi Sam,


    Thank for your update.


    Expecting to your further instruction.


    Ella.

    [p][p][p]
    客户已经在邮件里提及他会下单,并且会相应告知细节。那么就不需要在邮件里再次提及。
    Ella的书面英语很一般,所以更不能想到什么说什么,也不要一开话匣子滔滔不绝。要尽可能长话短说。[/p][/p][p][p][p][p]
    到5.3号客户还没回复,于是Ella进一步跟进。[/p][/p][/p][/p][/p]


    Hi Sam,
    How are you ? Our one customer will ship the xx order next week ,as now we just produced a part of xx ,we will finish all next week as now we have added more machines for production.
    Attach our packing detail for your see .
    If you would like me to check now the plastic box shipping fee that go to Spain of Barcelona port ,please let me know .
    Thank you very much ! [p][p][p][p]我的修改:[/p][/p][/p][/p]


    Hi Sam,


    Greetings.


    Any updated news from you?


    Ella.[p][p]
    客户越没动静,越要沉住气。
    像原文中订单的细节八字没一撇,就要查询运费了,显得很着急拿单。[/p][/p][p][p][p][p][p][/p][p]
    5月4收到客户的回复[/p][/p][p][p]

    Hi Ella,

    Could you please tell me the price for 100.000 separate box, and send me the technical data sheet.[/p][/p][/p][/p][/p][p][p][p][p]
    5月5号 Ella的回复[/p][/p][/p][/p]
    Hi Sam,
    Thanks for your quick reply.
    Non-xxis 0.058$/pcs . 50Kpcs/carton box ,so 20cartons for 100,000pcs
    B is 0.0539$/pcs . 5.2Kpcs/carton box , so 21cartons for 100,000pcs .
    The filter lead time is about 10days .
    The attached is the technical data ,and box pictures for you review.
    If you need check samples ,we will provide.
    Waiting for your early reply .

    [p][p][p][p]我的修改:[/p][/p][/p][/p]


    Hi Sam,


    Thanks for your details.


    EXW Non-xxis 0.058$/ PCS . 100,000pcs will be packed into 20 CTNS. 5K PCS/CTN.


    B is 0.0539$/pcs. 100,000pcs will be packed into 21 CTNS. 5.2K PCS/CTN.


    Lead time is about 10 days. Kindly see attached your required technical date.


    Please further advise.


    Ella.[p][p][p]
    1)这一段最重要的问题就是价格没标注好条款。是FOB还是EXW.后续给自己带来麻烦!
    2)价格可以highlight标注出来。箱数和装箱数量也是。这样一目了然。原文中第一款装箱数量错了。是5k而不是50k
    3)既然客户要求技术参数,建议是可以把两款报价一起列到报价单去,以正式报价单的方式给客户,并注明有效期。
    4)客户并没有谈及样板。在客户已经确认下单数量时,先把单子谈下来。再谈安排样板,不然一切可能回到原点:寄样-不符合-重新安排寄样。寄样-等快递-跟进-符合。这中间得去掉多少时间。[/p][/p][/p]

    [p][p][p][p]
    4天后, 5.9号Ella 继续跟进:[/p][/p][/p][/p]

    Hi Sam,
    There is none emails received from you these days. And sorry for my late follow up as last weekend
    I am a little busy for shipping customer's cargos as the attachments.
    Is there any more question for the last email I sent on 4th,May ?
    We have met times before when you are in China ,Sam please rest assured and I will monitor well the quality confirming and safe shipping for you. We know for years .Quality is the same as the previous.
    [p][p]
    说实话,不是很懂要表达的意思。那更何况客户了。
    想突出很忙,是旺季?要尽早确认订单?
    还是想表达认识多年,会严格把关质量,不必过虑?[/p][/p]

    [p][p][p][p]我的修改:[/p][/p][/p][/p]


    Hi Sam,


    Friendly reminder on 9th May.


    Ella.

    [p][p][p]
    温馨提醒客户,这样就足够了。
    不要给客户太大的压力,觉得你在逼单[/p][/p][p][p][p][p]
    到5.17号Ella再发了一次邮件:[/p][/p][/p][/p]

    [/p]

    Hi Sam,
    Hope this letter find you well .
    Christmas season is approaching . It seems that this year ,somecustomers has ordered it in advance.
    This year's business is different last year .Like xx Company are ordering the intergrated typexx for the second time too.
    MOQ is small ,but some are ordering by containers .
    Kindly keep us informed about your thoughts . More detailed offer will be updated accordingly .
    [p][p][p]
    我的建议,到现在可以直接给客户打个电话。简单寒暄下直奔主题,问问之前提及的订单,还需要核实什么细节吗?
    再把报价重发一次。而非提起今年需求量很大,给客户造成一种你们很忙的感觉吗?[/p][/p][/p][p][p][p][p]我的修改:[/p][/p][/p][/p]
    Hi Sam,


    It's been a while since we touched base.
    I am attaching again herewith the offer for your approval.


    Ella.

    [p][p][p][p][p][/p][p]
    5-23 客户的回复 [/p][/p][p][p]
    Could you please tell me the xxr's size, we want to be sureabout the compatibility with our plastic box. [/p][/p][/p][/p][/p]

    [p][p][p][p]
    5-23 Ella及时的回复和跟进[/p][/p][/p][/p]

    Hi Sam ,
    Glad to hear from you !  How are you ?
    Our box is common size for USA common cups . The size has 50mm and 44.7mm ,see the attached pictures for check .
    We always provde the common size for customers ,unless someone has special intrustion for customized size ,then we will do the customized size .
    What is your filter size ?  and What's size of your box? We can adapt the size as your request to meet with your box
    Meanwhile ,does our box reach your expectation ? As we have gave out very good price of box for you ,and its material is xx that meet with your request too .
    Any more information ,kindly let us know too by returned email .

    [p][p]
    看哭。太啰嗦。一旦客户回复,启动话痨模式一般。
    要沉住气,并且这个邮件的关注点是XXR型号的尺寸和兼容性。
    也证明客户对技术参数方面要求很严格,很谨慎。[/p][/p][p][p][p][p]我的修改:[/p][/p][/p][/p]
    Hi Sam,


    Glad to hear from you again.
    Box size are respectively 50mm and 44.7mm, please see attached the pictures.
    We can adapt the size as per your request. Kindly let us know your required filter and box dimensions.


    Thank you.


    Ella

    [p][p][p][p][p][/p][p]
    5月25 客户的邮件[/p][/p][p][p]

    Please send us the invoice for 100.000 xx with the FDA certificates again if is possible in PDF file. You told me your delivery time is ten days right? [/p][/p][/p][/p][/p]


    [p][p][p][p]
    感谢这个客户的耐心。客户要求出PI.
    并且再次确认货期是否10天。[/p][/p][/p]

    [p][p][p][p]
    Ella欣喜过头,回复了以下邮件:[/p][/p][/p][/p]

    [/p]

    Hi Sam,
    Thanks for your always trust ! Now the lead time is quite busy as this year's xx business is up . Currently our domestic also sell the plastic box already.
    If urgent, please let me know ,I will apply for finishing the filter in one week for you after payment.
    The attached is xx certificates and Invoice for 100.000 xx in PDF file
    After arranging ,please kindly send me the bank slip .Thank you.
    Kindly note :
    The attached's back information is the only available account .

    [p][p][p]
    1)这个邮件客户的关注点就是货期。如果能满足,直接确认就行了。不需要兜圈子说目前虽然很忙,但你急,我7天给你赶出来。赶货真是不推荐作为吸引客户的卖点。工厂的生产,从备料,上机,到后期的包装,质检,程序那么多,赶货你真的保证得了吗?要留有余地才好。


    2)最后一句真是自找麻烦了。身为SOHO. 如果PI抬头和银行账户抬头不一致,客户没留意,没质疑,为何要多此一举去揭短。
    我的修改:[/p][/p][/p]


    Hi Sam,


    Please see attached the PI along with FDA certificate.


    Confirm that lead time is 10 days.


    Upon receipt of your payment, we will start with the production immediately.


    Ella.

    [p][p][p][p][p][/p][p]
    5-25日客户的回复[/p][/p][p][p]

    Please help me with size, weigh and number of boxes. [/p][/p][/p][/p][/p][p][p][p][p]
    5-25日晚上11:42分Ella的回复[/p][/p][/p][/p]

    The carton size is 48*48*50 ,9.8kg/ctn ,20000pcs/ctn. So 100.000 xx ,total 20cartons .

    [p][p][p][p][p][/p][p]
    5-26 零点18分客户的回复[/p][/p][p][p]

    Please modify the invoice:


    To:  xx

    Atn:  xx

    Email: xx

    Please note that the name of the company in the invoice has to be the same in the test report is ok, right? [/p][/p][/p][/p][/p][p][p][p]
    客户发觉到测试报告中的公司名称和发票中的公司名称不一致。[/p][/p][/p][p][p][p][p]
    请看Ella的回复:[/p][/p][/p][/p]
    I just modify the invoice with the information you request .
    I am attaching 2 invoices, one is with the company's head the same as the test report,another one's head is the same as bank account's name . So , you can choose the right one as the final Invoice .
    Sam ,does the test report you need to send for customs when shipping ?  If so ,please use the invoice with the company head "zhejiang xxx Co.,ltd "
    Kindly note :
    HONGKONG xx .,LIMITED--the company is our agent for payment only ,that is its function.
    Any more question or infor ,please do not hesitate to let me know.
    Thank you .
     [p][p][p]
    她还给自己补刀,和客户提及发票中的公司名称和汇款账户的名称也不一致。还说附上2个发票,一个是报告抬头和发票抬头一致的发票,一个是报告抬头和银行抬头一致的发票。
    这不是纯心困惑客户吗?为何不全部统一一致呢?按照文中提及的,是完全可能做到一致的!
    离岸银行账户和发票本来就要一致。不然客户质疑也是正常的。而如果测试报告,做不到一致。可是取得工厂授权,再按照你的抬头报备一份。不然当客户不解时,和客户解释是因为两个法律体,或者工贸不一体。一句带过就好。[/p][/p][/p][p][p][p][p]我的修改:[/p][/p][/p][/p]


    Hi Sam,


    Please check the revised invoice and further advise.


    Ella.
    [p][p][p][p][p][/p][p]
    5-26 凌晨25分客户的回复[/p][/p][p][p]

    I have another question, is the price FOB? [/p][/p][/p][/p][/p]

    [p][p][p][p]
    5-26 Ella凌晨1点回复[/p][/p][/p][/p]
     
    It is Factory price ,not Fob . If Fob ,add more 200 dollars only fortotal 20 cartons box. [p][p][p]
    1)直到发给客户形式发票,还没标注好价格条款。真是太大意!
    2)而在客户已经都要求出发票了,突然多出200美金。客户是很难理解的。事已至此,为何不核算好利润,看看能不能把这200美金减免掉,或者到时再把一部分算到本地费用里。
    3)在已经和客户有互动的报价时,报FOB价格要注明装运港口。[/p][/p][/p][p][p][p]
    接着客户的不回复,Ella 连追加了几封邮件,我列举当中一封:[/p][/p][/p]
    I am very cherish our cooperation and you choose me . May I know your port of loading ? If the port is near us such as Shanghaiport, I will apply for you tomorrow whether we ship to your forwarder is for free or a discount .
    If the port is not near us such as Shenzhen port ,then I will check again with your forwarder to see whether can cut down shipping fee . I am Chinese ,and for trading business for over 4 years ,SO quite familiar with how much of the sea freight exactly base on the packing volume .Wait for your reply soon.[p][p]
    此时的Ella已经阵脚大乱。语无伦次。提及自己做外贸4年,又提及自己很通晓运费报价,又追问客户要求在哪个港口装运。


    其实装运港都是就近选择的。如果不是客户要求,难道会选离工厂不相及的港口去装运吗?[/p][/p]
    从5.26号,客户开始和她断片。失去联系。


    电话不接,信息不回。[p][p][p][p]
    而Ella还在继续邮件跟进:[/p][/p][/p][/p]
    Hi xx
    How are you ? I just tried to give you a call ,then send you message on Twitter. As these days ,there is not any message receivedfrom you.
    We are wondering ,is there any more question or information we do not say clearly to you ? If so ,pls feel free let us know.
    Thank you. [p][p]
    可是这封邮件后的跟进邮件,Ella收到了退信通知。
    除了客户信箱满的原因,很可能是客户把她拉黑屏蔽了。[/p][/p][p][p][p]
    [/p][/p][/p][/p]

  • 1 楼#

    cn1510250467

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  • 2 楼#

    cn1520202542mhwk

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    加油吧,花钱买经验。。。

  • 3 楼#

    cn1520529006ekxl

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  • 4 楼#

    cn1520163733prpd

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    有可能是系统问题,过两天再看看

  • 5 楼#

    cn1518844376tpnn

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    后来客户回你了吗?

  • 6 楼#

    qiqifashion

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    好励志

  • 7 楼#

    忿忿妹子

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    太着急了,反而会适得其反呀

  • 8 楼#
    C

    LYLS

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    cn1520163733prpd:有可能是系统问题,过两天再看看回到原帖
    昨天我写了一封道歉信,都没回复了。

  • 9 楼#

    cn1520348885yarr

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    学习一下

  • 10 楼#
    C

    LYLS

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    cn1518844376tpnn:后来客户回你了吗?回到原帖
    没有。

  • 11 楼#
    C

    LYLS

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    kpxx:太着急了,反而会适得其反呀回到原帖
    是的,太着急了,为着急买了好多次代价,只有改变才会有有希望

  • 12 楼#
    C

    LYLS

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    cn1520348885yarr:学习一下回到原帖

  • 13 楼#

    哈萨克俄罗斯专线

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  • 14 楼#

    cn1516031319rzub

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    有在线聊天方式吗? 有时候客户的想法或意图还真不能擅自揣摩  容易想当然并自以为是。。。
    换位思考很重要 都知道却很难做到。。。

  • 15 楼#
    C

    LYLS

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    cn1516031319rzub:有在线聊天方式吗? 有时候客户的想法或意图还真不能擅自揣摩  容易想当然并自以为是。。。
    换位思考很重要 都知道却很难做到。。。
    回到原帖
    你看了 我25号到29号的邮件,给客户的回复有很多问题吗?我昨天30号还发了封道歉信,都没回复。我是SOHO人士,刚开始。。。还需要很多学习和经验吧。

  • 16 楼#

    cn1520184105zyuk

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    感觉没说错做错呀,拉黑你主要他不想多付USD100. 应该是找到别的供应商比你便宜吧

  • 17 楼#
    C

    LYLS

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    cn1520184105zyuk:感觉没说错做错呀,拉黑你主要他不想多付USD100. 应该是找到别的供应商比你便宜吧回到原帖
    可能,不过还是要自我反省,现在客户不回复也不知道他实际怎么想

  • 18 楼#

    cn1000529685

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    这没什么啊,换个邮箱发下,或问下客户的意见,如果才200多美金客户不接受的话,你能承担的话就自己承担,没多少钱

  • 19 楼#
    C

    LYLS

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    cn1520184105zyuk:感觉没说错做错呀,拉黑你主要他不想多付USD100. 应该是找到别的供应商比你便宜吧回到原帖
    没让他多付100美金,我只是加了30美金作为FOB ,剩下的运费是我方付出



  • 我写的邮件是啰嗦了。。。这里是我小小的空间,发出来这个帖子目的是给自己看的,看清楚自己是如何一步步落得把客户吓跑下场,算是自己汲取教训,总结经验的方式。
    同时,也希望这帖子有点用,给需要的圈友一些经验,看后避免出现像我这样的情况。

    今天6-3修改了邮件,大家看后如有建议,欢迎点评。谢谢。

    4月22号我的邮件

    Hi  SAM


    How are you . I am sala, tell you good news , thenew plastic box has got the consumers' appreciation ,because last year the customer ordered 400000pcs who has come back again to order now , and the customer needs it urgently.

    Last time ,you sent me email ,and I could not see the information you sent ,so later it works so I replied you by my personal email .But at that moment ,I am not sure the new design plastic box whether
    is appreciated for Europe consumers because temporarily no any comment from him so at the moment ,actually I am not dared to recommend it to you .

    Now ,my customer come back again for another 400000pcs ,and need it asap ,so now I am dared to tell you the above .

    Attach the bulk of plastic box pictures for see.

    If you would like to have sample to test or other information ,feel free let me know .

    Your early reply would be very appreciated .


    修改 6-3

    How are you . I am Sala ,hope you still remember me .Recently my one customer has  ordered again the new design box for 400000pcs .

    Last time ,I have sent you email and replied you a little late because i do not see your information timely by Internet problem. Meanwhile,I am not sure whether it's appreciated for Europ since no comment received from them
    at that monent .

    Now ,customer need it again urgently ,so timely update its selling situation for you .

    If you would like to further know it ,please let us know .



    On Apr 24, 2017, at 09:08,  wrote: 4月24号的我的邮件

    Hi xx ,
    Happy Monday. The day before yesterday ,may I know have you received my email ? The new xx with the welded box is 0.06$/set only .
    Recently ,do you have any purchasing plan for it ?
    Wait for your early reply soon .


    修改6-3
    Hi Sam,
    Happy Monday .May I know have you received our email the day before yesterday ? The new box is 0.06$/set only ,
    Any purchase plan you have now  ?




    4月25号  客户的回复
    Dear Sala
    I’m glad to know about. I got your email. I’m going to make a new order in a few days, I’ll keep you update.

    4-25号 我当天的回复
    Date: 2017-04-25 23:16
    Subject: Re: Re: Hi xx
    Hi xx
    Glad to hear from you too Yes the new design plastic box  enjoy the customers' appreciation, and come back again for the second order already.(这里主语不一致,语法错误)
    Wait for your early arranging ,so we could arrange ,so could produce your order soon. Meanwhile let us know what the quantity for telling you the lead time .
    Thank you.

    修改6-3
    Well wait for your more information soon .If you would like to know the lead time in advance ,we're always at your service .


    5-3号 我当天的回复
    Hi xx
    How are you ? Our one customer will ship the xx order next week ,as now we just produced a part of xx ,we will finish all next week as
    now we have added more machines for production.
    Attach our packing detail for your see .
    If you would like me to check now the plastic box shipping fee that go to Spain of Barcelona port ,please let me know .
    Thank you very much !

    修改6-3
    Hi sam,

    How are you ? Recently more and more customers show appreciation on the new box .In order to meeting the process ,we have started making new machines .

    Recently we have finished the customer's order ,attached its packing ways for you review.

    If you would like us to check the sea freight for you ,feel free let us know.


    5月4收到客户的回复
    Hi Sala
    Could you please tell me the price for 100.000 separate box, and send me the technical data sheet.

    5月5号我的客户
    Hi samr,
    Thanks for your quick reply.
    Non-xxis 0.058$/pcs . 50Kpcs/carton box ,so 20cartons for 100,000pcs
    B is 0.0539$/pcs . 5.2Kpcs/carton box , so 21cartons for 100,000pcs .
    The filter lead time is about 10days .
    The attached is the technical data ,and box pictures for you review.
    If yu need check samples ,we will provide.---这句不需要的啊,多此一说
    Waitting for your early reply .

    修改6-3
    Hi Sam,
    Thank you.
    Non-xxis 0.058$/pcs . 50Kpcs/carton box ,so 20cartons for 100,000pcs
    B is 0.0539$/pcs . 5.2Kpcs/carton box , so 21cartons for 100,000pcs .
    The filter lead time is about 10days .
    The attached is the technical data ,and box pictures for you review.
    Waitting for your early reply .


    5月9号 我的邮件
    Hi Sam,
    There is none emails received from you these days.And sorry for my late follow up as last weekend
    I am a little busy for shipping customer's cargos as the attachments.
    Is there any more question for the last email I sent on 4th,May ?
    We have met times before when you are in China ,Sam please rest assured and I will
    monitor well the quality confirming and safe shipping for you. We know for years .Quality is the same as the previous


    重新查看邮件 I will safe shipping for you ??

    修改6-3
    Hi Sam ,
    Dated on 23th, have you received our reply with quotation ? Sorry for the late following as these days I am busy for shipping cargos .

    We have met times before when you were in  China ,i am sure our quality & service are excellent to meet with your standard .The quality is guarantee and the same as the previous .

    If there's any question for our last email ,please feel free get back to us .



    5月17日我的邮件 跟进
    Hi Sam,
    Hope this letter find you well .
    Christmas season is approaching . It seems that this year ,some customers has ordered it in advance.
    This year's business is different last year .Like xx Company are ordering the intergrated type xx for the second time too.
    MOQ is small ,but some are ordering by containers .
    Kindly keep us informed about your thoughts . More detailed offer will be updated accordingly .


    修改6-3


    HiSam,
    Hope this letter find you well .
    It seems that this year,the plastic box's business is better than last year ,Do you think so ?As xx company also ordered it in advance. Kindly keepus informed your thoughts . More detailed offer will be updated accordingly .

    真的太频繁跟进了,修改到这里都还没到后面。说得 也不够干脆。一直在说这产品的订单,可以说下别的呀,或是说说产品的相关领域的一些新的新闻。

    5-23 客户的回复
    Could you please tell me the xxr’s size, we want to be sure about the compatibility with our plastic box.

    5-23 我及时的回复和跟进


    Hi  sam ,
    Glad to hear from you !  How are you ?
    在我写的时候,我都觉得问候得多余,可我不问候,我又不知道如何开始。只要客户热情点回复,我就经常是这样和客户开始这样的问候。。。。。
    Our box is common size for USA common cups . The size has 50mm and 44.7mm ,see the attached pictures for check .
    We always provde the common size for customers ,unless someone has special intrustion for customized size ,then we will do the customized size .
    What is your filter size ?  and What's size of your box? We can adapt the size as your request to meet with your box
    Meanwhile ,does our box reach your expectation ? As we have gave out very good price of box for you ,and its material is xx that meet with your request too .
    Any more information ,kindly let us know too by returned email .
    啰嗦得又重复,然后又担心客户不明白,结果就这样说了。


    修改6-3
    Hi Sam,

    The size  
    50mm and 44.7mm we have ,and they are the common size for USA plastic cup.


    Most of customers always use the above sizes ,unless someone request customizedsize .

    So ,any size you want ,we could meet and adapt to you.

    Wait for your confirming soon.





    5月25 客户的邮件
    Please send us the invoice for 100.000 xx with the FDA certificates again if is possible in PDF file. You told me your delivery time is ten days right?

    5-25 我及时的跟进---我欣喜,我惊喜。。。。
    Hi  sam,
    Thanks for your always trust ! Now the lead time is quite busy as this year's xx business is up . Currently our domestic also sell the plastic box already.交期怎么可以说繁忙呢?
    If urgent, please let me know ,I will apply for finishing the filter in one week for you after payment.---应该Urgently .以后“,”注意用,过于强调付款了,给人什么感觉呢?
    The attached is xx certificates and Invoice for 100.000 xx in PDF file
    After arranging ,please kindly send me the bank slip .Thank you.
    Kindly note :
    The attached's back information is the only available account .多此一说




    Certificate and Invoice in PDF file are in the attachments 也许更适合
    修改6-3

    Hi Sam,

    Yes 10 days is ok for the 100000pcs box .If urgently ,we can finish within 7 days .

    The attached is xx certificates and Invoice .

    After arranging ,please provide us the bank slip .

    Thank you .




    5-25日客户的回复
    Please help me with size, weigh and number of boxes.
    5-25日晚上11:42分我的回复
    The carton size is 48*48*50 ,9.8kg/ctn ,20000pcs/ctn . So 100.000 xx ,,total 20cartons .

    5-26 零点18分客户的回复
    Please modify the invoice:

    To:  xx
    Atn:  xx
    Email: xx
    Please note that the name of the company in the invoice has to be the same in the test report is ok, right?

    5-26 我的回复,凌晨1点---怎么可以这么随便写出这么随便的回复给人家。
    I just modify the invoice with the information you request .
    I am attaching 2 invoices, one is with the company's head the same as the test report,another one's head is the same as bank account's name . So ,
    you can choose the right one as the final Invoice .
    Sam ,does the test report you need to send for customs when shipping ?  If so ,please use the invoice with the company head "zhejiang xxx Co.,ltd "
    Kindly note :
    HONGKONG xx .,LIMITED--the company is our agent for payment only ,that is its function.自打嘴巴,没必要说公司抬头和银行名字不一样,多此一举

    Any more question or infor ,please do not hesitate to let me know.
    Thank you .

    修改6-3 Hi Sam ,
    The attached is updated invoice base on your request.Please kindly check it .
    The name of the company in the invouce do NOT have to  the same in the test report . The name in the test report belongs to the third part .

    5-26 凌晨25分客户的回复
    I have another question, is the price FOB?

    5-26我的回复凌晨1点回复
    我应该告诉客户按照惯例,报开的都是工厂价,然后问需要报个fob吗?而不是直接得告诉客户加200美金,显得急和不够专业,有时候晚点回复显得稳重,专业。
    It is Factory price ,not Fob . If Fob ,add more 200 dollars only for total 20 cartons  box

    修改 6-3
    It is factory price ,not Fob .If you would you like to know the FOB price ,please let us know.

    5-25 ,我的回复,半夜1点半--按捺不住内心啊,又发了一封追加信,又绕回头咯
    I am very cherish our cooperation and you choose me . May I know your port of loading ? If the port is near us such as Shanghai port,I will
    apply for you tomorrow whether we ship to your forwarder is for free or a discount .
    If the port is not near us such as Shenzhen port ,then I will check again with your forwarder to see whether can cut down shipping fee . I am Chinese ,and for trading business for over 4 years ,SOquite familar with how much of the sea freight exactly base on the packing volume .Wait for your reply soon.一直说了很珍惜之间的合作,还不如说说自己产品的优势,服务方面。错漏百出。

    修改6-3 真的没必要写这封邮件,自己看的都觉得跪舔了,MD 晕倒!多么痛的领悟

    5-26 ,我的回复,下午5点半
    I just updated the Invoice with Fob 0.026 for you .Please help us to keep the price ,it is just for you.
    Today I checked the shipping freight from factory to shenzhen port or shanghai port .
    If to shenzhen port,it is about 200dollars freight ,if to shanghai port ,it is about 120 dollars .
    I try to apply for the best for you . Finally ,I got the FOB 0.026 for you ,no matter go to shenzhen /shanghai or other loading port .
    The price is very good with Fob price .The rest freight I will pay by our side.
    Sincerely ,hope in future we have more chance working.
    If ther is no problem for the attached invoice ,please kindly sign back us .
    Thank you very much !
    自作主张地还没等客户回复,看下客户的想法,就自以为是的报FOB价格,而且还主动给以发票给额客户,强加。虽然你说的好像让客户省了100美金,实际上客户不领情,这不是重点,重点的是你一直在做主,而让客户被动接受你的安排?

    如果我的邮件是如修改那样,就没下面又长又臭的下文了。
    这段时间客户没有任何的回复


    29号晚上我感到情况不妥了,于是和老师说了这情况,他让赶紧打电话,第一次打通了信号不好接通不久后就断线,于是再打了3次,没人接了,而且电话里头不是英语,我听不懂。


    于是我又找到了他的twitter,发了推特信息给他,至今也没有回复。然而,他每天都会在推特上有动态。

    5-29号  于是11点40分我只能邮件跟进
    Hi xx

    How are you ? I just tried to give you a call ,then send you message on Twitter. As these days ,there is not any message received from you.
    we are wondering ,is there any more question or information we do not say clearly to you ? If so ,pls feel free let us know.
    Thank you.

    就这样,从29号这封邮件开始,用了2个不同邮箱发给客户,都出现了退信的自动邮件回复。
    今天端午节再次问老师才确认客户确实把我的邮箱设置为退信了
    This message was created automatically by mail delivery software.
     
    A message that you sent could not be delivered to one or more of its
    recipients. This is a permanent error. The following address(es) failed:
     我多么希望这一切都不是真的,是假的,我左顾右盼期望这个单可以保我6月的大部分支出。。。


    就在客户从26号到昨天没回复的这段时间,我就坐不定了,发现自己在这几天回复的不够恰当,大气,处理的不够好,25号和26号发出去的邮件,我后悔了, 我后悔自己说“ IT is not fob price ,if fob just add 200dollars for total 20cartons cargos only .”为什么当时我那么急,而不先问问人家要不要报个fob价格,为什么后来我又邮件过去,主动说不同的地方FOB价格不同,再后来26号我还追加了一封自以为是的邮件过去,不等客户是否接受我们的FOB 价格,不等客户的意见,自以为是的做好发票,还扔了一句“ If ther is no problem for the attached invoice ,please kindly sign back us .自以为是,强行加给客户了。一而再再而三的犯错,还要这样写邮件过去强加给客户。。。。我真的没处理好,难怪客户吧我打入冷宫了。

    不要理所当然地认为客户收到你这几天的邮件会觉得你在努力协调这FOB 价格,努力给他好的价格,实际上客户认为你在强加给他,还没等他表达自己如何面对这价格,他还没发表的权利,你就吧他嘴巴堵住了,最后还来一封强加的邮件,要求别人“如果觉得附上的发票没什么问题,请回签
    ~~~~(>_<)~~~~

    这个时候我感到深深的懊悔和不妥的回复。
    于是30号我用第三个不带自己的邮箱发了如下这封道歉信给客户,这次反而没有退了。

    Dear Sam,

    Sorry to bother you again. just 2mintues to read . Firstly, pls allow me to make an apology to you.

    I have realized what happen now ,the reasons are as below : a. my long email let you think it's not convenient.

    b. sometimes  my reply is not clearly for you ,then let you confuse and do not understand

    c. the report's company name is not same as the invoice's company ,then let you misunderstand I am not reliable ,and let you worry the product's quality.

    d. my unpatience

    E. my email's tone is not friendly


    If I say clearly and simply ,maybe you did not think like that ,and believe us the products is very reliable .

    Yes I express my anxious to you as I am in entrepreneurial state .Sorry again for my boring to you. But the most important thing  I want to say "
    sincerely thank you for let me know what I have done is not good for business ,SO in future I can improve and do better.

    Wish your business grow bigger and bigger.


    Warmest regards, Sala



    亲爱的sam ,


    不好意思再次打扰你了。只需要2分钟阅读如下。首先,请允许我道歉。

    现在我已经意识到发生什么事情了,原因如下
    1. 我的邮件写的很长
    2.有时我的回复不够清楚明白,让你困惑和不理解
    3.测试报告的公司名字和发票抬头不一样,让你误会我不够靠谱,同时担心产品的质量。
    4. 我不够耐心
    5. 我的邮件语气不够友好

    假如我说的很清楚和简单的话,也许你不会这样想了,也相信我们的产品是可靠的。
    是的我让你看到了我的焦急,因为我正处于产业阶段。再次给你造成的厌烦而感到抱歉。但我最想对你说的,感谢你,是你让我在这件事中明白了这样做不利于合作,我吸取了教训,未来 我可以改善和做的更好了。

    祝你生意做得越来越大。

    总结:
    简短的邮件,果断,委婉,平等,尊重
    写完邮件,一定要检查!重新审核想要表达的点,思考看能不能用更加简短易懂方式表达。这才能一次又一次写好!这样邮件风格就变了。
    不卑不亢,以后不要轻易表露感情(如什么鬼的道歉信)
    遇事沉着冷静,简短语句一笔带过更能让客户认可,相信 。





    外贸案例 | 我被客户拉黑了--索菲对我的邮件修改和点评


    [backcolor=url(https://res.wx.qq.com/mmbizwap/zh_CN/htmledition/images/icon/appmsg/icon_original_tag25ab3f.png) 0px 0px no-repeat transparent]原创 2017-06-14 索菲 索菲外贸笔记[p][p]
    [/p]


    今天的篇幅比较长,花了我好长时间整理和排版,但是这个案例值得每个外贸新人学习和借鉴。欢迎留言互动。

    [p][p]
    Ella是SOHO. 她的客户Sam有意向下单,可是过程中出现了什么问题,导致客户最后把她拉黑了呢?以下我边修改她的邮件,边分析。


    结尾再给大家小结一下。[/p][/p]

    [p][p][p][p]
    4.22号Ella写邮件给Sam.[/p][/p][/p][/p]
    Hi Sam,

    How are you. I am sala, tell you good news , thenew plastic box has got the consumers' appreciation ,because last year the customer ordered 400000pcs who has come back again to order now , and the customer needs it urgently.

    Last time ,you sent me email ,and I could not see the information you sent ,so later it works so I replied you by my personal email .


    But at that moment ,I am not sure the new design plastic box whether is appreciated for Europe consumers because temporarily no any comment from him so at the moment ,actually I am not dared to recommend it to you .
    Now ,my customer come back again for another 400000pcs ,and need it asap ,so now I am dared to tell you the above .

    Attach the bulk of plastic box pictures for see.

    If you would like to have sample to test or other information ,feel free let me know .
    Your early reply would be very appreciated .

    [p][p][p][p]以上意思我用四句话可以涵括:[/p][/p][/p][/p]
    Hi Sam,


    Sorry to miss your email.


    Please see attached the bulk of plastic box pictures for your reference.


    For your kind information, we've got another European client's repeat order recently. Kindly let us have your further feedback soon.


    Best Regards,


    Ella

    [p][p][p]
    1) Ella 想突出欧洲客户返单来证明此产品在欧洲市场广为欢迎,这是亮点。可是因为她的啰嗦,前后出现了2遍。絮叨过度,便有自卖自夸的嫌疑。


    2)错过邮件,迟回复客户,并不需要长篇大论解释。像Sorry for the late update. My apology for the late reply. 或我修改的Sorry to miss your email. 一笔带过就好了,客户关注的不是你在忙什么,你去了哪。他关注的是,他的要求你的回应。


    3)通篇出现的是I, my, me. 而在函电中,更倡导We and us. 哪怕你单枪匹马,也不要给客户觉得你是。以我们来引导,会显得更具分量。[/p][/p][/p]


    请继续看:

    [p][p][p][p]
    4.24号Sam没回复,Ella继续写邮件跟进:[/p][/p][/p][/p]

    Hi xx ,
    Happy Monday. The day before yesterday ,may I know have youreceived my email ? The new xx with the welded box is 0.06$/set only .
    Recently ,do you have any purchasing plan for it ?
    Wait for your early reply soon .

    [p][p][p][p]我的修改:[/p][/p][/p][/p]
    Hi Sam,


    Good day.


    Updated price for the welded box is USD0.06/set only.


    Please further advise.


    Best Regards,


    Sam.

    [p][p]
    才两天没回复,其实不必要跟得那么紧。
    价格有更新,简单告知下就行了。[/p][/p][p][p][p][p][p][/p][p]
    4月25号,客户回复了。[/p][/p][p][p]

    Dear Ella,

    I'm glad to know about. I got your email. I'm going to makea new order in a few days, I'll keep you update. [/p][/p][/p][/p][/p]

    [p][p][p][p]
    Ella在当天回复:[/p][/p][/p][/p]

    Hi Sam,
    Glad to hear from you too Yes the new design plastic box  enjoythe customers' appreciation, and come back again for the second order already.
    Wait for your early arranging ,so we could arrange ,so could produce your order soon. Meanwhile let us know what the quantityfor telling you the lead time .
    Thank you.

    [p][p][p][p]我的修改:[/p][/p][/p][/p]
    Hi Sam,


    Thank for your update.


    Expecting to your further instruction.


    Ella.

    [p][p][p]
    客户已经在邮件里提及他会下单,并且会相应告知细节。那么就不需要在邮件里再次提及。
    Ella的书面英语很一般,所以更不能想到什么说什么,也不要一开话匣子滔滔不绝。要尽可能长话短说。[/p][/p][p][p][p][p]
    到5.3号客户还没回复,于是Ella进一步跟进。[/p][/p][/p][/p][/p]


    Hi Sam,
    How are you ? Our one customer will ship the xx order next week ,as now we just produced a part of xx ,we will finish all next week as now we have added more machines for production.
    Attach our packing detail for your see .
    If you would like me to check now the plastic box shipping fee that go to Spain of Barcelona port ,please let me know .
    Thank you very much ! [p][p][p][p]我的修改:[/p][/p][/p][/p]


    Hi Sam,


    Greetings.


    Any updated news from you?


    Ella.[p][p]
    客户越没动静,越要沉住气。
    像原文中订单的细节八字没一撇,就要查询运费了,显得很着急拿单。[/p][/p][p][p][p][p][p][/p][p]
    5月4收到客户的回复[/p][/p][p][p]

    Hi Ella,

    Could you please tell me the price for 100.000 separate box, and send me the technical data sheet.[/p][/p][/p][/p][/p][p][p][p][p]
    5月5号 Ella的回复[/p][/p][/p][/p]
    Hi Sam,
    Thanks for your quick reply.
    Non-xxis 0.058$/pcs . 50Kpcs/carton box ,so 20cartons for 100,000pcs
    B is 0.0539$/pcs . 5.2Kpcs/carton box , so 21cartons for 100,000pcs .
    The filter lead time is about 10days .
    The attached is the technical data ,and box pictures for you review.
    If you need check samples ,we will provide.
    Waiting for your early reply .

    [p][p][p][p]我的修改:[/p][/p][/p][/p]


    Hi Sam,


    Thanks for your details.


    EXW Non-xxis 0.058$/ PCS . 100,000pcs will be packed into 20 CTNS. 5K PCS/CTN.


    B is 0.0539$/pcs. 100,000pcs will be packed into 21 CTNS. 5.2K PCS/CTN.


    Lead time is about 10 days. Kindly see attached your required technical date.


    Please further advise.


    Ella.[p][p][p]
    1)这一段最重要的问题就是价格没标注好条款。是FOB还是EXW.后续给自己带来麻烦!
    2)价格可以highlight标注出来。箱数和装箱数量也是。这样一目了然。原文中第一款装箱数量错了。是5k而不是50k
    3)既然客户要求技术参数,建议是可以把两款报价一起列到报价单去,以正式报价单的方式给客户,并注明有效期。
    4)客户并没有谈及样板。在客户已经确认下单数量时,先把单子谈下来。再谈安排样板,不然一切可能回到原点:寄样-不符合-重新安排寄样。寄样-等快递-跟进-符合。这中间得去掉多少时间。[/p][/p][/p]

    [p][p][p][p]
    4天后, 5.9号Ella 继续跟进:[/p][/p][/p][/p]

    Hi Sam,
    There is none emails received from you these days. And sorry for my late follow up as last weekend
    I am a little busy for shipping customer's cargos as the attachments.
    Is there any more question for the last email I sent on 4th,May ?
    We have met times before when you are in China ,Sam please rest assured and I will monitor well the quality confirming and safe shipping for you. We know for years .Quality is the same as the previous.
    [p][p]
    说实话,不是很懂要表达的意思。那更何况客户了。
    想突出很忙,是旺季?要尽早确认订单?
    还是想表达认识多年,会严格把关质量,不必过虑?[/p][/p]

    [p][p][p][p]我的修改:[/p][/p][/p][/p]


    Hi Sam,


    Friendly reminder on 9th May.


    Ella.

    [p][p][p]
    温馨提醒客户,这样就足够了。
    不要给客户太大的压力,觉得你在逼单[/p][/p][p][p][p][p]
    到5.17号Ella再发了一次邮件:[/p][/p][/p][/p]

    [/p]

    Hi Sam,
    Hope this letter find you well .
    Christmas season is approaching . It seems that this year ,somecustomers has ordered it in advance.
    This year's business is different last year .Like xx Company are ordering the intergrated typexx for the second time too.
    MOQ is small ,but some are ordering by containers .
    Kindly keep us informed about your thoughts . More detailed offer will be updated accordingly .
    [p][p][p]
    我的建议,到现在可以直接给客户打个电话。简单寒暄下直奔主题,问问之前提及的订单,还需要核实什么细节吗?
    再把报价重发一次。而非提起今年需求量很大,给客户造成一种你们很忙的感觉吗?[/p][/p][/p][p][p][p][p]我的修改:[/p][/p][/p][/p]
    Hi Sam,


    It's been a while since we touched base.
    I am attaching again herewith the offer for your approval.


    Ella.

    [p][p][p][p][p][/p][p]
    5-23 客户的回复 [/p][/p][p][p]
    Could you please tell me the xxr's size, we want to be sureabout the compatibility with our plastic box. [/p][/p][/p][/p][/p]

    [p][p][p][p]
    5-23 Ella及时的回复和跟进[/p][/p][/p][/p]

    Hi Sam ,
    Glad to hear from you !  How are you ?
    Our box is common size for USA common cups . The size has 50mm and 44.7mm ,see the attached pictures for check .
    We always provde the common size for customers ,unless someone has special intrustion for customized size ,then we will do the customized size .
    What is your filter size ?  and What's size of your box? We can adapt the size as your request to meet with your box
    Meanwhile ,does our box reach your expectation ? As we have gave out very good price of box for you ,and its material is xx that meet with your request too .
    Any more information ,kindly let us know too by returned email .

    [p][p]
    看哭。太啰嗦。一旦客户回复,启动话痨模式一般。
    要沉住气,并且这个邮件的关注点是XXR型号的尺寸和兼容性。
    也证明客户对技术参数方面要求很严格,很谨慎。[/p][/p][p][p][p][p]我的修改:[/p][/p][/p][/p]
    Hi Sam,


    Glad to hear from you again.
    Box size are respectively 50mm and 44.7mm, please see attached the pictures.
    We can adapt the size as per your request. Kindly let us know your required filter and box dimensions.


    Thank you.


    Ella

    [p][p][p][p][p][/p][p]
    5月25 客户的邮件[/p][/p][p][p]

    Please send us the invoice for 100.000 xx with the FDA certificates again if is possible in PDF file. You told me your delivery time is ten days right? [/p][/p][/p][/p][/p]


    [p][p][p][p]
    感谢这个客户的耐心。客户要求出PI.
    并且再次确认货期是否10天。[/p][/p][/p]

    [p][p][p][p]
    Ella欣喜过头,回复了以下邮件:[/p][/p][/p][/p]

    [/p]

    Hi Sam,
    Thanks for your always trust ! Now the lead time is quite busy as this year's xx business is up . Currently our domestic also sell the plastic box already.
    If urgent, please let me know ,I will apply for finishing the filter in one week for you after payment.
    The attached is xx certificates and Invoice for 100.000 xx in PDF file
    After arranging ,please kindly send me the bank slip .Thank you.
    Kindly note :
    The attached's back information is the only available account .

    [p][p][p]
    1)这个邮件客户的关注点就是货期。如果能满足,直接确认就行了。不需要兜圈子说目前虽然很忙,但你急,我7天给你赶出来。赶货真是不推荐作为吸引客户的卖点。工厂的生产,从备料,上机,到后期的包装,质检,程序那么多,赶货你真的保证得了吗?要留有余地才好。


    2)最后一句真是自找麻烦了。身为SOHO. 如果PI抬头和银行账户抬头不一致,客户没留意,没质疑,为何要多此一举去揭短。
    我的修改:[/p][/p][/p]


    Hi Sam,


    Please see attached the PI along with FDA certificate.


    Confirm that lead time is 10 days.


    Upon receipt of your payment, we will start with the production immediately.


    Ella.

    [p][p][p][p][p][/p][p]
    5-25日客户的回复[/p][/p][p][p]

    Please help me with size, weigh and number of boxes. [/p][/p][/p][/p][/p][p][p][p][p]
    5-25日晚上11:42分Ella的回复[/p][/p][/p][/p]

    The carton size is 48*48*50 ,9.8kg/ctn ,20000pcs/ctn. So 100.000 xx ,total 20cartons .

    [p][p][p][p][p][/p][p]
    5-26 零点18分客户的回复[/p][/p][p][p]

    Please modify the invoice:


    To:  xx

    Atn:  xx

    Email: xx

    Please note that the name of the company in the invoice has to be the same in the test report is ok, right? [/p][/p][/p][/p][/p][p][p][p]
    客户发觉到测试报告中的公司名称和发票中的公司名称不一致。[/p][/p][/p][p][p][p][p]
    请看Ella的回复:[/p][/p][/p][/p]
    I just modify the invoice with the information you request .
    I am attaching 2 invoices, one is with the company's head the same as the test report,another one's head is the same as bank account's name . So , you can choose the right one as the final Invoice .
    Sam ,does the test report you need to send for customs when shipping ?  If so ,please use the invoice with the company head "zhejiang xxx Co.,ltd "
    Kindly note :
    HONGKONG xx .,LIMITED--the company is our agent for payment only ,that is its function.
    Any more question or infor ,please do not hesitate to let me know.
    Thank you .
     [p][p][p]
    她还给自己补刀,和客户提及发票中的公司名称和汇款账户的名称也不一致。还说附上2个发票,一个是报告抬头和发票抬头一致的发票,一个是报告抬头和银行抬头一致的发票。
    这不是纯心困惑客户吗?为何不全部统一一致呢?按照文中提及的,是完全可能做到一致的!
    离岸银行账户和发票本来就要一致。不然客户质疑也是正常的。而如果测试报告,做不到一致。可是取得工厂授权,再按照你的抬头报备一份。不然当客户不解时,和客户解释是因为两个法律体,或者工贸不一体。一句带过就好。[/p][/p][/p][p][p][p][p]我的修改:[/p][/p][/p][/p]


    Hi Sam,


    Please check the revised invoice and further advise.


    Ella.
    [p][p][p][p][p][/p][p]
    5-26 凌晨25分客户的回复[/p][/p][p][p]

    I have another question, is the price FOB? [/p][/p][/p][/p][/p]

    [p][p][p][p]
    5-26 Ella凌晨1点回复[/p][/p][/p][/p]
     
    It is Factory price ,not Fob . If Fob ,add more 200 dollars only fortotal 20 cartons box. [p][p][p]
    1)直到发给客户形式发票,还没标注好价格条款。真是太大意!
    2)而在客户已经都要求出发票了,突然多出200美金。客户是很难理解的。事已至此,为何不核算好利润,看看能不能把这200美金减免掉,或者到时再把一部分算到本地费用里。
    3)在已经和客户有互动的报价时,报FOB价格要注明装运港口。[/p][/p][/p][p][p][p]
    接着客户的不回复,Ella 连追加了几封邮件,我列举当中一封:[/p][/p][/p]
    I am very cherish our cooperation and you choose me . May I know your port of loading ? If the port is near us such as Shanghaiport, I will apply for you tomorrow whether we ship to your forwarder is for free or a discount .
    If the port is not near us such as Shenzhen port ,then I will check again with your forwarder to see whether can cut down shipping fee . I am Chinese ,and for trading business for over 4 years ,SO quite familiar with how much of the sea freight exactly base on the packing volume .Wait for your reply soon.[p][p]
    此时的Ella已经阵脚大乱。语无伦次。提及自己做外贸4年,又提及自己很通晓运费报价,又追问客户要求在哪个港口装运。


    其实装运港都是就近选择的。如果不是客户要求,难道会选离工厂不相及的港口去装运吗?[/p][/p]
    从5.26号,客户开始和她断片。失去联系。


    电话不接,信息不回。[p][p][p][p]
    而Ella还在继续邮件跟进:[/p][/p][/p][/p]
    Hi xx
    How are you ? I just tried to give you a call ,then send you message on Twitter. As these days ,there is not any message receivedfrom you.
    We are wondering ,is there any more question or information we do not say clearly to you ? If so ,pls feel free let us know.
    Thank you. [p][p]
    可是这封邮件后的跟进邮件,Ella收到了退信通知。
    除了客户信箱满的原因,很可能是客户把她拉黑屏蔽了。[/p][/p][p][p][p]
    [/p][/p][/p][/p]



  •   



  • 加油吧,花钱买经验。。。






  • 有可能是系统问题,过两天再看看



  • 后来客户回你了吗?



  • 好励志



  • 太着急了,反而会适得其反呀



  • cn1520163733prpd:有可能是系统问题,过两天再看看回到原帖
    昨天我写了一封道歉信,都没回复了。



  • 学习一下



  • cn1518844376tpnn:后来客户回你了吗?回到原帖
    没有。



  • kpxx:太着急了,反而会适得其反呀回到原帖
    是的,太着急了,为着急买了好多次代价,只有改变才会有有希望



  • cn1520348885yarr:学习一下回到原帖






  • 有在线聊天方式吗? 有时候客户的想法或意图还真不能擅自揣摩  容易想当然并自以为是。。。
    换位思考很重要 都知道却很难做到。。。



  • cn1516031319rzub:有在线聊天方式吗? 有时候客户的想法或意图还真不能擅自揣摩  容易想当然并自以为是。。。
    换位思考很重要 都知道却很难做到。。。
    回到原帖
    你看了 我25号到29号的邮件,给客户的回复有很多问题吗?我昨天30号还发了封道歉信,都没回复。我是SOHO人士,刚开始。。。还需要很多学习和经验吧。



  • 感觉没说错做错呀,拉黑你主要他不想多付USD100. 应该是找到别的供应商比你便宜吧



  • cn1520184105zyuk:感觉没说错做错呀,拉黑你主要他不想多付USD100. 应该是找到别的供应商比你便宜吧回到原帖
    可能,不过还是要自我反省,现在客户不回复也不知道他实际怎么想



  • 这没什么啊,换个邮箱发下,或问下客户的意见,如果才200多美金客户不接受的话,你能承担的话就自己承担,没多少钱



  • cn1520184105zyuk:感觉没说错做错呀,拉黑你主要他不想多付USD100. 应该是找到别的供应商比你便宜吧回到原帖
    没让他多付100美金,我只是加了30美金作为FOB ,剩下的运费是我方付出


362 回复

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