我的首个批量订单询盘--求助

背景--公司产品在6月份研发出来，之后就是零零星星的样品单。

我们是做热切工具的，比较冷门的产品，供应商也就那么几家。总是感觉在回复客户的时候没有着力点，还是请老师帮忙分析下。也请各位老师前辈指出回复中不当的地方。

公司没有老业务员带，只有一点点琢磨了。。。

1.国家---英国
2.买家的具体要求-----想批发做零售
3.你对这个买家的做过哪些动作,考虑哪些因素后做的动作---调查客户公司，配合客户拿到合适他的产品
4. 你遇到的困惑点儿-------继续应该怎样跟进

------------------------------------------------------以下为沟通信件
客户-红色；我-黑色

2013/11/9
Hello

My name is Art, I'm a product manager with XXXXX. We are
based in UK and Germany and we are looking for a new suppliers of Electric Cnc
Hot Wire Foam Cutter (knife).

Specifications (approximately)
-Power
supply: 230 V - 50 Hz (110V - 60Hz)
-Power consumption: 190 watts
-12s on
/ off 48s
-insulated
-Power cable 3m long
-Cutting temperature max. 500
° C
-No cutting dust and no static
-Weight: 325 grams

Main Set
Includs:
1x Foam cutter 200
1x Transport Case
1x brush
2x cutting
blade, straight, for panel thickness up to 200 mm
1x S-26, angular
blade
1x hanger
1x Operation Manual

+ all optional Accessories and
blades.

I attached few photos of this foam cutter what we are looking
for. please check them.

Please send me your product catalogue with the
following information:
1. MOQ (pcs)
2. Packing size (1 pc in carton)
3.
FOB price (USD)
4. Weight
5. Specifications and description

we
already have got few quotes from another suppliers. just want to compare the
prices and quality.

I will appreciate your quick
answer.

--
Best regards

我的回复很详细，大体是介绍公司产品。还有他问题的回复，客户要求我们都可以满足

2013/11/12
Hi, can i get dome prices.
will wait your soonest
reply.

Thanks,
按照客户的要求发过去。因为没有回复电话了一次，没有接通。

2013/11/15

Hello Anita,

Thanks so much for your quotation. very appreciated.
i've checked the price what you are offering to us.
and found that they a bit high for us.
we've got a budget for this product. and another reason very tight
competition on UK and DE market on them.
there is a really no profit with this price.

we've received a lot of the quotes from suppliers right now.

we really need to buy this product and want to start cooperate with
someone (supplier)!
for the first order it will be 100 of them. with next orders we
planning buy more and more.

therefore, i can offer you our acceptable price for this knifes, which
is:
60w hot knife - $27-30
90w hot knife - $33-35
190w hot wire - $37-40

I know its can be so low for you, its just offer. you can accept or decline
it.
otherwise we can't buy them because of the price.

if you agree, let me know.

Thanks and Kind Regards,
product manager,
可以说这个价格是100%亏本的，而且客户也没有合作过。也就回了一个还盘

Dear Mr Art

Thanks very much for your kindly reply!

Acturally, I called you on Nov.13rd. Unfortunately maybe
you can't hear me.

To tell the truth, your price really made us into a
corner.

Our recently order 500pcs from Germany is higher than your
offer.

Now your aim price

60w hot knife 100pcs - $27-30/pc
90w hot knife 100pcs - $33-35/pc
190w hot wire 100pcs- $37-40/pc

So, the total amount will be 300pcs.

There is our counter-offer
60w hot knife 100pcs - FOB
Shanghai $42.2/pc
90w hot knife 100pcs - FOB
Shanghai $50/pc
190w hot wire 100pcs- FOB
Shanghai $60/pc

If you pruchase more next time, we'll add the quantity
together then give you a discount.
Besides, we're looking for the first-rank retailer in EU
too. Please do not let price become the barrier between our cooperation. Both of
us would make a concession at the first time.

We'll really appreciate for your consideration.
Looking forward to hearing from you.

Sincerely yours

Anita Liu

然后就是长长的一个月没有回复了。当然圣诞元旦都有过问候，但是没有反馈。

2014/1/9 突然，又冒出来一个询盘，要求找我们定制刀片。
Hi, i am looking for some specific blade to our foam
cutter.
i've attached 2 photos of this blade, could you please
send me your price just for 100 of this blades.
if you can do this.

grooves cutting blade for 26mm square grooves (average
width / depth: 26/60mm)

Regards,

Dear Mr.Art

We're glad to receive your e-mail.

Long time no see. How are you?

Yes, we can do the curving blade as you request.

This is a sample hand made. If 100pcs order, we'll produce
in CNC center.

Blade thickness 0.8mm, tolerance ±0.2mm.

Unit price-USD $14/pc

Lead time- two weeks after receiving your
payment

Payment- 100% advanced T/T, Paypal,Westernunion

Freight-USD $74.5 via TNT

Gross weight-3.5kg
Volume-0.013m³

So, the total price will be $1474.5

Please kindly let us know your idea.

Looking forward to hearing from you.

Best regards & Happy New Year!

Anita Liu

2014/1/10 这里终于开始叫我名字了。。。。TOT
Hello anita,

thanks or your reply.
very good that you've got this blade.
this actually what we are looking for.
but your price is high for us.
one of supplier offer to us $8usd/pcs

Best Regards,

Art
Hi, Art

Thanks for your promptly reply!

We are special factory on produce hot knife and accessory. Quality is our life.

Every Cutting gun will be tested 60 hours persistently before
dispatching.

We do the same thing on the accessory.

You may check the video via

It's the inspection video for another guest in Birstall. We're familiar
with the UK Standard.

As you're a very valuable guest for us, we'd like to offer you $13/pc for the curving blade to show
our sincerity.

We'll really appreciate if you may take that point into consider.

Please kindly let us know your idea.

Looking forward to hearing from you.

Best regards :)

Anita Liu

期间老板做了个英国客户，我写在邮件里面了。同时发了我们质检流程的图片和视频。

2014/1/12
Hello Anita,

Sorry that i didn't reply to.
i've been really busy. and just back from the holidays to normal working
days.

we found 1 supplier for this hot wire foam cutter, the price was really good
for us. but he don't want to sell them to us, because we planning start sell
this product in EU market(such as Germany,France,Italy,France)
and we definitely need this foam cutter.

i've got offer to you.
we can buy this foam cutter sets for the same price like at that another
supplier.
it should be - 190w hot wire foam cutter set.
price $55usd/set.
set includes:
1. Foam Cutter (main body, brass wire brush,
spanner)
2. Plastic box
3. 6" blade
4. 8" blade

We need to but 150 sets for the first time. just to check the quality of your
product, and your service.
Then we will start cooperate with more often and will make long-term
cooperation.

let me know your thoughts.
waiting for your soonest reply.

With Best Regards,

Art
这个时候客户已经和其他供应商比过价格了，老板说这个价格能做，但是赚不到钱。想要对手的报价单，也希望我能和客户再争取一下，就指导我发了下一封信。
Hello Art
Thanks for your kindly feedback!
Enjoy your time with your familiy. We'll enjoy our Spring
Festival soon. Just like your Christmas.
I'm afraid your aim price still a little lower even than
the price based on 300pcs. I have talked with our boss this morning who refused
this offer.
It's a pity to tell you that we didn't make purchase on
that price before.
However, we want to toehold in UK market and you want to
attack the market as well. I'll try again to struggle the price for
you.
Could you please do me a favor to give me the quotation of
the supplier who agree with your aim price?
I'd like to talk with our boss again.
Looking forward to hearing from you.
Best regards :)
客户没有给其他供应商的报价单，只给了抬头。为了考察客户诚意，晚了一天给客户回复。
Hello anita,
did you get my email?? so what you think?? can you make it for us?
will wait your soonest reply.
Thanks,

Art
2014/1/14 回了客户的期望价格。

Hello Art,

So sorry for the late reply! We were busy with dispatching yesterday.

I have talked with our boss again, I'm afraid your aim price is till low
for us.

We have almost no profit which pattern will not go longer.

The best price we can offer you is $58/set

it should be - 190w hot wire foam cutter set includes:
1. Foam Cutter (main body, brass wire brush,
spanner)2. Plastic box
3. 6" blade 4. 8" blade

Please kindly let us know your idea.

Looking forward to hearing from you.

Best regards :)

我的估计是客户又跑去比价格了，现在想和以前一样下周继续跟进。但是价格谈死了跟进的指导思想还请各位指点。大家遇到此类客户怎么处理呢？

2013/11/15

Hello Anita,

不是已经叫了吗

good english,good communication

那个供应商不给给他的原因是那个市场他有大客户，你这个客户应该是刚起步做吧。刚起步没钱赚也可以啊把客户抓住就好

1. 国家----孟加拉
2. 买家的具体要求----价格低，质量高
3. 你对这个买家做过哪些动作，考虑哪些因素后做的动作----
孟加拉客户的忠诚度相对较高，对于了解的供应商，他们通过软磨硬泡达成价格目标，最后成交。所以我给客户报价的时候，都会高1-2%，以便给客户讨价还价余地。因为之前给客户报价，即使成本价，客户也会还价。不得已转变了策略。客人之前有其他的供应商，他们会通过比较得到各供应商产品的性价比（包括价格，质量，服务，交期等产品及其附加值）。我的一个孟加拉客户告诉我，他选择我的原因，不是因为我的价格是最低的，而是因为我的服务是最及时，最有效的，最到位的。可见服务的重要性。
再者，孟加拉的客人对小礼品比较看重。他们认为我们送他礼品，是他身份的象征（一个等级制度分明的国家）。我们送他们小礼品，会让他们在当地人眼里很有面子与尊严。所以要不时地送一些小礼品。
4. 你遇到的困惑点
他们只对自己感兴趣的点关注。这让我一度困惑。例如，给他推荐特价产品，好的采购时期等。他们一律不睬，完全忽视。直至后来他们遇到同样需求的产品，回头才发现，价格早已涨高。他们没有欧美国家人的计划性，如一年的采购计划等 (即使是常规产品)。他们不留库存。何时需要，何时采购。所以他们每次下单，都是TOP URGENT DELIVERY。所以跟他们的单，很辛苦。又因为他们是T/T+L/C交货方式，并且，T/T通过中东中转，所以特别慢，从他们下单，到收到证或钱，至少要一个星期后。提醒了客户很多次。他们总不以为意。即使是合作多年的客户。如何解决这个困惑？

cn1000291284：1. 国家----孟加拉
2. 买家的具体要求----价格低，质量高
3. 你对这个买家做过哪些动作，考虑哪些因素后做的动作----
孟加拉客户的忠诚度相对较高，对于了解的供应商，他们通过软磨硬泡达成价格...回到原帖

他们的人性就这样没有办法，唯一的办法就是要有耐心。他急我不急，慢慢磨！！

30%订金已付

cn1001240603

背景--公司产品在6月份研发出来，之后就是零零星星的样品单。

我们是做热切工具的，比较冷门的产品，供应商也就那么几家。总是感觉在回复客户的时候没有着力点，还是请老师帮忙分析下。也请各位老师前辈指出回复中不当的地方。

公司没有老业务员带，只有一点点琢磨了。。。

1.国家---英国
2.买家的具体要求-----想批发做零售
3.你对这个买家的做过哪些动作,考虑哪些因素后做的动作---调查客户公司，配合客户拿到合适他的产品
4. 你遇到的困惑点儿-------继续应该怎样跟进

------------------------------------------------------以下为沟通信件
客户-红色；我-黑色

2013/11/9
Hello

My name is Art, I'm a product manager with XXXXX. We are
based in UK and Germany and we are looking for a new suppliers of Electric Cnc
Hot Wire Foam Cutter (knife).

Specifications (approximately)
-Power
supply: 230 V - 50 Hz (110V - 60Hz)
-Power consumption: 190 watts
-12s on
/ off 48s
-insulated
-Power cable 3m long
-Cutting temperature max. 500
° C
-No cutting dust and no static
-Weight: 325 grams

Main Set
Includs:
1x Foam cutter 200
1x Transport Case
1x brush
2x cutting
blade, straight, for panel thickness up to 200 mm
1x S-26, angular
blade
1x hanger
1x Operation Manual

+ all optional Accessories and
blades.

I attached few photos of this foam cutter what we are looking
for. please check them.

Please send me your product catalogue with the
following information:
1. MOQ (pcs)
2. Packing size (1 pc in carton)
3.
FOB price (USD)
4. Weight
5. Specifications and description

we
already have got few quotes from another suppliers. just want to compare the
prices and quality.

I will appreciate your quick
answer.

--
Best regards

我的回复很详细，大体是介绍公司产品。还有他问题的回复，客户要求我们都可以满足

2013/11/12
Hi, can i get dome prices.
will wait your soonest
reply.

Thanks,
按照客户的要求发过去。因为没有回复电话了一次，没有接通。

2013/11/15

Hello Anita,

Thanks so much for your quotation. very appreciated.
i've checked the price what you are offering to us.
and found that they a bit high for us.
we've got a budget for this product. and another reason very tight
competition on UK and DE market on them.
there is a really no profit with this price.

we've received a lot of the quotes from suppliers right now.

we really need to buy this product and want to start cooperate with
someone (supplier)!
for the first order it will be 100 of them. with next orders we
planning buy more and more.

therefore, i can offer you our acceptable price for this knifes, which
is:
60w hot knife - $27-30
90w hot knife - $33-35
190w hot wire - $37-40

I know its can be so low for you, its just offer. you can accept or decline
it.
otherwise we can't buy them because of the price.

if you agree, let me know.

Thanks and Kind Regards,
product manager,
可以说这个价格是100%亏本的，而且客户也没有合作过。也就回了一个还盘

Dear Mr Art

Thanks very much for your kindly reply!

Acturally, I called you on Nov.13rd. Unfortunately maybe
you can't hear me.

To tell the truth, your price really made us into a
corner.

Our recently order 500pcs from Germany is higher than your
offer.

Now your aim price

60w hot knife 100pcs - $27-30/pc
90w hot knife 100pcs - $33-35/pc
190w hot wire 100pcs- $37-40/pc

So, the total amount will be 300pcs.

There is our counter-offer
60w hot knife 100pcs - FOB
Shanghai $42.2/pc
90w hot knife 100pcs - FOB
Shanghai $50/pc
190w hot wire 100pcs- FOB
Shanghai $60/pc

If you pruchase more next time, we'll add the quantity
together then give you a discount.
Besides, we're looking for the first-rank retailer in EU
too. Please do not let price become the barrier between our cooperation. Both of
us would make a concession at the first time.

We'll really appreciate for your consideration.
Looking forward to hearing from you.

Sincerely yours

Anita Liu

然后就是长长的一个月没有回复了。当然圣诞元旦都有过问候，但是没有反馈。

2014/1/9 突然，又冒出来一个询盘，要求找我们定制刀片。
Hi, i am looking for some specific blade to our foam
cutter.
i've attached 2 photos of this blade, could you please
send me your price just for 100 of this blades.
if you can do this.

grooves cutting blade for 26mm square grooves (average
width / depth: 26/60mm)

Regards,

Dear Mr.Art

We're glad to receive your e-mail.

Long time no see. How are you?

Yes, we can do the curving blade as you request.

This is a sample hand made. If 100pcs order, we'll produce
in CNC center.

Blade thickness 0.8mm, tolerance ±0.2mm.

Unit price-USD $14/pc

Lead time- two weeks after receiving your
payment

Payment- 100% advanced T/T, Paypal,Westernunion

Freight-USD $74.5 via TNT

Gross weight-3.5kg
Volume-0.013m³

So, the total price will be $1474.5

Please kindly let us know your idea.

Looking forward to hearing from you.

Best regards & Happy New Year!

Anita Liu

2014/1/10 这里终于开始叫我名字了。。。。TOT
Hello anita,

thanks or your reply.
very good that you've got this blade.
this actually what we are looking for.
but your price is high for us.
one of supplier offer to us $8usd/pcs

Best Regards,

Art
Hi, Art

Thanks for your promptly reply!

We are special factory on produce hot knife and accessory. Quality is our life.

Every Cutting gun will be tested 60 hours persistently before
dispatching.

We do the same thing on the accessory.

You may check the video via

It's the inspection video for another guest in Birstall. We're familiar
with the UK Standard.

As you're a very valuable guest for us, we'd like to offer you $13/pc for the curving blade to show
our sincerity.

We'll really appreciate if you may take that point into consider.

Please kindly let us know your idea.

Looking forward to hearing from you.

Best regards :)

Anita Liu

期间老板做了个英国客户，我写在邮件里面了。同时发了我们质检流程的图片和视频。

2014/1/12
Hello Anita,

Sorry that i didn't reply to.
i've been really busy. and just back from the holidays to normal working
days.

we found 1 supplier for this hot wire foam cutter, the price was really good
for us. but he don't want to sell them to us, because we planning start sell
this product in EU market(such as Germany,France,Italy,France)
and we definitely need this foam cutter.

i've got offer to you.
we can buy this foam cutter sets for the same price like at that another
supplier.
it should be - 190w hot wire foam cutter set.
price $55usd/set.
set includes:
1. Foam Cutter (main body, brass wire brush,
spanner)
2. Plastic box
3. 6" blade
4. 8" blade

We need to but 150 sets for the first time. just to check the quality of your
product, and your service.
Then we will start cooperate with more often and will make long-term
cooperation.

let me know your thoughts.
waiting for your soonest reply.

With Best Regards,

Art
这个时候客户已经和其他供应商比过价格了，老板说这个价格能做，但是赚不到钱。想要对手的报价单，也希望我能和客户再争取一下，就指导我发了下一封信。
Hello Art
Thanks for your kindly feedback!
Enjoy your time with your familiy. We'll enjoy our Spring
Festival soon. Just like your Christmas.
I'm afraid your aim price still a little lower even than
the price based on 300pcs. I have talked with our boss this morning who refused
this offer.
It's a pity to tell you that we didn't make purchase on
that price before.
However, we want to toehold in UK market and you want to
attack the market as well. I'll try again to struggle the price for
you.
Could you please do me a favor to give me the quotation of
the supplier who agree with your aim price?
I'd like to talk with our boss again.
Looking forward to hearing from you.
Best regards :)
客户没有给其他供应商的报价单，只给了抬头。为了考察客户诚意，晚了一天给客户回复。
Hello anita,
did you get my email?? so what you think?? can you make it for us?
will wait your soonest reply.
Thanks,

Art
2014/1/14 回了客户的期望价格。

Hello Art,

So sorry for the late reply! We were busy with dispatching yesterday.

I have talked with our boss again, I'm afraid your aim price is till low
for us.

We have almost no profit which pattern will not go longer.

The best price we can offer you is $58/set

it should be - 190w hot wire foam cutter set includes:
1. Foam Cutter (main body, brass wire brush,
spanner)2. Plastic box
3. 6" blade 4. 8" blade

Please kindly let us know your idea.

Looking forward to hearing from you.

Best regards :)

我的估计是客户又跑去比价格了，现在想和以前一样下周继续跟进。但是价格谈死了跟进的指导思想还请各位指点。大家遇到此类客户怎么处理呢？

李家二小姐

2013/11/15

Hello Anita,

不是已经叫了吗

cn1501536163

good english,good communication

李家二小姐

那个供应商不给给他的原因是那个市场他有大客户，你这个客户应该是刚起步做吧。刚起步没钱赚也可以啊把客户抓住就好

cn1000291284

1. 国家----孟加拉
2. 买家的具体要求----价格低，质量高
3. 你对这个买家做过哪些动作，考虑哪些因素后做的动作----
孟加拉客户的忠诚度相对较高，对于了解的供应商，他们通过软磨硬泡达成价格目标，最后成交。所以我给客户报价的时候，都会高1-2%，以便给客户讨价还价余地。因为之前给客户报价，即使成本价，客户也会还价。不得已转变了策略。客人之前有其他的供应商，他们会通过比较得到各供应商产品的性价比（包括价格，质量，服务，交期等产品及其附加值）。我的一个孟加拉客户告诉我，他选择我的原因，不是因为我的价格是最低的，而是因为我的服务是最及时，最有效的，最到位的。可见服务的重要性。
再者，孟加拉的客人对小礼品比较看重。他们认为我们送他礼品，是他身份的象征（一个等级制度分明的国家）。我们送他们小礼品，会让他们在当地人眼里很有面子与尊严。所以要不时地送一些小礼品。
4. 你遇到的困惑点
他们只对自己感兴趣的点关注。这让我一度困惑。例如，给他推荐特价产品，好的采购时期等。他们一律不睬，完全忽视。直至后来他们遇到同样需求的产品，回头才发现，价格早已涨高。他们没有欧美国家人的计划性，如一年的采购计划等 (即使是常规产品)。他们不留库存。何时需要，何时采购。所以他们每次下单，都是TOP URGENT DELIVERY。所以跟他们的单，很辛苦。又因为他们是T/T+L/C交货方式，并且，T/T通过中东中转，所以特别慢，从他们下单，到收到证或钱，至少要一个星期后。提醒了客户很多次。他们总不以为意。即使是合作多年的客户。如何解决这个困惑？

zensunco

cn1000291284：1. 国家----孟加拉
2. 买家的具体要求----价格低，质量高
3. 你对这个买家做过哪些动作，考虑哪些因素后做的动作----
孟加拉客户的忠诚度相对较高，对于了解的供应商，他们通过软磨硬泡达成价格...回到原帖

他们的人性就这样没有办法，唯一的办法就是要有耐心。他急我不急，慢慢磨！！

henglift

cn1001240603

30%订金已付

铜币：	+1 +5 +10 +20 +50 +100	剩余
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