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  • 0 楼#

    小辣椒

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    这是一个连锁专卖店,规模和实力对我来说,都是空前最大的买手,接到他的询盘时,我花了整整一上午的时间来回复询盘

    可喜的是第二天就得到买家的回复,买家选择了款式并要求报价……
    可悲的是报价两天后没有下文…….
    但跟进后买家回复了,却被告知对我们的产品其实不感兴趣……
    再次跟进后又说有自己设计的产品可以谈谈…..
    等我告知要收取样品板费时,买家又陷入沉默中……..
    据理力争后又得到回复,还获得了他们的设计图……..
    随后拿到样品.........
    但又在板费的问题上进入尴尬........
    然而以退为进后发现真能推波助澜,有种“柳暗花明又一村”的感觉
    ............
    整个过程是这样的:

    第一次交锋:

    买家询盘:
    Dear jessie,
    My name is Austin and I am a shoe buyer at a chain of shoe stores in Australia.
    We currently have 70 stores throughout the country and we plan on opening an additional 100 over the next year.
    We specialise in ladies high fashion shoes at reasonable prices. I invite you to view our website to learn more about our company and get an idea of our styling. And also to see if you could potentially supply us.
    Our order quantities are around 4000 pairs per style.
    Looking forward to hearing from you.
    Kind regards,


    接到这样的询盘,心理有些振奋,好久没收到这样有质量的询盘,但其实还是有些担心的,毕竟从事外贸才1年左右,跟这种买家交锋第一次。所以花很长时间仔细研究了客户的网站,主要看:
    1.买家公司网站的风格是比较时尚的,推荐的产品款式是我考虑的重点,目录册必须重点突出,排版整齐
    2.店面的区域分布情况 ,验证买家的实力
    3.contact的联系方式,查看是否有其他联系方式及看看Austin的职位是采购部经理
    既然买家说要high fashion的产品,那么对新品设计能力估计是买家比较感兴趣。所以顺着买家的表达方式这样回复:
    Dear Austin,
    My name is Jessie and thanks for your inquiry.
    After looking through your website, I specially make a catalogue as attached for your checking, that including all the shoes suitable for your market.
    We are a manufacture specialized in women and kid footwear for 10years. Our R&D Team with10 engineers created three series of new design in 2011, like T500 ,Z600 and H800also included in the attached. I’d like to inform you that we can design and modify shoes as your request. Sincerely hope for your reply. I believe the further communication will make you enjoy our good service.
    Regards
    Jessie

    花整整一上午整理了目录。
    1.    把新产品系列图片放大摆在最前面
    2.     其他参考款式放在后面,同时附上工厂的图片和车间图片
    3.     常规的产品包装图片
    为公司产品信息的保密,提供大致的模板供参考如下:

    图片:目录.JPG




  • 1 楼#

    huasida

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    估计楼主的关键词排名挺靠前的

  • 2 楼#

    小辣椒

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    呵呵,排名一般,但整个网站的曝光量不错,所以询盘量不错,阿里的数据显示,每个月都是A

  • 3 楼#

    小辣椒

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    最近比较忙,更新迟了,抱歉!
    第二天买家答复:
    Thanks for your reply!

    Please could you send us a quotation on the following styles:

    RT772
    RT657
    RT662
    RT658
    RT660
    RT661
    ............

    Please quote on 3600 pairs per style on ladies and 2400 pairs per style on kids.

    Please quote on PU.
    选择了大概有10款,材质要求只要PU.
    找老板要报价,跟老板说了下搜索到的客户背景,建议老板给个好价格,但是因为我们公司没有进出口权,需要找代理出口,有时候找到的小工厂,不能开票,还很麻烦,所以七七八八的费用加些利润,折腾了好一阵子,担心买家等不及,还先回复了下说为整理个详细的报价单,需要明天回复,第二天估摸着他上班了,我就发出去。报价单大致如下:
    价格后面附上相应的条款
    最后附上工厂全景图
    Pdf格式,文件相对小些。



    • 图片:001.JPG


  • 4 楼#

    小辣椒

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    之后4天,买家就毫无声息了,所以4天后,发了封跟进邮件:
    简单的几句话,问下是否报价单收到,然后打了电话过去,是别的同事接的,还好直接告诉我分机,转过去,但是Austin 不在,电话有留言,所以留下message:

    先自我介绍下,来自xx公司,17号时您给我发了邮件对推荐RT系列鞋子感兴趣,我回复了详细的报价单,几天过去了,没有得到您的回复,今天电话是想知道进展如何,听到留言请回复,谢谢!
    没想到得到回复了:
    I did receive your quotation, thank you.            

    We are not going to request any of these samples as we don’t think they will sell in our market. But we feel your prices are workable. So I will send you pictures of new styles we would like to develop for summer and you can tell me what you would charge for those.

    We are busy preparing now and will send to you later.

    Kind regards,

    认为我们的产品不感兴趣,因为市场上销售不会好,前期只是为探价格,好家伙,幸好跟老板争取了个好价格,有他们自己的设计,问我们的费用。
     
    买家这次的回复有个小细节引起我的注意:
    邮件同时CC给另外一位同事,
    看来我已经引起他们的注意,有戏了
    他们会是什么关系呢?上下级关系,还是仅仅是不同部门的同事关系,看不出来,我决定以后多关注看买家回复邮件的习惯,毕竟是连锁店,或许是分工上的不同,一个萝卜一个坑,难道准备定制产品的图片信息是由cc的这个同事负责。。。。总之,我觉得接下来要多留意,小心为好!

  • 5 楼#

    Athena_007

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    期待下文,刚好有个澳大利亚客户来了询盘,来取经了。

  • 6 楼#

    小辣椒

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    图片:2.JPG


    谢谢关注,有人看,我就更有动力了,希望能给大家带来启发
     
    收到答复,3分钟内我就回复如下:
     
    Thanks for your reply.
    Normally, we will charge $xxx- $xxx for a new developing sample, it depends on the different shoes styles. But the sample charge will be returned to you after official order.
    we will inform you the final cost when we get your pictures. any questions please do not hesitate to tell us.

    当天买家也回复了:
    My bosses won’t pay for sample development (as we work with many suppliers in China and we don’t pay any of them for sample development).
    So I think maybe it is better to work with your styles for now.Are you able to send more summer styles to us?
    跟我们说,不付样板费,在中国有过很多供应商了,都这么操作, 亲爱的同胞们,你们逼死我啦!
    想要从我们现有的产品中采购,这又是演得拿出呀,不是已经探价过了嘛!
    注意到,每次Austin都把邮件cc给另一同事,看来这个人和他关系紧密.
    怎么办好呢?重新发目录册吧.
    又忙活了一大阵子,整理了夏款发过去.
    第二天, 没有答复了, 我心理就打鼓了, 处理的可能有些草率了, 我仅仅把目录册扔过去而已, 是不是该详细想想怎么再跟进一封,想想样板费,那么点点都不支付,感觉太没诚意了, 还是就样板费再解释下,跟进如下:

    How are you today?  Would you like our styles in the catalogue sent to yesterday?

    Regarding samples charge, we just charge only samples cost from our customers for the first time, BUT we promise that the charge will be returned back once getting your offcial order. If we were already your vendor, you also do not need to pay any
    .  We do not care for sample charge but pay more attention to the sincerity of cooperation between us. Hope you can understand.
    Could you tell us more specifications about your summer styles?  so we can recommend more similar styles for your reference. the catalogue sent
    yesterday is just a part of summer styles.
    Looking forward to hearing from you soon!







  • 7 楼#

    包法利夫人

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    报价单做得很整洁明了,附上工厂全景图,以前倒没想过,谢谢分享!

  • 8 楼#

    神魔不信邪

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    电话留言学习了,往往听到是留言,我就挂电话了,看来以后要争取下

  • 9 楼#

    Susie Sun

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    很期待下文,LZ快更新呀

  • 10 楼#

    cn1000616061

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    学习了,楼主的目录册做的好漂亮呀,怎么弄得?能不能也分享下?

  • 11 楼#

    可乐

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    澳洲的客户,接触过几个,基本都比较nice,楼主这个看起来也听顺利的,期待下文更精彩部分

  • 12 楼#

    上翠花的酸菜

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    楼主好细心呀,还关注买家回复cc给谁,这个细节学习了。

  • 13 楼#

    小辣椒

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    我来啦,继续,今天比较有空!

    话说发出上面那封邮件(强调收取样板费会在正式订单后归还)一个星期过后,客户都不回复,
    我想完蛋了,肯定是买家故意不回了,想想反正就要死的客户,不如在跟进博一下,
    邮件就不贴了,很简单,就是说好几天没有您的回复,22号发出的目录反馈怎样,我们很希望能有机会服务贵司。
    那天是周二。
     
    那周四,收到回复:
    Thanks for your e-mail.

    Unfortunately we cannot pay for samples. We have many suppliers in China who don’t charge us so my boss will not agree to pay.

    So at this point we are unable to request any.

    Kind regards,
     

    很明确地拒绝我了
     
    但还能回复我说有很多供应商,且都是不付样板费的
    看来还是因为样板费的问题,如果不收样板费,还是有希望合作的,不然干嘛回我邮件呢。
    我的第一反应,就是找老板谈判去。
     
    老板不太情愿(因为我们是小公司,老板也不是很有钱),但我说不管怎样,先同意免费提供,得到设计图看看,到时候如果觉得不合适,再说不做,我们也不亏呀。所以当天回复:
    Thanks for your reply and patient.

    Never mind, We understand your boss.  I also spoke to our boss when got your email last time.  he said could you send your designs pictures for our reference and we will take a look to see whether we can make them first,  if we can produce them, we can make free samples for you.  Hope you can understand. Many thanks! Looking forward to hearing from you soon!
     
     
     



  • 14 楼#

    小辣椒

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    呵呵,当天下午,叮咚收到买家答复:
     
    Thanks that would be great.

    I have forwarded the pictures you sent me before to the others buyers to get the opinion on which ones they like.

    I probably think we would need to give you styles to develop for us though.

    I will discuss with them and get back to you.

    I would be very excited to work with you as we always need suppliers in Huidong.

    Kind regards,
     
    诶......
    本是同根生
    相煎何太急呀
    都是我们中国人把买家宠坏了吧!
    如果我们大家能团结一致,老外也不会这么压我们哪!
    本以为一切就这么顺理成章了,但......中午了,先吃饭去!

  • 15 楼#

    cnysdg

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    优秀文章,支持!

  • 16 楼#

    wenzhounf

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    期待更多精彩分享,我是做电器(开关,灯头)行业的,遇到客户就要和LZ 一样去处理啊,订单多多

  • 17 楼#

    TXY Rachel

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    继续

  • 18 楼#

    cn1000527108

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    楼总很用心哦,但我觉得邮件可以再简洁一点,学习中,谢谢

  • 19 楼#

    小辣椒

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    快11:00了,刚参加完附近商场的地球一小时活动,有点激动!
    也想起了自己的帖子,来看看反馈如何,幸好电脑还有些电,
    其实第一次发帖子,
    有点像回复买家的询盘后期待买家再次回音那样的渴望,
    渴望有人关注,更渴望有人留言,
    今天看到又有人支持我, 说实话,屁颠屁颠地!

    图片:003.JPG

    你说得很对,我很希望有高人帮我多指出问题点

    每次看到别人简练地邮件描写,我都超羡慕
    每次发出邮件前,我都会自己一直读,再作删减,但是还是有些啰嗦
    总害怕意思表达不到位,买家不理解
    一直以来有看些美剧,也跟着学
    但一到实际应用,就乱了

    回到正题,这帖子素材都在公司电脑里,只有部分在家里,今晚我试着整理一段
    完整的需要清明节后了,让大家久等了,谢谢关注!



  • 这是一个连锁专卖店,规模和实力对我来说,都是空前最大的买手,接到他的询盘时,我花了整整一上午的时间来回复询盘

    可喜的是第二天就得到买家的回复,买家选择了款式并要求报价……
    可悲的是报价两天后没有下文…….
    但跟进后买家回复了,却被告知对我们的产品其实不感兴趣……
    再次跟进后又说有自己设计的产品可以谈谈…..
    等我告知要收取样品板费时,买家又陷入沉默中……..
    据理力争后又得到回复,还获得了他们的设计图……..
    随后拿到样品.........
    但又在板费的问题上进入尴尬........
    然而以退为进后发现真能推波助澜,有种“柳暗花明又一村”的感觉
    ............
    整个过程是这样的:

    第一次交锋:

    买家询盘:
    Dear jessie,
    My name is Austin and I am a shoe buyer at a chain of shoe stores in Australia.
    We currently have 70 stores throughout the country and we plan on opening an additional 100 over the next year.
    We specialise in ladies high fashion shoes at reasonable prices. I invite you to view our website to learn more about our company and get an idea of our styling. And also to see if you could potentially supply us.
    Our order quantities are around 4000 pairs per style.
    Looking forward to hearing from you.
    Kind regards,


    接到这样的询盘,心理有些振奋,好久没收到这样有质量的询盘,但其实还是有些担心的,毕竟从事外贸才1年左右,跟这种买家交锋第一次。所以花很长时间仔细研究了客户的网站,主要看:
    1.买家公司网站的风格是比较时尚的,推荐的产品款式是我考虑的重点,目录册必须重点突出,排版整齐
    2.店面的区域分布情况 ,验证买家的实力
    3.contact的联系方式,查看是否有其他联系方式及看看Austin的职位是采购部经理
    既然买家说要high fashion的产品,那么对新品设计能力估计是买家比较感兴趣。所以顺着买家的表达方式这样回复:
    Dear Austin,
    My name is Jessie and thanks for your inquiry.
    After looking through your website, I specially make a catalogue as attached for your checking, that including all the shoes suitable for your market.
    We are a manufacture specialized in women and kid footwear for 10years. Our R&D Team with10 engineers created three series of new design in 2011, like T500 ,Z600 and H800also included in the attached. I’d like to inform you that we can design and modify shoes as your request. Sincerely hope for your reply. I believe the further communication will make you enjoy our good service.
    Regards
    Jessie

    花整整一上午整理了目录。
    1.    把新产品系列图片放大摆在最前面
    2.     其他参考款式放在后面,同时附上工厂的图片和车间图片
    3.     常规的产品包装图片
    为公司产品信息的保密,提供大致的模板供参考如下:

    图片:目录.JPG






  • 估计楼主的关键词排名挺靠前的



  • 呵呵,排名一般,但整个网站的曝光量不错,所以询盘量不错,阿里的数据显示,每个月都是A



  • 最近比较忙,更新迟了,抱歉!
    第二天买家答复:
    Thanks for your reply!

    Please could you send us a quotation on the following styles:

    RT772
    RT657
    RT662
    RT658
    RT660
    RT661
    ............

    Please quote on 3600 pairs per style on ladies and 2400 pairs per style on kids.

    Please quote on PU.
    选择了大概有10款,材质要求只要PU.
    找老板要报价,跟老板说了下搜索到的客户背景,建议老板给个好价格,但是因为我们公司没有进出口权,需要找代理出口,有时候找到的小工厂,不能开票,还很麻烦,所以七七八八的费用加些利润,折腾了好一阵子,担心买家等不及,还先回复了下说为整理个详细的报价单,需要明天回复,第二天估摸着他上班了,我就发出去。报价单大致如下:
    价格后面附上相应的条款
    最后附上工厂全景图
    Pdf格式,文件相对小些。



    • 图片:001.JPG




  • 之后4天,买家就毫无声息了,所以4天后,发了封跟进邮件:
    简单的几句话,问下是否报价单收到,然后打了电话过去,是别的同事接的,还好直接告诉我分机,转过去,但是Austin 不在,电话有留言,所以留下message:

    先自我介绍下,来自xx公司,17号时您给我发了邮件对推荐RT系列鞋子感兴趣,我回复了详细的报价单,几天过去了,没有得到您的回复,今天电话是想知道进展如何,听到留言请回复,谢谢!
    没想到得到回复了:
    I did receive your quotation, thank you.            

    We are not going to request any of these samples as we don’t think they will sell in our market. But we feel your prices are workable. So I will send you pictures of new styles we would like to develop for summer and you can tell me what you would charge for those.

    We are busy preparing now and will send to you later.

    Kind regards,

    认为我们的产品不感兴趣,因为市场上销售不会好,前期只是为探价格,好家伙,幸好跟老板争取了个好价格,有他们自己的设计,问我们的费用。
     
    买家这次的回复有个小细节引起我的注意:
    邮件同时CC给另外一位同事,
    看来我已经引起他们的注意,有戏了
    他们会是什么关系呢?上下级关系,还是仅仅是不同部门的同事关系,看不出来,我决定以后多关注看买家回复邮件的习惯,毕竟是连锁店,或许是分工上的不同,一个萝卜一个坑,难道准备定制产品的图片信息是由cc的这个同事负责。。。。总之,我觉得接下来要多留意,小心为好!



  • 期待下文,刚好有个澳大利亚客户来了询盘,来取经了。



  • 图片:2.JPG


    谢谢关注,有人看,我就更有动力了,希望能给大家带来启发
     
    收到答复,3分钟内我就回复如下:
     
    Thanks for your reply.
    Normally, we will charge $xxx- $xxx for a new developing sample, it depends on the different shoes styles. But the sample charge will be returned to you after official order.
    we will inform you the final cost when we get your pictures. any questions please do not hesitate to tell us.

    当天买家也回复了:
    My bosses won’t pay for sample development (as we work with many suppliers in China and we don’t pay any of them for sample development).
    So I think maybe it is better to work with your styles for now.Are you able to send more summer styles to us?
    跟我们说,不付样板费,在中国有过很多供应商了,都这么操作, 亲爱的同胞们,你们逼死我啦!
    想要从我们现有的产品中采购,这又是演得拿出呀,不是已经探价过了嘛!
    注意到,每次Austin都把邮件cc给另一同事,看来这个人和他关系紧密.
    怎么办好呢?重新发目录册吧.
    又忙活了一大阵子,整理了夏款发过去.
    第二天, 没有答复了, 我心理就打鼓了, 处理的可能有些草率了, 我仅仅把目录册扔过去而已, 是不是该详细想想怎么再跟进一封,想想样板费,那么点点都不支付,感觉太没诚意了, 还是就样板费再解释下,跟进如下:

    How are you today?  Would you like our styles in the catalogue sent to yesterday?

    Regarding samples charge, we just charge only samples cost from our customers for the first time, BUT we promise that the charge will be returned back once getting your offcial order. If we were already your vendor, you also do not need to pay any
    .  We do not care for sample charge but pay more attention to the sincerity of cooperation between us. Hope you can understand.
    Could you tell us more specifications about your summer styles?  so we can recommend more similar styles for your reference. the catalogue sent
    yesterday is just a part of summer styles.
    Looking forward to hearing from you soon!









  • 报价单做得很整洁明了,附上工厂全景图,以前倒没想过,谢谢分享!



  • 电话留言学习了,往往听到是留言,我就挂电话了,看来以后要争取下



  • 很期待下文,LZ快更新呀



  • 学习了,楼主的目录册做的好漂亮呀,怎么弄得?能不能也分享下?



  • 澳洲的客户,接触过几个,基本都比较nice,楼主这个看起来也听顺利的,期待下文更精彩部分



  • 楼主好细心呀,还关注买家回复cc给谁,这个细节学习了。



  • 我来啦,继续,今天比较有空!

    话说发出上面那封邮件(强调收取样板费会在正式订单后归还)一个星期过后,客户都不回复,
    我想完蛋了,肯定是买家故意不回了,想想反正就要死的客户,不如在跟进博一下,
    邮件就不贴了,很简单,就是说好几天没有您的回复,22号发出的目录反馈怎样,我们很希望能有机会服务贵司。
    那天是周二。
     
    那周四,收到回复:
    Thanks for your e-mail.

    Unfortunately we cannot pay for samples. We have many suppliers in China who don’t charge us so my boss will not agree to pay.

    So at this point we are unable to request any.

    Kind regards,
     

    很明确地拒绝我了
     
    但还能回复我说有很多供应商,且都是不付样板费的
    看来还是因为样板费的问题,如果不收样板费,还是有希望合作的,不然干嘛回我邮件呢。
    我的第一反应,就是找老板谈判去。
     
    老板不太情愿(因为我们是小公司,老板也不是很有钱),但我说不管怎样,先同意免费提供,得到设计图看看,到时候如果觉得不合适,再说不做,我们也不亏呀。所以当天回复:
    Thanks for your reply and patient.

    Never mind, We understand your boss.  I also spoke to our boss when got your email last time.  he said could you send your designs pictures for our reference and we will take a look to see whether we can make them first,  if we can produce them, we can make free samples for you.  Hope you can understand. Many thanks! Looking forward to hearing from you soon!
     
     
     





  • 呵呵,当天下午,叮咚收到买家答复:
     
    Thanks that would be great.

    I have forwarded the pictures you sent me before to the others buyers to get the opinion on which ones they like.

    I probably think we would need to give you styles to develop for us though.

    I will discuss with them and get back to you.

    I would be very excited to work with you as we always need suppliers in Huidong.

    Kind regards,
     
    诶......
    本是同根生
    相煎何太急呀
    都是我们中国人把买家宠坏了吧!
    如果我们大家能团结一致,老外也不会这么压我们哪!
    本以为一切就这么顺理成章了,但......中午了,先吃饭去!



  • 优秀文章,支持!



  • 期待更多精彩分享,我是做电器(开关,灯头)行业的,遇到客户就要和LZ 一样去处理啊,订单多多



  •  
    继续



  • 楼总很用心哦,但我觉得邮件可以再简洁一点,学习中,谢谢



  • 快11:00了,刚参加完附近商场的地球一小时活动,有点激动!
    也想起了自己的帖子,来看看反馈如何,幸好电脑还有些电,
    其实第一次发帖子,
    有点像回复买家的询盘后期待买家再次回音那样的渴望,
    渴望有人关注,更渴望有人留言,
    今天看到又有人支持我, 说实话,屁颠屁颠地!

    图片:003.JPG

    你说得很对,我很希望有高人帮我多指出问题点

    每次看到别人简练地邮件描写,我都超羡慕
    每次发出邮件前,我都会自己一直读,再作删减,但是还是有些啰嗦
    总害怕意思表达不到位,买家不理解
    一直以来有看些美剧,也跟着学
    但一到实际应用,就乱了

    回到正题,这帖子素材都在公司电脑里,只有部分在家里,今晚我试着整理一段
    完整的需要清明节后了,让大家久等了,谢谢关注!


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