马利宝椰子朗姆酒喝法:刚工作待下单客户的丢单

刚工作待下单客户的丢单-大家分享总结经验

我工作没有多久，就遇到了一个有订单的罗马尼亚客户，但是由于我的粗心，这个订单飞掉了，前事不忘后事之师，我把我和这个订单邮件的全过程写下来了：
时间：2010年7月26日星期一，我给他写的建交信：
Dear Sales Manager,   
Your e-mail we obtain via your website http://www.xxxxx/, and we are writing to you for partnership proposal.  
You are leading cable dealer, too, so we want to enlarge our business scope in your country. Hope we can establish long terms cooperation relations on the basis of mutual benefits.  
We are international trade and Industry integrated enterprise specialized in manufacturing cat3, UTP/FTP cat5e cat6 cables of all kinds.
If you are interested, please visit http://www.risuncable.com/ for your reference and kindly inform us, we prefer to offer you detailed information.  
Your early response will be highly appreciated.  
Best regards,  
Derron Shun  

postscript:这个是我用的建交信模板之一，我每周都会重新写一封。不过现在我就固定了一封建交信了，效果还是不错的，全是我之前业务积累的结果了，哈哈…  
时间：2010年7月27日星期二 他回复了我：
Dear Sir,
Please let us know regarding your products the price list that your company is applying to a major distributor as our company is.
We need a price quotation for data cable, we mean cat5e, 24 AWG, Cu
Integral 0,5mm +/- 0.01mm - UTP, FTP, FTP messenger.
Please consider for the price calculation a qty of one container/month
of each product.
I can mention to your interest that we are currently replenish our stock
in the qty specified above from a Chinese producer.
Looking forward for your answer,
Best Regards
--
姓名xxxx
Sales Manager
xxxxx
xxxxxxxxx（公司地址网址联系电话手机号等）
我一看非常高兴，这是个意向很高的询盘，被分为三类。我开始报价了：
时间：2010年7月28日星期三
On 7/28/2010 11:39 AM, Derron Shun wrote:  
Dear XXXX,
Glad to have received your e-mail.
Since you are frequently replenishing your stock every month, we are pleased to offer you best price.
The quotations are listed as following as per your requirement:  
1. UTP CAT5E 4X2X0.50CU, PVC JACKET: FOB Shanghai USDxxx8/Pull box;
   PACKING: 305M/PULL BOX, 2PULL BOX/CTN.  
2. FTP CAT5E 4X2X0.50CU, 0.40TC DRAIN,PVC JKT: FOB Shanghai USDxx5/Pull box;
   PACKING: 305M/PULL BOX, 2PULL BOX/CTN.  
3. FTP CAT5E 4X2X0.50CU, 0.40TC DRAIN, PVC JKT, 1.30STEEL: FOB Shanghai USDxx0/305M;
   PACKING: 305M/WOODEN REEL/CTN.
The price quoted above is based on today's copper rates.   
We are eager to enter into business relationships with you in the long run on the basis of mutual benefit.  
Looking forward to your pleasant reply soon.  
Best Regards,  
Derron Shun  

我是文科生，这些电缆知识我花了好大劲才知道些，能够独立报价了。每种规格的价格都是老板根据当天的铜价计算出来的，我们在根据包装和贸易术语按照当天的汇率折算出来。
这家伙很感兴趣，当天就回复了我，
Dear Derron,

Thanks for your quick answer.
We have analyzed your offer but unfortunately the price shown bellow exceed our currently level that we are paying for the data cable.
UTP is way too far to be taken in consideration, but perhaps a better offer for both FTP versions would be a start.
We are also interested in your payment rules, % at place of Purchase Order and terms of payment for the rest of the amount after receiving goods in our warehouse

I am quite confident that you have found references about our company and appreciate our position as a reliable partner for further mutual benefits.
Please let me know if you are so kind which way did you get in contact with us, because if we have meet at ANGA Cologne, I have lost track of your card.

Best Regards,

xxxxx
我是17:30下班，所以第二天才回复的他。我一看，对我很亲切，付款方式出来了，他是对我的价格是满意的了，注意红色字体，他是对我的FTP cat5e产品感兴趣，UTP是他故意让我们报价对比，或者迷惑人心，让你摸不着他买什么产品，外国采购商也不是呆子。
还有看到没有，里面有很多错别字，罗马尼亚的客户通用语言罗马尼亚语，他们的英语不咋地，增强了我的信心。
时间：2010年7月29日星期四，回复如下：
Dear xxxx
I am pleased to receive you reply.
Yes, we have learnt from your website that xxxxx is one of the leading providers of solutions, materials and equipment for the telecommunications industry in Romania. And we would like to cooperate with you to expand our scope of business in Romania. This is the first time we have been in cooperation, and we will do our best to offer you good price and superior quality ground on mutual benefit.
I agree with you, maybe we can start with FTP visions, then what about your purchase plan? How many would you order recently? I am sorry to learn that UTP price is too high to take into consideration. The price we quoted is accurately calculated as per everyday's copper rates. So please give us your acceptable price to see whether we can meet.
As to the payments you are interested. Generally we accept advanced payment by T/T, 40% as deposit, and the balanced shall be against loading. Aimed at European customers, it is feasible that 30% deposit in advance, 65% payment upon faxing B/L copy, the rest shall be against loading. For this is our first cooperation, your payment would been take seriously into consideration.
I would like to mention to your interest that the cupreous price is rising all the time, to resolve to place the order timely would be your wise decision.
I have to say sorry that we haven’t been to ANGA Cologne before; maybe we have met in CeBIt. We attended Communic Asia, BroadcastAsia2010, and we will participate in Hong Kong Electronics Fair in October. It would be a honor if we could meet there.
We hope we can enter into the lasting business relationship with you and look forward to receiving your pleasant reply.
Best Regards,
Derron Shun

我喜欢长篇大论，当时也没意识到客户英语差，可能看不明白，这样不好，我现在已经改过来了，做生意不能卖弄你的英语。
好了，客户可能找到其他的供应商了，他不理你了。
一个星期之后。我催了：
2010年8月3日星期二我给他去了个邮件，丢失了.
2010年8月9日星期一我又给他去了个邮件：
Dear xxxx,
Hope you have got a wonderful weekend!
For several days no news is from you. Now I am writing for reminding our quotations and terms of payment in according with your relative inquiry, dated July 29.  
Have you checked it or not? May we know if this project still active for us? Any comments by return will be much appreciated.
Enclosed is our new price list. You will see that I have increased our prices due to the copper rates.  
I will be on leave from Aug.15 - Aug.18, if any question, please feel free to contact me via cell:+86 13958005529.
I am looking forward to your quick reply.
Sincere to be your friend and long-term partner.
Derron
我把价格更新了，因为当天的铜价下跌了。我这周正好要去办通行证，就说我要离开几天，电话号码留给他了，说有情况call 我，我24小时开机的。客人还是没反应，看来正在忙着和其他的供应商热火朝天谈价呢。
一个星期之后我又催了：
时间2010年8月17日星期二。
Dear xxx,
Friend, I have not heard from you for a couple of weeks now, and I hope life is going well for you.
Yesterday is our traditional Valentine's Day celebrated in China. Wish you have a good day, too.
I anticipate the pleasure of hearing from you.
Best wishes,
Derron Shun
________________________________________
Save a tree, please don't print this e-mail unless you really need to.
跟他聊，得师出有名，我就利用中国传统节日七夕节，和他寒暄一下，他当天回我了。

未完待续.....

[ 本帖最后由 derronshun 于 2011-9-26 09:30 编辑 ]
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状态 离线 #2 使用道具   发表于 2011-9-23 16:07  资料  个人空间  个人短信  加为好友  只看该作者 下文继续........

时间2010年8月17日星期二15:08
Dear Derron,

Thanks for your good wishing and I hope you have a good time during holidays.
I have not returned a answer to your mails because this month, as you for sure know good, is a vacation month in almost all Europe.

Here all business is stagnating and sales are slowing down for a while.
I keep noticing your prices and keep counting price as we are interested. For now we are proceeding with same supplier that we are under contract, but still looking for a better price as well. For FTP and FTP messenger we are looking for better price than current one, that mean under 0,2 / m for Messenger and under 0.185/m for FTP.

Please keep us update with prices for the offer that could fit our needs. We try to keep up on a market that is demanding for lowest prices ever, since crisis.

Best regards from Romania, looking forward for good news from you.

All my best,

xxxx
这家伙好会说，说自己度假去了，全欧洲的都在度假，我问了老业务员，他们说是的，看来外国的客户比我们中国人在商道上要诚实的多。不耍小聪明。
他要我降价，降的底线都跟我说了。我问了老板，她没让降价，而是选择替代产品，如把BC改成CCA，或者把conductor直径改小。
我一个小时就回过去了
时间2010年8月17日星期二16:22
Dear xxx,
Glad to receive your e-mail an hour ago.
You must have a happy vacation during these days.
I have calculated the price again as per today's copper rate. Now my quotation listed as follows:
1.FTP Cat5e 4x2x0.50CU, 0.40TC Drain, PVC Jacket: FOB Shanghai USD 0.xx8/m
2.FTP Cat5e 4x2x0.50CU, 0.40CCA Drain, PVC Jacket: FOB Shanghai USD0.1xx5/m
3.FTP Cat5e 4x2x0.50CU, 0.40TC Drain, PVC Jacket, 1.3 steel messenger: FOB Shanghai USD 0.xx2/m
4.FTP Cat5e 4x2x0.50CU, 0.40CCA Drain, PVC Jacket, 1.13 steel messenger: FOB Shanghai USD 0.xxx9/m
I value the opportunity you show great interest to do business with us. and I know the situation you are facing after the crisis. I can guarantee you to give you our best price for the long term cooperation. The alternatives listed 2 and 4 are for your reference.
Looking forwards your pleasant reply.
Best wishes,
Derron
________________________________________
Save a tree, please don't print this e-mail unless you really need to.            
改的地方我都加了红色标记，突出显示。又是好几天不回复我，在扒拉价格，我耐不住性子就回他了，想方设法把价格降下来：
2010年8月19日星期四
Hi xxxx,
I hope life goes well for you.
Are you approving of my quotation yesterday?  To be frank, I want you to rake in profit as well as I. Hope we can find our win-win point.
To find a way out, here is some advice for you to make decision.
1.    The packaging: The quotation we gave you before are based on the packaging: 305m/pull box, 2pull boxes/CTN. If you choose the packaging: 305m/pull-box, 45pull-boxes/pallet, it will save you USD 0.0683/pull box, it will save you USD60/20ft container;
2.    Yesterday the copper rate is RMB59550-59650/ton (USD8793.93/ton), this day the copper rate is RMB59100-59200/ton (USD8727.53/ton), I don't know exactly the trend of recent copper rate. Maybe because of the hot summer, some of the factories suspended production, that leads to the drop of copper rate. But the overall trend is rising. As you know the copper rate on Aug. 13 is RMB57900-58000/ton (USD8553.51/ton), so making up your mind earlier would be your wise decision;
3.    You could choose the alternatives listed in the last e-mail if they also sell good in your market;
4.     I have learnt from your first mail that you are frequently replenishing your stock every month, so it would be good for both of us to take a broader view on the long-term. I believe in you, Calin, that we can reach an agreement;
5.    If this is your first time importing cables from my country, CIF or other terms that is convenient for you is advised.
If you have some good ideas, please let me know, I will see if we can make a compromise for you.
With honesty and reputation oriented, we would like to develop European market with Telemach in the win-win way.
If you are convenient, I want to receive your reply within 4 hours before my off-work time at 17:30 PM.
All my best,
Derron
________________________________________
Save a tree, please don't print this e-mail unless you really need to.         
   这个邮件我犯得错误最多，首先，国际铜价和国内的铜价变化不相关，我竟然把RMB铜价换算成了USD铜价。
其二，包装根本没有给客户省多少钱，没必要写，其三，最重要的一点就是太过pushy，竟然加了这么一句；If you are convenient, I want to receive your reply within 4 hours before my off-work time at 17:30 PM.
客人第二天没有回复我。我有些急了，邮件斟酌了好几遍之后才发给他的。
时间2010年8月23日星期一9:41:45
Hi xxx，
Hope you had a nice weekend!
Good news for you, the copper rate today is RMB58500-58600/ton, and we have updated the FTP and FTP messenger price for you.
FTPcat5e: 4pairsx2coresx0.50CU,PET,0.40TC DRAIN,AL,6.0PVC JKT. FOB Shanghai, USD 5xx8/pull boxes;
FTPcat5e: 4pairsx2coresx0.50CU,PET,0.40TC DRAIN,AL,6.0PVC JKT,1.30STEEL MESSENGER. FOB Shanghai, USD 6xx1/wooden reel.
For our interest, I mention that:
1. To show our sincerity to cooperate, we want to reach to agreement ever though the profit in my side is minimal. we want to cooperate ground on long-term.
2. The above price is for your references, as you will understand, according to differences of the quantity, time of delivery, and terms of payment, the price may vary greatly——sometimes it will be as high as 5 percent discount.
3. From your website I learn that you are also dealing in coaxial cable, connector and distributors and these falls in our business scope, we would like to cooperate with you;
4. I have learnt from your first mail that you are frequently replenishing your stock every month, so it would be good for both of us to take a broader view on the long-term;
5. If this is your first time importing cables from my country, CIF or other terms that is convenient for you is advised.  
I have gone through your website once more, and I have found that your FTP cat5e sheath is about 5.1+/-0.5mm, Maybe you typed it wrong, it seems too small, and our price is based on 6.0mm. So could you send me the sample which can be referenced by production in practice. Besides the FTP cat5e M is 1.30mmSTEEL, and yours is 1.16, if we accept your specification the price will be much lower.
I am looking forwards to your pleasant reply soon.
All my best,
Derron
________________________________________
Save a tree, please don't print this e-mail unless you really need to.  
这次写的比较成功，站在买家的角度考虑问题，吸引了他，但是我犯了致命的错误，就是上面的第二条建议，我想当然地给了5个点的折扣，后跟老板证实，实在是太大了。

未完待续......
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状态 离线 #3 使用道具   发表于 2011-9-23 16:08  资料  个人空间  个人短信  加为好友  只看该作者 下文继续... ...

客人很快回复了我：
时间2010年8月23日星期一17:45:41
Hi Derron,

I would appreciate if you can give us a certain quotation for the below amount - 1 container

1050 reel pcs (reel 305m)  - FTP  
210   reel pcs (reel 500m)  - FTP Messanger

Please also recalculate price for 1.16 Steel for Messanger.
You should also present your payment condition and delivery terms.

We would highly appreciate if you can send some sample of your cables to our headquarter using address specified in signature.

All my best,
--
Xxxx
Sales Engineer
让我报个实盘价格，把付款方式什么的都加上，我觉得这封邮件对我能不能拿到订单有决定意义。而且还让我寄样;我问了老板和老板娘，让他们把价格降低些，凭我的感觉，客户已找到比我们价格低供应商了。我还放话了，没有业务费没关系，我白干活挣经验，但是老板们回答让我颇感失望，价格没的商量。
我就按照他们的价格回过去了。
时间2010年8月24日星期二
Hi xxxx,  
Glad to receive your e-mail this morning.
The following is our favorable quotation.
•   FTPcat5e: 4pairsx2coresx0.50CU+PET Foil+0.40TC DRAIN+AL Foil+6.0PVC JKT. FOB Shanghai, USD xx/305m;
                packaging: 305m/wooden reel/CTN.
•   FTPcat5e: 4pairsx2coresx0.50CU+PET Foil+0.40TC DRAIN+AL Foil+6.0PVC JKT+1.16STEEL MESSENGER. FOB Shanghai, USD xx/500m;
                packaging: 500m/wooden reel/CTN.
• FTPcat5e: 4pairsx2coresx0.50CU+PET Foil+0.40TC DRAIN+AL Foil+6.0PVC JKT+1.30STEEL MESSENGER. FOB Shanghai, USD xx/500m.
                packaging: 500m/wooden reel/CTN.
terms of payment: 40%T/T in advance, balance T/T upon B/L copy.
delivery time: 3 weeks after the advanced payment.
The prices are based on the packaging, the terms of payment, delivery time and today's copper rate.
To your interest, I have to mention the quantity:
First, A 20ft container can hold 1197 CTNs FTP cat5e, 540 CTNs FTP cat5e M, so a 20ft container seems impossible.
I have calculated the 40ft container for you:   1134 reel pcs (reel 305m)  - FTP  
                                                                 420  reel pcs (reel 500m)  - FTP Messanger                                                                                 
the quantity you require is :1050 reel pcs (reel 305m)  - FTP  
                                        210   reel pcs (reel 500m)  - FTP Messanger
So reconsidering your quantity is kindly advised.
Second, I have change the packaging all as wooden reel. so there is a difference between last quotation.
Please kindly inform us your UPS account for us to send you the samples. The postage will be deducted from the order payment.  
Looking forwards to your conformation.
Best wishes,
Derron
________________________________________
Save a tree, please don't print this e-mail unless you really need to.      
费了我好大劲才把价格和一个40ft大柜装多少算出来。


从上次我的邮件发出去，我等了三天都没有回复我，罗马尼亚时区比北京时间相差5个小时，我开始相信，我要丢单了，这是我的运气问题，是他找到了比我价格低的供应商了。我当时在想如何挽回败局，我在想，但是我什么都没有做，我要是每天更新pricelist可能结果就不一样。三天之后，他回复了我：
时间2010年8月26日星期四.
Hi Derron,

Unfortunately this time we get a better price for a different producer.
We keep in touch, i am sure that next time you might get some good quotation.

Thanks

xxxxx
收到这个邮件之后，我心凉了，我的外贸第一单飞了，做外贸就是这样，运气是很重要的，要是没有比我价格低的供应商，非我莫属。要是老板支持外贸新人，非我莫属。我伤心地当天回复了他：
Hi xxxx,
I feel sorry to hear that, But it is busines, isn't it? Also I am glad you have got better prcie. Sincerely hope you succeed in you business.
Yes , we keep in touch, One day, you come to China , do not forget to contact me, the sightseeing in Hangzhou is perfect, you won't regret it.
All my best,
Derron