春宵一刻值千金下一句:外贸案例1

3月2号写的开发信如下(有附图片):

Dear Sir/Madam
Good day to you.

We searched your company from the internet and knew that you're selling high quality of the

*** Products in  *** Country.

*** Company is a manufacturer of producing simple *** products.

Herewith we'd like to send some pictures of our products,please find it in the attachment.

If your customer ask for this kind of products,you may consider our factory.


I am just trying to write to you to ask for this chance.

If you're interested in it,we  may send you our new catalogue with full products information.


Looking forward to your earliest reply.

Have a nice day.

Yours,sincerely

4号再给客人在原邮件基础上附报价单(注:和此前的一封邮件都是发到总的Info的邮箱的).
运气好,负责的客人回我邮件了.哈哈!

Thank you for you e-mail. It looks interesting, but I have some questions:

- Do you have a quarter round 80*80 and 90*90 (radius 550) ?

- What will be your volume discount at 2000 units/year and what at 4000 units/year?

- Do you already sell in Europe? If yes, to what countries and customers?

- Price is now completely variable because of the exchange rate with USD. Are you willing to fix the price for a period?

Looking forward to your reply!

然后我于7号f回复了他的问题;客人于9号回复：

Although the price of the quarter round is too high, I do want to check the products in more detail. Therefore, please send me a proforma invoice for ordering  samples of A 90*90cm (2 pieces). One of these products will be shown to our potential customer, the other one will be subjected to tests. I trust you will be able to offer me a special samples price. We can discuss the quotations for the regular orders later.

This is to be by air freight, so please pack the samples accordingly.

Looking forward to receiving your proforma. Thank you!

然后发PI给客人，告诉客人我们只有80cm的有库存，问客人能不能先发这个.客人确认OK.说马上回签PI给我.
期间10多天客人放假，我问他是否需要我们找货代安排空运还是他们自己解决？其同事马上告诉我货代信息，并问货是否准备好可随时发货？
客人同时发水单给我，说当天已安排付款；我确认交期给客人；同时与货代联系出货事宜；
货已发出，估计客人会收到货了，就问客人是否有提到货并同时邀请客人来广交会；此时最初回复我的客人也已回来上班.说已收到样板,并会组装起来并进行测试，同时与我确认来广交会和我厂的具体时间;又问了一些产品细节的问题，有有时回复他后；又过了几天，问客人寄样的测试结果，到4月份了，客人测试结果还没出来，问了一下客人，同时推荐了其他的款式给客人；客人回复如下：
Thank you for your email. We have finished the visual inspection. I will write the report later today. Next week we will do some critical tests, such as hinge life time test and impact test. I expect to have all results when I am in China.

After the visual inspection, I was confident enough to offer the product to one of our main customers. I think they will reply within a couple of weeks.

Thank you for the updated price list.
广交会前一周，问客人是否需要帮忙订酒店之类的，客人回复已订好酒店，并告知酒店地址，希望派车去接他。
请客人先去展会，然后司机带他来工厂；并告知有负责同事接待，问其主要是想了解什么，以便我们跟决策人先预约，到时候可以更高效及时地解决其问题。并问其这次的具体行程；客人回复如下：
Thank you for your kind words.
I have planned a very short stay in china and therefore i have a busy schedule. I only have time on 19 april in the morning. I will travel to zhongshan later that day. I will check out your booth on 17 or 18 april, but i appreciate it if a driver could pick me up at my hotel on 19 april. I think that would be more efficient.

My goal is to check out the factory and see how you work, how you check the quality of your output and what your engineering capabilities are.
一直到广交会前，都在和客人确认其Schedule并作好相应安排.
在客人看过我们的广交会展位和工厂后，21号给人写邮件问并发过去客人所要的资料（因文件太大上传到网上给客人下载）；
同时内部有制作一个产品（不同尺寸）作测试（因客人说上次测试没通过，顺便说一下，老大和老板接待的，我似乎成了局外人，仅在展会上和客人见了一面，杯具）；隔几天后问客人是否有下载完文件，并请客人提供测试报告给我们；告知五一放假的消息，预祝客人五一快乐）
5月3号，习惯性地问候客人，并请客人告知我任何消息；客人回复如下：
Yes, I have been able to download the files. We are checking the files now.
五一过去一礼拜，我9号再问客人；

Have you finished checking of the files ? What's the status now ?
When you've done it,pls kindly help to upload it onto the website.
Then we can download it accordingly and hand it to our engineer people.

Any questions,welcomt to contact us.

Awaiting for your soonest reply and wish you a very nice day.

客人回复如下：
Yes, we received the files in good order. But I have not yet received the technical drawings (Solidworks, STEP or IGIS). We need these to check dimensions, make our own artwork for the manuals etc.

We got the feedback of the potential customer. The design of the product is OK and therefore we are still in the running for this very important client! That is very good news.

Of course there are some wishes:

-     We need to lower the price. We will adjust our handling, accept a lower margin, but I need a lower price from you as well. We require -10%. Can you reach that?

-     The product really needs to be at least 190cm. Please take this into account.

-     Can you also offer a square design stabilising support and door handle (please send pictures).
立及回复客人，但是拉手我们没有方的，推荐另一圆形的给客人；客人同时发来测试的相关图片，视频和说明；
因为Solidworks, STEP or IGIS是可以测量到尺寸和可编辑的文件，所以有点担心.谁知道客人回复如下：
I am of course willing to sign a Non Disclosure Agreement. Please re-consider as it will help us in working with this model

这中间一直确认客人要的文件图纸等给客人，并告诉客人问题点改善和完成的时间.终于过一一个礼拜，客人问我两个系列（有给过他报价的）的区别；立及回馈客人；客人又要下2套样板；尺寸跟以前的有所区别（其中有一套是完全一样的，仅尺寸差别而已）；确认交期给客人，客人说太长了，不能接受;（备注：现在才5月中，我们要到6月初才能寄样板）；后来还好有广交会回来的库存；然后赶在月底前出货；与代理/货代联系货款和出货事宜；又过了一个礼拜，告诉客人货物下星期会准备好，赶周三的航班.转眼到了24号，实在不知道写些什么,想想客人要是下单的话肯定是做自己的品牌，而我们的交流至始至终也就剩下包装没有谈了.所以给客人写邮件如下（后面想想这个问题可能谈得有点早，毕竟客人现在还没有收到其客人的订单，我们都赌在这上面了，所有的文件（图纸，安装说明都是Solidworks的，包装图是CAD的，在这个时候也只能选择相信客人了）：

I've checked all records, found there are one thing we still didn't speak of.
That is regarding the outer packaging of the products.
What's your idea regarding the packaging ? Could you pls send some packing picture for reference ?
If need the wooden pallet for the sea shipment ?

One more thing,about the drawing for other balance 4 items,pls kindly login below website to download it.
I hope all jobs can be carried out simultaneously during your checking the sample, it will save our time for future orders.
If you need more information,pls let us know.

又过了两天，货已被指定货代提走了.写邮件告诉客人.
Please kindly be noted that the forwarder did pick up the goods this morning and will catch the flight on Saturday Night.
You may get it on next monday.

Any idea,please kindly share with us.

Have a nice day.

客人回复（此时已经是5月底了）：
Great! Thank you for your fast reaction.
kindly note that we will install the products at the location of the client in week 22. The client will look at the products in week 23 and is expected to decide in week 27. Sorry that it will now take a long time, but that is the planning of the client.

5/30，给客人写邮件，
Hope you' ve already received the goods now.

By the way,have you downloaded the 4 files for the drawing ?

Hope to receiving from you soon and wish you very nice day.

客人回复如下：
The products did arrive in *** Country, but are not yet here at XXX Company. I trust they will arrive today or tomorrow. This is just in time for the client. Thank you for your quick actions.

The files were indeed downloaded, but not yet checked. This will be done today. I will let you know if this is what we need and if we can work with that.

How was the canton fair for you? Busy?

请注意：下面是我的回复
Thanks for your information.

Actually I'm not so busy after the Canton Fair,maybe customers need time to make a decision I think.
How do you think of the Canton Fair ?

By the way,next monday we'll have a Dragon Boat Festival to commemorate great poet Chu Yuan.
Hope you could share the joy with us.

Looking forward to your prompt reply and wish you a very nice day.
我在想我是不是太直了，不应该直接这样说的，这样会不会让客人觉得我们厂的生意或者说我们的业务不是很好.请各位指点一下!Tks

没想到客人竟然也有类似的节日，事后查了网上好像是他们国内的一个叫什么的比较隆重的节日.哈哈！
Thank you for your e-mail.

I trust you will have a great Dragon Boat festival! Near my home town, there will be a dragon boat race as well. I am thinking about going there and share the joy.

Hope  you've spent a very wonderful weekend.

Have you win the dargon boat race ? How long from your hometown to Sealskin ?
I went climbing with my sister and brother in Shenzhen last sunday, now still very tired but happy.

How's your business lately ?

Waiting for your reply and wish you a very nice day.

一周之后，再问客人；
Hope you've spent a very wonderful weekend.

Have you win the dargon boat race ? How long from your hometown to *** Company ?
I went climbing with my sister and brother in Shenzhen last sunday, now still very tired but happy.

How's your business lately ?

Waiting for your reply and wish you a very nice day.

我觉得我不应该用Win这个词,因为客人也只是说去看看，分享一下那里的气氛，没说要去参加，你们觉得呢？是不是有点唐突？

客人回复如下：
I am fine. So was your weekend, I can imagine.

Business is too slow, but growing. We have installed your products at the clients place. They will now take a few weeks to make up their minds. I will inform you when I know more.

又过了一周，已经到6月中了，本来答应客人要在5月底给到的测试报告终于在我天天催得快没耐性的情况下竟然还没有完成.
于是发邮件先给客人说一下。（说实话，都觉得愧对客人，人家的效率那么高，回复那么及时，而我们却连一个测试都拖了半个月竟然还没结果，让客人情何以堪.呵呵）

Sorry for keeping you waiting.

We're still testing the sample here.
Will let you know the final information in the following days.

One more information,have you got the news from the customers for the 2nd sample ?

Hope to hearing from you soon and wish you a very nice day.

中间客人开始以为我有一个样板没寄过去，后面发了提单和包装图片给客人看，客人那边再次确认样板有到了其客户那边。真是有惊无险!
转眼到了6月20号，测试结果终于出来了，发邮件告诉客人。客人回复如下：
Thank you for this information. Good news, indeed.

At this moment I will file your information. We are still waiting for the customer to make up his mind. If he wants the series, we will discuss with them the details, such as height.

Can you give me a cost estimation on the *** Products (不同尺寸的价格）?
立马确认价格发给客人，2天后问客人对新报价的意见（邮件如下）；

Did you check attached quotations ? What's your idea ?
If you need other sizes or other items,pls let us know.
It's been always our pleasure to cooperate with you. Expect to make more progess under your help.

一周后再问，
Hope you enjoyed your weekend very well.

Waiting for your further information soon and wish you a very nice day.

客人似乎有丁点不太耐烦了，呵呵！请看下面的邮件原文：

I am doing fine. How about you?

We are still waiting for the reaction of our client. They say it will be next week. Depending their reaction, we will be able to discuss the different height and you new prices. Until then, I will not be able to reply on this. Please be patient a bit longer.

我的回复（事后觉得不应该这样写的，是不是有点与客人太套近乎了？哈哈！毕竟Business is just Business.)

Thanks so much for your quick response.
I just restored from the bad cold last week. Caused by the unstable weather.
Well Noted and will wait for your information till next week.

During this period,if you have any questions,pls advise.
转眼到了7月，事实上WK27是在上周（6月30的那周的）；
所以写邮件再问问客人：

Hope everything goes well for you.

Have you got the final information from customers?
Any feedback to us ?

Looking forward to receiving your confirmation soon and wish you a very nice day.

碰上客人放假的时间，
We have no feedback from the client  yet. Tomorrow, we will have an internal meeting on how to handle any feedback during the coming holiday period.

FYI: I will be on holiday from 11/07 till 01/08. One of my colleagues will probably contact you during that period.

我的回复：
Thanks for your informaiton.

If any news,your colleauge can contact us directly.
For urgent thing,pls call at ***********.

Wish you have a very nice weekend as well a very wondeful holiday.

8号，客人告诉了我在他休假期间其代理会负责联系我；

Thank you
We have decided that all communication will be through our agent, *** from the company ***. See you after the holidays.

8月初，客人放假回来，问候客人：

How's your holiday? Enjoyed very well?

这下惨了，客人的客人又开始放假了.晕不？
Yes, I did enjoy my holiday. But I am also happy to return to work and to push the client for an answer. So far we have received no feedback whatsoever. As I understand, they are now on holiday.

我觉得我应该立马问下客人到哪度假了，有什么有趣的事情可分享？可是当时觉得没必要没写，
过了一周，我写邮件如下：

Wish you enjoyed your weekend very well.

Could you pls kindly share with us for some interesting stories during your holiday period ? to which country ?

In the same time, may I have the answers for following questions ?
1) When will customers finish their holidays and back to work ?
2) Except X Series,if any other products is of your interest ? Need price list ?

By the way,do you have online contact way ?
My msn is ***; Skype: ***;

We're always waiting for your good news here and wish you happy every day.

客人没回复，到了上周末，又写邮件问客人：
Can I know if customers still on their holiday?
Any further instructions?

Awaiting for your soonest reply and wish you have a very nice weekend.
截止到现在，客人都没有给我更进一步的消息.我觉得我应该在这一两天打个电话问问客人.
到底是忽悠，还是真的在等其客人回复.或者是其他的原因？
请各位大侠分析下，接下来我应该怎么出牌.寄了两次样板，不管怎么的，就算暂时没有单，坏消息坏结果也应该知会我们一声吧!
你们说呢？