JAC外贸实战:记录一个刚谈下的客户–贸易通的第一单

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所属分类:业务类实战

信用证时间:2013年5月23日
单子金额:101760USD CIF to 吉大港
客户来源:everychina贸易通,直接打电话

这个客户是直接打电话过来,要我的邮箱,这里面有个小曲折,后头会交代,我给了对方邮箱开始联系。

据说很多新人不愿意看英文邮件,我直接给大家中文(众口难调,我的回复加上英文了):

客户的询盘,很简单,直接贴上

Dear Eason,

Please be noticed i got your information from you website.

Refer to our call just now,I asked an offer of ** CIF to Chittagong.

In you offer,please enclose your COA and picture of packages

**

我回复,依旧是按照我早就给大家的回复询盘的格式,写过了,格式在本专栏找:

Dear **,

谢谢您的询盘,我们的offer 如下:

Thanks a lot for inquiry,to comply with your request.We would like to give you an offer as follows:

产品名称:
价格及贸易术语:1090usd
包装单位及集装箱容量:
价格有效期:
装运时间:

请去附件下载我们近三个月的COA和最新的包装照片,装箱照片。

Please refer to the attachment to get the COA recently(within 3 months) ,the picture of packages and packing photos

我知道孟加拉必须用信用证结算,我们接受信用证,请告知,你们是选择SGS还是BV检验。

I know your rule is LC+pre-inspection in Bandladesh.Please notice which third party you will choose,SGS or BV?

Eason

客户回复,

你们公司经常做孟加拉市场是吗?我认为你很专业!

You have been in the market of Bandladesh for many years,right? You know the rules very well.

但是你的价格太高,我的目标价是940usd,能否接受,请告知!

But I am sorry to say that your offer is too high,our target price is 940usd.Can you accept it?please notice as the same

我的回复邮件中,加上最后一句话很必要,因为让客户明确的感受到,我经常做这个市场,而且很了解地方的规律,对方一来对我产生了信任感,二来觉得跟我沟通不再复杂!

我回复(对方的940usd,中国的确是做不了,但是伊朗能做,之前的一个案例我说过了,伊朗的产品价格极其便宜!)

是的,我们经常走孟加拉,每个月8个柜左右,都是到吉大港,都是信用证付款,我们的产品做SGS比较好,因为上海的SGS对我们的产品较为了解!BV未必能对**这种专业产品进行品质检验!

Yes,we have been in the market of Bandladesh for many years.Every month,we export ** about 8 containers.All to Chittagong.The payment is LC.

About the third party pre-inspection I advise SGS.SGS Shanghai is very fimilar with our products.BV may not make the inspection about the quality.

关于价格,我相信您能940usd购买到**,但是是从伊朗,而不是从中国,伊朗的价格很低,但是中国的出厂成本要高出伊朗很多,您是专家,相信您能理解!

About the price,I do believe you can get 940usd,From Iran,not China.The price From Iran is very very low.But in China our cost is much higher that it in Iran.You are expert.I think you will understand.

我们的最低价格是1080USD,请您对比中国供应商的价格,相信你能做出正确的选择!

Our lowest price is 1080usd,Please compare the price in China market.You will get the final decision

客户回复:

1000usd,如何?

我的回复:

1000我们真接受不了,其实您可以从伊朗购买,价格方面会合适很多!

We really cant accept 1000usd/mt.Frankly speaking you can buy ** from Iran.The price is very very low.

客户回复:

你真不会做生意,哪有把客户往外推的,都是尽量的拉客户,你不是合格的商人,请给你你能给出的最低价!

我回复:

我是合格的商人,商人唯利是图,其实我也很想跟你合作,可是你的价格我做不了,没有任何利润,商人是不会做的,您说对吗?既然我做不了,不如给您推荐一下,帮你买到合适的产品,相信您会记住我!

I am the real business man.Our final target is profit.we really want to deal with you.But your price is too low.NO profit at all.We must get the profit to keep our company and factory.So I made a suggetion to you to help you to get the best offer.I think you will remember me.Maybe in the future we have chance to make deal.

我的最低价1070USD,这真的是最低价了!

客户回复:

1020usd,能接受,我们就合作,不能接受,就没机会了!

我回复:

我很想说我接受,但是,赔钱的买卖,老板不会做的,就如同您说的,商人都在拉客户,我们也不想推,可是真做不了也没辙!

I really want to say i accept your price.But our boss will not accept that.As you just said,no busniness man will make a deal without any profit.We really want to start business with you  at once.But your target price is too low for us.

我的最低价1070usd,你从中国市场上打听一下,虽然1070不是最低价,但是绝对是合适的价格,因为:

Our bottom price is 1070usd.Please check the offers in China market.Maybe 1070usd is not the lowest price,but i must be the best offer to you.

Because:

1.我们做孟家拉很专业,懂你们国家的很多规矩

We have been in the market for many years.We know all the rules in Bangladesh.

2.我们做信用证很专业,让你们尽快拿到单据,尽快提货

I am expert in LC.we can finish all the documents and presenting to the bank very quickly without any problem.You can get all the documents and take the cargos as soon as possible.

3.我们的产品绝对保证质量,因为我们自己生产,自己也要使用,我们不可能生产次品让我们自己的生产流程受害,质量绝对是同行业中优等品。

we can promise the quality.because we are using **which is being produced by our own line.**is the most important raw material of another product we are producing now.That means we must produce best quality ** to support our factory.

4.我们的装箱,操作很专业,你也看到照片了,很多客户直接把我们的装箱照片给他们的客户看,因为您的终端客户会因为你们使用了高标准的原材料对您更有忠诚度

Our operation is very professional.You have seen all the packing picture to the containers.Many customers of mine show our packing pictures to their clients.your client will be more and more close to you becuase you are using high-level raw metarial.

所以,我相信您一定会选择我!

客户回复:

能否告知,你在孟加拉的客户名称?

客户很贼,想要客户名称,我孟加拉的确是在做,也不可能给他啊,很多人说公司规定,机密之类,我没这样说,我是这样说的:

我们在孟加拉有四家合作伙伴,一家贸易公司,三家工厂,但是我真的不能把名称告诉您,我们合作后,我也绝对不会把您的信息,告诉给其他的任何人,相信您能理解!

Now we are doing business with four parties in your country.One trading comepany and three factories.But i really cant tell you their information.After our business start,also i will keep your information as business secret.I will never tell others.I believe you can understand

客户回复:

你们的确是很专业,我相信,可是价格我始终认为你们可以再降低!

请告知最低价,我将于今天决定是否购买你们家的产品,你也知道,我手头已经有很多比你有竞争力的offer。

还在逼我,如果那么好的offer,你还会理我?最后的挣扎了!

sorry,我真的不能再降低了,您一再发邮件给我,证明了您合作的诚意,否则您根本没必要跟我一封有一封的邮件。

Sorry ,we really cant decrease any more.I have felt your sincerity to cooperate with us,or you have no need to give me email one by one.

Also I want to start business with you.But 1070usd is really the bottom price.We have to get some profit to keep our factory.Even a little.

所以我也真的很想跟您合作,但是真的不能再降了,1070usd这个价格,是我们的底限,您总得让我们或多或少的赚点。

如果您同意,我会做合同给您!

Please accept and if your confirm the same i will give you the sales contract

客户回复:

1050usd,这个价格是你的同行给我的,你能做,就给我合同,不能做,就太遗憾了!

我回复:

谢谢您的回复,我认为如果您只考虑价格的话,您就从伊朗采购了,对吗?

thanks for your prompt reply.I think you have bought from Iran if you are only thinking about price ,right?

所以我相信你是希望找一个长期合作的合作伙伴,而不是买一次货而已!

I believe what you need is a Partner not a seller!

建议您问问给您提供1050usd的那家公司,是否接受信用证,是否能够熟练地操作,制单,而不给您造成麻烦。

Please have some further discussion with the companies who are offering 1050usd some questions:

can they accept LC?

Are they professional in LC?

Are they good enough not to make some troubles to you because of LC?

我们公司的宗旨是不凭低价做市场,而凭专业,放心让客户选择我们!

The faith of our company is to get the market by professional operation,not by low price.We will make every customer assured.

我觉得我跟您的立场是一致的!

I believe our faith is the same.

客户继续砍价:

是的,我是工厂(这个我早就知道了),我不会只看重价格,而忽略了其他的问题,但是价格绝对是一个重要的因素,不是吗?1060usd如何?

我回复:

您已经做了很多的让步,从私人感情角度来讲,我该给您降价,但是我真的不能做主,这样,我给您申请一下,看看总经理怎么说。

we really have given you big concessions.Privately speaking,I want to decrease some foryou.But I am not the boss.I have to apply for you again.I will give you our boss' decision later

顺便说一句,您是个砍价高手!

By the way,you are an expert of barginning

客户回复:

我觉得你也是专家,我真的可以拿到1050甚至更低的价格,可是,我相信你的专业,希望你不会让我失望!

玩了会论坛,半个小时之后,给他回复:

老板真的对我很多抱怨,但是我说服了他接受1060usd。

能否尽快将信用证开给我,这样我还好向老板交代!

客户回复:

如果你不给我PI,我开不了信用证!如果你能十分钟之内给我,我会让你明天见到信用证申请回执单!

这里有个小插曲,我给客户的邮箱不是贸易通上的邮箱,估计客户也没怎么看我的落款,一直到我给了他PI,他一看,不对啊,来了封邮件:

为什么你的pi是这个公司名称呢?Shandong JAC跟这个公司什么关系呢?

我恍然大悟,他是看到了我的贸易通给我打电话的,我有好几个公司,我没问是哪个公司直接给了他另外一个公司的邮箱,客户没仔细看落款,没提异议,我就以为的确是从这个公司网站或者宣传来的询盘。结果不是!

我赶紧解释,是一家公司,您可以看看电话,传真,一摸一样的!

客户没再说什么!

…………

客户很难缠,很能磨,差点毁了我的贸易通第一单,哎!

总结一下:

1.专业很关键,客户能从你的字里行间感觉到

2.了解客户所在的市场很关键,就如同这个客户,我可以很明确的告诉他,孟加拉的很多政策规定之类

3.你要给客户一个确切的理由,为什么选择你,这个理由可能是价格,可能是专业……

4.永远不要说公司规定之类的鬼话,那样客户可能也会抬出公司规定,比你还狠

5.everychina贸易通的询盘质量还不错,点对点的询盘避免了不少竞争。从3月28日开通到现在,贸易通通过网站发送的询盘12条,直接到邮箱11条,电话询盘4条,

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目前评论:10   其中:访客  10   博主  0

    • avatar i524360073 9

      不只是外贸,这就是平时的生活中都用得到。谢谢。

      • avatar 柔泉 9

        好会讨价还价的一个客户,如果不够专业不够了解行情还真难应付,邮件的往来沟通是中英文互译的,好稀饭啊 评论” /> ,学到谈判技巧的同时也能学习英文的表达,赞一个 评论” /> ,辛苦了,感谢JAC 的分享

        • avatar 陈JINPING 9

          前辈讲了好仔细,每天上班得空就来学习学习~!我比较喜欢英文邮件 评论” />

          • avatar Fiona系阿村 9

            好厉害的讨价还价 学习了

            • avatar 亚当 9

              GREAT!

              • avatar coco_tseng 9

                赞,村长是谈判高手!学习了,谢谢分享!

                • avatar 欧阳梦琦Jiny 9

                  刚经历了一个类似的订单,谈了两周,客户一天一封邮件,我们的产品单件货值比较低,客户是五分五分的给我加,最后差一毛钱,怎么也不接受,根据你之前传授的方法跟客户去谈了,都不行,最后让客户下了两个柜子,跟工厂砍价砍了一毛,让给客户了

                  • avatar Kristinaxue 9

                    请问Jac,你说的Everychina贸易通 ,是免费注册下载的吗?

                    • avatar 心情杂侃 9

                      谢谢分享,学习了

                      • avatar 跨境电商 9

                        好像及时雨啊。