外贸绝招.docx
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外贸绝招.docx
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外贸绝招
外贸绝招
老外不回邮件怎么治他
分析下原因,一般情况下我会再写封追踪信给他:
Hopeyouarefine,myfriend.
ItisregretthatIhaven'treceiveanyinformationfromyourside.MayIhaveyourideaaboutouroffer?
Wewilltrytosatisfyyouuponreceiptofyourreply.Aswedon'twanttolostagoodcustomerlikeyou!
Ifthereisanythingwecandoforyou,weshallbemorethanpleasedtodoso.Hopewecanbuildgoodcooperationwithyour.
如果客人还没有回信,一周后再问客人不回信的真实原因.(一般情况,70%的客人会告诉你他的原因)
Gladtocontactyouagain!
Haveyoukindlycheckmyoffer?
Hopetheyareworkableforyourmarket!
Sorrythatwestilldon'treceiveanyinformationfromyou.Iwouldapprreciateforyouranycommentaboutouroffer,includingprice,quality,sercive.Nomatterifitispositiveanswer,Itisgreathelpforustomeetyourrequirement.
Waitingforyourfavorablereplysoon!
之后的日子里,可以尝试新产品的报价,刺激下客人的神经.
我通常是这样写的:
goodday!
myquotationofdigitalphotoframeyoumighthavereceivedandconsiderated.couldyoukindlyadviseyourcommentsatyourearlierconvenience?
iftheproductsisnotyourareexpecting,plsadvisemeyourdetailsrequirement,iwillre-offerasap.
iamofserviceatanytime!
但是,不同的客人,我会变换着写邮件,让客人知道我们公司,产品的存在.我不会把客人缠得太紧,约十来天给他一封邮件我通常这样回复的:
Dear***,
Wishyouhaveaniceday!
MayIaskwhetheryouhavereceivedmyquotation?
NowIamsendingitagain,ifyouhaveanyotherideas.Pleasefeelfreetocontactme.Wewilldomuchbetterifyoucangiveanyadvicestous.
IamwaitingforyourreplyASAP.
Bestregards
Wennie.但是,想成功可不是容易的事情.
dearsir
haveyoureceivedourquotationof...,ifyouhaveanyfurtherquestion,pleasedon'thesitatetocontactus.wearewaitingforyoucommentaboutourquotation.
wehopethatwecanestablishagoodbusinessrelationshipwithyouinthenearestfuture.
yourpromptreplywillbeappreciate.
回复A:
直接去函敦促DearHugoChu,Wisheverythingwellwithyouandyouresteemedcompany!
WeareinreceiptofyourletterdatedAug10,andasrequestedwasexpressedyou3cataloguesforourrefrigerationgoods.Wehopetheywillreachyouinduecourseandwillhelpyouinmakingyourselection.Wishwewillpromotebusinessaswellasfriendship!
Bestwishes!
Kevin
回复B:
先写邮件问清情况。
本人觉得先写邮件问清情况,简单的询问,如HAVEYOURECEIVEDMYP/I,ISTHEREANYQUESTIONORPROBLEMWITHYOU?
再问何时开L/C或汇订金过来.....如客户没回复,那你应该(很有必要)打个电话过去问清情况。
是价格问题还是临时发生改变?
客户是中间商,还在等最终客户的确认?
还是其它问题?
然后根据情况做一些措施看能否挽回这一张订单。
DearSir,Goodmorning!
Hopeyouhavegotawonderfulweekend!
Forseveraldaysnonewsfromyou,myfriend.NowIamwritingforremindingyouaboutourofferforitemof****dated******accordingtoyourrelativeinquiry.Haveyougot(orchecked)thepricesornot?
(Youcanaddsomewordstointroduceyouradvantageofyourproductorsomethingelsetoattractthecustomer).Anycommentsbyreturnwillbemuchappreciated.Itwillbeourbigpleasureifwehaveopportunitiestobeonsevericeofyouinnearfuture.Lookingforwardtoyourpromptresponse,Thanksandbestregards,YoursFaithfullyKevin
回复C:
如果仍然没有回音的话,可以在一、两个月后再写一封信。
DearSir,NowIamwritingforkeepingintouchwithyouforfurtherbusiness.Ifanynewinquiry,welcomehereandIwilltrymybesttosatisfyyouwellwithcomptetitivepricesasperyourrequest.Bytheway,howaboutyourorder(orbusiness)withitem***?
IfstillpendingIwouldliketoofferourlatestpricestopromoteanopportunitytocooperatewitheachother.Thanksandbestregards,Kevin
一.价格客人询价
1.Willyoupleaseletushaveanideaofyourprice?
2.Arethepricesonthelistfirmoffers?
3.Howabouttheprice/Howmuchisthis?
我们报价
4.Thisisourpricelist.
5.Wedon’tgiveanycommissioningeneral.
6.Whatdoyouthinkofthepaymentterms?
7.HereareourFOBprices.Allthepricesinthelistsaresubjecttoourfinalconfirmation.
8.Ingeneral,ourpricesaregivenonaFOBbasis.
9.Weofferyouourbestprices,atwhichwehavedonealotbusinesswithothercustomers.
10.Willyoupleasetellusthespecifications,quantityandpackingyouwant,sothatwecanworkouttheofferASAP?
11.Thisisthepricelist,butitservesasaguidelineonly.Isthereanythingyouareparticularlyinterestedin?
客人还价
12.Isitpossiblethatyoulowerthepriceabit?
13.Doyouthinkyoucanpossiblycutdownyourpricesby10%?
14.Canyoubringyourpricedownabit?
Say$20perdozen.
15.It’stoohigh;wehaveanotherofferforasimilaroneatmuchlowerprice.
16.Butdon’tyouthinkit’salittlehigh?
17.Yourpriceistoohighforustoaccept.
18.Itwouldbeverydifficultforustopushanysalesitatthisprice.
19.Ifyoucangoalittlelower,I’dbeabletogiveyouanorderonthespot.
20.Itistoomuch.Canyoudiscountit?
拒绝还价
21.Ourpriceishighlycompetitive./thisisthelowestpossibleprice./Ourpriceisveryreasonable.
22.Ourpriceiscompetitiveascomparedwiththatintheinternationalmarket.
23.Totellyouthetruth,wehavealreadyquotedourlowestprice.
24.Icanassureyouthatourpriceifthemostfavorable.Atrialwillconvinceyouofmywords.
25.Thepricehasbeencuttothelimit.
26.I’msorry.Itisourrock-bottomprice.
27.Myofferwasbasedonreasonableprofit,notonwildspeculations.
28.Whileweappreciateyourcooperation,weregrettosaythatwecan’treduceourpriceanyfurther.
接受还价
29.Canweeachmakesomeconcession?
30.Inordertoconcludebusiness,wearepreparedtocutdownourpriceby5%.
31.Ifyourorderisbigenough,wemayreconsiderourprice.
32.Buyerwishtobuycheapandsellerswishtoselldear.Everyonehasaneyetohisownbenefit.
33.Thepriceofhiscommodityhasrecentlybeenadjustedduetoadvanceincost.
34.Consideringourgoodrelationshipandfuturebusiness,wegivea3%discount.
二.订单
客人询问最小单数量
35.What’sminimumquantityofanorderofyourgoods?
询问订货数量
36.Howmanydoyouintendtoorder?
37.Wouldyougivemeanideahowmuchyouwishtoorderfromus?
38.Whencanweexpectyourconfirmationoftheorder?
39.Asourbacklogsareincreasing,pleasehastentheorder.
40.Thankyouforyourinquiry.Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?
41.Weregretthatthegoodsyouinquireaboutarenotavailable.
客人回答订单数量
2.Thesizeofourorderdependsgreatlyontheprices.
43.Well,ifyourorderislargeenough,wearereadytoreduceourpriceby2percent.
44.Ifyoureduceyourpriceby5,wearegoingtoorder1000sets.
45.Consideringthelong-standingbusinessrelationshipbetweenus,weacceptit.
46.Thisisatrialorder;pleasesendus100setsonlysothatwemaytestthemarket.Ifsuccessful,wewillgiveyoulargeordersinthefuture.
47.Wehavedecidedtoplaceanorderforyourelectronicweighingscale.
48.I’dliketoorder600sets.
49.Wecan’texecuteordersatyourlimits.
感谢下单
50.Generallyspeaking,wecansupplyformstock.
51.IwanttotellyouhowmuchIappreciateyourorder.
52.Thankyouforyourorderof100dozenoftheshirts.Weassureyouofapunctualexecutionofyourorder.
53.Thankyouverymuchforyourorder.
三.交货
客人询问交货期
54.Whataboutourrequestfortheearlydeliveryofthegoods?
55.Whatistheearliesttimewhenyoucanmakedelivery?
56.Howlongdoesitusuallytakeyoutomakedelivery?
57.Whenwillyoudelivertheproductstous?
58.Whenwillthegoodsreachourport?
59.Whataboutthemethodofdelivery?
60.WillitpossibleforyoutoshipthegoodsbeforeearlyOctober?
答复交货期
61.Ithinkwecanmeetyourrequirement.
62.I‘msorry.Wecan’tadvancethetimeofdelivery.
63.I’mverysorryforthedelayindeliveryandtheinconvenienceitmusthavecausedyou.
64.WecanassureyouthattheshipmentwillbemadenotlaterthanthefisthalfofMay.
65.Wewillgetthegoodsdispatchedwithinthestipulatedtime.
66.TheearliestdeliverywecanmakeisattheendofSeptember.
客人要求提早交货
67.Youmayknowthattimeofdeliveryisamatterofgreatimportant.
68.Youknowthattimeofdeliveryifveryimportanttous.Ihopeyoucangiveourrequestyourspecialconsideration.
69.Let’sdiscussthedeliverydatefirst.Youofferedtodeliverthegoodswithinsixmonthsafterthecontractsigning.
70.Theintervalistoolong.Couldweexpectanearliershipmentwithinthreemonths?
稳住客人
71.Weshalleffectshipmentassoonasthegoodsareready
72.Wewillspeeduptheproductioninordertoshipyourorderintime.
73.Ifyoudesireearlierdelivery,wecanonlymakeapartialshipment.
74.Butyou’dbettershipthegoodsentirely.
75.We’lltryourbest.TheearliestdeliverywecanmakeisinMay,butIcanassureyouthatwe’lldoourbesttoadvancetheshipment.
76.I’mafraidnot.Asyouknow,ourmanufacturersarefullandwehavealotofordertofill.
77.I’llfindoutwithourhomeoffice.We’lldoourbesttoadvancethetimeofdelivery.
78.Thankyouverymuchforyourcooperation.
79.Ibelievethattheproductswillreachyouintimeandingoodorderandhopetheywillgiveyoucompletesatisfaction.
四.签单
签单前建议
1.Beforetheformalcontractisdrawnupwe’dliketorestatethemainpointsoftheagreement.
2.Wecangetthecontractfinalizednow.
3.Couldyourepeatthetermswe’vesettled?
4.Itisveryimportantforustoabidebycontractsandkeepgoodfaith.
5.Haveyouanyquestionsasregardstothecontract?
6.I’dliketohearyourideasabouttheproblem.
7.Ithinkitisbettertohaveagoodunderstandingofallclausesbeforesigningacontract.
8.Doyouhaveanycommenttomakeaboutthisclause?
9.Doyouthinkthecontractcontainsbasicallyallwehaveagreedonduringnegotiations?
10.Everythinghasbeenarrangedwell.Ihopethesigningofthecontractwillgosmoothly.
11.Thesearetwooriginalsofthecontractweprepared.
询问签单
12.Whenshallwesignthecontract?
13.Mr.Brown,doyouthinkit
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