外贸邮件开发客户实务案例.docx
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外贸邮件开发客户实务案例.docx
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外贸邮件开发客户实务案例
Doyouhaveoriginalsampleorimagestoshowit?
YouknowthereisnotmuchtimeleftbeforeChineseLunarnewyear,
Iadvisewe'dbetterconfirmtheorderfinishfabricmakingbeforeLunurnewyearholiday.Otherwise,itmaydelayshipmentofthepants.Iguessthesepantsarefor2011summerseason,we'dbettercatchthetime.
weprefer10pcstogetherinapolybagpersizeandcolour,notassorted.
Astothebrandmarkandlogo,wecanmakeasperyrrequest,plskindlydesignitandsendtousforreference.
DearDaniel,
Gooddaytoyou!
Aftercheckingalldetailesaboutlinencottonpants.Thefinialquotationisasbelow:
Product:
Linencottonpants
Fabric:
Linencottonfabric 15x15 54x56 53/54"
Price:
USD7.90/pc FOBShanghaibysea;(withpocketsandalldetailes)
Deliverytime:
15th,April2011
Paymentterm:
T/T,50%fordeposit,50%beforetheshipment;
Plskindlycheckandconfirmaboveinformation,afteryrapproval,IwillarrangePIfor
thispantsorder.Afterreceivingyrdeposit,wecanarrangefabricmakingfirstly.
Yrpromptreplywillbeappriciated.
圣诞贺卡
EncloseplsgetmyChristmascardpreparedforyou.Maypeace,happinessandgoodfortunebewithyoualways.
开发信,介绍自己
Dearxxx,
Thanksveryforyourinquiry.
IamGavinfromGoldentex,aprofessionalramie,linenfabricandgarmentfactoryinChina.Allourproductsareexcellentinqualityandcompetitiveinprice.Weareannuallyexportingmorethan10millionmetersramie,linenfabricand2.5millionpcsofgarmentstotheworldwidesuchasItaly,Germany,France,Turkey,SouthKorea…
Sincerelyhopetoestablishbusinessrelationshipwithyresteemedcompanyinthenearfuture.AndIbelievebothofourbusinesswillbebloomingafterourcooperation.Astothe100%ramiepants,couldyouplskindlysendthatoriginalsampletousforanalyzingandquotation.
Anyquery,plsfeelfreetocontactme.
BestRegards
SalesSupervisor
Gavin
4很常规的一个回复,目的是套他手里的资料,看看到底是不是潜在的客户,手里是否有原样…10月15号,得到他的第一封回复如下:
DearGavin,
Thanksforyourkindmessage–Iwillsendyoutheramiesamplenowto:
***********
Attn:
Gavin
Pleasebesokindtosendmethequotationincl.samplepantindarkgreyandblackcolorbacktomyreference.
Thankyouverymuch!
Bestregards,
XXX
5.收到这封邮件,我立刻在心里给他打了7分,有原样在手,寄过来分析,说明潜在性很大,坐等原来过来,然后分析面料规格,再进行服装报价…回复如下:
Dearxxx,
Wellnotedwithtks.Willquotebestpricetoyouoncereceivedyroriginalsample.
Anyquery,plsfeelfreetocontactme.
BestRegards
SalesSupervisor
Gavin
6.10月19号,得到他的邮件回复如下:
DearGavin
Okaythanks,theUPStrackingnumberis:
******
Pleasebesokindtoquoteinlinenandcottontoo–whatkindsoffabricdoyouoffer?
Thankyouverymuch!
Bestregards,
XXX
然后立马补充一封邮件回复:
Dearxxx,
Tksforyrkindlyemail.
Waitingforyroriginalsample,oncereceivedthem,willanalyzespecificationandquote
bestpricetoyou.Goldentexisaprofessionalramieandlinenfabric,garmentsfactory,
workingwithoverseacompanymorethan10years.Offeringgreatestproductsandservice,pantsperclients'detailedrequests.
Anyquery,plsfeelfreetocontactme.
BestRegards
SalesSupervisor
Gavin
7.10月21号,收到客人原样,分析后给客人去邮件:
Dearxxx,
Confirmedreceivedyroriginalsamplethismorning.Afteranalyzingthespecificationandmeasuringthe
pantsmeasurementwithMsize,wecanonlyquoteapproxpricetoyouasbelow:
PureRamiePants USD5.70/Pc FOBShanghai;
MOQ:
5000pcs/order;2000pcs/design(colour),200pcs/size
Wheneveryouproposemoredetails,suchastotalmeasurementcharts,specialpacking...,Thusexactpricecanbequotedperdetails.
Youreferredtoquotelinencottonfabrictooinlastmail?
Howtounderstand?
Doyoumeanuselinencottonfabrictomakepantsperyroriginalsample?
Buthow'sthespecification?
Plskindlyadviseyrcomments.
Waitingforyrpromptreply.
BestRegards
SalesSupervisor
Gavin
当天下午就得到他的回复:
DearGavin,
Thanksforyourkindmessage,but5,70USDisreallytooexpensive-pleasebesokindtoquotethesamepantinalloverlinenfabricandallovercottonfabric.
Regardingthesample,itshouldbeexactlythesameinsizeM-sizeS,LandXLshouldbearrangeproportionaltothispantsizeMEUstandardindarkgreyandblackcolor.
Pleasebesokindtogetbacktomeasap!
Bestregards,
XXX
立即回复如下:
Dearxxx,
Tksforyrpromptreply!
Comparedwithlinencottonandpurelinenfabricmaterial,makingyrpantsbyramiefabricisthelowest.Msizeisthesmallestone,soIamafraidtheaveragepricewllbeUSD5.80/Pc.
Itrustourpriceisverycompetitive,andyoucancomparethepricewithothersuppliers.
Couldyouplskindlyadviseyrapproxorderquantityforreferrence?
CanmatchourMOQornot?
Ifthereisanyotherquery,
plsfeelfreetoletmeknow.
BestRegards
SalesSupervisor
Gavin
从这里,我可以判断他是个实在的买家,计较价格是商人的天性,但是实际上我知道,我的价格一点都不高,而且我很后悔价格报低了,好再效期报的不长,我断定肯定还会重新报价的,因为这时候很多细节都没定…现阶段是要再判断一下订单具体有多大,太小了也不能做.所以试探性问了一下大概的数量,如果太小,没有再进行的必要…
他当即回复了:
DearGavin,
Thanksforyourkindmessageagain–sizeSwillbethesmallestsize,thesampleyougotissizeM.
Pleasebesokindtoquotethepantinfulllinenandfullcottonfabrictooandarrangesamplesindark
greyandblackcolor,right!
?
Afterreceivingthesamples,we’lldiscussaboutthequantitiesandcolors.
Thankyouverymuch!
Bestregards,
XXX
避实就虚,不回答大概的订单数量,只是我报其他面料做这个裤子的价格,于是回复到:
Dearxxx,
Tksforyrmail.
Wewillcalculatepriceofpantswhichmadebylinencottonandpurelinenmaterial
aswellassimilarweighttoyroriginalsample.Andwillquotetoyoulater.
Plskindlyadviseyrapproxquantityforourreference,ifit'sbelowourMOQ,thereis
difficultforustomakethatorder.Hopeyoucanbekindlyunderstanding.
Astothesamplepantsmaking,weusuallychargesamplecostfromclients,andwillreturnitbackafterbulkorder.Isitavailableforyou?
Plskindlyadviseyrcomments.
BestRegards
SalesSupervisor
Gavin
8.10月22号,他回复如下:
DearGavin,
Thanksforyourkindquickreply–noproblemforthesamplecharges;asIexplainedbeforewehavetocheckthepantsandcolorsfirsttodecidethequantities.
Pleasebesokindtosendmethesamplechargesinvoice.
Thankyouverymuch!
Bestregards,
XXX
抓住机会,先把打样落实好,然后再谈接下来的细节;
Dearxxx,
Gooddaytoyou!
EncloseplsfindattachmentofsamplingpantsPI.TotalUSD100forsamplingcost.Plskindlynotedthissamplingsurchargewillbereturnedtoyresteemedcompanyoncethebulkorderconfirmed.
Tolinencottonmaterial,adviseLC1515#dyedfabric15X1554X52165GSM 53/54"
Linencottonpants USD6.70/PC FOBShanghaibysea;
Topurelinenmaterial,advisePL101#dyedfabric14x14 54x54 165GSM 53/54"
Purelinenpants USD8.90/PC FOBShanghaibysea;
Anyquery,plsfeelfreetocontactme.
BestRegards
SalesSupervisor
Gavin
他即刻回复如下:
DearGavin
Okaythanks,butIthoughtyou'llarrangeonepureramiepant,onepurelinenpantandonepurecotton
orcotton/linenpant?
Andwhichpantinwhatcolor?
Pleasebesokindtoarrangethepureramiepantinblackcolor,thelinenpantindarkgreycolourand
thepurecottonorcotton/linenpantinblackcoloragain.
Furthermore,youforgotthebankaccountdetails.Pleasebesokindtososendasap!
Bestregards,
XXX
收到他的具体要求后,做了回复:
Dearxxx,
Wellnotedyrrequestsandwillarrangesamplemakingperyrrequestsafterreceived
yrpaymentcopy.EncloseplsfindthenewsamplingPIforpaymentreferrence.Any
otherquery,plsfeelfreetoletusknow.
BestRegards
SalesSupervisor
Gavin
样品多加一件,三件样,我收150刀,呵呵,象征性的,其实我就想看看他诚意有多大,我老板其实只要收100刀...
9.10月25日
DearGavin,
pleasefindattachedthepaymentproofofthesampleorder–pleasekindlyconfirmwhatsamplesyou’re
goingtoproducenow.
Thankyouverymuch!
Bestregards,
XXX
即时回复:
Dearxxx,
ConfirmedreceivedyrT/Tcopyandwillarrangesamplepantsmakingtommorrowmorning.
BestRegards
SalesSupervisor
Gavin
10.10月27日收到他邮件,想要变更颜色:
DearGavin,
Thanksforyourkindmessage,butpleasebesokindtocheckyourrecord(nodarkbluecolour);wewouldlike
toreceiveasfollows:
1.Pureramiefabric PR850# 21x21 52x58 53/54" colour:
black
2.Linencottonfabric LC1515# 15X15 54X5453/54" colour:
black
3.Purelinenfabric PL101# 14X14 54X54 53/54" colour:
darkgrey
Andpleasebesokindtosendmesomecolourswatchesofdarkblueinpureramie,linencottonandpurelinen
fabricwiththesamples.
Thankyouverymuch!
Bestregards,
XXX
打样就没必要那么讲究,能帮你弄到颜色相近的布就不容易了,主要是检测一下做工还有品质能不能达到你原样的水准就OK了,然后回复他说:
Dearxxx,
Wejustmakesamplepantsbyusingourfabricshippingsample,therearenodarkgreycolourofpurelinenfabric,also
onlydarkbluecolourinlinencottonfabric,plskindlyunderstanding.
Ithinkthemostimportantthingshouldbequalitynotcolour.Ofcourse,therewillbenoanyproblemonbulkorder
makingperyrinterestedcolour.Hopeyoucanconfirmoursamplemakingarrangement.Tksinadvance.
Astotheswathes,I'llsendsometoyoutogetherwithpantssample.
BestRegards
SalesSupervisor
Gavin
他也真是好说话,然后回复说:
DearGavin,
Okaythanks,noproblem–butpleasebesokindtosenddarkgreycolourswatchestoo,becausewehaveto
choosethecoloursfinally.
Thankyouverymuch!
Bestregards,
XXX
11.月末正好是108thCantonFair,然后在广州待了一个星期,11月6号回的深圳。
9号工厂把样送到了我手里。
然后给他去了邮件:
Dearxxx,
Gooddaytoyou!
3pcsofpantsalreadyfinished.Plskindlyadviseyrcourieraccountnumberforsamplescollection.
Waitingforyrpromptreply.
BestRegards
SalesSupervisor
Gavin
最大程度上节省成本,本来这样应该我们出快递费了...不过鉴于判定这个客户质量属于优等客户,那我就不客气用他的到付账号了,他还真配合,一下给了俩,让我任意选任意寄...
他的回复邮件:
DearGavin,
Thanks
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