【原创】实战版美国成交客户经典案例

chen10
数据统计如下 来往邮件：74封 标题数量：7个不同的标题 前后时间：75天 pk掉竞争者商：4家 价格谈判次数：5次 具体如下 背景资料：这个客户是先看到了我们公司网站，然后经朋友介绍给我们总经理发的邮件。总经理直接回复的，前后有一个月时间，经理也给他了样品，但是令我疑惑的是居然没谈到机器和价格。不知道他怎么谈的，也许他没当回事吧。也许是太忙。期间样品好了后，本来要给他邮寄过去的，后来因为嫌运费贵，就没寄。于是客户就消失了1个月。突然有一天我到总经理公室去，她对我说，有个美国的客户怎么不回复我了。她就直接转给我了。于是我就要求总经理我一下内容：第一、全部来往邮件内容。第二、客户公司的全部信息 第三、客户的全部信息。经过我的梳理和分析之后，完全掌握了客户的情况：包括客户公司网站，产品，地址，客户职位和其公司重要成员姓名职位，每封邮件来往的间隔时间，竞争对手数量，客户的重点要求，消失的原因等等。于是花了我整整一晚上的时间我写了下面一封邮件。 标题：rek-4050 price and ocean freight/steve dear xx, happy the upcoming christmas day and new year.are you feeling better now since nov.9th in hospital? 首先对于将要来临的圣诞节和新年表示祝福，礼多人不怪嘛。跟总经理时提到过一句他曾经病了，所以就顺便关心一下喽。 here is steve,lucy assistant,she always happy to talk with me that you are very interested in our metal engring machine,.especially jk-4050.same as shenyang friends said.also satisfy with sample too. 当然需要首先把自己推销出去，混个脸熟。附带他朋友拉近一下关系。 luckily to visit your webpage,surprise championship belt of honor in eyes,definitely need nice metal engring machine to make it.so precision is very important with 2.03mm deepth.also keep the surface smooth after engring.so jk-4050 with servo motor instead of stepper motor completely meet your demand for honor of champion.precision reach 0.02-0.01mm,special milling spindle keep the surface unleing anthing.by the way,as you live in lexington,so ship to cincinnati will be convinent for you.details of jk-4050 servo motor machine and ocean freight as followings,pls check.if you still not get your honor machine now,could you make an effort to talk with me? 向客户强调我很重视他的要求，并且对他们了解了很多。用心总是好事请，说明你事谨慎和专业。懒人是不会遭人待见的。其实我也不知道他了机器没有，于是就在最后提问了一句，要是没就和我谈谈吧，让我来帮助你。下面的报价单肯定要与总经理的不同啊，不然就没法说服他了。自己的特点。这很关键。这算是pk掉自己的内部对手吧。报价单非常详细，包括海运费，重量，尺寸，等。我是查了他们公司的地址，然后询问了货代走哪个港口方便才报的价格。 many thanks steve -------------------------------------------------------------------------- model? ?? ?? ?? ?? ?? ?? ?? ?jk-4050 参数 n.w? ?? ?? ???700kg g.w? ?? ?? ???800kg delivery date? ?? ???15 working days packing size? ?? ?? ?1800*1800*1700mm price(fob qingdao) usd10800(stepper motor) ocean freight from qingdao to cincinnati:usd500??about 35days via new yok payment terms:50%t/t in advance,50%t/t against copy of b/l documents send to you ,charge by us,3-5days -------------------------------------------------------------------------- 签名 写完这封邮件的时候，我也没报多大希望能上他，毕竟消失了一个月了。我只是觉得他意向度很高，失去了挺可惜的。尽力跟追一下。没想到客户第二天就回信了。不过很简单 hi steve. it is nice to meet you. what is the total price with the servo motor added? thank you . merry christmas! 其实分析这封邮件，不难发现，客户根本没仔细看我邮件内容，尤其是报价单内容。恼火中………不过硬着头皮还是要回复啊。不过我白天没有回复他。而是到了晚上才回复。因为我知道他在睡觉呢，而且白天心情不大好。那就等晚上吧。心情好了，灵感来了，一切都能搞定。 我不得不再一次重申我的价格。告诉他各项费用，总费用是多少。和具体的交货期，付款条件等等。为了谨慎起见，我为了解释为何我推荐的机器和经理的不一样，就附带了几行解释。以充分显示我的专业和报价的理由。其实我的报价是经理的2倍。 标题：re:total price usd11300/steve dear xx thank you for you email.a mistake in last email quotation,sorry.the truth is as followings: jk-4050 with servo motor usd10800 fob qingdao precision reach 0.02-0.01mm,ocean freight from qingdao to cincinnati:usd500??about 35days via new yok.insurance about usd30.so the total price with servo motor of jk-4050??usd11330 .payment terms:50%t/t in advance,50%t/t against copy of b/l delivery time:15working days,documents send to you ,charge by us,3-5days merry christmas! steve -------------------------------------------------------------------------- why we guide you to use servo motor for engring honor champion belts servo motor advantages compare to stepper motor 1.servo motor high precision than stepper motor,reach 0.02-0.01mm.clean after engring on zn materials.stepper motor 0.05mm 2.servo motor with break-point memory .when give the machine wrong signal,it stop working,while stepper motor machine continue working.when power off or kinfe tool break,machine stop work then,power again,and inp
报价 FOB 外贸术语 T/T
2013-09-22 1800阅读
问题/讨论
回复（14）
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AI回答：
ce? ?? ?? ?? ?? ?? ?? ?? $9,600 USD/unit (FOB Shanghai)

海运费
from Shanghai, China to Cincinnati
Ocean freight: $780 USD (Port to port, door to door service available upon request)
Chassis fee:? ?? ??? $155 USD
Documentation fee:? $70 USD
AMS fee:? ?? ?? ??? $25 USD

如果您有任何问题或需要帮助，请随时联系我。感谢您的时间和关注。

以上是邮件内容和报价单，希望可以帮助您。
2023-06-25
追问：
  • Abe.Enns
    客户一听奶奶个，真的吓坏了，
    Hi Steve. I he really thought about this and compared all the samples. You he been the most professional and knowledgeable person I he worked with. I believe you will be here after the sale, if I need you. I want to order from you.
    Do I need to order extra blades or anything else with this shipment, or is it better to mail those later? Just to verify, it comes with everything pictures in the pdf, correct? Including the control cabinet, dsp, inverter, the data wire, etc?
    I
    2013-10-13
  • Lily40
    经理丢了的客户被我搞定了-美国客户的订单总结

    厉害
    2013-10-21
  • John47
    楼主 这个是以个好帖子 经起时间的考验 我以个 字母一个字母看的 本不想回复 但是看见楼主这么说觉得学到东西了 没有任何反应 不应该。帖子很好
    2013-10-20
  • John47
    不错，个记号。。。
    2013-10-20
  • helen6
    估计没人看啊，也没人留言，以后就不发这么多内容了。呵呵。
    2013-10-19
  • Theresa.Ugobor
    怎么看出来的啊。哈哈
    2013-10-19
  • Shen
    围观，感觉LZ外贸很理性
    2013-10-18
  • ran
    thank you very much
    2013-10-13
  • 张俊
    Hi Steve. No, I really do not know how to find someone like that. Since you could not accept the Visa card, I started looking for a comparable machine. I he found one with identical specs and name brand components for $7100, delivered. I hate not to buy from you, but that is a lot of money. I wanted to be honest with you. I appreciate all you he done. Thank you.
    这下糟了，客户又询了其他商，找到了USD7100的机器，我的天呀，五雷轰顶啊。他说不了。我该怎么。冷静，冷静，仔细分析一下
    首先客户了这么长时间，对我非常了解了，知道我很专业，而且价格与上一家的报价差不多USD10800 USD11000。所以没
    2013-10-12
  • zoe2
    我正在过年呢，客户跟我说要过完节就定机器，年过的那个叫爽啊，心里挺高兴。当时我还给经理发短信说美国的客户被我搞定了呢，经理还恭喜了我一下，过完年回来就第一个给他回了封邮件
    Hi xx,

    How are you and your business these days?

    Now, I am back in office, and our factory start business today(Feb. 10th). so what about discussing order as you said before that you will pay by visa?

    He a great day.

    steve

    Yes sir. How do I send you my credit card information?
    Thank you.
    Randy
    这句YES SIR搞的跟不认识我似的，奶奶个。Shit。既然想订了，那就不能用visa了，解释一下为何不能用visa
    Hi xx,

    Glad to receive you message by you
    2013-10-12
  • Yogesh.Magon
    支持原创.....期待下文.....
    2013-10-12
  • mia4
    Hi xx,

    Technical person come back and design the whole belts according to your pictures. wrestlers, crown and globe all included.please check attchment. Samples will be finished soon.

    By the way, he you inquiried about import details from custom or local forwarder?

    Regards
    steve

    Hi Steve. Just checking the status of the samples. I look forward to working with you.
    Hi xx,

    Thank you for your email and look forward to working with you too.

    Your Sample has been finished, attched four
    2013-10-11
  • ran
    Hi xx,

    Yes,we not only make the same type of design as Cathy.but also make our own style.It is ok to make similar sample again.waiting for your indications.

    As for laser,as you said,as rough as sand paper.so why not to do it by only cnc?it will se time and oid  troubles.

    By the way,How much money in your hand as you said half money in hand?
    Our bank said as long as our company account received money,any style is ok,including VISIA credit card.However cash will be more safer and used c
    2013-10-10
  • Julie8
    估计客户听出来我的语气了，知道我有点小生气，奶奶个，你不生气我怎么快乐啊。不怕得罪你，就当没有你这个客户，没你这个单子，老子照样有蛋糕吃。嘿嘿。客户回复如下
    Hi Steve. I am fine with talking to you! That is no problem. I he a file for Lucy and cathy and several other suppliers I he talked to. The sample I sent you was made by a woman named Cathy. The sample I he attached is the sample that Lucy sent me. See the difference? The Cathy sample is carved in 3D and looks very smooth and clean. That is the machine I am most leaning toward. If you he such a machine, pleas
    2013-09-25
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