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发表于2010-03-10 09:11 楼主(1楼) 只看该作者
先说点关于免费平台吧,我是09年3月份开始注册免费B2B,所有网址都l了论坛,当时大概注册了30多个平台吧,一直保持更新的只有made-in-China, tradekey,tradeindia,asiannet,globalsources,ec21,etc 几个比较主要的平台,像tootoo,allproducts,ecvv等都只是定期查看下。还有一些我自己都不记得了,注册完就没再登录过。不过在每个平台上我都尽量上传产品(除了ttnet只上传一个产品),products和seller offer里的产品个数都达到平台的最大限度,并且每个产品的图片保证清晰,关键词保证准确 ,性能描述保证详细。(这点福步里的很多前辈都有提到,不要嫌我啰嗦 )目前made-in-China 收到6个询盘,tradekey收到3个,tradeindia收到5个,只是都没有做成单, 不过维持了一个潜在的印度客户,询过几次价格。tradekey上询价基本没有具体要求,都是price list, cooperation。tradeindia上的几个询价一些参数不符合客户要求,个人感觉made-in-China上的询盘质量比较高,只是有客户回复说价格高了很多,已经买了别人的。 下面该切入正题了,当时手中有的图片像素,尺寸在ttnet上都上传不了,唯独有一个可以上传的,开始想要不要把所有图片都准备好后一起上传,后来突然还有个想法闪现,会不会就这一个产品也会给我带来好运呢。有时候事情就是这么的巧合,居然就让我给遇到了。 (之后就一直没有上传其他产品,在此要做下自我批评,偷懒了 )离奇的事情总是有的,离奇的开始让我遇到了离奇的客户Jones,是加拿大的,也是第一次做进口业务,开始交流中有很多疑点,让我感觉他是个骗子。后来签完合同他迟迟不付款的时候,才了解他也在担心我会是个骗子公司。最后经过邮件,电话沟通才付款,金额很小(1000多美金),只是觉得整个交流过程值得和大家分享一下。 2010年1月15日收到询盘: 客户只说明了一个具体要求,我们有很多型号都可以满足。大概可以推测出客户的使用目的,需要和客户确认。以前在B2B上收到这样的邮件,一般都会回复说明要确认参数或者直接让客户从公司网站上选择型号,之后几乎都得不到客户的任何信息。所有一改往日做法,给客户先推荐一款比较畅销的型号,并且按照自己推测的客户使用目的,给客户做了一个方案草图,然后结合草图和客户确认参数等信息。当时想图片可能会比较吸引客户,给客户更深的印象。于是回复如下: 1月15日回复: Many thanks for your inquiry from ttnet website. Regarding to your inquiry (I am interested in 6 ea xx to measure 60,000lbs of weight and also a xx, digital bwith large numbers. thx Jones please indicate price also.),(一般在B2B上收到的询价用公司邮箱回复客户,我都会把客户的询价邮件内容写在邮件里方便客户,万一有的客户很忙,不一定记得他自己的询价,这样附带内容客户就不用查找了。安全起见,另外我还会通过B2B平台给客户再发一次回复邮件) here we would like to confirm with you if you would like to get the total weight 60,000lbs by 6pcs xx. Please find the attached draft, just for your reference. Regarding xxl, please inform us if the model xx in the attachment meet your requirement, or you could click the link to find one that more suitable for you : http://www.ourwebsite or you could advice us the application, then we would suggest you which model is the best one. We would forward you more information upon receipt of your confirmation. Any questions, please keep us informed. Thanks & Best regards, 客户已经付款,产品在准备的过程中发现了问题(是我自己的疏忽 )。刚刚给客户写过邮件,等待客户回复。我会在后面更新里提到。 既然客户对草图里的产品感兴趣,我详细的介绍了草图里产品的技术参数(客户要求两种产品配套使用,这里我又推荐了两款配套产品A OR B),客户需要的2款产品即可以和A配套使用,也可以和B配套使用,给客户列出2个方案。对于客户提出的其他要求,要列明做一一对应的回复。 1月18日回复: Thanks for your promote reply, believe that you have had a good weekend. Before making complete offer to you, something need be confirmed as follows: 1. As regard to the draft we sent you in the last mail, there are 2 proposals: 2. In order to predict the delivery fees for you, please inform us which proposal you prefer. We would make an offer to you including all the information you need after your confirmation. Hope we could have chance to cooperate with you. Any questions, please keep us informed. Thanks & Best regards, 1月20日: 客户要求重新发报价单。(注:报价单是图片格式,我直接插入邮件中的,可能是图片不太清晰,客户看不清楚。以前都是附件形式发的,为了方便客户就直接插入邮件中了,谁知道会是这个结果。 ),不过暂时给我的感觉客户有购买的欲望。 在重新给客户发报价单的邮件中,顺便探探客户的信息,为了心里有个底。于是回复如下: 1月21日回复: Sorry for the inconvenience I had brought to you. Kindly please find the attached quotation again and confirm with us which proposal you prefer. By the way, may we know your company name, business scope? Could we know are the products you need for your own use or your customers? We would like to find a best way to serve you with our products. Any information from your side would be highly appreciated. Thanks & Best regards, La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:11 2楼 只看该作者
1月21日收到客户回复: Hello ; I like what I see,but still a little confused,I need six xx 10,000lbs ea. and all six should measure weight up to 60,000lbs in total. I need 40 feet off cable between xx and xx and 40 ft off cable between xx and xx. I need xx to have five digits and number size should be between 2-3 inches in bright red format. I would like system to be powered by 12 volts if possible. I need to know how much in US dollars for complete system,including air freight to Saskatoon, Saskatchewan, Canada. Please state aproximate delivery time. Please send picture off unit you will be selling me, for final approval. All components,including wiring should be built strong,for trouble free operation. I have a business,which makes xx which weigh farm products. Thanks again 客户大概明白了我们的方案,对所提供的信息也很满意。此时会发现客户的邮件内容明显比以前具体了,逐渐提出了些具体的要求,这都是在开始询价里根本都没提起过的,接下来的邮件基本都是在确认客户的要求,所以说这个询价真的是离奇,先确认价格,运费再慢慢确认产品参数及其他现场要求。 另外客户也介绍了自己有个小的工厂,产品经营范围。 不过客户只是说出他现场需求及有关产品规格要求,并没有对建议的2个方案进行选择,(推测客户不太理解技术方面,只是简单使用而已),另外并没有按所给的另外一种产品的选型表选择型号(另外一种产品必须要确认带不带附加功能,客户未确认,推测客户是不太了解这些功能)。搞笑的就是客户总是不停的提及价格及运费(真是个急性子,就是等产品参数全部都确认好了也不迟阿 )。接下来的邮件主要给客户一一介绍产品的附加功能以便客户更深的了解我们的产品。 注:回复客户的每个要点尽量列明,要有headline,对其进行加粗自体,便于客户抓住 point。 La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:11 3楼 只看该作者
1月21日回复: Hello, Jones Good day! Many thanks for your detail information. Please find the attahced picture for your confirmation. Price: USDxx (替客户拿主意,选择一套成本较低的方案,并确认方案b中产品的价格) (一是向客户说明对于特殊要求收额外费用;二是告知运输方式,虽然了解大概总重量有几十公斤,可是金额小,选择快递方式,而且美,加客户一般对运费都不会太计较; 既然客户一心想知道大概运费,我就大概让工厂估算了下,然后多加点运费给客户报过去,满足下他急切的心P ) Delivery time: about 3 work days after receiving your full payment Regarding the xx, About the power supply for the system, Furthermore, we would like to confirm with you if you need any optional function for the xx, like xx, xx。。。. Here we explain to you these functions: Finally, please inform us the delivery address, consignee and contact information if you need us to issue proformal invoice. Looking forward to your reply. Thanks & Best regards, 继续。。。
La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:14 4楼 只看该作者
1月21日客户回复: Thank you! 客户对产品又提出了新的要求:咨询有没有另外一种安装形式的产品;确认整个设备的精确度;要求附带一种附加功能;提出期望的供电;要求提供USER MANUAL。 只是交流到现在,客户给我留下了几个疑点:一是客户对产品技术参数还是有些了解,提出了设备的精度问题,既然有所了解,那在开始就不会把主产品选错,还急着要报价。因为我给客户发的产品外形及安装方式和客户现在所要求的产品是完全不一样的,客户有什么目的呢?为什么到现在才提出来?二是邮件时间问题,我是21号下午1.40给客户发的邮件,结果当天下午4.20就收到了客户的这封回复邮件。这个时候应该是加拿大的夜里阿,就算客户加班也不至于会加班这么久吧? 难道就是在等我的回复?
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发表于2010-03-10 09:14 5楼 只看该作者
1月21日回复: Thanks for your promote reply. Please find below our comments as per your questions: b. The accuracy of the system is xx (回答客户关于产品精确度问题) Please note the attached User Manual is our present product, we would promote the update xx and the user manual for a couple of months. (指出我们近期会推出设备中一个配套产品的更新产品,顺便做个宣传) Any questions, please do not hesitate to contact us. Thanks & Best regards, 下面还会有很多来往邮件 ,我会以最快的速度继续更新下去。。。
La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:14 6楼 只看该作者
先插播一下,刚才收到一澳大利亚客户确认要下样品单。是tradeeasy平台上的。这个客户1月27日就发了询价,又是一句话询价“just inquiring on the price of 3xx ”,我是今天早上看见才回复客户的,只是碰碰运气而已,客户依旧没有给任何参数(不过这种产品的技术参数很好确认,客户只要按照选型表直接选型就ok)没想到客户这么快就回复说:“we were hoping to act quickly on the order we can provide an order number upon your return mail." 看来免费B2B平台还是很眷顾我的嘛。 1月22日收到客户回复: Thank you for good information, would like to prepare to order, some small changes 8 ea. xx type with 40 ft cable hook up ea.(20000 lbs. ea.) PLEASE INCLUDE ANYTHING I HAVE OVERLOOKED TO MAKE SYSTEM OPERATE TO 80000 lbs max. Please inform me off new price including air freight to Saskatoon, Saskatchewan, Canada Please advice 展开邮件,客户的第一句话很让我开心,终于要order了!只是客户所列出的主产品型号仍然是我最开始给他推荐的,而且数量也变了,最关键的总的要求又变了,原来只是想得到60000lbs的weight,每个主产品范围10000lbs,共6pcs,现在是需要80000lbs,但是按他需求列出的方案总重就会变成160000lbs。推测客户可能是想表达成total 8ea(10000lb.ea),只是写错了。 可疑点又出现了,客户提出的付款方式很像骗子经常提出的方式。心想着原则是款到发货,也没什么好担心的。接下来继续确认参数:
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发表于2010-03-10 09:15 7楼 只看该作者
1月22日回复:
Thanks for your reply. There are something we need confirm with you before informing you the new price and freight charge. a. If you prepare to order 8pcs xx, and the total weight you would like to get is 80,000lbs max, maybe the capacity of per xx is 10,000lbs, not 20,000lbs. b. 1 ea. A and B with 40 ft cable to xx(include quick wiring harness disconnects on all ends) c. We could supply dual display, xx Payment Terms: T/T, 100% in advance (付款方式) Please also inform us your detailed delivery address, your company name, consignee and phone. We need this information to predict the delivery fees for you. For samples, we usually chose DHL express way.
Thanks & Best regards,
La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:15 8楼 只看该作者
1月22日下午就收到了客户的回复: Hello again... thankyou for your patience. Place order as per: to include all components to weigh a total off 120,000lbs. 6 ea.xx 20,000lbs ea. for total off 120,000lbs. model xx Please make up invoice including total price off components,and the price to air freight by DHL Express to: Jones 客户还很礼貌,对我耐心解释小赞了一下。 让我汗的是客户的要求又改变了,产品价格又是不一样 比原来产品价格要高一倍。害怕客户接受不了新换产品的价格,先告诉客户产品单价,再预算运费做PI。 1月22日回复: Thanks for your mail. It is our duty to do those for our customers. We would like to inform you the unit price of xx is USDxx including the cable. For the capacity are 2 times more than 10,000lbs. We would send you the proformal invoice once receipt of your confirmation. Thanks & Best regards,
La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:15 9楼 只看该作者
1月23日收到客户回复: Hello ; I would like the second display window to be xx.I live in the country outside off city,and I dont think they will deliver parts this far , so they will have to call me from their office to come and pick them up. Send merchandise to: DHL International Express Ltd. phone customer below on arrival for pick-up.
得到客户的确认参数,也得知客户对价格没有任何异议。关于付款还是需要确认。
La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:15 10楼 只看该作者
1月25日回复客户: Hello, Jones Believe that you have had a nice weekend. Please find the attached proformal invoice and check. Please resend us with your signature for our reference. We had forwarded Jones Regarding the payment terms, we have to accept the T/T payment, we usually do T/T with our customers all over the world, including our customers from Canada. We promise you our sincerity and please do not worry about anything.
Please note we would have a holiday for Spring Festal in China during the early days in February. It is better if you could make payment asap so that we would not delay anything.
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发表于2010-03-10 09:16 11楼 只看该作者
1月27日客户回复; Good day 由于之前反复确认参数,客户担心中间会出错,最后再次确认。可以看出客户想通过电话联系确认我们是不是个骗子。( ,我还担心他会不会是个骗子,这就造成了接下来有趣的事情)。客户还很贴心阿,还要问我什么时候方便接电话。 1月27日回复: Thanks for your mail. Yes, the total weight are 120,000lbs. My full name is XX. My telephone No. is XX. Of course, i could speak english, for i need communicate with my customers from overseas, like you. I would give you a call by this no. XX later. Sincerely yours, 注:最好主动给客户打电话。(再次检讨:在之前的交流中我应该中间打个电话和客户很好的沟通下,这是最好的沟通方式,也是能让客户最信任的方式。) 这个邮件是下午5点收到的,既然客户主动要电话沟通 ,那就直接给他去个电话好了。结果有趣的事情发生了: 电话接通了,没声音应答,说了几句hello之后,一位很年轻的女士声音懒洋洋的应了句hello,(好像正在睡梦中,当时没反应过来,看客户的全名分明是个男士的名字。先不管那么多,介绍了自己再说。)然后就说明自己是xx,来自中国的xx公司,那边又没声音了。(奇怪,正常的应该是客户接着就会马上知道我是谁 ),没人理我,接着继续say hello, ,那边传来Who is that? 而且是很疑惑的声音,让我感觉我是不是打错电话了。先说明情况确认下吧,接着:We had sent you the proformal invoice about xx, you said that you need confirm something with us by phone. .. 过了一会,"Oh, that is my son's ,i do not know". 晕,愣了几秒钟赶紧说:sorry for interrupt you so late, i will contact jones by mail. 这个电话打的倒让我起了不少疑心,客户给的手机号码怎么会是他妈妈的,就算公司再不正规,规模再小,至少他自己应该有手机的吧。就算是他妈妈的,已经邮件告诉他我稍后就打过去,怎么不准备接我电话呢? 还有这位女士听起来声音很年轻阿,她的儿子能有多大?买工业产品做实验自己玩吗? 之前告诉我他公司的信息难道都是假的?
La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:16 12楼 只看该作者
1月27日回复: Hello, Jones I just gave a call to you and your mother answered the phone. Maybe she do not know the details about this order. Looking forward to your reply. Thanks and Best regards, 大约一个小时后收到客户回复: 震惊! 当时第一感觉很失望,可能是这么多天的努力都白费了,越来越疑惑。当时是晚上7点多,在家里用自己电脑查看邮件的,已经手机又没开通国际长途,打不了电话。对客户也疑虑重重,没劲陪他玩了,于是就很拽的写了封邮件:(心里想已经谈判到了这个地步,如果想买,还是不会有大问题的) Hello, Jones Thanks for your mail. Sorry that i could not call you so late, it will be 1.30 in the late night in our country. If you have some problems to confirm, you could email me now and confirm with us. Waiting for your reply. 接着我在睡觉前把手机给关了。(第二天看了客户的邮件就后悔莫及) 1月28日2点22分:
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发表于2010-03-10 09:16 13楼 只看该作者
1月28日回复: Thanks for your call. Sorry for that i could not answer your call in the late last night, for it is the midnight in our country when you are at noon. My mobil number is xx. (赶紧给客户道歉) Could you please inform me what the important things you would like to confirm? Tomorrow would be the weekend, if we could get your payment next monday, we would prepare the goods for you and handover to the DHL express before next weekend. (告诉客户最迟付款时间)
La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:16 14楼 只看该作者
1月29日客户回复: Payment will be made February 1, that is when bank will be open. Will try to contact you by phone before bank opens. I hope this time is ok for you,to have parts delivered to DHL express. If not please let me know which would be a better date. One more thing , do you have a warranty on your parts, and what is time frame? Thank you for your patientce,this is my first transaction with an international organization. Will fax proforma invoice with buyers signature back to you . Customer 证实了我开始的想法,客户是第一次做进口业务,确定客户还是要order的 。于是回复:
We promise you we would prepare the goods to you after we receive your bank receipt and deliver them to you once your payment arrive on our account. We could understand your worry, for this is your first transaction like what you said. However, we could prove you our sincerity to you during this transaction. Maybe you could find it by our professional service during several times communication. Sincerity is the important factor in the business, we trust you, so please also do not worry anythig. If we could get your bank receipt next monday, it will be better and it will not delay anything. Thanks for your support in advance. I am glad if we could communicate with each other on the phone, but maybe it is late in the night in your country and please call me at your convenient time. (确信通过 沟通一下,客户肯定会付款。之前由于我的猜疑浪费了太多时间)
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发表于2010-03-10 09:17 15楼 只看该作者
2月2日客户打了我们公司的座机,开始是我同事接的,客户自我介绍后,直接问道:Which company?(看来他打电话的目的就是为了探探我们是不是骗子公司),同事告诉他之后,他才说我要找xx。接着就电话聊了了十几分钟,他把合同里所有的内容都和我确认了一番,包括PI里产品参数,金额,数量,就连PI No.也确认了, 看来客户不是第一次做进口业务,极大可能是第一次做业务吧,考虑到这些,我就想着该把接下来的程序简单和客户说下,包括给他发票,箱单副本,以及告诉他货到后DHL公司会主动联系他,让他配合DHL清关,让客户不要担心之后的操作过程。并且告诉客户: Please do not worry about anything, we would follow up your order closely and make sure everthing goes smoothly, for this is our first cooperation ,we would take it seriously. 最后不要忘记say:thanks for your call, glad to talk with you on the phone. Hello, Jone Many thanks for your call. I am very glad to talk with you on the phone. Everything seems all right now after our many times communications. Please find below our records about our talk on the phone: About the Proformal Invoice, About Transportation, Commercial Invoice and Packing List,
La reussite n'est jamais due au hasard. |
发表于2010-03-10 09:17 16楼 只看该作者
2月3日收到客户回传底单; 客户居然在我们中午的时间发过来传真,给我的感觉总是一直在努力配合我们,等我们上班时间联系。(如果真的是这样,哪里去找这么好的客户 ),收到底单后,立即给客户mail,告知马上安排生产,让客户放心,进一步增强客户的信任。 PS:客户给了钱,一般都想在最短的时间内收到货物,直到真正取到货才会放心(这也是人之常情),所以我们不能在告知收到款,安排生产后就突然一下失去与客户的联系,尤其是货期比较长的,建议可以适当的告知客户备货情况,让客户觉得更加“有形”。相对于客户对货物的”看不见,摸不着“来说,你简单的一个信息会给他带去很多心里安慰。(千万不要觉得麻烦,没必要告知) Hello,Jones Well received your payment. We would let our Production Department to prepare the goods for you immediately. We would inform you the DHL tracking No. after we deliver the goods to you, the shipping time is on 8th, Feb.(Next Monday), but we would try our best to deliver the goods to you earlier.
La reussite n'est jamais due au hasard. |