做外贸你试过因可疑客户而丢掉订单的吗？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">今天分享的这个案例说的是主人公<span style="color: black;">可疑</span>客户给的采购数量不真实，在客户几乎要确定与他合作之时，当客户再次询问<span style="color: black;">是不是</span>还有折扣空间的时候，业务员写了一份邮件与客户再次确认数量<span style="color: black;">是不是</span>准确？可恰恰是这封邮件让他丢失了三十万美元的订单，可见与客户合作，彼此之间的信任多么重要！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q8.itc.cn/images01/20240722/3e06fb27bb784595bee969c068403bbe.png" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">事情<span style="color: black;">这般</span>的，M是<span style="color: black;">经过</span><span style="color: black;">伴侣</span>介绍与这个澳大利亚的客户<span style="color: black;">创立</span>起的联系，之后有给客户发过<span style="color: black;">研发</span>信，<span style="color: black;">亦</span>在WhatsApp有留言，信息都是<span style="color: black;">表示</span>已阅读，可能是<span style="color: black;">由于</span>客户<span style="color: black;">始终</span>有稳定的供应商，<span style="color: black;">针对</span>M，他<span style="color: black;">无</span><span style="color: black;">选取</span>回复。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">M并<span style="color: black;">无</span>放弃，他给客户打了<span style="color: black;">tel</span>，对方接通了<span style="color: black;">tel</span>，彼此之间聊得还挺愉快。<span style="color: black;">经过</span>这次<span style="color: black;">tel</span>，M<span style="color: black;">晓得</span>客户做这个行业<span style="color: black;">已然</span>有将近20年了，<span style="color: black;">始终</span>从中国采购，自己有稳定的供应商，他<span style="color: black;">亦</span><span style="color: black;">晓得</span>M是<span style="color: black;">伴侣</span><span style="color: black;">举荐</span>的，很乐意<span style="color: black;">瞧瞧</span>M在他的生意上能帮什么忙，还<span style="color: black;">暗示</span><span style="color: black;">近期</span>刚好有一个订单需要采购，会把<span style="color: black;">关联</span>信息发给M。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">接着<span style="color: black;">次日</span>所有的采购材料就发给了M，当M收到询价的时候，M<span style="color: black;">按照</span>自己的经验对客户的<span style="color: black;">需要</span>量<span style="color: black;">暗示</span><span style="color: black;">可疑</span>，<span style="color: black;">一般</span>同一款<span style="color: black;">制品</span>最<span style="color: black;">大都是</span>一个柜，<span style="color: black;">都数</span>是几十个或十几个<span style="color: black;">这般</span>的组合。<span style="color: black;">因为</span>是<span style="color: black;">伴侣</span>介绍的客户，他抱着半信半疑的态度，跟工厂确认价格后，自己只加了不到10个点的利润就报价了。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当客户收到报价后给M来电说：他的价格偏高！M很爽快地回复：只要一个星期之内能确认订单，自己还<span style="color: black;">能够</span>让出3个点的利润。这次在<span style="color: black;">tel</span>里头能听得出客户很满意，就让M等<span style="color: black;">通告</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">接下来的一两个星期，M都有和客户保持沟通，讨论的细节<span style="color: black;">包含</span><span style="color: black;">制品</span>包装，交期，认证，贴牌之类的<span style="color: black;">需求</span>等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">又过了大半个月，客户再次来还价，问<span style="color: black;">是不是</span>还有可<span style="color: black;">调节</span>的空间？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">于是本来就对客户抱着<span style="color: black;">可疑</span>态度的M给客户写了一封<span style="color: black;">这般</span>的邮件：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Dear xxx,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Many customers always ask about big quantity at the beginning, but final order quantity only around 1/3 to 1/5 of the quantity they talked. Because they want to know our best price for bulk quantity. Please confirm again your order quantity is 14000 pcs or? I will check if any discounts available here.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">xxx</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">自从这封邮件发出去之后，客户就再<span style="color: black;">亦</span><span style="color: black;">无</span>回复M了，<span style="color: black;">时期</span>M<span style="color: black;">亦</span>跟进了几封邮件，还在WhatsApp上给客户发了信息没回，打<span style="color: black;">tel</span><span style="color: black;">亦</span>是拒接。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当M准备去问他<span style="color: black;">伴侣</span>的时候，客户礼貌地给他回复了一封邮件，内容如下：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Hi xxx,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">I already played this order to my old supplier from xxx last week. Even their price 3% higher than yours.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">My last email only wanted to check and confirm what discount available from your side, even very tiny discount. And I told you my order quantity 14000 pieces at the beginning. and we talked and discussed all details.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Actually I dont like the email you sent 2 weeks ago, why you doubted me at the moment we are closing the order?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Regards</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">xxx</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不<span style="color: black;">晓得</span><span style="color: black;">大众</span>读完客户给M的邮件后是什么感觉？我是能够从客户的文字里读到客户对M失望，还有或多或少的生气在里面。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我有分享过关于印巴孟客户的<span style="color: black;">有些</span>惯常做法，<span style="color: black;">便是</span><span style="color: black;">她们</span><span style="color: black;">爱好</span>空口说大话，这些地区的客户习惯用大数量来套最低的价格。但并不是所有的客户都跟这几个地区<span style="color: black;">同样</span>的，<span style="color: black;">咱们</span>做生意真诚和诚信是对彼此的尊重。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我之前<span style="color: black;">亦</span>有一个澳大利亚的客户，他年龄在60岁<span style="color: black;">上下</span>，<span style="color: black;">每年</span>都会有两个柜子的返单量，每次回来找，数量都是比较稳定的，他<span style="color: black;">暗示</span>自己<span style="color: black;">爱好</span><span style="color: black;">办事</span>踏实的人，不<span style="color: black;">爱好</span>夸夸其谈的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">曾经我<span style="color: black;">亦</span><span style="color: black;">由于</span>说错话得罪过一个客户，其实当时我只是抱着分享的<span style="color: black;">心理</span>给他分享别的客户给我发的水单，说这是<span style="color: black;">另一</span>一个客户今天刚给我安排的定金，您这边上次说上周五就安排的定金，<span style="color: black;">咱们</span>还<span style="color: black;">无</span>收到，<span style="color: black;">是不是</span>忘记了呢？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">但客户就<span style="color: black;">诠释</span>出了<span style="color: black;">另一</span>一种意思：他说<span style="color: black;">倘若</span>你<span style="color: black;">可疑</span>我，就不要跟我做生意，不要话里话<span style="color: black;">外区</span>来刺激我，客户莫名其妙地生气了，本来有两个高柜的订单，最后客户只给<span style="color: black;">咱们</span>下了一个20GP。代理商跟我讲，其实我当时<span style="color: black;">不该</span>该那样说，本来订单都会下给<span style="color: black;">咱们</span>的，<span style="color: black;">便是</span>我说的话让客户心里不爽了，他自尊心收到了质疑和打击，<span style="color: black;">因此</span>在最后关头，客户把大部分订单下给了<span style="color: black;">另一</span>一个供应商。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">《老子》说：多言数穷，不如守中！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">可见，无论是<span style="color: black;">夫妇</span>相处，同事交流，又<span style="color: black;">或</span>是与客户的<span style="color: black;">交流</span>。语言就像一把双刃剑，懂得说话表达有利于成交，一旦思虑不周，说错话，<span style="color: black;">亦</span>会让你前功尽弃啊！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>，与<span style="color: black;">区别</span>国家的客户做生意，做好背景调查的前提下，还是要多<span style="color: black;">认识</span>客户的<span style="color: black;">爱好</span>和<span style="color: black;">办事</span>风格，投其所好地说话，<span style="color: black;">才可</span>更愉快地相处！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">更加多</span>外贸干货知识，请关注<span style="color: black;">微X</span>公众号：外贸原力<a style="color: black;"><span style="color: black;">返回<span style="color: black;">外链论坛：www.fok120.com</span>，查看<span style="color: black;">更加多</span></span></a></p>
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