完整签单过程实例分享：我的询盘我的单

Amy

       在这里要跟大家分享的这个案例是我刚刚确认敲定的订单，今天下午六点收到客户邮件通知已安排支付货款，终于算是又签成一单。这是客户的第一次试单，要了几个样品，金额不大一万多一点美金，整个过程为期12天，来往19封邮件，询盘来自阿里巴巴平台。
    在这里把这个案例完整的过程贴出来一来是真诚的希望得到外贸前辈的指点，在这个过程中存在的一系列问题希望能得到高手的评判，恳请大家多批评多指教，让我能有所提高。二来是想告诉外贸新人们，像我这样蹩脚的英语水平也能写邮件沟通，像我这样的外贸菜鸟也能成功签单，只要去做就有机会达成目标。外贸实践家崇尚实践，站在门外永远看不出门道，参与进来才会快速提高。外贸人不怕丢脸，就怕丢单，让我们一起边做边学，不断成长。
以下是往来的邮件
部分信息稍作处理，内容部分均为原文。

1.
发件人：[email protected]
发送时间：2011-12-03 19:35
主题：[[email protected]]Inquiry from Jason
Hello Mr woo
We are a hydraulic supply & repair co in Ireland
Can you quote for 20pcs tie bolts complete, also chisels to suit excavator.
Thanks Jason
________________________________________
2.
-----Original Message-----
From: weisonchina [mailto:[email protected]]
Sent: 05 December 2011 12:55
To: [email protected]
Cc:[email protected]
Subject: Re: [[email protected]]Inquiry from Jason

Dear Mr. Jason,
Thanks very much for your inquiry showing your interests in our company.
We are specialize in manufacturing hydraulic breaker parts for more than ten years, with the strength both in price and quality.
I'd like to give you the best quotation ,would you mind sharing some details about your company.
Sincerely look forward to your cooperation.
Thanks and best regards
Weison Woo
2011-12-05


3.
发件人：xxx
发送时间：2011-12-05 21:10
主题：RE: [[email protected]]Inquiry from Jason
收件人：'weisonchina'
抄送：
Hello Weison Woo
Thanks for your reply
We sell parts & repairs for other hydraulic breakers, we import from Korea chisels ,hammers ,parts etc.
Thanks Jason
________________________________________
4.
-----Original Message-----
From: weisonchina [mailto:[email protected]]
Sent: 05 December 2011 13:32
To: [email protected]
Cc:[email protected]
Subject: Re: RE: [[email protected]]Inquiry from Jason

Hi Jason,
Thanks for your quick reply .
The chisel price list please see attachment.
Waiting your further communication.
Regards
Weison
2011-12-05


5.
发件人：Xxx
发送时间：2011-12-08 16:10
主题：RE: RE: RE: [[email protected]]Inquiry from Jason
收件人：'weisonchina'
抄送：
Hello Weison
Do you supply chisels for any other make of hammer , if so please forward a competitive price and we may try some out on Irish rock it will test them to see if the quality is good.
Thanks Jason
________________________________________
6.
-----Original Message-----
From: weisonchina [mailto:[email protected]]
Sent: 08 December 2011 09:39
To: [email protected]
Subject: Re: RE: RE: RE: [[email protected]]Inquiry from Jason
Hi Jason,
Glad to receive from you.
As you know, we are the production enterprise, if there's drawings, kinds of model could be produced. Ten years of experiences in manufacturing insure the good quality, and as far as I know the price of our product is really very competitive in your market based on the feedback of our customer in Northern Ireland. There's no need to worry about the product.
Of course, the trial order is acceptable, please choose some models those are popular in your market,
I will make a satisfactory price for you.
Best wishes
Weison
2011-12-08


7.
发件人：Xxx
发送时间：2011-12-08 19:37
主题：RE: RE: RE: RE: [[email protected]]Inquiry from Jason
收件人：'weisonchina'
抄送：
Hello Weison
We will give your product a try.
Please supply
Aaa
Bbb
Ccc
Ddd
Eee
…..

If quality is good and chisels are as good as we get from Korea we will do good business together.
Thanking you Jason
________________________________________
8.
-----Original Message-----
From: weisonchina [mailto:[email protected]]
Sent: 08 December 2011 12:08
To: [email protected]
Subject: Re: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
Hi Jason,
Thanks for your reply.
Could you kindly provide drawings for these chisel that you need.
There may be some differences in size for the same style in different countries.
Best wishes
Weison
2011-12-08


9.
发件人：Xxx
发送时间：2011-12-08 21:09
主题：RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
收件人：'weisonchina'
抄送：
Hello Weison
Let me know what you have as I don’t have detailed drawing of these chisels.
Thanks Jason
________________________________________
10.
发件人：Xxx
发送时间：2011-12-10 17:09
主题：RE: RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
收件人：'weisonchina'
抄送：
Hello Weison
Can you re send list as I cant read it
Thanks Jason


11.
-----Original Message-----
From: weisonchina [mailto:[email protected]]
Sent: 10 December 2011 05:23
To: [email protected]
Subject: Re: RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
Hello Jason,
The style you asked in the price list without price means that we have no drawings for it, and
the others are able to be provided.
There still are many choices for you, please tell us what you are interested in.
Waiting for your further communication.
Thanks
Weison
2011-12-10
________________________________________
12.
发件人：Xxx
发送时间：2011-12-12 16:38
主题：RE: RE: RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
收件人：'weisonchina'
抄送：
Hello Weison
How are you, the quotes you give are a little expensive we can buy from Korea some of them for less.
Thanks Jason

13.
-----Original Message-----
From: weisonchina [mailto:[email protected]]
Sent: 12 December 2011 11:52
To: [email protected]
Subject: Re: RE: RE: RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
Hello Jason,
Thanks very much for your sincerity.
I understand the situation you told us and I know some of the general information about the Irish market.
Here I donot like to say too many words to boast, because you will not see the cost performance of our product till you try out.
As a productive foreign trade enterprise, we keep eyes on estabilishing long-term cooperation, we always work with our cooperators to win more share of the market, and we will support cooperators with the price all the while.
This is the first cooperation between us, we will try our best to show our sincerity. Please feel free to tell us what's the price you expect.
Thanks
Weison
2011-12-12
________________________________________
14.
发件人：Xxx
发送时间：2011-12-13 01:57
主题：RE: RE: RE: RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
收件人：'weisonchina'
抄送：
Hello Weison
We will try some of your product ,the chisels are a little bit expensive but do your best.
Please supply
AAA
BBB
CCC
DDD

Thanks Jason


15.
-----Original Message-----
From: weisonchina [mailto:[email protected]]
Sent: 13 December 2011 12:35
To: Xxx
Subject: Re: RE: RE: RE: RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
Hello Jason,
New price list please see attachment.
Price of  has been cut down. I hope it will meet your approval.
Waiting your conformation.
Thanks
Weison
2011-12-13
________________________________________
16.
发件人：Xxx
发送时间：2011-12-13 21:58
主题：RE: RE: RE: RE: RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
收件人：'weisonchina'
抄送：
Hello Weison
That will be fine please send proforma invoice & bank details and I will send payment
Thanks Jason


17.
-----Original Message-----
From: weisonchina [mailto:[email protected]]
Sent: 13 December 2011 15:59
To: Xxx
Subject: Re: RE: RE: RE: RE: RE: RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason

Hi Jason
Proforma invoice and bank details please see attachment.
Weison
2011-12-13
________________________________________
18.
发件人：Xxx发送时间：2011-12-15 16:32
主题：RE: RE: RE: RE: RE: RE: RE: RE: RE: RE: RE: [[email protected]]Inquiry from Jason
收件人：'weisonchina'
抄送：
Hello Weison
Payment was made to our bank to-day check you’re a/c in a couple of days.
Thanks Jason


19.
Hello Jason，
Thanks very much for your rapid response, could you kindly send us a copy of bank slip.
Weison
2011-12-15

等货款到账就安心了。


我的询盘我的单（二）

       这是很久以前的一个订单，在手头众多的客户中这个客户是印象非常深刻的一个，对他的情感几经跌宕起伏，在他身上经历了一个外贸人开发客户所会经历的完整过程：希望-失望—绝望-绝地重生。

    第一封开发信是最普通的模板式群发信，当时还没有想到好的开发信有多么重要，回头看那时写的开发信自己都觉得不好意思，至少现在绝不会是那个水平了（在论坛里学到了不少开发信的高招）。

    过了五天没有任何反应，跟进第二封邮件：
Dear MAHOMED,
Enclosed please find the catalog of our products for your reference.
Any problem pls feel free to tell us.
Waiting your reply.
Best regards
Weison

     我把公司的产品目录册电子版发给客户，还是没反应，过了一周追第三封邮件：
Dear MAHOMED,
How are you these days!
Is there any spare parts in our catalog you are interested in. If you have any question about the products please tell us,
We are always at your service!
Best regards.
-WEISON-
（关于开发信的发信频率和时间安排也是有科学安排的，以前没有注意这个问题）

    客人第一次回复：
THANKS FOR YOUR E MAIL
REGARDS
MAHOMED

       以上为原文，就这么简单，就用这么几个字打发了我，打开收件箱看到有回信时满怀希望满心欢喜，可是邮件打开看到内容心都凉了。这真是叫“失望”啊！
    如果到此结束，那么我相信大多数开发信都是这样差不多的命运，好一点的可能客人会多回复些内容，差一点的可能客人直接就是没有任何回应。
    我一直觉得成功与否总有几步是很关键的，很多时候到此就会放弃，放弃就永远没有机会成功，不知道大家到了这一步会怎么再跟下去。

      过了大概有三个多月，我差不多已经对这个客户不报什么希望，跟进的邮件也没有那么规律和频繁了，客户主动联系到我
dear weison
how are you sir ?
i am very sorry for the late reply of your mail .....actually i was on the business trip on regular basis both the domestic and the international so the days was really tough for me .
mr weison i have some initial order as follows :
……….
……….
……….

（订单内容，此处省略500字，客户基本上是将产品目录重新发给了我作为他的采购清单）
please check the order and make the pi for me with complete detail of the price and weight and suggest me the delivery time also :
please send me the drawing for all the parts i have asked for .
looking forward for your reply .
thank you !!!!!!

REGARDS
MAHOMED

       我对这个询盘的初步判断为不是真实询盘，像是骗取价格信息的，正常情况下没有客户会采购产品册的全部产品的，所以没有及时回复。
    客人又追了封邮件过来

still waiting for the reply of the mail
please check and reply urgently
thank you !!!

      以上为原文，没有称呼没有签名，我在客人的产品清单中挑了几个畅销的型号发了报价。

Dear MAHOMED,
Price list see attachment.
Delivery time:35DAYS After Payment
Drawings will be confirmed with you after 30% advance payment.
Best regards
Weison


对于我没有发全部产品，客户似乎有点不满意，要求将其余产品的价格也发给他。

dear WEISON thank you for the reply
WEISON i have asked for the price of the following part also which you have not mention in the pi，so please give me the price for the above mention parts also .
and i have asked for the drawing for all the goods i have order for ...please send me the drawings for all the parts i have enquired for .
please mention what will be the delivery time for the goods ????
looking forward for your reply .
thank you !!!

REGARDS
MAHOMED
xxx公司名
xxx公司地址
Xxx公司电话

比较有意思的是别的客户信件都是越来越短，内容越来越简单，可这客户却反过来了，内容越来越丰富。从几个字的回复，到完整的签名信息，让我感觉他的态度从不信任排斥开始信任我，开始认真起来了。

From: weisonchina <[email protected]>
Subject: Re: hi
Dear MAHOMED,
PI please see attachment.
Any problem contact with me please.
Best regards.
-WEISON-


接下来的工作似乎变得顺利起来，客户对于给他的报价基本确认，没有提太多的问题。
dear weison please tell me how to do the order final so that i can arrange the advance money to you as this is long time now ...
i am waiting for your information please advice immediately how to do ?
Awaiting for you're reply .
Thank you !!!!
REGARDS
MAHOMED
________________________________________
商谈一些订单的细节：
交期
Dear weison how much time you will take to complete my order ???
Mahomed
Sent from my iPhone
图纸
> Please send me the drawings for the order also ......
> Sent from my iPhone

此处省略500字，确认相关技术数据尺寸明细等
________________________________________
the goods signed OK are no problem,but all of the goods are with the logo of our company.if you dont want any logo the goods have to be reproduced.
-WEISON-
客户要求我们的产品打上他自己的品牌Logo，这个对于我们来讲本来是没有问题可以同意的，不过考虑到第一次给这个客户发货打上我们自己的Logo可以顺便宣传一下我们的品牌。

i see ...dear sir this time no problem i will take the goods in your logo and make the new order again for next time for the goods in my logo ..
REGARDS
MAHOMED
客户大概要货要的比较急，同意我们在产品上显示自己的Logo，并表示下次下订单再做成客户的Logo。下次下订单！听起来挺舒服的，这第一次还没完呢，就准备下一单了，不由的得意一下。


no problem, we will produce according to your requires. To save time please arrange payment.
-WEISON-
不管什么时候都不能忘记货款才是最关键的，催客户付款。

ok well noted i will do this urgently ..
thank you !!

REGARDS
MAHOMED
客户同意安排付款，货款很快到账。
________________________________________
总结：
现在这个客户的订单基本比较持续稳定，每次量不算大，单子一直不间断，算是比较省心的一个客户。

    在开发客户的过程中常常会经历满怀希望到希望落空的过程，此时没有必要失落沮丧，要做的是持续跟进，保持联系，将最初的热情坚持下去，始终坚信没有不签单的客户只是还没有签单的时候！为客户做更多的事，为客户解决更多的问题，让溜掉的客户又回来找你。

清水菱

顶一下！