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外贸谈判从零到千万不抛弃不放弃(附邮件原文)

外贸谈判从零到千万不抛弃不放弃(附邮件原文)

1970-01-01
我,FRANK,一个两年多经验的外贸新手,每天发着发信,忽然有天觉得:是不是不上的客户,就应该马上电话,总之就是要上,问清楚行还是不行(恰恰这点很简单,但很多新人都不到)。
马上发传真,大体上介绍了下公司及产品问对方的兴趣,客户没回复,后来打电话,告诉他email,客户回的第一封邮件摘要:
We checked shipping possibility from your port to our discharging port (Damietta Egypt) we found the following ;-
1.        container loading is very expensive and we can not do .
2.        we looking for Break Bulk loading for quantity about 3000m3 every single shipment ,  we checked the shipping companies from our side but they are not interest to load this cargo .
看来难度不小,我们所在的城市港口很小,散装货轮一般都看不上。怎么?放弃?呵呵,不是我的作风。马上回信告诉客户,我能找,你先把量和目标价痛快的说出来。这客户很乖,又很不乖~~~
for your info, we can confirm immediately from 2500 up to 3000m3 board as follows;-
3.6mm = 200m3 @ $200
…………
this price is FOB + $40 up to $42/m3 freight .
这价格太离谱,差距不是一点两点,产品的规格还不大一样,没关系,生意人嘛,谁还不知道讨价还价这点破事儿,我跟你磨.我回复如下:
I will check the price tommorrow with shipping company. and for the FOB price I think it is really difficult for us . but anyway I will try my best to meet your target price. so I will quote you for CFR price tommorrow. Do you know any shipping companies that you are dealing with now? we can contact them.
客户给了我他现在用的货代的方式,
the companies which we are dealing with are thoresen , cosco and hyundai ,
but unfortunately they refused to load the cargo from south china for that
we rely on you to find a suitable shipping company .
经过我之后,他们压根没兴趣,因为量太少,根本不值得停靠一次我们的港口,怎么?只能多找,多撒网,靠我的劳动来弥补这个劣势。
终于找到三家愿意走货的,但是价格太高,比客户在连云港的高20美金每立方米。对于几千立方米的货物,这是个很大的差距。不管如何先报给客户再说,经过几轮讨价还价,最终客户确认了价格:
Re your offer and phone discussion,-
We can confirm the following ;
3.6 No sanding US$260.00       about 200m3
Kindly issue sales contract and send it back.
貌似该庆祝了吧?呵呵,definitely no。
因为还要跟船公司确认运价和运输方式,包装方式也要考虑。因为包装意味着成本。
再向客户要量,作为价码跟船公司谈,但是客户说有些规格由于我们不了所以量最多只能这样了。
3000m3 one shipment is no problem if you can follow our market standard
thickness which I explained before 11/14/17/21/24mm .
17mm we can get about 800m3 .
11mm about 500m3 .
so we can easily manage 3000m3 .
but if you don't do and we had to follow your thickness it will be according
to our yesterday e-mail .
hopefully you reconsider and revert with positive news to can start new long
business relationship
我的回复,如下:
1)the 9mm sanding board we quoted to you is our best price.and as we are sincecely to run a good business with you .we alaways quoted you our best price to you.also as you know ,our board is with good quality according to some other suppliers in china..even so ..our price is similar as the price of them..so I think our Products is more competitive than others and the board in your current market
2)11mm/17mm/ , the thickness above is difficult for us to produce.and the price is higher as we he quoted to you .if you can accept the price quoted ,,so we can  produce for you.
3)anyway.I will check the cost again to see if it is possible for 11/14 to reduce some rate for you.
4)please re-advice the quantity can be ok for 9mm(ifpossible),12mm,14mm,15mm,16mm,18mm,25mm.
客户对量进行了重新规划:
Re your below msg,
You he two alternatives,
A) 3.6 No sanding US$260 about 200m3
…………
if we add 250m3 9mm @ $240/m3 the total quantity will be = 2250m3
B) 3.6 No sanding US$260 about 200m3
…………
Total = 3000cbm
Kindly reconsider and cfm your forite option
鉴于与原来船公司谈判破裂,价格上涨,我的回复如下:
1)for 9mm,ok,we drop our profit,USD245.25 per CBM ,we only want to add this item to he the quantity to negotiate with shipping company,and it is very difficult to negotiate with shipping company with the quantity under 2500.and it is nearly impossible to negotiate under 2000CBM ,please confirm this price and do us a for.
2)as we quoted you the CFR price based on freight price USD55.00.and this is quoted from a shipping company.but now they increased the freight to be USD68.00.a crazy rate.
so we must find anoth

回复
网友回答:学习了 学习了 真是不简单啊

网友回答:呵呵,生意就是结交朋友的过程

网友回答:坚持是一种信念,我该怎么去坚持“坚持”呢

网友回答:"不论多么艰难,最后只要成功了,一切都是值得的。" 格言啊!

网友回答:看得优点晕, 呵呵, 不过会好好看一遍.学习一下

网友回答:嘿嘿。我跟这个客户一年的邮件加起来有六页hotmail。其实相比于一般的谈客户的过程,这是一次比较艰难但还算正常的谈判,基本上所有的过程和都涉及到了。如何客户,如何报价,如何谈价格,如何促成最终交易,总之还是我那句话,为客户解决困难,客户才为你解决困难。我想分享的主要是(掌声哗哗哗,咳咳)。是一个客户从零,到大的过程,说出来三两语,但出来那可是一波三折啊。其实世间很多事皆是如此,努力坚持,加上机遇。就能成就你,我个人信奉一条,不论多么艰难,最后只要成功了。一切都是值得的。

网友回答:商场上斗智斗勇 不轻言放弃 --- 外贸人的精神!

网友回答:接一个单要来回这么多的邮件呀,外贸真的是磨练耐性的一个行业呀,我刚外贸没多久,看了楼主的邮件让我有心理准备去面对各种各样的客人了

网友回答:来顶的,接着看~~~

网友回答:看得我晕头转向的,继续学习中。。。

网友回答:真不容易哦,谈成一个客人。。 FIGHTING

网友回答:抢坐沙发啦··哈哈  看LZ的以上长篇大论不简单啊Although 过程很纠结Anyway 加油

网友回答:嘿嘿,第一次发这么长的文字。也好希望有十几二十页的回复撒~~~~纠结ing

网友回答:客户看来是被感动的不轻(自作多情ING),也一起来想法解决问题,很想促成交易,到此时,客户自己也付出了巨大的精力和劳动,没有特殊原因,他会想法促成交易的:Please be informed that the freight from Lianyungang to Damietta is aboutUSD 47/CBM and we he regular vessels from there, so we can buy on FOBbasis, so we can start our cooperation together. Please comment if it ispossible to ship from there.但是运费实在是无法谈下来,我始动包装的心思,把包装去掉。全部人工搬运,这个方法可以减少很多包装成本的。但是客户无法接受,始改用集装箱试试,把最有优势的产品报给他,其他规格都去掉了:As I told you,if you can accept the shipment to be in separate sheets.so
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