24 客户记错供应商把我拒之门外.doc

第二十四期：客户记错供应商，把我拒之门外 客户背景介绍：确认是质量不错的客户，跟进很多次都无反应，电话邮件都联系不上。后来才告诉客户记错了供应商。案例全过程：客户不回复电话被拒客户搞了乌龙记错供应商要求提供全免费样品确认测样谈价成交。可学习邮件：共 9 封。过程复盘：请配合音频学习，重点思维会在音频中强调。在刚开始找到这个客户联系的时候，客户就给我回过We would like to ask for your BEST price quote with incoterms and mode of payment for the 产品。但后面一直就没有回复了。有一次打电话，负责人的同事接的电话，接了听到我们是推销的就挂了，于是我写了以下邮件第一封：客户常规跟进并提供免费样品Dear Jensen,Good day!This is Sarah who just talked to you on the phone. Your colleague Sunny has send me an email to our company last year, We would like to ask for your BEST price quote with incoterms and mode of payment for the 产品. I contact you is because you are interested in our product, so I am not disturbing you, right?I am sad you hung up my phone, even though I am a sales and you are the buyer, however we are all equal, we are just professional when you needed.我们产品 has many advantages compare with other Chinese supplier, such as *,*Pls check below of our datasheet参数图省略CNF price based on kgs is USD/kg. kgs is USD/kg.Free sample can be provided if you are interested.Kind Regards,Sarah负责人居然就这样回复了Hi Sarah,Unfortunately, the 产品名 was tested before (maybe more than two years ago), and did not pass 客户公司名' requirements.Regards,Sunny点评：终于知道为什么客户一直不回复的原因了，原来她把我们公司误当成别的公司，以为我们产品不好。第二封：告知客户可能记错供应商Hi, Sunny,Thanks for your reply. I am afraid you made a mistake, we had never send you samples.Would you kindly let me know what brand and model code you are currently using? We'll offer you the similar type sample for your testing.Thank you. Regards,Sarah客户回复Hi Sarah,We cannot disclose what we are using nevertheless, you can send samples with hardener to the address below my email signature.Freight should be on your expense.Regards,Sunny第三封：确认样品信息Dear Sunny,Ok, I understand. Sample is no prob.However, basic information needed before sending sample to make sure everything is correct, pls help me confirm below info.1. 2. 3. 4. Pls be patient to reply me those questions, We have to be responsible for every customer even you are not paying money on sample, but you still spend time for a test. Right?Kind Regards,Sarah点评：此客户价值很不错，跟进几年了所以她既然提出不会付快递费我们就直接发样了，只要客户能按我说的再提供多点信息。客户回复Hi Sarah,Our products range from small to huge depends on the project requirement.样品信息确认省略Regards,Sunny第四封：告知样品快递单号Dear Sunny,Your sample has been sent out by DHL, the tracking number is You can track it on *Have a nice dayBest RegardsSarah客户回复Noted, will let u know once received, as well as the result.Regards,Sunny客户收到样品后回邮件Hi Sarah,Received the sample setSunny第五封：确认测试时间Hi, SunnyNice to hear that, does it all in good conditions?And may I know how long will you take for testing?Best RegardsSarah客户回复Based on the physical packing and contents, I think they look fine.For the results, we cannot assume as of the moment. Will let you know.Regards,Sunny客户回复过测试结果会告诉我们，这时候时间不是太长的话就尽量不要催，给客户一点时间，不要给客户感觉很push。两个月后客人回复测试非常okHi Sarah,Sorry for late reply.This sample is nearly perfect.Please provide best price quote for EXW and CIF with annual minimum volume of tons. Projection may go lower or higher depending on the project requirements.If we are going to change our existing supplier, Your price per kilogram must be encouraging. Please let us know as soon as able.Regards,Sunny点评：既然样品测试完美，那么接下来就是谈价格的问题了。第六封：报价细节及交货时间Hi, SunnyThanks for your prompt feedback, its glad you are quite happy with our silicone quality.Pls find EXW&CIF 港口 price as below-报价细节省略Actual rate: * (1USD=*RMB)Payment Terms: T/T 100% in advance.Delivery Time: Within 5 days after obtaining your bank receipt against the payment.Price Validity: Within 20DaysHS code: Waiting for your early reply.Best RegardsSarah客户回复Hi Sarah,Please provide best price quote for * tons with unit price lower than CIF $ */kg as soon as possible.Regards,Sunny点评：此目标价比我们实际价格少了3美金，完全做不到，怎么办呢？第七封：价格协商，保证质量Hi, SunnyYou have demand urgently, right? I am afraid we can't accept that price, we will bare the shipping cost for * tons, total reduce you US$400 and give you best offer CIF $*/kg.This price is really even better than our distributors. We will guarantee the quality for sure.Pls confirm.Kind Regards,Sarah客户回复Hi Sarah,Should be for * tons, pls. provide best price. Can we use $*/kg?Please advise asap.Regards,Sunny客人同意我的价格，但是数量少了几吨。第八封：我们回复Hi, SunnyTo be honest, the bottom price in our company for 小的那个数量 tons and 大的那个数量 tons is different. 小数量的 bottom price will be US$/kg higher than tons, so I can't give the same price for tons.Actually, to buy in a time will be more cost-efficient for you cause you monthly consumption is about tons right? Pls consider and confirm.Regards,Sarah客户回复Hi Sarah,Not all year round, we consume * tons a month, not * tons. It will be feasible and at least comparable to our existing silicon rubber at this requested price.Please let me know asap.小的那个数量, pls. provide best price. Can we use $/kg?第九封：确认最终价格Hi, Sunny,Good morning. In order to support our first beautiful cooperation and to express our sincerity, we have discussed in this morning meeting and at last we decided to support you (我们报价$-客户目标价$/kg)/2+客户目标价$=US$ for tons includes shipping cost and insurance.The reason we make it to *tons(在客户基础上再加了一点数量) is in order to make full pallet for all the loosen drums to protect goods during the shipping. Pls confirm if I can send you the invoice. Best RegardsSarah客户回复确认订单Hi Sarah,Would like to reconfirm: CIF $ */kg (25kg/pail) at *tons.Please provide formal quote with signature as soon as possibleRegards,Sunny 第二十四期 | 总结有质量的客户不管他回不回复你，都要持续跟进。客户谈价时首先自己要对市场有所了解，然后自己要理性分析自己的价格，谈到大家都能接受的合适价格，切记不要被客户牵着鼻子走。