不管是外贸小白，还是做了多年的外贸资深老油条, 在与客户“斗智斗勇”的过程中，不知道你们有没有想过这样的一个问题：成单的关键究竟是什么？
沟通技巧？跟进方式？谈判策略？还是别的什么？....
有人说：为什么同样的一个solution，有不同的人写出来的邮件，结果就会不一样？
好比同样的一句话，从不同的人嘴里说出来感觉就是不一样一样。
这是为什么呢？
有的人读过很多的书籍，能说出很多的道理；
还有的人，看过很多的案例，甚至每一个解决方案都能倒背如流，但是依然搞不定客户。
逻辑混乱、语言组织能力差、抓不住重点、不知道怎么表达、没有说服力等等一系列原因才是导致一个个客户的流失的关键所在。
以下的这个真实案例，希望能对你有些许帮助：
Hi Elisa,
thank you for that.
About having skill in customs clearance I do not have. I've been reading more about it and will call DHL to ask questions about it on Monday morning. When you say it's a bit difficult to customize in my country what do you mean? The shipping medium would be DHL Express?
I was talking to another supplier and the freight he quoted was in: $ 177 on DHL 14-15KG / 1CTN (1200px * 1200px * 700px)
Do you know if we distribute the products in smaller boxes, or all of them in the same lot did we get a freight rate?
Following are additional information for DHL freight quote:
Adress: ***
thank you,
Lucas
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Hi Lucas,
Yes, we'll ship the goods by DHL Express.
I mean it's not easy to export products form China to Brazil, only country policy, so we must confirm if you have skill for custom clearance,
because the probalility of goods returned or scraped is higher than other countries.
So, please call DHL to confirm everything before you send the payment.
Our general carton size is: 46.5*26*1150px.
for led strips, normally, the freight will be charged by real weight, not volume weight.
Maybe I give you a higher DHL shipping fee than others, but you know different DHLs charge different Prices in China(China DHL &HK DHL).
We cannot estimate a correct weight for every order, just according to previous similar information from other customers.
Moreover, It's customized item for you this time.
20-30KG I calculated, if I charge you more, we can return the balance or prestore for next order,
once we charge less freight, we'll bear the loss by ourselves. Never mind! We won't charge you any more for freight.
Another important issue, higher price means higher after-sale service for everything.
Many many our customers told me that they were charged less freight on products, but finally they were charged many many custom fees,
or the seller ignored him after the goods shipped, they have to face everything uncertain by themselves.
The quality is bad, the service is bad, everything is bad, only price is good.
I think that's really not you want to see. right?
Trust me, please!
If you need, I can send you PI again with our official seal and remark everything I promise you here.
Kind regards
Elisa
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Hi Lucas,
A new week is coming, have a nice day!
Please see attached PI with official seal include all I promise you. Thanks!
I confirmed, if you place bulk order directly, the delivery time is around 10working days, no need so long.
If anything makes you confused, please don't hesitate to contact me.
Kind regards
Elisa
-------------------
Hello Elisa,
A new week with news, Have a nice day too!
Thanks so far for the patience and cordiality in the exchanged emails.
I called DHL and it's actually a lot of bureaucracy for the customs clearance to be easy, which my company does not have time to run after this now.
But the national mail has an import program called "Importa Fácil" that we want to try, but for this you need to send us the order via EMS (Express Mail Service) and we help with the documents that should be attached to the box, do you think it would be possible?
The operator chosen to send the shipment to Brazil must belong to the same Brazilian mail network, that is, the courier operator of the country of origin. Here the list of the mails of china belonging to the network:
If so, can you update the PI so I can make the payment?
The update is the new freight value and add a product information that I was forgetting, the tapes should be white pcb.
You can remove the delivery address too and I will send the right one as soon as I have the shipping information.
thank you so much,
Best regards
Lucas
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Hi Elisa, follow the new address to include in the new IP.
Adress: *****
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Hi Lucas,
Thanks for your updates.
Please see attached new PI.
I called EMS just now, the new freight include all fees (as I showed on the PI)
We'll prepare all datasheets (what China Customs& Brazil Customs will need) before delivery, EMS will let we know at that time.
Our PayPal account is***
Any problems, please tell me freely. Thanks a lot!
Kind regards
Elisa
----------------
Hi Elisa, great.
So I'll make the payment via PayPal to you with the account, to advance the production. I paid with the account***, the proof is attached. When dawn is here I will have some last questions with the national mail to have and send you the right information that should be in the AWB. But we have time to talk about this.
Thank you,
Lucas
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要相信任何订单的成交都不是偶然，其中都有一些值得我们思考和借鉴的地方。不要妄自菲薄，也不要自以为是，自己的经验可以总结，别人的经验可以吸取，最终都会变成助你在外贸路上一往无前的强大推动力。
这里讲的只是案例，希望你能学到真谛！
