我的外贸第一单---- 抢单

我是11年年底始外贸的，花了两个多月把有固定商的澳大利亚客户jarrad发展成我的老客户啦（没想到他竟是大场的 ，现在一个月一个柜子）。 一始他嫌我们价格贵没竞争力，就拒绝有合作的意愿了。 特把邮件内容贴出来看看。 1）hi buck, thanks for your quote and sorry for my late reply. you units look very similar to our current supplier. do you he a 2000 x 2000 x 600mm longspan shelving unit? if so please quote and note all material thicknesses for our evaluation. you pricing is more expensive than our current supplier. however you may be using thicker materials! thanks again! regards, jarrad 2）hi buck, thanks for the quote and details. unfortunately your cost is to high compared to current supplier. thanks again for your time! regards, jarrad 3）hi buck, thanks for the offer. however, this is not the best enue for our business. regards, jarrad 看着没戏了，年后又赶紧回访客户了。 dear jarrad: may??dragon year 2012 be full of??health, joy and happiness to you and your family. we are sure that you he purchased??the products??successfully.??and hope your business is very booming in new year. do you he any procurement plan for racking in 2012? pls let us know if??you he any interest in your market. hope to find a way to cooperate with you. pls keep me posted. thank you. kind regards buck 客户也真的回复了 hi buck, happy new year! i hope you had time to spend with family over the festive season! we he quoted your k-005b shelving in the past. can we instead look at your k-004 racking to get the price down? still in the same 2000 x 2000 x 600mm with 4 layers. please also note the thickness of the uprights and cross beams. thanks for your email! regards, jarrad 感觉很有希望了，得认真对待了。客户换了一个型号的产品， 邮件来回好几次了，彼此都有诚意了， 客户最终把固定商的产品尺寸，规格，包装，颜色要求，付款方式等告诉我了。 了解客户的心理，既要产品好质量，又要产品价格便宜， 从客户节约费用这个角度考虑，就给客户了两种方案。 dear??jarrad: thank you for your prompt reply.??our two plans will be sent to you .??. 1. plan for??the same size of your former supplier the loading rate is??70 sets/ 20 gp container, the quotation has been sent to you. 2.plan for your cost reduction upright(55*47*1.5mm) beam(60*40*1.2mm) little galvanized??plate（165*560*h28mm??12 plate / layer, 0.7mm thickness) (photos attached) loading capacity: 300kg/layer the loading rate is 150 sets/ 20gp container. hope you can??make the best??choice. thank you. best regards buck 方案一根据他固定商的要求报价，方案二 主动给客户一种新款产品，不仅外型美观，而且价格成本比客户要的那款便宜很多，装箱率也高。 中间有好多个回合， 客户高兴了，彼此沟通也非常愉快，决定放弃他固定的商了， 要下一个柜子方案一的产品，而且也要方案二的样品了。让我发pi给他了。 1）hi buck, thanks for the email. 1.? ?? ? plan 1 sounds good. 2.? ?? ? is it also possible to place plan 2 sample into shipment? 3.? ?? ? we also do product quality and container loading inspection once manufactured for first container. is this ok?（ 客户要求asia inspection质检产品了） 4.? ?? ? packaging? ?? ?? ?? ?uprights - bubble wrapped (2pc) cross beams – bubble wrapped (4 layers) boards (shelves) – cardboard box (4 layers) 5.? ?? ? payment? ?? ?? ?? ???30% deposit balance up copy of b/l please let me know if this all is ok? if so, please send pi so we can arrange deposit etc. thanks! regards, jarrad 2）hi buck, thanks for the reply. 1.? ?? ? pi is ok. 2.? ?? ? please confirm that the requests below are all ok. please note if anything cannot be achieved. 3.? ?? ? once confirmed i can arrange deposit and forward details for inspection. （出货时配合质检公司也完成地很顺利） 4.? ?? ? thanks for your info on plan 2. i will review once received for future orders. （后来方案2也下了好几个柜，的很畅销） any questions or anything is unclear please feel free to ask. thanks again! regards, jarrad 第一单顺利拿下，就这样把客户jarrad