记录一次客户开发过程

记录一次客户的开发过程，在开发的过程还有很多不足，米问藏龙卧虎的大神们给我一点点指导吧，奋进~

背景：此客户是在公司的海关数据中搜索的，看到有进口我们的相关产品，但是只有公司名字，决定仔细研究一下。（在此首先要感谢料神分享的google搜索方法，让我们受益匪浅）

首先打开google，键入客户公司名字，寻找客户的公司网站以及相关信息。
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第一个跳出来的就是公司网站，于是进入客户公司网站，发现其是一家工程机械制造商，对其网站及产品进行了一番研究，对于他们的产品以及公司历史的介绍浏览一番，应该是我们产品的终端用户，但是心里没底，在他们的网站的Career Opportunities中看到有在招聘xxxers, 这个工种就是专门应用我们产品的操作人员。顿时看到希望。
[attach]7383[/attach]

从网站基本可知客户属于我们产品的终端用户，从海关数据中可以知道此客户会从中国进口我们的产品。看来是我们的目标客户。
然后进入客户网站的contact us页面寻找进一步的联系方式，可是只有sales、service这些邮箱
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此时如果就发开发信给这些邮箱，效果可能不是很好，根据大神的经验，我们是要去找Key person(当然是CEO, purchaser这些人)，首先想到的是料神曾经说过的搜索方法，公司名字 CEO or president or owner 的组合形式。
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第一个跳出来的是linkedin中的，在仔细看一看描述，wow, president, 立马点击进入，可惜是三度联系人，看不到邮箱等联系方式，对该页面进行了大体浏览，在people also viewed的有发现 operations manager和purchasing等人

[attach]7387[/attach]

[attach]7388[/attach]

找到了对的人然后就是要找邮箱，同样在google里面进行搜索 CEO名字空格 @ 公司网址

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第一个出来的是该CEO的linkedin，第二个当中就出现了CEO的邮箱，然后通过verify-email.org进行验证，邮箱是正确的，然后找到一个网页是findusabusiness.com中的，竟然有owner的邮箱，当然也有CEO的邮箱和其他人的邮箱。找到了关键人的邮箱之后，就开始开发信啦~

发件人： xxxxx
发送时间： 2015-07-22 23:53
收件人：xxxxx(CEO邮箱)
抄送： xxxxx(其他关键联系人)
主题： To （客户公司名）/From （我们公司名）

Dear Mr xxxxx,

Good day~ So glad to contact you here. Hope you are fine. This is xxxx from xxxx Group, which is a professional manufacturer of xxxxxx.
Our strength products xxxxxx and xxxxxx wire certificated with （主要证书）,
And we are supplier of （该客户市场上的一个品牌商） for years with our quality products. These products have a extensively usage in xxxx equipment manufacturing(客户的主要设备) with high performance.
Any interests, please feel free to contact me here, more information will be provided, also best price.
Looking forward to hearing from your side.

Kind Regards
xxxxx
第一封邮件出去，不知道开发信写的好不好，有点小忐忑，洗洗睡了，希望第二天淹没在客户的回复中。。。。。
第二天早上查收邮件没有回复，只有几封阅读回执，起码说明发到了客户的邮箱了，第二天晚上在客户的上班时间继续跟进一封
From: xxxxx
Sent: Thursday, July 23, 2015 20:37 AM
To:xxxxxx
Cc: xxxxx
Subject: Re: xxxxx/From xxxxx (supplier of 该客户市场的品牌商)

Dear Mr.xxxx,

Greetings~ So glad to contact you here.
Attached our certification of（做该市场的重要证书） for your reference, please kindly check. Any interests, please feel free to contact me here, more information will be provided, also best price.
Looking forward to hearing from your side.

Kind Regards
xxxxxxx

客户虐我千百遍，我待客户如初恋，客户回复了, 我的小心脏扑通扑通的。

From: xxxxx
Date: 2015-07-23 23:08
To: xxxxxx
Subject: RE: To xxxxxxFrom xxxxx (supplier of xxxxx)

Oliver,

Thank you for your e-mail.
Attached is a copy of the xxxxxx specs that we currently are using. Do you have these wires? What are your specs on them if you do? What is your price per pound?

If we believe your specs and price meet our requirements, we would request a sample of each so we can do our own testing and lab testing on the product to see if it equivalent to what we are currently using.

Please forward me the above information and we can go from there.

Regards,
xxxxxx
Operations Assistant

为了节省空间把客户和我的邮件签名都省去了，邮件中主要的产品信息也省去了，立马的回复客户，
Dear xxxxx,
So glad to receive your kind e-mail and thank you for your quick response.
Yes, we could supply you the attached products, I will check the exactly specification and quotation will be sent to you our earliest tomorrow.
Could you please kindly advise where you import these products at present? Does your supplier provide you any quality insurance?
Your prompt reply will be highly appreciated. Looking forward to hearing from your side.
Have a nice day~

第二天7/24回到公司按照客户的规格整理报价单，发送给客户，并告知可以提供免费样品, 7/25收到客户阅读回执，但是没有客户回复，客官，有什么意见你说嘛
Dear xxxxxx,
Greetings~ Hope your everything goes well.
Please find attached our most favorable for your reference, also the certification of xxxxxx from our factory, hope this will be great help for you. Free samples are available, if needed, please feel free to let me know so that the samples will be parepred for you at our earliest.
Looking forward to hearing from your side and your any comments will be highly appreciated.
Have a nice day and wonderful weekend~
Kind Regards

结束周末两天愉快的玩耍，还是米有回复，决定询问一下客官的意见，不对，是客户的意见，
Dear xxxxx,
Greetings~ Hope your everything goes well.
I'm not sure if below e-mails have been missed, May I have your comments on our quotation back? Do you need samples for evaluating now? Looking forward to hearing from your side.
Have a nice day~
Kind Regards

果然晚上十一点多回复啦，可她却说不约，我很忙。。。。。
xxxxx,
I have received it but I have not had time to review it yet. Hopefully we can do that this week.

英雄来嘛，别怕！！！

Dear xxxxx,
Thank you for your quick response.
Please kindly review our favorable quotation, this quotation is reasonable and will help your esteem company save more cost with our quality products. Moreover, our quick response and short delivery time will help you reduce pressure from stocks, and these product have high performance in machine manufacturing and they are stable.
Looking forward to hearing from your side.
Kind Regards

果然客户回复还是很及时的，立马给我发来了这么一句话：
I just want to make sure I am understand, is the price you quoted per metric ton?
Thanks,

该死，报价单中没有标明是公吨，长吨还是短吨，造成客户疑问
Thank you for your e-mail.
Yes, the quotation is based on metric ton, 1 ton equal to 1000kg, please kindly noted.
In case of any further questions, please feel free to contact me here.

别走，决战到天明。。。。。其实收到下面这封邮件我刚睡醒（坏笑）

Per my engineering department – we need the mechanical properties to these products to determine if they meet our specifications.
We need the Tensile Strength (PSI) and Yield Strength (PSI) and the chemistry numbers.
If you have the 某种测试 and any other information that would be great too.
Thank you,

回到公司立马进行相关产品的测试参数确认，并提供客户的规格参考。
Dear Clara Kline,
Greetings~ Hope you are fine.
Please find attached mechanical properties for your reference, hope this will be great help for your engineering.
Your early reply will be highly appreciated. Looking forward to hearing from your side.

看来客户对于产品质量要求相当严格，果然第二天收到了客户的回复，
Oliver，
After reviewing your product chemical analysis reports, we are interested in the xxxxx model. The others will not work for us.
We have one concern. Previously we received products from a China supplier that had a coating on the it that when it was used here in the factory, it made some of our employee’s sick. The product was tested and found to be coated with a polyolefin wax. Polyolefin wax is a plastic that can cause respiratory and other health effects when the material is burned or subjected to high heat. We need to make sure that this product does not have this wax on it.
If it does not, we would like to get a sample of it for testing.
Please let me know.
Regards,

四款产品，只有一款符合，不要这样撒，如果我们能够帮助客户解决这个产品问题，机会大大的有~ 但是这个东西以前从来没有遇到过，只能跟客户说要先确认一下
Dear xxxx,
About the Polyolefin wax, I will check with our factory engineer clearly and revert to you at our earliest tomorrow, this is very important and every worker is company's wealth, we should take care of them and their health is very important to the group. this is our responsibility.
Looking forward to hearing from your side.
Have a nice day~

第二天回到公司，联系工厂讨论这个问题，表面的物质是什么，怎么产生的，是否可以去除等等
Dear xxxxx,
Good day~ Hope your everything goes well
After talking with our factory engineer and R&D staff, Polyolefin wax is the by-product of xxxxx product, and our R&D staff find a solution to remove it from the xxxxxx product, we will add a special process during the production to eliminate this Polyolefin wax, at the same time this will also cause a bit cost rising(around 150USD/Ton) because special machine and special workers will be arranged to do this, so that we could provide you with xxxx product without Polyolefin wax coated on it.
Please feel free to let me know your express account or forwarder information, so that free samples of xxxxx will be sent to you at our earliest.
Looking forward to hearing from your side and your any comments will be highly appreciated.
Have a wonderful day and awesome weekend~
Kind Regards

当晚收到客户回复，给爷寄样，我要测试
Oliver，
We would like a sample of the xxxx product WITHOUT Polyolefin wax coating. However we need a larger xxxx size for testing. We need a xxxxxx(包装).
We estimate the usage of this product at xxxxx pounds per week.
Our Federal Express account number is: xxxxxx
Ship to address is:xxxxxxx
Phone # xxxxxxxxx
Contact: xxxxxxxxx
REF PO # xxxxxxxxx
Regards,

8/3收到客户邮件，主题是HOLD - : Re: To xxxx/From xxxxx, 样品要hold, 有问题出现（惊恐），客户连续两封邮件

1. Oliver,
Can you tell me what the price would be is USD PER POUND (not ton)?
I must not being figuring it out correctly because I am coming up with xxxx cents per pound in USD.
Thanks for the help.
Regards,
2. Please put a hold on this until you confirm the price per POUND/USD.

原来客户在价格方面转换出现问题，需要确认价格是否正确。
Dear Clara Kline,
Thank you for your kind e-mail.
The price of xxxxx is xxxxxxSD/MT, and 1metric ton equal to 2204.62lb, so the price is xxxxxxxUSD/2204.62LB equal to xxxxxxxUSD/LB, please kindly noted. Is there anything wrong with this price? your early reply will be highly appreciated. Looking forward to hearing from your side.
Kind Regards

客户及时的回复了邮件说明原因，
The price may be the issue compared to what my purchasing department is telling me we currently pay.
I need to discuss with them to make sure they are giving me the correct information.
I will let you know as soon as I know.
Thanks,

静静的等待客户的回复，此刻的夜晚静悄悄
Dear xxxxx,
Thank you for your kind e-mail. In term of quality/price level, we are confident to our competitiveness in the whole supply market. We are more than happy to send you sample which perfectly explain our definition of quality. We are at your service and is happy to answer any of your concerning regarding our business.
Any positive response from your side will be highly appreciated. Looking forward to hearing from your side.

经过客户两天的确认，得到了确认
OK to continue with the shipment.
The pricing error I was using to compare was found on our purchasing end here.
Sorry for the confusion.
Regards,

可以松一口气，给客户准备样品了8/4, 但是没有告诉客户准确的寄样时间
Thank you for your kind e-mail.
Due to the xxxxx need special process, so the delivery time will be a bit long. The tracking number will be provided for you once samples sent out.
Have a nice day~

就这样一周过去了，8/10收到工厂通知说是准备了两种不同工艺的样品，希望客户能够都拿去test，这样重量就多了好多，期间拿到样品被同事摔坏了，工厂那面也出了点小问题，可谓一波三折，希望一切顺利，好事多磨。
Dear Clara Kline,
Good morning. Hope your everything goes well.
The samples are ready, and we are preparing to send them to you tomorrow.
Two kind of xxxxx with different process are prepared for your testing, one is xxxxkg, and the other one is xxxxx kg. Please kindly noted. Hope for your kind supporting.
Looking forward to hearing from your side.
Best regards

当晚收到客户及时回复
Thank you.
Can you please explain what you mean by “different process are prepared”? Thanks,

瀑布汗。。。可能是我表述的不清楚，重新解释一下
Thank you for your quick response.
To remove the Polyolefin wax coating, our R&D staff find out two solutions, this two solutions are different process, so that we want your engineer to test these two kind of samples, and choose the one which is most suitable for your application. Thank you in advance.
Looking forward to your comments.

第二天样品顺利寄出
Good day~ Hope your everything goes smoothly.
The samples have been sent out, Fedex tracking number is xxxxx, hope they find you well and on time.
Looking forward to hearing good news from your side.

客户当即回复，为何如此之快？？？果真是quick response，值得学习
Thank you Oliver，
When we receive them they will be tested in manufacturing. If they perform well, we then send it out for a metal analysis. This process takes some time, maybe up to 30 days. I will let you know what we find as we find it.
Regards,

8/14客户收到样品，第一次感觉Fedex的速度是这么的快，整个过程回顾下来感觉自己的邮件有些啰嗦，还需要再精简，在这个过程中还有很多的不足，各位大大们看了之后指导一下，感激不尽~ 在接下来的日子还会继续更新这个客户的邮件，希望测试顺利，能够成交~~~

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