客户说要下单，但是咬死价格。不想要样品。大家有什么意见吗？

这个客户是发开发信来的客户。
他网站上的产品跟我们的产品很匹配是目标客户。我们的产品是能量保健类饰品。
**1.以下是我发开发信之后客户的回复：**
Hi,


Thanks for your email.


My name is Eran and I am the MD of Adva Trading Ltd., a small company in the UK with few sites selling magnetic bracelets.


It is now xmas and we are very busy, but we will be interested in the new year.


We usually place orders for new items - but will be also interested to see what stock lines you have at this time. Would you please send a list of stock lines?

**看到客户的回复，有点小激动。我发了一份库存表给他。他对两个款式感兴趣，是他店里面卖得快的。后面他说要下个小单给我，并且跟我谈了一些问题如以下：**
Hi Carolyn,


We are back from holiday and yes, we would like to start ordering from you.


We would like to start with a test purchase from your stock. The reason it is from stock is that time element is important: Those are two fast selling lines and we need to replenish them as fast as possible.


I would like to establish some ground rules for the relationship between us to ensure that we can work together for many years to come:


1. Production time promised must be kept:
That means that if you said an order will take 4 weeks, it must be done in that time. So please do not give me an standard supply time. If your production people say 5 weeks, do not tell me it will take the standard 4 week. Always talk to your production people before promising production time.


2. Certain things are very important for us:
I outline 3 important points that I would ask you to take to your production people to verify that they understand and accept. I would also need to to follow up production to ensure that those points are not forgotten.


3. Payments:
Currently we pay 30% at order time and about a week before the end of the production we pay the rest (to ensure that the payment arrives in your account by the time the goods are ready).
However, if production time exceeds 4 weeks, we will need to talk about different arrangement (maybe 10% in the begining, 20% half way and the rest in the end).


4. Delivery:
We have a DHL account. The goods can be sent with our account or via your account. If you arrange it via your account (Please use only DHL), you will send the invoice for the delivery after sending the item (We will pay the same of the next day).


---------------------
Please note that the price I entered in the document is the price we currently pay. It will not make sense for us to pay more than that.


Regards,
Eran.
后来我回复他：
Hi Eran,

Great! Glad to hear from you again.
Fully understand need to establish some ground rules for the relationship between us.

1. Production tiem:
As a matter of fact, if the order cannot finish in 4 weeks, we won't tell you it will be done within this time. However, we couldn't control some reasons of unforeseen, unavoidable such as power cut in factory, material preparation.
Secondly, the products are not whole made by machine. We need our handmakers in our warehouse to add energy and glue. After drying the glue, inspection and packing.
Anyways, we provide great service to our customers and we will do our best to solve problems.

2. The 3 points you outlined to me are okay for us.
We only sell high quality products. And yes, I will report to you the production so you can follow up.

3. Payment:
The payment should be 30% as deposit, then 70% as balance.
When you place an order to us, it means we need to pay and purchase the raw material. In addition, we have a scalar energy to charge for the bracelets

4. Delivery:
Yes, DHL is okay.

5. The offer:
As I mentioned, we only sell high quality products. All of our stainles steel is 316L stainless steel, not 304L stainless steel, it means higher quality. and with IPG plated.
The prices based on the moq quantity we need to clarify is : CP-JS-BL-001: 5.5$ (with two colored IPG plated and laser logo) The MOQ can 50pcs or 100pcs
CP-JS-BL-273: 5.0$ (IPG plated and laser logo), the MOQ need to 200pcs
If your order quantity is 1,000pcs or more, I will report this order to my boss, and give you discount.
Based on our quality, our profit is very low. If we force us to accept lower price, it only makes our workers tired and occupies capital.

6. Stock products:
From last time I sent the list for you to now, the stock for BL001 is sold out. But it will come back soon. I will let you know when it comes at once.
Secondly, the BL273 doesn't appear on my stock list I sent. If you order, the quantity should be request to moq: 200pcs.
Would you like to change another style ( sports wristband which I saw your website sell as well. but different style)?


This is a classic style of power balance band ( can different color )with four in one enery on the back. It is now promotional due to ends of year in China: 2.3$/pcs/color, moq: 100pcs

Hope to get your feedback to go ahead!
客人回复：
Hi Carolyn,


(Your email to me ended up in the SPAM folder and I missed it. Because I did not see your response, I sent an email to "admin" at your email, please ignore it.Sorry)


About the prices:


1. I do not require logo at this stage.


2. I ordered 100 of each because I thought those are stocked item. If they are, there should not be a minimum order. No?


3. Those two lines are fast selling lines and we need a fast gap filling. So we thought we will use it as a test purchase.


(We think that sending samples is usually a waste of time. We will only ask for samples of unusual items)


You should not lose money with us, but it also does not make sense for us to pay more than we paid for so far to another supplier.


Waiting for an answer,


Regards,
感觉客人还是有兴趣的，不然他不会跟我说那么多问题。于是，我就回复他：
Hi Eran,

1. About the stock products:
I meant if we have stock, 100pcs of each are okay to order. Besides, the lead time can within 2-3 working days.
The item number: CP-JS-BL-273 is out of stock, so if you place order, should meet the moq: 200pcs.
The other item number: CP-JS-BL-001 is out of stock now (they sell quickly as well as yours), but we are making production, cause other customers are ordering this style now.

2. About the price:
Are your supplier from China too? You may know that there is no lowest price in China, only the lower and lower prices.
Besides, the quality and service are different from different suppliers.
I am sure our quality meet your local market, cause we have sold many there.
If your customers give feedback that the products are great, it is also helpful to earn more profit for you.

We are sincere to establish business with you. So please kindly evaluate our price again.
Looking forward to your kindly comments.

Best regards,
我们能给到的价格是5.5美金，但是客户的价格是4.8美金。而且数量才100条。我前面给他说了如果他以后量多会给折扣。
现在他回复我：
Hello Carolyn,


Your answer is not satisfactory.


Please do not hesitate to contact us should you reconsider your prices.
到这里我就不知道该怎么回复客人啦。不好意思，我经验不够，有没有大哥大姐指点一下呢？万分感激！
也是第一次碰到开发信聊了这么久的客户。开发信是2014-12-10发的，到现在跟进客户的邮件差不多一个月。
我的帖子有点长，可能看起来比较累。第一次发帖子，希望大家多多支持。谢谢！