这里小小的分享第一个学以致用的故事。
背景：客户来自斯里兰卡，以前旧同事留下的名片。17年广交会的时候约见面，18年5月份下了第一单。下单后，客户点名表扬质量不错，但从此再无返单…
转机在19年6月份，我们有一批质量挺好的库存，同时还有另外一款产品价格有微调，我推荐给这位客户，同时what’s app上面也知会他。（ 在没合作期间，我也仍然定时定量的给他推荐产品，只是回复少，下单更是无）
以下邮件是关于库存的邮件：
第一封是我开始推荐介绍产品：
Dear H，
How are you?
Today this email is for a big promotion of 600*600mm real porcelain quality rustic tiles. They were produced by a Chinese project before. However, cancelled because the buyer decided to use another one to replace. They authorize factory to sell them. That's why the price is such pretty.
Pls check and choose what you like. If any questions, let me know.
Waiting for your early reply.
Regards,
Andy
之后客户的回复：
Dear Andy,
Honestly speaking, for a cancelled order stock lot, the price is not really cheap. I have been buying, same kind of stuff, for $2.95 FOB
Rgds.
老实说，以产品质量来说，我报的价格是肯定不贵。而且客户的价格2.95其实我勉强也是能做，只是利润将被大幅度压缩，我觉得客户是可以接受这个价格的，想到冰大之前说的，不能轻易降价，于是，我并不打算给客户调整价格。
Hello H，
Thanks for your feedback.
Yes, we sold USD2.95 of 600 rustic tiles. That's right. But the problem is different time, different stock with different price.
In this time, The quality of these tiles is good. The water absorption is below 0.01%. Expect Chinese projtects, this factory also export to U.S., Austrilia ans so one. The cost price isn't cheap.So the total FOB price can't be low too much.
Could you pls inform us how many quantity u need? This morning, one of our colleagues got 10tc from her customer. My manager hold it and see if other customers would like to order together. Then we can get more discount from factory.
Waiting for your reply.
Regards,
Andy
这封邮件里，我就用到之前汪大说的，面对客户觉得价格高，要记得验证一下客户的真实性和迫切性。里面有一招叫：我现在不行，但我可能行，你稍等一下行不行？
果然客户就回了下面的话：
At the moment I have enough stock of rustic tile.
Rgds.
事情到了这里，客户已经委婉的拒绝我了！但没事，汪大说了，要keep the ball rolling. 于是，我给客户回了一封邮件：
Hi, H，
Thanks for your information.
It's doesn't matter. We appreciate the opportunity you have given us. Sometimes, timing is very important. :)
Just want to let you know I will keep recommend some promotion or good products twice in one week. Feel free to hit me up if you need anything.
Regards,
Andy
（在这一来二往的沟通中，我另外一款调价的产品已经入了他的眼，他让我做了4个柜的PI，等最后的确认）
收到我这封邮件之后，他给我回了一封让我挺开心的邮件。
Dear Andy,
That's the right attitude to have while doing business. I appreciate it.
Please email me the PI as per my format and I will make you the advance tomorrow. In the meantime please reserve the goods for me. If you have anything else in SS, at the same price, I would be interested.
Rgds.
是不是挺让人鼓舞的？ 得到客户的肯定，PI也被确认，虽然还未收到钱；同时客户还告诉你他目前的需求是什么，意味着他多给了一次机会。
Be so good they can’t ignore you!
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