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老吴V5
2018-07-17 16:52

闪电下单230W,消失一年后再续前缘

本篇优秀文章被收录在“我的客户在美利坚”专题
产品LED Lighting
金额$300000+
国家美国

这是一个老套却有意思的故事。

Part One:成交

询盘60,000 pcs LED lights

时间April 25, 2015

货值:$360,000

收到PO:May 22, 2015

客户背景:收到订单前一无所,客户用一个专门针对供应商的网站和邮箱,网上信息很干净。后来知道是米国一家中型零售商,有115家类似沃尔玛Home Depot大小的店面。

迅速成单心得回复迅速专业,工厂直销,性价比高。客户物流仓库自用LED灯,价格不敏感。

老套的是:询盘客户,快速成交,金额,捡到宝。

有趣的是:没看厂,没测样品,竟然也不验货还款到发货,好刺激鸡冻。

幸福来得太突然!

Easy come, easy go. 你懂的

Part Two:消失

同年9月底,美国拜访这位神秘客户七点从大名鼎鼎的芝加哥奥黑尔O'Hare国际机场驱车四个小时,迫不及待的想揭开神秘面纱

一望无际的州际公路)

迎接我们的是一个250斤+的重量级Director一家超大的旗舰零售店,一个巨型的总部物流中心。

参观完店铺并了解正在零售的LED产品,小胖客户带我第一次体验了站着开会新奇好酸爽。不过确有效率。由于是周一上午,都忙,前后40分钟结束战斗。

有竞争对手介入,客户已开始加州找囤货的供应商采购。当天下午整理最新报价,针对这种大鱼,我们眼馋,杀了一个super competitive price。

杯具了~~

“David,

The new construction manager is disappointed he isn't getting this price for the order we just placed.

Thanks.”

我的回复:

Hi XXX,

This price is what our President especially offered after talking with you, knowing your business model and competitions coming in. It's super low profit for us actually.

Hope you and your construction manager understand.

客户:My manager says to keep our business, we need money wired back to us. (奇葩要求出现)

我详细解释价差(有点长不贴原文了):

1汇率从6.19涨到6.35

2,过去了接近四个月,原材料有所下降

3,了解贵司实力及采购量后给了特价,希望一成长

4,如果可以我们希望和new manager当面解释。

客户

David,

I spoke to him. He is very busy as he just came on board and we we discussed your answers.

1. Currency did drop but not over 11%

2. Like I said it dropped a bit not a lot

Like I said, we will not be switching to your company this time.

Thanks.

我回复:

Thanks for talking with your manager, and I understand he's pretty busy.

Again, please kindly see the 3 factors I sent last email. In addition, this quote was based on a whole new product series which has been cost down, thanks to the technology refresh. And we squeezed our profit!

We seek to keep long term business relation with valued customers like you, or we won't fly to Chicago from China and drove 8 hours back and forth to meet you.

Despite the fact that you won't be switching to us this time, hope you may consider resuming cooperation next order.

Thanks and have a great day.

客户很强硬:

If we do not receive any money back, we will NO longer do business with your company. This is after having a meeting with our team.

小胖客户坚持“奇葩”要求。中间我们来回邮件通过电话解释,尝试寄新的样品(产品有升级),新旧产品对比图发过去,甚至提出飞过去当面沟通。全部失效!

We still will not buy unless you meet our expections. Sorry for the bad news.

We will review and let you know. No reason for a new meeting, as you don't meet our requirements.

If we need back up, we will contact you. Thanks.

最后,邀约看厂,希望缓一缓,当面再谈。(拜访时知道小胖两个月后来中国

David,

My schedule is full.

我擦!

最后的最后,含恨的委曲求全:

We agree to wire money back if you placed another order of 60,000pcs, the amount will be deducted. And our president invites you to visit our factory in your coming trip. You are more than welcome and you won't be disappointed.

Awaiting your comments.

回复:

We don't need any right now, but when we do will let you know.

Thanks.

说:草泥马,有木有?

那一刻,我是愤怒的,也是无助的,夹杂着不解

Part Three:复活

亲爱的小胖就这样消失了,平静。

持续的平静

持续的跟进

继续平静

继续跟进

还是静如死水?

继续砸石头,拿新产品砸、新价格砸、展会邀约砸、行业新闻砸、节日祝福砸、二次拜访~~

咦,有了一点涟漪。要新样品了。

额,样品和报价OK了。

咳咳,又下单了!

16年9月份,新订单$165,000消失了整整一年后。彼时的250斤+小胖,也减到了200斤以下。老吴我,眼角也多了几分褶皱。

时间快进到18年6月份,咳咳,新产品的订单到手,31.05W刀。再续前缘,很平静 😊

一点点感悟:

天上掉馅饼不可暗喜

报价大客户切记谨慎再谨慎

出错了尽力弥补

一时无法挽回不气馁,持续沟通有缘再聚

质量保证是长期合作前提

有错就改,及时改

不卑不亢,平等交流

Keep improving English, be pro, show your power.

上几张图片 :-D

2018年7月17,草于深圳后海

- 老吴

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