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FairyHe
2020-03-15 17:47

疫情之下,订单不打烊(附催单邮件)

本篇优秀文章被收录在“邮件开发客户”专题

米课圈是怎样一个神奇的圈子,就是当你需要什么的时候就会来什么。2月正式复工之后我正焦虑的琢磨如何突破订单瓶颈,思考如何借疫情把订单提前接进来。不料隔天就看到了板王的分享。他的那篇文章给了我很大的启发,于是有了我的以下邮件。在此由衷的感谢板王,虽然在去年8月厦门米友聚会只有过一面之缘,但是风趣睿智的印象深入人心,不虚板王之名@Winelegend...

接上一条动态,本文主要分享一下疫情催单邮件(该邮件写于2-25日),在这之后两周大约接了10几个大柜的新订单。英文水平有限,邮件仅供参考。如果能对你有那么一丁点帮助,那也是极好的~

Dear ***,

I am glad to update you that under the strict control of China government, and the close cooperation of the whole society, recent situation of Coronavirus epidemic is becoming better day by day. Our factory has resumed to work since 10th Feb with all necessary precautions taken. By now, almost all workers have been back to work. We are lucky as we are in Xiamen and our management has taken very quick actions, so we are recovering faster than many others. 更新中国疫情情况,及公司复工措施,让客户放心


You know all importers overseas already stopped buying nearly 2 months, and recent capacity in China is limited by Coronavirus.  So the demand is in top while the supply is in low place in general. To help both of us to have better planning for the near future, some of our customers already placed their order until last quarter of 2020. 陈述市场现状,以及订单生产压力,借用同理心促使客户提前规划订单

The whole supply chain of manufacturing bases in China is facing a multitude of unprecedented challenges, the critical shortage of manpower and raw material resulted in price increase, as all producers need more cost to keep the same quality. Just yesterday, we received price increase notice from our packaging material suppliers, all the packaing material will be increased by **% due to material shortage. At this moment, we are still struggling to keep the price for our long term partners, but we are also unsure what will be going on next...进一步陈述材料成本上涨的压力,埋下可能会涨价的伏笔,让客户心里有数

To ensure better planning and punctual delivery while maintaining the quality and price, would you help to check internally, and let us know if you are able to place your order in advance. This way, we can place order for raw material earlier and get higher priority when getting raw material, and so can also plan our capcity better in advance. But the delivery of the order is still upon your request. 号召客户开始行动CALL TO ACTION

We appreciate for your kind help and support, and hope we can get it through soon with our mutual efforts. 

Look forward to your kind feedback. And many thanks in advance.

为了减少客户的顾虑,配合我们更好的规划订单产能。有以下几点做一下特别说明:

  1. 根据不同产品属性及客户性质,关于价格的策略大家可以结合自身的情况灵活设定。可阶梯涨价或者设定涨价期限。

  2. 对于需要支付订金的客户,可主动跟客户提议订金支付时间灵活调整为交期前**天支付,或者降低订金比例。

  3. 对于不紧急的订单需求,客户提前下达订单,但是交货期仍然可以按照客户的要求安排出货。让客户没有后顾之忧。

  4. 所有的订单必须让客户下达PO,并签回PI。国外的客户基本上还是讲规矩讲信誉的。

  5. 你可能会担心这样的催单会导致客户恐慌囤货,同时短期内加大工厂生产的的压力。确实,可能会存在这种情况。但是我们可以双向收集信息,进行理性的判断。比如主动跟客户了解销售情况及库存情况,结合客户历史销售数据来确认最近一次出货时间,是否有在途库存,接下来各月预计出货的数量,以及到货时间。通过与客户交换信息和数据分析最终排出各客户订单优先级,并在能力范围内,全力以赴,保障每一个客户都不要断货。

除此之外,结合OKR工作法,逐个客户盘点制定各自的催单策略效果会更佳。目标分解之后你会更清晰,你现在在哪儿(现状),你要去哪儿(目标),你要如何达到(实现目标的路径)。

最后,希望大家订单滚滚来,愿你所有的努力,都有它的意义!




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FairyHe

湖北妹子一枚,有名的黄冈地区学渣。外贸英语专业,销售出身,Topsales之后转管理,至今在管理的道路上摸爬滚打五年。高情商,古灵精怪,乐于助人,愿成为一束光,温暖和照耀身边的人。

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