老客户，新产品！

G是合作多年的老客户，集团公司，同事离职后，交到我手里跟进。

近几年下单的产品只有一种规格，虽然数量相对其他客户不算少，但以他们的实力来说，这仅仅是九牛一毛。于是，我一直在想办法寻找突破口……

第一步，改变付款方式。

客户之前的付款方式是30%定金，余款见提单复印件付清。

重新翻开客户这些年的询价、订单发现，有些库存订单，因为等定金，没货了！有些排产订单因为等定金，错过排产，交期推迟。

在和领导商讨后，我们一致觉得客户信誉良好，因此同意将付款方式改成：固定定金，全款货到港前7天付清。这里的固定定金，指的是请他先付一定金额的钱到我们账上作为固定定金，那么接下去的订单，只要收到客户的邮件确认，我们就可以立马排产，节省了等定金的时间。

决定以后，趁着客户老板来中国的时候，我们见面开了个会，提出这个建议。庆幸的是，老板非常信任我们，在思考之后，欣然同意。

这是打开突破的开端…

付款方式修改后，客户的单子确实有增加，但是依然只有一种规格。我们侧面了解到客户通过其他贸易公司下另外一种规格产品。当然我又开始打这款产品的主意了！

接下去的时间，我时不时的会更新新规格产品价格和新花色给客户，会跟客户说谁谁谁又下了多少个柜，给客户营造一种我们单子接到手软的错觉。终于，客户发了100个柜的询价！

当时，我心里只有哈哈哈哈了！表面我还是很淡定的给客户报价（报价时，考虑到客户肯定会砍价，预留了一点砍价的空间），整理清晰图片（客户发过来的款式图片很模糊）等。

PI发过去之后，恨不得客户马上说confirm，可表面还得装的若无其事，毕竟我是接到接到手软的人！哈哈哈哈… 3-4天后，客户无反馈，我第一封邮件过去询问是否收到PI? 问他有无什么建议？然后问，是否需要我们先安排打样和排产？顺便说一下，我们这个规格工厂预计上线生产的日期。

邮件发了之后，又是4-5天过去了… 我直接电话老板了解情况。老板跟我说还在考虑因为价格想便宜。由于我事先预留了砍价空间，所以经过好几轮的价格拉锯战，最后成交价还是在我心理预期内。

从此，客户订单中，多了一个新规格！

2020年底，我觉得可以开始再跟客户谈谈21年的新计划了，于是我写了下面的邮件给老板。

Dear M，

How are you?

Writing this email, we would like to communicate our business in 2021. First of all, pls check the following order situations in 2020. From the data, we thank that the order quantity is increasing. Thanks for your support.

（此处为表格，粘贴过来乱码。）

Secondly, may we have chance to get more orders from your side? The feedback from other customers shows 400*400 mm glossy tiles / 600*600 mm rustic normal quality are also hot-selling in your market. Do you have any needs of these tiles? Sometimes, we recommend new products or promotion to you, however, no feedback or no interesting. Is it price reason?

And for light goods, through N baby diaper quotation, we're so glad to work and do best to help you develop your own brand. For new product, beginning is not easy, but persistence results gain. We have confidence. Meanwhile, our YIWU team is built to search light goods, such as hardware tool, sanitary ware etc.. for customers. If you want, pls inform us. Thanks.

Baohua team is become more and more professional to match customer's requirement. Sincerely hope you can give more chance. You won't disappointed.

直接了当的，我问他21年能否给多新订单。哈哈哈… 脸皮也是很厚！过没多久，老板给我回复了邮件。

dear andy

thks for this year resume, i do appreciate

as for tiles, we will make more orders in the future, we do appreciate the suggestion you always send to us and please continue to do it in 2021

as for baby diapers, we really want to built our brand, but the price you quote us is very high comparing to n baby diapers which is a very good business for us. pls do continu to check the price with the supplier and hope we can get same price we are buying now for our own brand

as for yiwu light goods, of course it is a good service, m anatole in cc will prepare the list and send you in case of need in 2021

thks again and warm regards.

感觉很开心，因为过去一年里，我持续不断的发新产品给客户，给客户分析市场变化，产品变化。以为他们看不见，其实他们都看见了。总算不是无用功！

周五，了解到某个新产品出客户市场很多，但是客户从没找我们买过。我详细整理好资料和报价，发给客户。