老板不好看的客户，下单了。

本篇优秀文章被收录在“这就是拿下订单的全过程”专题

产品Plastic Products

金额$2000-10000

国家爱尔兰

这是成单的全过程，若按照时间来说，那好几年了。按照效率来也就个把月。

这个爱尔兰客户从14年发来询盘，报价后按照一般业务员邮件跟踪几次后，不出意外也就那样了。

2014-11-10 Hi Ivy,

I hope you are well, I wanted to check if you can quote the following part please,

Hub – Material MAKROLON 2658-550115 x 10,000 / 25,000 / 50,000 / 100,000

Regards,

继续询价，报价。再询价，再报价。不知道自己在干嘛，哈哈哈

如果是已经学习米课老师们的部分课程后我，至少应该会研究客户官网，客户类型（是贸易商，制造商，经销商，批发，零售）

料神老师供应链那章我还没吃透，虽然不能游刃有余的剖析，至少我知道往这个方向靠近了。再尔查客户的海关数据，是否有在中国进口之类。

然后就不知道怎么用了，所以在学习这条路上前行，不求终点。

始终沉迷错误中无法自拔，前几天客户再次询价，突然顿悟，为什么一直报价？并且做些无效跟踪。

写了封邮件问客户这已报价产品是否运到什么问题/障碍？客户回复如下：

Hi Ivy,

For the previous quote for the plasticparts our customer advised the tooling costs were extremely highand also the unit price was high.

Can youadvise if you can offer any improvement as we must submitanother quote by tomorrow. They have notgiven us any target prices for these.

Regards,

K．

显而易见客人觉得价格和模具费都太高了，还是extremelyhigh.并且告知你不要问我目标价，我也不知道，摊手。

自从上了米课后，基本上不会随随便便就问别人目标价了。学会转移注意点到其他方面，所以做如下回复并且截图一个美国客户的高度评价邮件给他参考：

Hi K,

As a professional manufacturer$supplier incustomized hardware field, we have been working with customers for years.The priority is quality, that's why barely nocomplaints for quality issue and clients like us.It's reputation and here the comment from USAcustomer yesterday:

Could you try to let us know:

1) "extremely high"compared withWHOM?2) How much higher that their price?

有看过料神的文章的小伙伴就知道，我抛了2个问题给客人思考。因为产品材料规格，模具材料都有好坏，不在同一个标准谈价格也白搭。接着客户的回答也比较积极，并且在模具上让利2%给他，他很开心

Hi Ivy, Our customer has advised they will award us with thelarge part HEBBM4329-1.

They have approved the tooling cost and unit cost forthis. However they have asked about getting some samples ofthis part to check with the end customerbefore we submit PPAP parts.

Is it possible to get 20samples before doing any PPAP parts?Can you produce samples without the original toolingcost?

Regards,

客人要产前首样。老板报价USD1000.如果20个的话模具费用都够了, 所以一般是不会买这么多或者这么做。所以我建议客人做5个样品测试就够了。当然如果要做20个我也不拒绝。

Hi K,

That's a big victory!

Yes, there is a way to make samples without originaltooling.

Prototype by cnc machining, but the price will be high. We think all items in one set, so usd 700.00 per set.Thus, if 20 samples, the cost will equal to the mold cost, so please advise customer to make within 5 samples for testing. Anyway, i'm glad if order 20 samples as well.

Thank you very much.

Best regards

Ivy

我给老板提了个建议，基于之前有一次好不容易价格谈妥还是没下文的经历。我建议帮客户分担首样费用50%(5个以内)。不是现在，而是在确认大货生产开模后。老板和老板娘都是反对的态度，而且老板一直很在意客户是中间商，中间商，中间商。

我：关于这个首样，我想再刺激下客户。如果客户下大货单，我们帮他分担一半的首样费用你觉得可以做到么？

老板: 首样不赚钱，这个客人是中间商，都是有变数的。慢慢跟吧。

我：主要是为了刺激后续能下单，所以故意给个希望。费用这么高，首样未必会下

老板：没意义，主要是他不能做决定。

因为老板和老板娘都不同意，觉得费用高。所以我只在后面的邮件和客人说如果大货下单，届时首样费用会相应的分担，没说具体。

忍受公司老板的不看好，并且带来的负面情绪和消极思想。另外一边还要积极应对客户的需求。我知道只差临门一脚。

结果收到客户的好消息：

Hi Ivy,