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Best regards,
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Dear Michael,
Glad to see you in the fair. Enclosed is our paper napkin sourcing request. Please give me quotes urgently.
Best regards,
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Dear Michael,
Glad to see you in the fair. Enclosed is our paper napkin sourcing request. Please give me quotes urgently.
Best regards,
C">
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<p>我曾经询价一款纸巾，同时问江门的工厂和香港的贸易商同时询价，以下是我当初的邮件，这个Michael是工厂的业务经理。</p>
<pre>
Dear Michael,
Glad to see you in the fair. Enclosed is our paper napkin sourcing request. Please give me quotes urgently.
Best regards,
C
</pre>
<p>然后呢，同样的邮件，发给香港的贸易公司，只是把Michael改成Stanley，内容一字不改。下面就是工厂业务主管Michael给我的回复：</p>
<pre>
Dear C,
Very glad to meet you in the fair! And thank you very much for your inquiry!
As for your request, 30x30cm paper napkin, we don't have this size. We mainly supply 25x25cm or 33x33cm. If you insist on purchasing 30x30, the MOQ will be at least 2 ton.
Please visit our website www.***.com
If you have any interest, we will be happy to give you offer.
Thanks a lot!
Best regards,
Michael
</pre>
<p>说实话，Michael不愧经验丰富，邮件写得四平八稳，回复效率也很高，没有任何废话，要说的点都说到了，因为没有30x30，就直接推荐了常用的25x25以及33x33，算不错了。</p>
<p>当晚也收到了香港贸易商的回复，业务员Stanley回了我邮件：</p>
<pre>
C,
Thanks for the inquiry. Regarding 30x30 napkin, our factories don't have this size.
Please check the attached quotes based on 25x25 and 33x33, in both 2-ply and 3-ply. All our items will be strictly according to FDA/GRAS regulation.
Our MOQ is 3000 units per color per design. And normally, our US customer choose 24pcs or 48pcs per polybag. I will send you some more photos in seperate email.
By the way, I visited your company website and found your stores are all located in the east coast of US. Our other US customer *** placed a big order in X'mas napkin set, together with paper plate and mugs. I will show you the photos with quotes later for evaluation.
If any samples needed, please let me know and also advise your courier account.
Thanks,
Stanley
</pre>
<p>以上是Stanley的邮件原文，我把涉及到的公司名隐去了。我先以我个人的想法来点评一下Stanley的邮件。</p>
<p>这邮件看似有点长，但没有一句废话；首先说明30x30这个尺寸，他们工厂没有。随即根据25x25和33x33给我报价，2层的，3层的，都报给我参考，这一步就做得好，因为主动，而不是推一下动一下，尽管价格可能高，或者可能报低了，但是这些都不重要，重要的是如何互动，如何一开始就打开僵局，争取到机会。</p>
<p>然后后面那句，所有的产品，都严格遵循美国FDA的GRAS标准，这句话就打消了买手的顾虑，也是大部分国内业务员的最大软肋，不懂测试，其实香港业务员很多也不太懂测试，但是他们只要知道，买手关注什么，他们需要注意什么，平时多注意，多积累，就可以了。我也经常问国内工厂的业务员，产品有出过美国么？有，很多。那有通过测试么？有，我们有FDA。但问题是，FDA只是美国食品药品管理局，你们具体做了哪些测试？就答不上来了。当然，buyer做久了，就会发现Stanley是留有后路的，他说的是according to，产品能遵循美国的测试标准，仅仅是“遵循“，并没有说他手里有报告，但是这不重要，至少已经比那位Michael给我印象好多了，一下子就让我觉得他至少了解美国的标准。</p>
<p>然后无需挤牙膏，直接告诉我MOQ是3000套，每套24或者48一个塑料袋。然后会给我多点图片，另外发邮件给我。这样我就会再等他的邮件。这是人的本能反应。然后他说，看了看你的网址，发现你们是美国公司，主要的店都在美东，然后说他另外一个美国客户，下个一个圣诞系列的大单，把纸巾配合纸餐盘和纸杯做套装，会给我多些图片。这样我就会有兴趣继续看。</p>
<p>最后有需要会提供样品，这倒没什么，谁都能做到，但是在邮件里提一下，终究是一个补充。</p>
<p>这两封email，其实都在跟进我这个询价的case。但是谁“跟进”这块做得更好？后续是，Michael这边过阵子有邮件过来，就是问“有消息么？”“有什么进展？”“选择哪一种尺寸？”等等。Stanley也在跟进，也有不少email，但是就像第一封一样，跟进的每封都是不同主题，比如给我看详细的一些产品大图；给我看他们另一个美东客人采购的产品套装，顺便告诉我他们的包装方式以及可以给我的价格和MOQ；发我他们的产品测试报告和工厂的验厂报告（尽管工厂的名字都是用photoshop打黑的）；也询问我的采购计划和促销季节，以便给更好的方案和建议，相互去配合。</p>
<p>这样的“跟进”，是不是更能吸引客户？也许每个人看法不同，但是我觉得，Stanley至少做到了非常有效也非常高效的互动，找到了突破点。可能价格问题，数量问题，还需要纠结，还需要谈判。但是Follow-up的核心，我觉得是吸引客户原因跟你一直探讨，一直谈判，这样才有机会。价格不好，可以谈嘛；付款方式问题，也可以商量。这些都是后续的问题，可以一步步去解决，不是么？</p>
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<img src="data:image/png;base64,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" alt="微信分享二维码">
</div>
<script src="//cdn.bootcss.com/node-waves/0.7.4/waves.min.js"></script>
<script>
var BLOG = { ROOT: '/', SHARE: true, REWARD: false };
</script>
<script src="/js/main.min.js?v=1.6.17"></script>
<div class="search-panel" id="search-panel">
<ul class="search-result" id="search-result"></ul>
</div>
<template id="search-tpl">
<li class="item">
<a href="{path}" class="waves-block waves-effect">
<div class="title ellipsis" title="{title}">{title}</div>
<div class="flex-row flex-middle">
<div class="tags ellipsis">
{tags}
</div>
<time class="flex-col time">{date}</time>
</div>
</a>
</li>
</template>
<script src="/js/search.min.js?v=1.6.17" async></script>
</body>
</html>