SOHO在与客人的沟通当中，一定要注意技巧，要洞察客人心里想的什么，然后你要想出相应的对策，闲话少说，入题：
开发阶段：
我给客人写了开发信，见鬼的是忘记附图片了，不过也正是这帮了我，客人马上有回音了，问我的图片忘记附了，我立即附上去了，但是客人没有动静了，过了一天，我发了以下邮件：
Dear 。。。
Excuse me, have you received my below email with the cap pictures? Is there any of them be interested?by you? I am very glad to quote a competitive price to you if you love any of them.
Looking forward to hear from you soon.
Best regards!
客人有了回复：
Dear 。。。
Ok noted! Thanks.
So, we'll require your cheapest quotations and real samples for a selection of your styles later today.
Please confirm upon receipt.
Best regards,
这当中，我用到了一个重要的经验，就是SOHO一定要厚脸皮，要学会跟单，问个究竟，这样才能显示出你关心你的产品，关心你的客人。
于是，我马上发了
How are you these days?
?
Attached is?the quotation sheet for some of our new styles, which another clients interested in, just for your reference.
?
Anything need we do ,please contact with me.
?
Best regards!
其实哪里是什么客人要的报价单，是我自己挑出来有代表性的产品自己做的。 为了吸引客人上钩，另一方面间接摊出自己的价格。
客人来了
Ok noted! Thanks a lot.
So, please send us real samples to receive.
Please confirm and inform us about the tracking number too.
Best regards,
看见没有，上钩了不是，客人产生兴趣了，两个原因：1. 看上我的产品，2。喜欢那价格。
于是，我：
OK, noted.
For the samples, we need to charge US$100 for the sample fees .and this cost of samples will be deducted from the payment of goods if you place an order in the future. I think it is a good way for us to establish the business relationship. 8 styles, only need 7-10 days. If you confirm OK, I will arrange to make samples for you.
Looking forward to your reply.
Best regards!
样品不能白给啊，8款呢，再怎么说也要来点样品费啊
客人回：
We regret to inform you that our policy rule only permit us to pay no more than $2.00/pc. for samples fee.
So, please understand and confirm otherwise we must cancel them.
Best regards,
讨价的来了，晕，2块，不干！我立即回：
I am so sorry to hear that. but I do understand your situation. Regarding the sample fee, our policy is :
For our new clients (do business over one year), we will charge the sample fees ,but this cost will be deducted from the payment of goods as I said below, this is only a equal way to establish the business and reputation for each other.
For our old clients, if the style and the quantity is not too much , we always make samples for free. normally, less than 3styles and 3pcs/style.
Frankly, I am very glad if we have this chance to supply our good service to you in the future. Anyway, I will transfer your require to our boss and give you a prompt reply asap.
Best regards !
一方面表示理解，另一方面让客人觉得你挺为难，还要向老板请示（其实我就是老板，老板就是我，只是个幌子，让自己好下台，客人也更能相信和理解你，这家伙处境也比较为难啊
）
客人有回：
If you don't find any solutions send us only your preferred quantity of your hottest and best sellers styles but for free only.
So, please confirm.
得，跟我来硬的了
我不吃他那套，回：
After checking with my boss, I have persuaded him that we only charge you US$80 for these new styles. For they are made for the China Import and Export Fair last month, also the hot buy ones, many customers like the design and quality and ask us to make samples .I think they will get a good market in the EU and USA in 2008. This is why I recommended them to you.
So we can give you a discount but we can not supply them to you for free, I am sorry. US$80 is not too much for your business if you want to develop some new styles.
Looking forward to hear from you.
哪里有白拿的，给你打个折扣，顺便再吹一下自己的产品，没法，客人回：
Ok noted! But as i'm travelling, please send us pictures by e-mail into .jpg format about the samples that you want to send us.
Then we'll double check again and we'll require you real samples to receive.
Please confirm.
小样，竟然借口自己在旅行，管你干什么，不打钱我不给样品
，我又回：
from our boss to make samples for you. I must obey the company policy, sorry !
BTW, the samples express fee will be on your account as normally, so please inform me your correct address and your account for cooperated courier (like DHL, UPS, FEDEX......).
逼他给地址和帐户，这是检验骗子最好的方法，骗子不会告诉你的，没想到客人全部告诉我了
Ok noted! But we confirm you to use our FedEx's Agent Account Number 305495662 to send us your requested samples, as follows:
可以判定不是骗子。
狂喜
我回，我回，我回回回
I have to be off duty and go to have supper now ,as it almost 9:00 at night in China ,our office needs to be locked . Anyway ,I am very glad to
get this enjoyable communication with you tonight.
I will inform you the account for our finance department on next Monday, and please send us the bank slip after you arranged the payment .We
will send you the pictures and the tracking number when we sending the samples to you .
Anything needs my help, please no hesitate to contact. Have a nice weekend !
害的我9点还没吃晚饭，值！！
以上是我跟客人的全部过程，用到了哪些计策，大家自己揣摩去，希望对大家有些帮助。
[
本帖最后由 maysnow2007 于 2007-12-22 17:39 编辑 ]
