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福步全球商业企业推荐: [woodworking industry] Johann Eberhard Ges.m.b.h.
2011-12-21 15:38 哈桑
俄罗斯入世 请关注新兴市场 7月份开发一个俄罗斯客户 附邮件

俄罗斯是一个非常巨大的市场,市场前景非常好,但是之前碍于该国的海关的腐败,一直没有很好地开发该国市场。目前俄罗斯已经正式成为WTO新成员国,相信今后的贸易往来会更加频繁....我从事外贸三年,对俄罗斯市场也是今年7月份才开始开发,目前该国潜在客户已经有十来个,成功下单的已经有一个客户。


首先申明下,我开发客户一般使用开发信和电话相结合,至于说B2B网站像alibaba.com我一直都不看好。 下面就对我这个俄罗斯客户往来邮件贴出来大家看看,欢迎大家批评指正。


2011年7月6日,首次开发信:

[color=Blue]
Уважаемые господа,


Рад слышать, что вы делаете бизнес на рынке LED ламп. Мы специализируемся в этой области в течение нескольких лет, особенно на Bulbs, Down Light, Spot Light, Tubes, Ceiling Light and Board Light,  у нас хорошие качества и очень конкурентоспособна цена. Если у Вас какие-либо вопросы, пожалуйста, не стесняйтесь обращаться ко мне. Образцы будут отправлены для оценки! OEM приветствуется тоже.


С уважением,
Энтони Цзян[/color]

客人2011年7月7日回复,他以为我会俄语呢 其实我是google翻译出来的...


[color=Blue]Добрый день,

Мы заинтересовались Вашей продукцией. Пришлите пожалуйста каталог и прайс. Спасибо.

С Уважением,[/color]

大概意思是:对我们的产品感兴趣,请发送目录和价格。

[color=Red][size=4][b]经验总结一:对于一些非英语国家,如果能利用google翻译等工具,翻译成他们国家的语言,那么开发信被回复的几率会相对提高很多[/b][/size][/color]


为了不让他误会我会俄语,我回复的时候使用的是英语,但是一定要声明自己不精通他们国家的语言,最好是用英语沟通。



[color=Blue]Dear Vladimir,

( моя Россия не очень хорошо, надеюсь, что вы можете прочитать на английском языке )


Thanks for your reply. Our 2011 new season catalog is under construction now, will send to you as soon as we got it.  You may also visit our company website: www.****.com  for more information.

Should any products be of your interests,please let me know the Items NO.. The according price and details list will be sent to you immediately.

Thanks for your attention again. We look forwad to hearing from you soon.


B.regards,
Anthony[/color]

7月份的时候我们公司的产品目录正在重新制作,因为很多产品需要删减,所以就没有把原来的目录的发给他,以免造成以后的麻烦;

客户也非常善解人意,也用英语回复我了,需要提一点的是他的英语非常地好,曾经在英国分公司工作过两年多,这个当然是后来才知道的。

[color=Blue]Dear Anthony,



I’ve visited your company website. Actually I’d like to get all product’s price (depending on quantity and etc.). Could you also send conditions of shipping and warranties?

Thank you.

Best Regards
Vladimir[/color]

从上面的邮件不难开出,客户确实是做我们产品的,但是对于哪款产品并没有详细说明,只说需要全部的价格已经销售条款和质保信息等等....

[color=Red][size=4][b]经验总结二:客人需要我全部的价格,这个时候千万不能把价格全部报给他,为什么呢? 因为第一:我们的产品还在更新,价格表确实没有确定下来; 第二:也可以为以后多次沟通埋下伏笔,多吃沟通的好处是让客户记住你[/b][/size][/color]
根据客户的要求,我把我们公司的付款条件,质保信息等发邮件告诉他。

[color=Blue]Dear Mr.Vladimir,

Thanks for your attention. Our 2011 new season catalog and new products line is under construction now.So that is better to send the price list and detailes to you after we finished the catalog and undated products line. Hopefully will be finished next week. Please inform is that OK ?


Re: Conditions -


-Payment :

T/T ( bank tansfer ) 30% deposit, the balnce before shipping or before shipping document released.  
L/C  at sight
Western Union
Paypal
the others

-Shipping :
by Express ( EMS - CHINA POST  ect.)   or by air  or  buy sea  


-Quality guarantee period :
1 to 3 years, the cost will be different.



B.regards,

Anthony [/color]
可以从邮件看出了我并没有报个客人价格。但是,客人要求的东西没有办法满足的时候,我认为一定要表示自己的歉意或者非常合适的理由。

其实从客人的邮件,以及网上搜索其公司的信息,我已经可以判断他公司的规模和性质;只是我还是需要客人自己告诉我


其实客人对我没有给他价格表是有点失望的,看下面客人回复的邮件:



[color=Blue]Dear, Mr. Jiang,



Thanks for fast response. I think, if “Exel” price is available, at first time it would be quite acceptable, because before we start cooperate it’s more important to understand the level of price, which have to be competitive on our market. But If XLS-price is not available it’s ok. We will wait for new catalog. Thanks.



Best Regards
Vlaimir[/color]
客人说的大概意思是,不需要很精美的目录和价格,只有给他一个Excel 表包含价格就可以。Excel  ???呵呵

[color=Red][b][size=4]经验总结三:对于报价单来说,最好是用PDF 或者 JPG 格式。为什么呢? 第一:PDF或者JPG格式,比较安全,被服务器默认为垃圾邮件或者包含病毒的邮件的机会非常小。第二:PDF和JPG格式的价格单不容易被修改和复制、黏贴。 很多买家都喜欢Excel格式的价格单,因为他只要把你的Excel表格里公司名和联系方式去掉,就可以漫天询价了....[/size][/b][/color]


我根据客人邮件回复:

[color=Blue]Dear Mr.Vladimir,


Good afternoon. Regarding the catalog and price list which I promised will be sent to you this week, may delay for some more days. As our industrial park has some construction and we are power off for a few days already. I am really sorry for breaking my promise. Hope you can understand.


The catalog and price list will send to you as soon as we finished it ( will be around sunday or next Monday ). Please inform your deadline, we do not want to lose the opportunities.

Also, if you could please let me know your purchasing quantity regularly each item. The quantity is an important factor for pricing. Thanks.


B.regards,
Anthony[/color]刚刚那几天我们边上工厂建造工程中不小心,把电线弄坏了,导至停电好几天。我们的目录很有可能会延迟几天。价格呢,我当然也没有报出去,特别是要全部价格的客户。更不能轻易给价格,因为给了价格销声匿迹的不在少数.....也许就是那句话,[color=Red]得不到的是最好的[/color] 呵呵

邮件中问客人的一些问题客人也好像不是很愿意回答,其实心里挺着急的;但是后来证明我想错了....


客人象征性地回复了邮件:

[color=Blue]Dear Mr. Jiang


It’s ok. I can understand you. Some time nothing can be done and all you can do just wait.

About quantity… It’s hardly possible to talk about quantity without catalog and price.

Best Regards
Vladimir[/color]

客人对我的邮件也像在敷衍,奶奶的竟然学我》。。。呵呵

[color=Red][size=4][b]经验总结四: 对于一些在规定时间内或者已经答应客人要在规定时间内完成的事情自己不能办到时,要提前跟客人说明白是什么愿意导至的延迟。。[/b][/size][/color]

[size=3][b]
未完待续......[/b][/size]


[color=Red][size=3][b]2011年12月23日更新.....[/b][/size][/color]

上文提到客人对我的邮件好像重视程度不是很高,我写了下面的一份邮件给客人(主要询问客人的信息,和对我不能给价格表做一个解释)

[color=Blue]Dear Mr.Vladimir,


Thanks for your promote reply. As I mentioned, we are updating our products line,would like to cut some items and add some fresh, better and stable products,but we did not get the final result at present. So, it is better to send you new price list and catalog next week. About the quality,you may buy some samples for evaluation first, after we accept the price two side.


For our good cooperation and service you well, could you help me to know about your company and your market ?  I mean who is your customer ( No need details) Just let me know which kind of business type you are ?  Thanks.


We look forward to establishing the long-term business relationship with you.


Best.regards,

Anthony Jiang
Sales Manager[/color]



其实客人在和我联系后,我始终想知道客户的性质(其实我网上已经查过他们公司,大概知道他公司的性质:lol )但是我想要的是客人自己说出来。下面就是我问客人公司情况他回复的一份邮件。这份邮件引起了对他的足够重视。请看下文:


[color=Blue]Dear Mr. Jiang,


Ok. It’s not a problem. We will wait until next week. About the quality it’s the same way as we planning to do. Of course, the second step (after getting price) will be the buying some samples (may be even all line product) for evaluate quality.


About our company…  Actually, our company just a part of holding and we are specialized on introduction innovation technologies (satellite vehicle tracking, road equipment including industrial lighting, road chemistry and so on). In the last two years we made several industrial LED-lighting projects for public road. But among our customers there are government companies who have interest in environmentally friendly and economical solution in office lighting technologies. We’ve got several offers from home and European companies, but they are very expensive and not acceptable. So we here now.


The main focus we are doing to corporate clients, but if successful also consider the output to retail/trade networks because LED-market is not saturated now.


Best Regards
Vladimir [/color]

[color=Red][size=3][b]经验总结五:对于开发出来的客户,我认为大家首先要做的是想方设法去详细了解该客人的性质(规模、销售额、采购量、银行信誉、职员人数等等)越详细越好,相信我,对客人信息你掌握的越多,对你做成生意绝对有很大帮助。 随便说下,十月份去香港展会的时候认识也认识一个俄罗斯客人,他告诉我他一个月的采购量是150万美金。我当时心里暗暗窃喜,心里想碰到大客户了,我以后有肉吃了。展会回来后,我通过各种方式去验证查询改公司信息(包括通过银行等其他第三方机构),可惜出来的结果是该客户银行信用不良,而且每个月公司账户根本就没有达到客人说的150万美金。结果可想而知.....[/b][/size][/color]

[[i] 本帖最后由 哈桑 于 2011-12-23 12:18 编辑 [/i]]

2011-12-21 19:47 一个死人
LZ有心人,赞一个。

2011-12-21 23:03 2012-12-12
good job......

2011-12-22 09:13 JudyD
好样的  加油啊:P

2011-12-22 09:19 joyyu1986
回复 #1 哈桑 的帖子

真聪明。我总是客户一问价格,没有也得想尽办法的给人家报过去,结果自己很累还效果很差。

2011-12-22 09:28 glzhjr
楼主分享的经验非常好,值得学习!

2011-12-22 09:38 houzhongqiu
非常好的经验分享。。。

2011-12-22 10:27 Сусанна
坐等楼主更新~~~~

2011-12-22 10:35 kevinqu2008
向楼主学习咯!:) :)

2011-12-22 10:38 渤海湘灵
赞一个 要做个有心人:GL

2011-12-22 11:02 stanlucn
绝对赞,和我想法一样,俄罗斯现在机会很多,值得去开发!

2011-12-22 11:13 liubin15336
入世了,应该要好做点了

2011-12-22 11:14 justso1988
俄罗斯市场还是蛮有潜力的,不知道对于他们国家的yandex,你们了解多少    yandex搜索是俄罗斯的主流搜索引擎

2011-12-22 11:43 livence9391251
*** 作者被禁止或删除 内容自动屏蔽 ***

2011-12-22 11:48 Donney
楼主,快快更新下文,期待中。。。。

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