偶爾看到這個(gè)文章，覺得特別好，所以轉(zhuǎn)來大家看看，再感謝原作者
How to make a deal
從阿里詢盤到客戶成單，看看怎樣跟進(jìn)一個(gè)訂單；純屬拋磚引玉，坐等高手圍觀指正：
1.Enquiry—12th,Oct 2010
Buyer's Message
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Subject: I'm interested in your ramie solid dying fabric,ramie piece dyed fabric,solid dyed ramie fabric
|
Dear Ladies and Gentlemen,
we're looking for a ramie or linen supplier, because we are having a 100% ramie sample pant here which should be produced.
Thank you very much!
Best regards,
XXX
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2.從郵件的簡單程度來說，其實(shí)第一感覺不是很好，因?yàn)閮?nèi)容非常簡單，簡單的讓所有的人都想忽略，覺得這家伙肯定沒有實(shí)單在手…
昨天收到了50%的訂金，我總結(jié)一下，還是不要眼高手低，不要想當(dāng)然，不要以自己簡單的過往經(jīng)驗(yàn)隨便斷定一個(gè)看似初級(jí)無意義的詢盤..
3.1st feedback on 12th,Oct 2010
Dear xxx,
Thanks very for your inquiry.
I am Gavin from Goldentex,a professional ramie,linen fabric and garment factory in China.All our products are excellent in quality and competitive in price. We are annually exporting more than 10 million meters ramie,linen fabric and 2.5 million pcs of garments to the worldwide such as Italy,Germany,France,Turkey,South Korea…
Sincerely hope to establish business relationship with yr esteemed company in the near future. And I believe both of our business will be blooming after our cooperation.As to the 100% ramie pants,could you pls kindly send that original sample to us for analysing and quotation.
Any query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
4.很常規(guī)的一個(gè)回復(fù)，目的是套他手里的資料，看看到底是不是潛在的客戶，手里是否有原樣…10月15號(hào)，得到他的第一封回復(fù)如下：
Dear Gavin,
Thanks for your kind message – I will send you the ramie sample now to:
***********
Attn: Gavin
Please be so kind to send me the quotation incl. sample pant in dark grey and black colour back to my reference.
Thank you very much!
Best regards,
XXX
5.收到這封郵件，我立刻在心里給他打了7分，有原樣在手，寄過來分析，說明潛在性很大，坐等原來過來，然后分析面料規(guī)格，再進(jìn)行服裝報(bào)價(jià)…回復(fù)如下：
Dear xxx,
Well noted with tks.Will quote best price to you once received yr original sample.
Any query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
6.10月19號(hào)，得到他的郵件回復(fù)如下：
Dear Gavin
Okay thanks, the UPS tracking number is:******
Please be so kind to quote in linen and cotton too – what kinds of fabric do you offer?
Thank you very much!
Best regards,
XXX
然后立馬補(bǔ)充一封郵件回復(fù)：
Dear xxx，
Tks for yr kindly email.
Waiting for yr original sample,once received them,will analyze specification and quote
best price to you.Goldentex is a professional ramie and linen fabric,garments factory,
working with oversea company more than 10 years.Offering greatest products and service
plans per clients' detailed requests.
Any query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
7.10月21號(hào)，收到客人原樣，分析后給客人去郵件：
Dear xxx,
Confirmed received yr original sample this morning.After analying the specification and measuring the
pants measurement with M size,we can only quote approx price to you as below:
Pure Ramie Pants USD5.70/Pc FOB Shanghai;
MOQ: 5000 pcs/order; 2000 pcs/design(colour),200 pcs/size
Whenever you propose more detailes,such as total measurement charts,special packing...,Thus exact price
can be quoted per detailes.
You refered to quote linen cotton fabric too in last mail?How to understand?Do you mean use linen cotton
fabric to make pants per yr original sample?But how's the specification?Pls kindly advise yr comments.
Waiting for yr prompt reply.
Best Regards
Sales Supervisor
Gavin
當(dāng)天下午就得到他的回復(fù)：
Dear Gavin,
Thanks for your kind message, but 5,70USD is really too expensive - please be so kind to quote the same pant in all over linen fabric and all over cotton fabric.
Regarding the sample, it should be exactly the same in size M - size S, L and XL should be arrange proportional to this pant size M EU standard in dark grey and black colour.
Please be so kind to get back to me asap!
Best regards,
XXX
立即回復(fù)如下：
Dear xxx,
Tks for yr prompt reply!
Compared with linen cotton and pure linen fabric material,making yr pants by ramie fabric is the lowest.M size is the smallest
one,so I am afraid the average price wll be USD5.80/Pc.I trust our pirce is very competitive,and you can compare the price
with other suppliers.
Could you pls kindly advise yr approx order quantity for referrence?Can match our MOQ or not?If there is any other query,
pls feel free to let me know.
Best Regards
Sales Supervisor
Gavin
從這里，我可以判斷他是個(gè)實(shí)在的買家，計(jì)較價(jià)格是商人的天性，但是實(shí)際上我知道，我的價(jià)格一點(diǎn)都不高，而且我很后悔價(jià)格報(bào)低了，好再效期報(bào)的不長，我斷定肯定還會(huì)重新報(bào)價(jià)的，因?yàn)檫@時(shí)候很多細(xì)節(jié)都沒定…現(xiàn)階段是要再判斷一下訂單具體有多大，太小了也不能做.所以試探性問了一下大概的數(shù)量，如果太小，沒有再進(jìn)行的必要…
他當(dāng)即回復(fù)了：
Dear Gavin,
Thanks for your kind message again – size S will be the smallest size, the sample you got is size M.
Please be so kind to quote the pant in full linen and full cotton fabric too and arrange samples in dark
grey and black colour, right!?
After receiving the samples, we’ll discuss about the quantities and colours.
Thank you very much!
Best regards,
XXX
避實(shí)就虛，不回答大概的訂單數(shù)量，只是我報(bào)其他面料做這個(gè)褲子的價(jià)格，于是回復(fù)到：
Dear xxx,
Tks for yr mail.
We will calculate price of pants which made by linen cotton and pure linen material
as well as similar weight to yr original sample.And will quote to you later.
Pls kindly advise yr approx quantity for our referrece,if it's below our MOQ,there is
difficult for us to make that order.Hope you can be kindly understanding.
As to the sample pants making,we ususally charge sample cost from clients,and will
reture it back after bulk order.Is it available for you?Pls kindly advise yr comments.
Best Regards
Sales Supervisor
Gavin
8.10月22號(hào)，他回復(fù)如下：
Dear Gavin,
Thanks for your kind quick reply – no problem for the sample charges; as I explained before we have to check
the pants and colours first to decide the quantities.
Please be so kind to send me the sample charges invoice.
Thank you very much!
Best regards,
XXX
抓住機(jī)會(huì)，先把打樣落實(shí)好，然后再談接下來的細(xì)節(jié)；
Dear xxx,
Good day to you!
Enclose pls find attachment of sampling pants PI. Total USD100 for sampling cost.
Pls kindly noted this sampling surcharge will be returned to yr esteemed company
once the bulk order confirmed.
To linen cotton material,advise LC1515# dyed fabric 15X15 54X52 165GSM 53/54"
Linen cotton pants USD6.70/PC FOB Shanghai by sea;
To pure linen material,advise PL101# dyed fabric 14x14 54x54 165GSM 53/54"
Pure linen pants USD8.90/PC FOB Shanghai by sea;
Any query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
他即刻回復(fù)如下：
Dear Gavin
Okay thanks, but I thought you'll arrange one pure ramie pant, one pure linen pant and one pure cotton
or cotton/linen pant? And which pant in what colour?
Please be so kind to arrange the pure ramie pant in black colour, the linen pant in dark grey colour and
the pure cotton or cotton/linen pant in black colour again.
Furthermore, you forgot the bank account details. Please be so kind to so send asap!
Best regards,
XXX
收到他的具體要求后，做了回復(fù)：
Dear xxx,
Well noted yr requests and will arrange sample making per yr requests after received
yr payment copy.Enclose pls find the new sampling PI for payment referrence.Any
other query,pls feel free to let us know.
Best Regards
Sales Supervisor
Gavin
樣品多加一件，三件樣，我收150刀，呵呵，象征性的，其實(shí)我就想看看他誠意有多大，我老板其實(shí)只要收100刀...
9.10月25日
Dear Gavin,
please find attached the payment proof of the sample order – please kindly confirm what samples you’re
going to produce now.
Thank you very much!
Best regards,
XXX
即時(shí)回復(fù)：
Dear xxx,
Confirmed received yr T/T copy and will arrange sample pants making tommorrow morning.
Best Regards
Sales Supervisor
Gavin
10.10月27日收到他郵件，想要變更顏色：
Dear Gavin,
Thanks for your kind message, but please be so kind to check your record (no dark blue colour); we would like
to receive as follows:
1.Pure ramie fabric PR850# 21x21 52x58 53/54" colour: black
2.Linen cotton fabric LC1515# 15X15 54X54 53/54" colour: black
3.Pure linen fabric PL101# 14X14 54X54 53/54" colour: dark grey
And please be so kind to send me some colour swatches of dark blue in pure ramie, linen cotton and pure linen
fabric with the samples.
Thank you very much!
Best regards,
XXX
打樣就沒必要那么講究，能幫你弄到顏色相近的布就不容易了，主要是檢測一下做工還有品質(zhì)能不能達(dá)到你原樣的水準(zhǔn)就OK了，然后回復(fù)他說：
Dear xxx,
We just make sample pants by using our fabric shipping sample,there are no dark grey colour of pure linen fabric,also
only dark blue colour in linen cotton fabric,pls kindly understanding.
I think the most important thing should be quality not colour.Of course,there will be no any problem on bulk order
making per yr interested colour.Hope you can confirm our sample making arrangement.Tks in advance.
As to the swathes,I'll send some to you together with pants sample.
Best Regards
Sales Supervisor
Gavin
他也真是好說話，然后回復(fù)說：
Dear Gavin,
Okay thanks, no problem – but please be so kind to send dark grey colour swatches too, because we have to
choose the colours finally.
Thank you very much!
Best regards,
XXX
11.月末正好是108th Canton Fair，然后在廣州待了一個(gè)星期，11月6號(hào)回的深圳。9號(hào)工廠把樣送到了我手里。然后給他去了郵件：
Dear xxx,
Good day to you!
3 pcs of pants already finished.Pls kindly advise yr courier account number for samples collection.
Waiting for yr prompt reply.
Best Regards
Sales Supervisor
Gavin
最大程度上節(jié)省成本，本來這樣應(yīng)該我們出快遞費(fèi)了...不過鑒于判定這個(gè)客戶質(zhì)量屬于優(yōu)等客戶，那我就不客氣用他的到付賬號(hào)了，他還真配合，一下給了倆，讓我任意選任意寄...
他的回復(fù)郵件：
Dear Gavin,
Thanks for your kind message – please be so kind to use as follows:
- UPS – *********
- Fedex – *********
Thank you very much!
Best regards,
XXX
準(zhǔn)備好樣品和色卡，寄了出去，去了郵件：
Dear XXX,
Samples already sent by UPS with tracking number:**************.
Choosing some colour swatch for yr referrence,all of them are same
quality with specification as below:
21x21 52x58 53/54" 100% ramie solid dyed fabric
Any colour you interested we can make lab dip from Pantone Colour Standard.So never worry about the colour problem.
Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
12,五天過去了，11月16日，去一封郵件關(guān)注一下：
Dear xxx,
Good day to you!
Have you received pant samples already?Pls kindly advise yr comments
after checking.
Best Regards
Sales Supervisor
Gavin
他當(dāng)天就來了回復(fù)：
Dear Gavin,
Of course yes, we received them with many thanks – I get back to you in the next days.
Thank you very much!
Best regards,
XXX
13，11月22日，之前的報(bào)價(jià)效期截止，去一封郵件通知一下他，順便了解一下動(dòng)態(tài)：
Dear xxx,
Good day to you!
Sorry to tell you that the validity of my quotation about pants' passed.
Before yr esteemed company confirm order,we need re-quote price
to you based on yr approx quantity,payment term...Hope you can
be kindly understanding.
Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin/Goldentex
這封信，沒有得到回復(fù)，我估計(jì)他肯定是在跟買家那邊磋商，因?yàn)槲铱隙ㄋ皇莻€(gè)中間商而已，所以沒事，先給點(diǎn)時(shí)間緩沖緩沖，反正單子十有八九跑不了…
14,12月1日，又過了一個(gè)多禮拜，可以再去一封信了…
Dear xxx,
Glad to contact you again!
Wish everything well with you and your esteemed company ! Sorry for that we
still don't receive any information from yr side. I would apprreciate for any comment
you advised about our pants sampling, including price, quality, sercive. No matter
if it is positive or negetive.It will be helpful for further going on.
Waiting for your favorable reply soon!
Best Regards
Sales Supervisor
Gavin
然后我決定，如果這封信他不回，我的下一封郵件就是半個(gè)月后…那就是12月16日
不過三天后，也就是12月4日，他來了郵件：
Dear Gavin,
Thanks for your kind message again – so now, finally we discussed the order; please be so kind to check as follows:
Linen cotton LC1515# dyed fabric, 15x15 54x52 165 GSM 53/54” - black colour
o Size S – 300pcs
o Size M – 500pcs
o Size L – 200pcs
Linen cotton LC1515# dyed fabric, 15x15 54x52 165 GSM 53/54” – dark grey colour
o Size S – 300pcs
o Size M – 500pcs
o Size L – 200pcs
Please be so kind to fit size S and size L percentage to size M (as sample size). Furthermore, we would like to have pockets on both sides of pant – pocket size will be advise later to you – dark grey colour should be confirmed finally too.
We’re going to confirm and arrange deposit payment as soon as you sent the P/I.
Thank you very much!
Best regards,
XXX
最怕不能一步到位的，果不其然，又來變，原樣沒口袋，現(xiàn)在想加兩個(gè)，細(xì)節(jié)咋樣你也不說，我咋跟你加錢呢？這個(gè)時(shí)候訂單雛形來了，重新報(bào)價(jià)吧，細(xì)節(jié)該落實(shí)了…
第一步：
Dear xxx,
Good day to you!
Pls kindly advise how to add the pockets on pants?Do you have original sample or images to show it?Also,pls kindly send yr dark gray and black colour standard for lab dip making.
As to the price,bcs yr confirm it over validity,and during these days,linen cotton fabric price keep raising up,meanwhile,you plan to add two pockets,the final price will be surely changed.After we get yr pocket detailes and S,L size measurement chart,the accurate price can be calculated clearly.Hope you can be kindly understand.
Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin/Goldentex
先告訴你價(jià)格變了的原因，再跟你來詳細(xì)的；
Dear Gavin,
Thanks for your kind message and telephone call again – so now, I have to check the pockets with my boss tomorrow.
Please be so kind to send me the price without pockets again, furthermore do you have an European measurement chart
to fit the sizes?
Thank you very much!
Best regards,
XXX
回復(fù)：
Dear XXX,
Tks for yr email.
The newest quotatation is as below:
Linen cotton pants(same as to sampling,without pockets)
USD7.50/pc FOB Shanghai by sea;
Validity:8th,Dec-23th,Dec 2010
Yr original sample is not a regular one,it's not same as what we made before.
So there is no measurement chart for yr referrence,hope you can be kindly
understanding.Pls advise yr measurement chart to us.Besides,pls confirm the
pockets ASAP.We'd like you'd better not add pokects this time,bcs add any
little,we need to make sample again,and then send to you again for confirmed.
it will take too much time.Pls kindly advise yr comments.
Any query,pls feel free to let me know.
Best Regards
Sales Supervisor
Gavin
新價(jià)格出來，估計(jì)嚇了他一跳，從USD6.70跳到USD7.50，一下來了80個(gè)美分，而且還不包含口袋的，估計(jì)來了口袋后，還得加錢。然后打了個(gè)電話過去說了下口袋的事，再就是尺碼的問題，他回復(fù)郵件說：
Dear Gavin,
Thanks for your kind message and telephone call again – so now, I have to check the pockets with my boss tomorrow.
Please be so kind to send me the price without pockets again, furthermore do you have an European measurement chart
to fit the sizes?
Thank you very much!
Best regards,
XXX
第二天回了一封比較迂回的郵件：
Dear XXX,
Good day to you!Hope yr everything is fine.
Is there any positive feedback from yr boss?How about the pockets and measurement chart about these three size?Meanwhile,pls send gray and black colour for lab dip making.You know there is not much time left before Chinese Lunur new year,I advise we'd better confirm the order and finish fabric making before Lunur new year holiday.Otherwise,it may delay shipment of the pants.I guess these pants are for 2011 summer season,we'd better catch the time.
Best Regards
Sales Supervisor
Gavin
15,12月11日，發(fā)過來口袋的設(shè)計(jì)參考，我再核價(jià)
Dear Gavin,
Thanks for your kind message again – so now, please be so kind to remove the fake side pockets and arrange side
pockets on both sides as per attachment with 20cm depth.
It would great, if you’re going to arrange grey colour swatches of Pantone colour “Cool Grey 8” and normal
standard black colour.
What do you think?
Thank you very much!
Best regards,
XXX
口袋和顏色的問題基本上搞定
Dear XXX,
Tks for yr positive feedback and sorry for late reply.
As I checking the pants and pockets,I think the best length of the pocket should
be 15CM,how do you think about it?Pls give advise yr comments and confirmed.Tks.
And how about the brand marks,washed marks...are they same as yr original sample?
After you confirmed these detailes.The final price with pocket will be quoted to you
immediately.Tks for yr kindly supporting and understanding.
Best Regard
Sales Supervisor
Gavin/Goldentex
建議他口袋深度改成15CM，太長浪費(fèi)布料，最重要是不好看；
Dear Gavin,
Thanks for your kind message again - 15cm length is fine, depth should be 15-20cm.
Regarding the brand mark, is it possible to print our *** logo (approx. 3-4cm length) at the inner of boundary on the back?
Washing care instruction label should arranged per label too.
Thank you very much!
Best regards,
XXX
同時(shí)來了另外一封補(bǔ)充說明的；
Dear Gavin,
Thanks for your kind message - we prefer the same pocket material linen cotton as for the pant.
Regarding the packing; we prefer 10pcs together in a polybag per size and colour, not assorted.
Thank you very much!
Best regards,
XXX
說歸說，我還是讓你來設(shè)計(jì)稿，要不到時(shí)候弄的你不合意，多麻煩啊，寧肯現(xiàn)在婆媽點(diǎn)：
Dear xxx,
Tks for yr prompt reply.
As to the brand mark and logo,we can make as per yr request,pls kindly design it and send to us for referrence.Also pls send the washing care instruction label design draft to us and other detailes you want.
We'd like to make a new pants including all detailes for yr finial confirmed.Pls kindly advise yr comments.Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin/Goldentex
16.12月16日，給他去一封總結(jié)性的郵件；
Dear Daniel,
Good day to you!
After checking all detailes about linen cotton pants.The finial quotation is as below:
Product: Linen cotton pants
Fabric: Linen cotton fabric 15x15 54x56 53/54"
Price:USD7.90/pc FOB Shanghai by sea;(with pockets and all detailes)
Delivery time:15th,April 2011
Payment term:T/T,50% for deposit,50% before the shipment;
Pls kindly check and confirm above information,after yr approval,I will arrange PI for
this pants order.After receiving yr deposit,we can arrange fabric making firstly.
Yr prompt reply will be appriciated.
Best Regards
Sales Supervisor
Gavin/Goldentex
附件把PI和銀行信息發(fā)送了過去，并設(shè)置閱讀收條，很快收到了已閱收條，但是卻沒有得到即時(shí)回復(fù)。第二天去了個(gè)電話侃了一陣，接著又補(bǔ)一個(gè)郵件：
Dear xxx,
Nice talking with you on phone.
Before we start making bulk order,we will make pp sample to you for final confirmed,
pp sample is made including all yr detailed requests,after yr approval,then we start
the bulk order making.Now we are waiting for yr confirmed about price and delivery
time,payment term conditions approval.Once confirmed,the PI will arranged to you
without fail.Then waiting for yr deposit.After receiving yr deposit,we will start fabric
making firstly,otherwise it will delay the shipment time.
Any query,pls feel free to contact me.
Waiting for yr prompt reply.
Best Regards
Sales Supervisor
Gavin
17,12月18日，收到回復(fù)：
Dear Gavin,
Thanks for your kind message – so now, we accept the new price and delivery time.
Please be so kind to send the P/I and PP samples; thanks a lot.
Thank you very much!
Best regards,
XXX
其實(shí)我倒是一點(diǎn)都不擔(dān)心單子飛掉，我所關(guān)心的是，假期前先把定金拿到手，別拖著放那邊。
18,12月20日，附件發(fā)送一個(gè)圣誕賀卡
Dear xxx,
Good day to you!
Enclose pls get my christmas card prepared for you.May peace,happiness
and good fortune be with you always.
Best Regards
Sales Supervisor
Gavin
19.12月22日收到他FAX的簽章PI，我估計(jì)他把錢應(yīng)該也差不多付了，去了一封郵件
Dear xxx,
Good day to you!
Well received stamped PI from yr esteemed company.Could you pls kindly
let me know when I can receive yr T/T copy of 50% deposit?We plan to
start the fabric making firstly,I need yr T/T copy to finacial department
for order confirmed,hope I can receive it ASAP,Tks for yr kindly understanding.
Best Regards
Sales Supervisor
Gavin
20.12月23日
Dear Gavin,
Thanks for your kind message – payment has been done already, I will send you the payment proof later on today.
Thank you very much!
Best regards,
XXX
定金已經(jīng)收到，基本上告一段落，接下來安排打色卡，余下的事基本上交給工廠
???????????????? 
