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本文截取了完整郵件原文，英文篇幅較長，需要自己耐心閱讀郵件并去體會回復(fù)技巧，或許部分內(nèi)容可以化為己用，閱讀本文需要10分鐘左右時間，

看文章是為了學(xué)東西！時間不足者，走馬觀花者，不喜歡看長篇英文者，建議不看本文，否則效果不大。

案例背景：這是今年春季廣交會遇到的客戶，在展位上說三天后要來義烏，我馬上讓同事安排好了接待事宜，結(jié)果被放鴿子了，行程改期了。后面根據(jù)她的設(shè)計，為她開發(fā)了幾組新款樣品，客戶8月份來我們工廠參觀了，樣品有修改，品質(zhì)基本都還算滿意，最大的問題就是付款方式，客戶要求：不付定金，出貨后45天結(jié)款，這是她們公司的規(guī)定，不妥協(xié)，不接受100% L/C at sight.

不付定金，萬一中途取消訂單的話，這個損失要我們自己承擔(dān)， 出貨后45天付款，還要先給提單，完全是憑商業(yè)信用的交易，風(fēng)險極大。

客戶說接下來還要拜訪其他幾家工廠，明擺著是暗示如果我們不做，自然有其他工廠會做的。

客戶公司背景事先也調(diào)查過了，代理了一個時尚大品牌，口碑還不錯，敢提出這種無理要求自然是要有底氣的。 在此之前，客戶也沒提過這個付款方式的事情，來工廠拜訪才提這個要求，口頭上我還是和客戶說我們會慎重考慮的，等協(xié)商后再告知我們最終決定。

我不當場拒絕，原因有幾個：

1.她來參觀工廠，無非是為了考察供應(yīng)商實力，小工廠肯定是不會考慮的，以我們工廠的實力肯定可以進入她的備選名單。

2.人家大老遠來一趟也不容易，給人家點面子，即便生意不成，權(quán)當留個好印象，當場一口回絕就意味著后面不要再談了，當場談崩了大家都尷尬，后面就算有商量的余地，她都不好意思回頭來找你，除非你們真的好到無可替代。

3.她不是老板，最終付款方式其實她并不能決定，作為采購，她肯定會爭取對她們公司最有利的方式去成交，這樣她也不需要向老板審批，其實并不是說完全沒有商量的余地。

4.以她的價格和品質(zhì)要求，我們公司尚且只能勉強能接這個訂單（其實做不做都無所謂，利潤點真不高），以她這種付款方式，沒有工廠會去冒這個風(fēng)險，她這一趟大概率就是白跑，目的何在？

別一談不攏，馬上就變臉，什么事情都你說了算，那生意豈不是太好做了。生意不在人情在，就算現(xiàn)在他們公司只允許這種付款方式，萬一她去其他公司了，有需要還會記得找你。

第二天，我給客戶的郵件如下。為什么要第二天再回呢？至少也要讓客戶覺得我是深思熟慮過的吧！

Dear Eduar

Thanks for visiting our company. 

（客套一下，感謝拜訪我們公司）

As a professional cosmetic bag factory,I'm sure we can help you a lot on new bag designs development, I'm sure we also will save you much more time on communication for the new designs than other suppliers.

（強調(diào)我們開發(fā)效率很高，因為在當面交談中她有提到過其他工廠開發(fā)并不是很順利，我們的優(yōu)勢必須要強調(diào)一下）

What we want is supply good quality bags to customers and earn reasonable profit.

（強調(diào)我們希望以好的品質(zhì)換取合理的回報。） 

For the payment, I just want to let you know TT 45 days is really a strict payment for the new suppliers. If you were me,  will you take 100% risks to earn 5% profit ? It's not wise,right?  Even your company is big and have many stores in your country,but we can do nothing if things changed. 

（這種付款方式對于新供應(yīng)商來是很苛刻的，換做是你，冒著100%的風(fēng)險去賺5%的利潤顯然是不明智的，雖然目前你們公司做的很大。如果有任何變動，其實我們是很難把控風(fēng)險的）

After 20 years developed, we have 300 stores in China market, and we are force on exploring worldwide market in these years ,  in South America market, we supply bags for PREIUNIC,Empresas SB ,RENNER etc ,all of them accept 30% deposite and the rest 70% by the copy of BL, or 100% LC at sight,which is wide use for European clients.  I think the reason why they choose us as their partner is just because our quality and service, they will arrange the third department to inspect the goods before delivery,we can deliver the goods only after pass the inspection,meanwhile,we also give them quality guarantee for one whole year(12 months) ,there is no any risks for them to cooperate with us. 

（這段話首先是要突出本公司的實力，讓客戶覺得我們公司絕對足夠和她平起平坐，客戶是南美的，我也列舉了和南美合作過的一些公司，付款方式都是前3后7的做法，并提供質(zhì)保一年。 這段話主要是為了消除客戶對于的品質(zhì)方面的顧慮，而且我列舉的公司實力并不比客戶他們公司差，平起平坐才有談資，讓客戶覺得并不是我們要求著她合作。）

Please consider my above suggestions. Thanks for you time.

Best regards

Ray

我自認為這封郵件寫沒問題的，但是客戶一直沒有答復(fù)。 我也遇到過有些公司真的是要這種強硬的付款方式，不接受就沒法談， 這種刀口舔血賺的錢，不賺也罷。我不催她，也不追問結(jié)果，話已至此，如果要談，自然會來聯(lián)系我。

過了3個星期，客戶來郵件了，

Dear Ray,

Sorry my delay to reply to you but was not easy to negociated with my Company the payment terms.  After check your products and you quality we will open an expection for the first order and than we analize for futures orders.

Please note the best condition I can offer to you is 30% of deposit and 70% 60 days bill of loading as we talk in China. Confirm if is that ok for first order.

Looking foward to hear from you!!

Best Regards,

客戶妥協(xié)了第一步，愿意付定金，當時見面談的時候，有提過30%定金，余款發(fā)貨后45天付清（客戶自己寫了60天），但是后來綜合一考慮，打算不冒這個風(fēng)險。但話已經(jīng)說出口了，怎么辦？  出爾反爾總不太好，我回復(fù)如下：

Dear Eduar，

I am really appreciate for your hard working on our first cooperation,thank you very much. It's obviously that we have great sincerity to cooperate with you on cosmetic bag business.

As the old Chinese proverb:"the road to happiness full of hardships"I still have confidence on our future. 

譯文：非常感謝你為我們第一次合作所做的所有努力，很顯然，我們也是懷著最大的誠意想和貴司在化妝包項目上達成合作。中國有句老話說”好事多磨”,我對我們的合作還是抱有很大希望的。

For the payment, we do need your deposite to purchase the materials of your order,and we will fill up the rest 70% to run this order.  As a business man, Let me analyze it in this way:

1.The price we deal with you is very low, even everything goes perfect,we will earn 5% profit.

2.We need 45 days to finish the production,  if we agree 60 days after BL, then total 105 days.

3.We fill up the 65% money (without 5% profit) to run this order, even I put these money in the bank for 105 days, the bank also will pay 3.5% interest  to us without any risks and don't need to do anything. If you were me,what will you do?

We 100% believe you will pay as our agreements,but there have so many customers, we need money to run all the orders, please understanding.

這段話主要是從商人角度去給客戶算了一筆賬，假如客戶付30%定金， 我們墊付65%資金，墊資105天只為賺5%的利潤，還要冒著倒虧65%的風(fēng)險。還不如自己放銀行拿利息，坐著啥也不做還沒有風(fēng)險。 最后博個同情，我們目前客戶也很多，需要很多資金去運轉(zhuǎn)所有訂單，請諒解。 

So we insist payment: 30%deposite, the rest 70% by the copy of BL,(after received your full payment,we will send the orginal BL to you.). You can pay the 70%  10 days before the ship arrived, then it won't take too much the circulating fund of your company.

我沒有直接回復(fù)客戶為什么我們當初答應(yīng)了現(xiàn)在又反悔了，因為我上面已經(jīng)給他算過一筆賬了，她心里已經(jīng)清楚為什么我們反悔了，同事我也給客戶建議：為了給他們節(jié)省流動資金，到港前10天再付款拿單就行，畢竟海運清關(guān)能要40幾天時間。

What we can do  is supply you good quality products and earn reasonable profit, quality guarantee for one year, and we also can help you develop all your designs for free.

我們能做的僅僅是給你提供可靠的產(chǎn)品，并賺取合理的利潤，提供品質(zhì)擔(dān)保一年，并為你免費提供全部樣品開發(fā)服務(wù)。

 Really happy to meet you at our factory,thank you.再次表示感謝她的拜訪

Best regards

Ray

這郵件我覺得合情合理，沒毛病。  客戶看了，但是沒有回復(fù)。

第二天，她們設(shè)計部發(fā)新品來讓我們開發(fā)了，我們沒理她，因為他們采購還沒給我們答復(fù)。

第三天，她們設(shè)計部又發(fā)新品來讓我們開發(fā)，這是什么情況？

我看到他們設(shè)計部郵件沒有抄送她們采購。那我還是寫封郵件再告知一下吧。

Dear Nadia,

We have received all your new designs, thank you, but maybe we should make the development on hold.

We are talking with Eduar for the cooperation details at this moment, but  still haven't made agreement so far. 

已收到所有新款設(shè)計要求，由于目前還未與你們公司商定所有合作細節(jié)，開發(fā)事宜需要暫緩一下。 

Free samples we supplied are used  for customers to confirm the orders, please note we also have to pay a lot to help customers develop the new designs,for example: sample fees,printing mould fees, printing fees etc.  e, what we want is customer's  orders as return, so  it's better  we wait for you company's decision to go proceed the development. 

免費開發(fā)為了爭取訂單，我們也為開發(fā)付出了很多費用，所以還是確定后再繼續(xù)開發(fā)事宜。

I'm sure we can make a good cooperation with your company on any cosmetic bag projects,and our supply ability is enough to afford your orders all the year.  There is no necessary to force us accept your payment terms, especially for such a company who can always make developments for you for free,all the bags are 100% inspected before pack, and even supply quality guarantee for one year but only keep 5% profit.

再次強調(diào)我們可以有效的幫忙開發(fā)新款，并強調(diào)我們公司的實力足夠吃得下她全年的訂單，對于一個可以一直免費幫忙開發(fā)，100%驗貨才包裝并提供質(zhì)保一年，而且只留5%利潤的工廠而言，何必去強迫他們接受你們的付款方式呢？

Please think carefully about my suggestions, if you are looking for a long time cooperation partner, I'm sure we will be the one.

請慎重考慮我們的建議，如果你想找一個長期合作的工廠，那我們將會是你的首選。

Best regards

Ray

這份郵件我回復(fù)給他們設(shè)計部了，并抄送給他們采購了，其實我就是在逼客戶，畢竟我們實力規(guī)模都還不錯，價格她也能接受，只要付款方式達成一致馬上就可以開始第一次合作，其實就差臨門一腳的事情了。 如果我們不繼續(xù)幫忙開發(fā)，她的新品也要找人繼續(xù)去落實的，她不決定的話，他們設(shè)計部就沒法繼續(xù)下去了。

9月18號，客戶來郵件了，估計是設(shè)計部那邊等不了。

Dear Ray,

To keep the partnership as we already agreed we you must start making the new collection. The order for the previous developments I will pass next week.

As explained to you we have 6 collections per year so ensure the partnership we cannot delay the sample making for next collections.

Best Regards

客戶要求我們繼續(xù)幫忙開發(fā)，原先的樣品下周會落實訂單事宜，基本上是看到曙光了。

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