我，F(xiàn)RANK，一個(gè)兩年多經(jīng)驗(yàn)的外貿(mào)新手，每天發(fā)著發(fā)信，忽然有天覺得：是不是不上的客戶，就應(yīng)該馬上電話，總之就是要上，問清楚行還是不行(恰恰這點(diǎn)很簡(jiǎn)單，但很多新人都不到)。 馬上發(fā)傳真，大體上介紹了下公司及產(chǎn)品問對(duì)方的興趣，客戶沒回復(fù)，后來打電話，告訴他email，客戶回的第一封郵件摘要： We checked shipping possibility from your port to our discharging port (Damietta Egypt) we found the following ;- 1. container loading is very expensive and we can not do . 2. we looking for Break Bulk loading for quantity about 3000m3 every single shipment , we checked the shipping companies from our side but they are not interest to load this cargo . 看來難度不小，我們所在的城市港口很小，散裝貨輪一般都看不上。怎么？放棄？呵呵，不是我的作風(fēng)。馬上回信告訴客戶，我能找，你先把量和目標(biāo)價(jià)痛快的說出來。這客戶很乖，又很不乖～～～ for your info, we can confirm immediately from 2500 up to 3000m3 board as follows;- 3.6mm = 200m3 @ $200 ………… this price is FOB + $40 up to $42/m3 freight . 這價(jià)格太離譜，差距不是一點(diǎn)兩點(diǎn)，產(chǎn)品的規(guī)格還不大一樣，沒關(guān)系，生意人嘛，誰還不知道討價(jià)還價(jià)這點(diǎn)破事兒，我跟你磨.我回復(fù)如下： I will check the price tommorrow with shipping company. and for the FOB price I think it is really difficult for us . but anyway I will try my best to meet your target price. so I will quote you for CFR price tommorrow. Do you know any shipping companies that you are dealing with now? we can contact them. 客戶給了我他現(xiàn)在用的貨代的方式， the companies which we are dealing with are thoresen , cosco and hyundai , but unfortunately they refused to load the cargo from south china for that we rely on you to find a suitable shipping company . 經(jīng)過我之后，他們壓根沒興趣，因?yàn)榱刻伲静恢档猛？恳淮挝覀兊母劭冢趺矗恐荒芏嗾遥嗳鼍W(wǎng)，靠我的勞動(dòng)來彌補(bǔ)這個(gè)劣勢(shì)。 終于找到三家愿意走貨的，但是價(jià)格太高，比客戶在連云港的高20美金每立方米。對(duì)于幾千立方米的貨物，這是個(gè)很大的差距。不管如何先報(bào)給客戶再說，經(jīng)過幾輪討價(jià)還價(jià)，最終客戶確認(rèn)了價(jià)格： Re your offer and phone discussion,- We can confirm the following ; 3.6 No sanding US$260.00 about 200m3 Kindly issue sales contract and send it back. 貌似該慶祝了吧？呵呵，definitely no。 因?yàn)檫€要跟船公司確認(rèn)運(yùn)價(jià)和運(yùn)輸方式，包裝方式也要考慮。因?yàn)榘b意味著成本。 再向客戶要量，作為價(jià)碼跟船公司談，但是客戶說有些規(guī)格由于我們不了所以量最多只能這樣了。 3000m3 one shipment is no problem if you can follow our market standard thickness which I explained before 11/14/17/21/24mm . 17mm we can get about 800m3 . 11mm about 500m3 . so we can easily manage 3000m3 . but if you don't do and we had to follow your thickness it will be according to our yesterday e-mail . hopefully you reconsider and revert with positive news to can start new long business relationship 我的回復(fù)，如下： 1)the 9mm sanding board we quoted to you is our best price.and as we are sincecely to run a good business with you .we alaways quoted you our best price to you.also as you know ,our board is with good quality according to some other suppliers in china..even so ..our price is similar as the price of them..so I think our Products is more competitive than others and the board in your current market 2)11mm/17mm/ , the thickness above is difficult for us to produce.and the price is higher as we he quoted to you .if you can accept the price quoted ,,so we can produce for you. 3)anyway.I will check the cost again to see if it is possible for 11/14 to reduce some rate for you. 4)please re-advice the quantity can be ok for 9mm(ifpossible),12mm,14mm,15mm,16mm,18mm,25mm. 客戶對(duì)量進(jìn)行了重新規(guī)劃： Re your below msg, You he two alternatives, A) 3.6 No sanding US$260 about 200m3 ………… if we add 250m3 9mm @ $240/m3 the total quantity will be = 2250m3 B) 3.6 No sanding US$260 about 200m3 ………… Total = 3000cbm Kindly reconsider and cfm your forite option 鑒于與原來船公司談判破裂，價(jià)格上漲，我的回復(fù)如下： 1)for 9mm,ok,we drop our profit,USD245.25 per CBM ,we only want to add this item to he the quantity to negotiate with shipping company,and it is very difficult to negotiate with shipping company with the quantity under 2500.and it is nearly impossible to negotiate under 2000CBM ,please confirm this price and do us a for. 2)as we quoted you the CFR price based on freight price USD55.00.and this is quoted from a shipping company.but now they increased the freight to be USD68.00.a crazy rate. so we must find anoth
網(wǎng)友回答：客戶看來是被感動(dòng)的不輕（自作多情ING），也一起來想法解決問題，很想促成交易，到此時(shí)，客戶自己也付出了巨大的精力和勞動(dòng)，沒有特殊原因，他會(huì)想法促成交易的：Please be informed that the freight from Lianyungang to Damietta is aboutUSD 47/CBM and we he regular vessels from there, so we can buy on FOBbasis, so we can start our cooperation together. Please comment if it ispossible to ship from there.但是運(yùn)費(fèi)實(shí)在是無法談下來，我始動(dòng)包裝的心思，把包裝去掉。全部人工搬運(yùn)，這個(gè)方法可以減少很多包裝成本的。但是客戶無法接受，始改用集裝箱試試，把最有優(yōu)勢(shì)的產(chǎn)品報(bào)給他，其他規(guī)格都去掉了：As I told you,if you can accept the shipment to be in separate sheets.so
