21 常用外贸英文 - 回盘前---该怎么谈合作？
回盘前---该怎么谈合作？
询盘类型有很多种。其中有一种是要找你合作的。我一般都把它当做正面的而且会去善用这种客户主动要求合作的情况。所以呢！当我们遇到想要合作的客户，怎么谈呢？。。
下面是我的一些建议以及谈法。
一般谈合作
Hi xxx,
I got your request from my colleague. Thanks for the greate opportunity, let me know first that you can get my email message and my contacts and website link is listed at my signature.
I will be very please to work your market with you. May I know how you sell for now?
- 客人问
I am going to start business of corporate gift items very soon. You must be aware that there is huge potential in Pune where I can supply gifts to my clients.
I have few doubts:
Do I need import licence to get the products from China ?
Is min qty necessary, because initially I may need small qty like 50 nos etc.
I need electronic items like mp3 pendrive, power bank or may be key chains, bags, leather items, wallet etc.
What will be delivery period ?
Mode of payment ?
Or should I contact wholesellers in india where can I get these products.
Can you pls advice me ?
- 回答
I will try to support you. We also need an agent in India who can handle our inquiry from India.
Per your question, Import licence is depended on your country not China I can handle all jobs of China side.
The MOQ depends on product. It is fine for 50 on most of electronic item. For sure the many the cheaper right..... Normally the delivery period is 2 weeks, 7 days shipping plus 7 day producing days.
Payment Method, 100% prepay for initial orders. Negotiating is available once we are work good.....
So far we don't have any agent in India.
想要开新公司的客户很多，其实这种风险很大，需要仔细评估。还有一种想要开新产品线找客户，成功率也不太高，不用太较真，表达友善即可，在后续的发展理念好好的研究，偶尔会有不错的好机会。
当网路发达以后经常会有一些小型的客人不清楚贸易时候，会问比较土的问题。这类客户我当做是处女开发地。
Information for you bellow(as following) and hope to get the job working with you very soon....Let me know if you need more infomation.
- Type of material that is used for making product
- Bobble head doll made of polyreisin normally.
- What kind of preparation you need for making it ( photo or something else)
- Yes, Give me photo or pictures then we do sculpture for your approving.
- Shipping procedure (because we are in Serbia, Europe)
- I can provide you in-hand/to-door service. You have to pay the import taxes of your country.
- Payment procedure / Payment instruction (IBAN, SWIFT, the name of your Bank…)
- Initial orders 50% downpay 50% before shipping. Our bank HSBC accept SWIFT.....
Fly by air or ship by sea, It depends on the space/volume per order. You can consider 100 kg as the threlthold.
合作来化解杀价
有时候客户跟我们砍价杀价的时候。我会运用谈合作的方式来化解。也就是创造长期博弈的机会。
It's not a good idea on always low price business. Actually I can give you more support while you wang to connect tight with China team. We don't have any good agent in your country and we are very pleased to get one if you have interesting in this.
摸清客户，拒绝客户案例
我们要珍惜自己的时间，不要随便的浪费。
16/5/1, 13: 43 - +94 77 371 3815: hi
16/5/1, 13: 44 - +94 77 371 3815: I am Faseen, from Sri Lanka
16/5/1, 15:47 - David Wang: hi
16/5/1, 15:48 - +94 77 371 3815: How are you doing
16/5/1, 15:50 - +94 77 371 3815: I found your whatsapp contact no via Internet while searching electrical goods in Yiwu China
16/5/1, 15:51 - +94 77 371 3815: I will be looking to come to Yiwu on later this month
16/5/1, 15:52 - +94 77 371 3815: Do you know about electrical goods
16/5/1, 15:53 - David Wang: yes
16/5/1, 15:53 - +94 77 371 3815: Ok fine.
16/5/1, 15:54 - +94 77 371 3815: Where in China?
16/5/1, 15:55 - David Wang: yiwu
16/5/1, 15:55 - +94 77 371 3815: Can I call you now
16/5/1, 15:55 - David Wang: no meeting now
16/5/1, 15:55 - +94 77 371 3815: Oh I see
16/5/1, 15:55 - +94 77 371 3815: It's ok
16/5/1, 15:56 - +94 77 371 3815: Electrical goods mean like fan motors etc...
16/5/1, 15:57 - +94 77 371 3815: and gas cookers spare parts only
16/5/1, 15:58 - +94 77 371 3815: I had been there in China on last month
16/5/1, 15:58 - David Wang: understood
16/5/1, 15:58 - David Wang: great
16/5/1, 15:58 - +94 77 371 3815: I was in Guangzhou
16/5/1, 15:59 - +94 77 371 3815: Can you assist me to find a proper place for electrical goods
16/5/1, 15:59 - +94 77 371 3815: In Yiwu
16/5/1, 15:59 - David Wang: once you here l will
16/5/1, 15:59 - +94 77 371 3815: As I am coming to Yiwu this month
16/5/1, 15:59 - David Wang: ok
16/5/1, 16:00 - David Wang: Let's have a coffee time then.
16/5/1, 16:00 - +94 77 371 3815: Before that I need the quotations and all to check the prices for the items
16/5/1, 16:01 - +94 77 371 3815: What do you know about electrical goods
16/5/1, 16:02 - +94 77 371 3815: Can you explain me for the known items
16/5/1, 16:02 - David Wang: no（拒绝他现在没有谈好合作就就要求的服务）
16/5/1, 16:02 - +94 77 371 3815: Then I can be touch with you
16/5/1, 16:02 - David Wang: send me your items first
16/5/1, 16:03 - David Wang: david@ginifab.com
16/5/1, 16:03 - +94 77 371 3815: Can you tell me about your company
16/5/1, 16:04 - +94 77 371 3815: Are you a agent supplier or electrical company staff
16/5/1, 16:04 - David Wang: If you don't work with me I will only introduce it（明确立场拒绝莫名其妙的的服务）
16/5/1, 16:05 - +94 77 371 3815: No
16/5/1, 16:05 - +94 77 371 3815: I need your help
16/5/1, 16:06 - +94 77 371 3815: You should work with me till the end
16/5/1, 16:06 - David Wang: oh, Do I have reasonable profit?
16/5/1, 16:07 - David Wang: I work with some supermarket
16/5/1, 16:07 - David Wang: so we know that
16/5/1, 16:07 - +94 77 371 3815: Are you working with the electrical companies or factories
16/5/1, 16:08 - David Wang: If you like work with me for a long period that is fine. I can sped more time on your request or it's only introduce（很清楚了，他不要合作只要信息）
16/5/1, 16:09 - +94 77 371 3815: Can you direct me how can I contact an electrical manufacture company
16/5/1, 16:09 - David Wang: I am agent company work to some supermarket
16/5/1, 16:10 - David Wang: ok I will pass your info to someone
16/5/1, 16:10 - +94 77 371 3815: Are you working with Yiwu trade market
16/5/1, 16:11 - +94 77 371 3815: I will be coming to futian international trade market on later this month
16/5/1, 16:11 - David Wang: no UK
16/5/1, 16:11 - +94 77 371 3815: Where are you now
16/5/1, 16:12 - David Wang: yiwu
16/5/1, 16:12 - +94 77 371 3815: ok
16/5/1, 16:12 - +94 77 371 3815: Which city
16/5/1, 16:12 - David Wang: yiwu city
16/5/1, 16:12 - +94 77 371 3815: Ok
16/5/1, 16:14 - David Wang: if you want to contact factoies direct, I will not introduce in
16/5/1, 16:14 - +94 77 371 3815: I don't want to contact factories directly（应付我的话）
16/5/1, 16:14 - David Wang: That's very great
16/5/1, 16:15 - +94 77 371 3815: I need a supplier for electrical goods
16/5/1, 16:15 - +94 77 371 3815: That's enough for me to contact
16/5/1, 16:15 - David Wang: np I know that well and work now with some supermarket of UK
16/5/1, 16:16 - +94 77 371 3815: What is UK? （可见他还是没什么见过世面的年轻人）
16/5/1, 16:16 - David Wang: you can send me your request to my email and let me review in advance
16/5/1, 16:16 - David Wang: United Kingdon
16/5/1, 16:17 - +94 77 371 3815: Ok
16/5/1, 16:17 - +94 77 371 3815: But I am not from UK
16/5/1, 16:17 - +94 77 371 3815: I am from Sri Lanka
16/5/1, 16:17 - David Wang: Just tell you my experiences（的确是没什么世面的年轻人）
16/5/1, 16:17 - +94 77 371 3815: Ok
16/5/1, 16:17 - +94 77 371 3815: Tell me
16/5/1, 16:18 - +94 77 371 3815: About yourself
16/5/1, 16:18 - David Wang: told a agent for UK client（最后他还是会绕到要他的信息）
16/5/1, 16:19 - +94 77 371 3815: Can you work with me while working to UK
16/5/1, 16:19 - David Wang: sure
16/5/1, 16:19 - +94 77 371 3815: Ok
16/5/1, 16:19 - +94 77 371 3815: Thank you!
16/5/1, 16:19 - David Wang: We don't do business in your country so you can work with our company
16/5/1, 16:20 - +94 77 371 3815: Ok
16/5/1, 16:20 - +94 77 371 3815: What is your company name
16/5/1, 16:20 - David Wang: if I work already will not talk with you for more, right
16/5/1, 16:20 - +94 77 371 3815: Ok
16/5/1, 16:20 - +94 77 371 3815: I know that p
16/5/1, 16:23 - David Wang: Feng Lue import export
16/5/1, 16:25 - David Wang: send me email you will get that
16/5/1, 16:25 - David Wang: send me you want
16/5/1, 16:25 - David Wang: I need to review
16/5/1, 16:26 - +94 77 371 3815: this is my email id ahamed.faseen@gmail.com
16/5/1, 16:26 - David Wang: I need to know if I can work good
16/5/1, 16:26 - +94 77 371 3815: I need the electrical goods catalog（就是只要东西）
16/5/1, 16:26 - +94 77 371 3815: If you have send it
16/5/1, 16:28 - +94 77 371 3815: I just want to go through the catalog afterwards I can give you a list items to review
16/5/1, 16:29 - David Wang: I don't have that（没有明确合作利益，什么时间都不要花，绝不乱试运气）
16/5/1, 16:29 - David Wang: seems we can't work together（不纠缠了）
16/5/1, 16:30 - David Wang: sorry please go others
16/5/1, 16:42 - +94 77 371 3815: Yes I think so
16/5/1, 16:42 - David Wang: ok
16/5/1, 16:43 - +94 77 371 3815: You are not the right person for this
16/5/1, 16:43 - +94 77 371 3815: I will try others
16/5/1, 16:43 - +94 77 371 3815: Thank you
16/5/1, 16:43 - David Wang: np
16/5/1, 16:43 - +94 77 371 3815: Bye
16/5/1, 16:44 - David Wang: bye（依然保持礼貌）
--
案例分析的重点
- 哪里人？哪个国家的人？大概什么性格？
- 需要什么服务？是不是我们的目标客户？
- 是不是重视合作方的权利与义务。
- 对于没有明确采购项目的对象，他是在谈合作，还是只要东西？
- 年纪与经济实力？
- 有没有其他合作的可能性？
- 聊天聊的来吗？
电话号码就可以看出来哪个国家的人，斯里兰卡基本上性格与印度人差不多，是个会很努力与你磨利润的那一种人。
对谈里面看到了，他是会经常过来中国来采购的人员，这个表示是个容易跳过你的人，那我只好小心小心翼翼的先试探他，搞清楚有没有必要去与他合作。在没有搞清楚之前我是绝不轻易的跟他折腾工作。
从对话里面可以看出来。他竟然一直想要透过我帮他介绍他所需要的对口人员，压根没想过应该怎么跟我合作？也就是说他一直想要他的东西，从来不谈合作方案，更不谈任何不可能的细节。所以越讲我就越不想去帮他做任何事情。
透过对谈当中我们可以知道，他并没有什么特定的产品需要购买。这表示他是属于买货选货过去销售型。属于门店式的销售人员。所以他需要的是看看现在有什么产品可以供他挑选。如果还有需要，直接找工厂。这一类型的客户，再加上又能够经常跑过来中国的客户， 很难不跳过我们往便宜里面走。这类客户在乎价格便宜不在乎服务的客户类型，不是我要的菜。我要是帮他忙了个半天，最后他又不跟我购买的话，我的权利一点保障都没有。谈话当中也可以看出来他一直没有在这方面有所强调。再加上，看他的图像属于比较年轻的人，不见得很有经济的实力。所以慢慢的，我就往推掉它的方向地方走，一直到最后拒绝他为止。
要东西要信息的人目前太多了，这是互联网发达造成的。如果我们不去过虑，每个来要东西的客人都应付的话。那我们宝贵的时间成本，会莫名其妙的被一再的浪费掉。
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