澳大利亚的客户，从google上搜索来的
看到网站上有卖我们的产品，毫不犹豫的拿起电话就拨
我： Good morning, it's Terry from China, we provide cloth hangers, as I saw some hangers on your webpage, I think you might need some of our products, could you please tell me whom should I talk to?
客户： You should talk to me. Could you please send your product information to me?
我： I'm glad to do so. Could I have your name and email address please?
客户： My name is Lucy, you could send the email to sales@xxxxx.com.au
我： Thanks , I'm going to send the email to you. Have a nice day.
客户： Thanks for calling, you as well, bye.
我： Bye
（发现google上可以找到客户信息的，这里客户的名字还是用虚拟的好了）
2.
挂掉电话，心里还是有些不爽，奶奶的居然给我个sales的邮箱
据我的经验，但凡这种客户回复率都很低的，哪怕只是在电话上说得再好听
为了对得住那一毛七一分钟的话费，硬着头皮发了邮件过去，附件带了产品目录
Hi Lucy,
It's been a great pleasure to talk with you via the phone.
It's Terry from China, we are manufacturer of all kinds of clothes hangers.
We have attached our product E-catalog in this email, which is for your consideration, please take a short look at it.
Since we have been in this business for over 13 years, we provide hangers with competitive prices and reliable quality.
If you are interested in any models of our products, please feel free to let us know.
We are looking forward to hearing from you.
I wish you all the best,
Terry (Sales Representative)
3.
发完邮件后，没怎么抱希望会收到客户的回复的
因为之前这种案例太多了，但凡让我发邮件到sales，或者info邮箱的客户
有九成以上是盼不到回复的，但事实证明我错了
包括半年以前让我发产品信息到info邮箱的南非客户现在也苏醒过来了，后天过来看厂
（该客户十六号到我们这边，十七号早上在样品间谈价格，工厂都没去，当场下了个40尺柜的订单，速度之快，效率之高让我觉得有点措手不及）
半个月过后，等我差不多已经把这个客户给淡忘的时候
奇迹般的收到回复了，依然是sales的邮箱地址，让我意外的是
邮件后面的落款是Owner/Creator
从此对于让我发邮件到sales，info邮箱的客户我再也不敢怠慢
Hi Terry
thank you so much for calling me and also for emailing me
I am currently looking for a hanger supplier so it was very good timing
i will ask you to quote on my current coat hangers
I will also ask you to help me design my own coathanger
it will be a coathanger which is a combination of a few different hangers
can you please send me an image of a hanger which you can hang
pants with no slip rail and a skirt hanger combined in the one hanger?
looking forward to receiving your pricing for the hangers which i have attached
and your ideas about a hanger which can combine many different features
regards
4.
当时同事的一票货质量出了问题
把我一起拖到工厂去跟工人一起翻工(我们是外贸公司)
客户早上发的邮件,我下午才看到
一般情况下超过两个小时没有回复客户的邮件
我都会扯些理由去解释
仔细分析了下这封邮件
发现客人的最终目的是为了design my own coathanger
而并非想买其他现有的款式
要报价只是想看下我们提供的价格合不合理
而且客户本身又是owner/creator
不会像阿里上的很多鬼子是职业买家
有事没事到处比比价格之类的
这个客户应该没有这么空闲
于是
在其他款式上的价格我是一分利润都没加
工厂拿的多少价格给她报多少
只求在为她设计的款式上捞点就行了
毕竟是定制的东西，没法到处去比价格
利润相对高很多
而且常规的款式我给的价格绝对有竞争力
客户肯定不会嫌弃贵的
事实证明，我的分析是正确的
5.
Hi Lucy,
It's so great to hear from you. I'm so sorry for could not reply earlier, I got two clients visiting our factory today and tomorrow, I had no time to read and reply your email.
It's been a great news for us that you are currently looking for hanger suppliers, we do believe we could be the one that you are looking for.
1) Prices for the hangers that you have attached are as following, please confirm
Wood: US$ xxx/ Piece (FOB Shenzhen)
Pant: US$ xxx/ Piece (FOB Shenzhen)
Skirt: US$ xxx/ Piece (FOB Shenzhen)
Above prices are based on the total quantity of 1x20 'GP.
We could not quote for the plastic hanger without knowing it's dimensions. Please advise.
2) It would be our pleasure to disign coathangers for you. Attached pictures shows two models of our products which we think you might be interested in, please confirm. We would be glad to hear your opinions on the hangers in your mind, if you could tell us the shape and compositions of the product, which could be much easier for us to design.
Looking forward to hearing from you.
Kind regards,
因为当时也是刚入行不久
在产品这块不是很专业
随便挑了两款产品，发个图片过去就完事
剩下全扔给客户了
幸好后来客户找了一款现成的，也不知道从哪搞来的
发给我让我报价
6.
邮件刚发过去就收到客户的回复了
附件中带了她想要找的产品图片
Hi Terry,
thank you for your quote
what great timing - I was just sending you this
can you please quote this hanger attached ?
40cm wide
metal hook is 8cm to start of top of hanger
hanger is 15cm in height
regards
7.
我们主要是做木衣架的
公司成立到现在还没出过塑料衣架的单子
也没什么固定合作的工厂,当时心想够呛，估计不好搞定
专业一点的都知道塑料的产品价有重量还有材料差不多就能报价了
我还问产品的厚度还有尺寸,呵呵,幸好客户也不专业
Hi Lucy
Thanks for your email and your product picture as well.
Since plastic hanger is different from wooden hanger, we could not figure out the exact price without detail information of the product, such as its thickness, its weight, etc.
If we could get a sample of your hanger, which could be the best. So that we can figure out everything much easier.
Looking forward to hearing from you.
Best regards,
8.
Hi Terry, I don't want to send my sample out just yet - a general idea of price is much better for me ?
鬼子现在都很精明的，知道运费要钱
样品不能随便寄
9.
Hi Lucy, It's ok if you do not want to send your sample out yet.
Could you please let me know how many pcs you want to buy? The price we are going to quote would be closer to the exact price if we know the quantity of the order.
Best regards,
都不知道上哪找工厂去问价格
不过还好有百度中文阿里
估计报个价格不是问题
先问下数量，要是量不大的话直接pass掉得了
当时心里是这么想的
也没调查过客户什么身份，主要面对的是那些客户群体，有多少家分店之类的信息
10.
只要一万只
量比较小，不过头一回合作的很少说走整柜的吧
之前都没了解过行情的，也不知道塑料的产品需要开模，滴汗
客户的邮件中还强调这是高度机密的，丫的她压根就没了解过中国的山寨文化
Hi Terry,
Ten thousand pieces would be our first order.
Please understand this product is highly confidential and is for you to see only
This would be a ongoing business relationship and not a once off deal
Regards
11.
Hi Lucy
How about the weight of you hanger? The price of plastic hanger is mainly depend on its weight
thanks
百度了一下，问了几家供应商以后终于开窍了
塑料的东西要先问重量
要尺寸和产品厚度都是不专业的表现
12.
客户也没什么疑问
也没发现我的不专业
看得我偷着笑了
Hi Terry
It is very light I will have to weigh it in 30 minutes
0.077 is the weight
13.
Hi Lucy
FOB Shenzhen price for each piece is ABOUT XXX USD based on the quantity of 10.000 pcs.
Exact price could be figured out only if we can see the sample.
Best regards,
找了几家供应商以后
挑了家价格适中的，然后加了利润报出去
有了重量以后，价格就八九不离十了
工厂都这么说
不过还是给自己留了退路
没看到样品给不了最终的价格
14.
客户的网站上有卖其他款式的塑料衣架
估计价格确实是喊得有点高了
据我了解，一般的塑料衣架有个十几美分就差不多了
而我却报了好几十美分，谁叫她是定制的还要打LOGO上去呢
对于我报的FOB价格她也有疑问
我们公司是在桂林的，怎么突然冒出个FOB深圳出来
当时才八月中，就开始问国庆放假的事了，我汗
Hi Terry
this price is very high but I am sure we can work something out
are there any other costs involved in this transaction?
is your office in Shenzhen?
are you having chinese holiday for 1st October - throught to 8th October?
15.
Hi Lucy,
The price I quoted is estimated price. Because the quantity is not that large, the export operating cost for each piece would be higher then if the quanlity could be a container, you could understand that, right? Hopefully we can find a way to cut down the price a little bit the time when we get your sample.
We do not have office in Shenzhen. Our factory is located in Guilin, which is not far from Shenzhen, that's the reason why we used to quote FOB Shenzhen prices. There isn't any port in Guilin, it's an inland city, not that big either, but the labor power is very cheap, the workers' salary is very low, which could save the cost of the products.
Yes, 1st October is our National day, we used to have one week holiday, but this year, 3rd October is Mid-Autumn Festival, which is one of the most important festivals in China, so we will have one more day off this year.
Kind regards,
量少单价自然就贵，这是恒古不变的真理
虽然不是港口城市，但工人的工资低，不会因为出口操作费的增加而导致价格没有竞争力
这么解释似乎也讲得通
16.
没想到这封邮件过去以后
客户开始耍小孩子脾气了
五万只的话多少钱一只?
十万只的价格呢?一个柜的价格又要多少?
丫的一个柜能装得了十万只么........
Hi Terry,
can you quote me on a quantity of
50 thousand pieces
one hundred thousand pieces
and a container load
thank you
17.
Hi Lucy,
Around 40.000 pcs fills a 20 feet container, 80.000 pcs fills 1x40 'GP.
Price for 40.000 pcs XXX USD
Price for 80.000 pcs XXX USD
Prices are still estimated, which are for your consideration.
Best regards,
随便按了下计算器，得出的结论是装小柜四万只，一个大柜装八万只
之前给了产品尺寸，估计也八九不离十了
比较随意的给她降了几美分
反正你也要不了那么多，当时心里是这么想的
18.
客户问模具是不是我们自己厂里能开的
我算是醒悟过来了
原来塑料衣架还要开模具的
还真要谢谢她的提醒了，接下来我该问工厂模具费的事了
Hi terry. are the plastic hangers moulded in your factory or are you outsourcing the moulding
regards
19.
Hi Lucy, that's correct, we do everything ourselves, moulded in our factory and manufactured in our factory as well
Regards
丫的四五个人的家庭小作坊都说以个月能做四五个柜子的货
咱这么说也不算过分吧。。。
后来才发现很少有工厂自己能开模的
牛皮吹得有点大了
不过幸好客户后来没有细问
20.
差不多该问的问题问完以后
客户同意把样品寄给我了
不过让我两天后要给她寄回去，因为她手上只有一个样品
就算我们自己能开模具两天时间也不够。。。。汗
邮件的开头看着心里倒是挺舒服的
首先对我的工作给予了极大的肯定
其次对于我跟她之间的“缘分”表示感到非常的意外
还让我拿到样品以后给她提些建议
我自己还是门外汉，产品知识以问三不知
光是能忽悠而已，有点愧对客户了
Hi Terry
thank you so much for your professionalism in regards to my quotes
i appreciate your efficiency and instant reply to my emails
I think that it is an amazing co incidence that you called me in Sydney when I was looking
for a hanger supplier.
how did you find me ?
Terry - as I explained this is all very confidential - I hope I have your trust
I would like to send you my sample by air express but it is the only sample that I have
we will call this sample the xxx hanger from here on
I will then go through it with you
you may have some suggestions to make it better or save me money
some suggestions how we put my logo on to the hanger
I must ask that you send the xxx hanger back to me within 2 days is that possible ?
can you do that ?
i will also send you my samples of the other 4 hangers that I currently sell
you can keep these samples and quote accordingly
have a lovely weekend
regards
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