• 怎樣打動鋼格柵板客戶返單?

    發布時間:2015-08-13 09:30  更新時間: 2021年2月28日點擊:

    為什么鋼格柵板客戶下單兩個月之后一直沒有返單?
    焦急的你為什么不去試探性地問一問,內斂的歐洲人雖然不會輕易告訴給你他的原因,但是他終究是需要你的幫助的,也許他剛剛接觸這款產品,也許剛剛涉及電子商務。他在銷售之中可能無從下手,這時你的經驗就能夠幫助他了。
    你永遠要記得這一點:他不會比你有經驗。你已經銷售了幾年此類產品了。
    例如:客戶下過一個單,他的網站已經建好,但是只有一些很灰暗的產品圖片,顯示的是我賣給他的一些產品。
    我給其中客戶催了這樣一封信:
    Neil,
    Let know if you received the new invoice.
    You told me you will place a container of lounge chair set.
    Is it price or cost’s issue?
    How are the sales of your goods?
    Joe Lau
    鋼格柵板客戶的回復:
    Hi Joe,
    I got your another proforma invoice, thank you for sending it so promptly.
    It is difficult to tell from my screen the differences in colors—basically I am looking for a matt walnut finish.
    The chairs are very good quality and I am very happy with them—and will be placing another order.  I am finding that the market is slower at the moment - so we are getting low prices for the ones that we are selling so far.
    I hope to place the next order by the start of next week.
    Kind regards,
    Neil
    我給他的回復,這封回復是做了一些研究才給他的:
    Neil,
    No worries.
    I think our price can meet both middle and high market clients.
    Low pricing is also workable but clients may have higher expectations. So maybe high quality can make sales faster, as you know your competitors are chasing for price wars on market. But clients always expect to spend higher money if he can get an high durable or much better products. Not like the large ranges all same quality and kinds on UK EBAY.
    We also buy things in Taobao. (EBAY) but things are almost same, if there are creative and good explanations. We always buy the proper and durable one not price’s sakes.
    You can compare with foam, leather pipings,veneer and back picture, alum parts, Herman Miller legs.  You are selling with good reputation and warranty. No worries for custom service.
    I hope you can make 200 sales each month.
    Matt finish you already made me know.  It is on the invoice already. We will not deliver gloss finish anymore.
    In addition,  I think you can save the below costs:
    1.  Repack charges. With bad packing you have to hire someone to pack again. Some clients have paid more 30~40USD/set to repack when they received.
    2. Customer service.  Some clients receive the chair and clients complaint. They have to replace it, or return policy.  It will bring double charges at buying price from an exporter.
    3. Long warranty.   Some client wants more than 1 year warranty. But our Barcelona chair will be no big problems for 3~4 years. The home clients are still happy buying from me LCL since he bought at 2005.  I can give the names if you need.
    4. Customer expectations.
    Clients will be happy if your quality range raised one or two levels. Some clients asked discount when the goods have not met their expectations.
    5. Fast shipment
    We have cooperated faster ships. They charged us same price as normal speed ships, but maybe can save 2~6 days based on different ports.
    Price war will make profit disappeared at all competitions.  Make closer up pictures on EBAY page. You can win by quality; you can win the real lovers of classics furniture.
    We Chinese have been very bad talking in design addict. They told us only do low inferior quality products , many people told they will gather 3 months income to buy an original one instead of buying knock off or copycat.
    Many thanks and kind regards.
    Mit freundlichen Grüssen aus Shenzhen!
    Respectfully
    這一封就比較重要了 ,你終于發現了客戶需要什么東西。
    鋼格柵板客戶的回復:
    Thanks Joe,
    I appreciate your advice—I will use some of your suggestions in our next sales.
    We will definitely buy from you again—your chairs are very very good.
    Can you possibly send me some pictures of the following?
    CF021 - one black and one brown leather
    CF026 - red fabric
    CF027 - red fabric
    CF092 - hanging with silver cushions
    CF066 - white with red interior
    CF005 - black and white pony
    CF099 - white seat
    CF073 - white seat
    Can these pictures be as good as possible and not have your Logo on them—as I wish to use them to put some of your furniture on our website as quickly as possible—the quicker I can get these on our site, the quicker I can sell them!
    Kind regards,
    Neil
    我知道了他的目的,便給了他要的白底圖片。
    過了兩天,終于看到他的網站上那些又暗又難看的圖片全部換成了我提供的好圖片。
    他的感謝信如下:
    Thanks for all of that Joe.
    Thanks for all of the photographs—these are exactly what I was looking for.
    These pictures are fantastic—these are perfect.
    If you have any more—particularly of items/colors that I have bought, then please keep them coming.
    Sales have been slow in the last 2 weeks—I hope to place an order by next week—I will definitely use your company again.
    Thank you for your continued support.
    You are a good man!
    I am pleased that we are building up a trust—it makes me more confident to place more orders with you.
    Kind regards.

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