外贸实战解析：你学会怎么“吃亏”了吗？

外贸实战解析：你学会怎么“吃亏”了吗？

下面这个案例，是我一个跟进了一年半才成交的客户。

他让我知道了什么叫做“吃亏是福”！

Hi Elisa,

I thought you were just going to send me some free samples of what you do?

Regards,

Kev

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Hi Kevin,

Finally, we decided to send you 6 items as samples for your refrence.

Kindly find final PI & quoation as attached.

All samples can be finished within next week. I will update you in time.

I think this is really a good chance for both of us, hoping we could do business together in the near future.

Kindest regards,

Elisa

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Hi Elisa,

Thanks for that, I am keen to find a good supplier I can relly upon to get tape etc from.

Regards,

Kev

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Hi Kevin,

How time flies! One month has passed since you received the samples.

I think you have tested all of them, something updates to me, please?

As well as you are professional on led stage lightings,

We are trying to make our quality, service and price meet customers' requirments perfectly,

so your advices are very important to us.

Best regards,

Elisa

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Hi Elisa,

Not really had chance to try anything out I am afraid, been very busy and had a holiday as well.

I am currently looking for a price on 24v Warm White LED tape. Can you price me please for some, non-waterproof, and we have also bought it in the past with clear heat shrink on it, can you price this as well please.

What would be your timescale for delivery?

Regards,

Kev

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Hi Kevin,

Good morning!

May I get any updates on this order, please? Could I arrange to make production in advance today?

Best regards,

Elisa

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Hi Elisa,

Payment made. Can you check your end.

Regards,

Kev

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但是，并不是每一位“上帝”都值得我们吃这个亏。

首先，Free sample 并不是每家公司都允许的。

行业不同，产品的货值不同，所以，此处的“free sample”只是一个吃亏的由头，并非一定要让你发免费样品，而是要具体问题具体分析。

前提是：在公司政策的允许下，业务员灵活地为客户提供适当的“小恩小惠”，为日后能与客户合作打下基础。

其次，学会把公司的现有制度“为我所用”。

比如，有的公司到年底对账，每个客户的欠款金额不得高于1000元，1000元以下无处罚。无形之后，这是公司给每个客户提供的一个“福利政策”，此时若有一个意向特别强烈且资深大客户想要你们的产品，是不是可以免费为其开一个绿色通道呢？只要总欠款少于1000元即可，难道这不是一次千载难逢的机会吗？若日后成单，这次的损失自然不算什么；日后无单，最起码让客户看到了你的诚意。正所谓“吃人嘴软，拿人手短”，这么一个有诚意的备胎，还怕客户以后记不得你的好吗？

所谓资深客户，多数都有自己长期稳定的合作厂家，如果你想了诸多套路他仍不为所动，是不是应该另辟蹊径了呢？“贪便宜”是人的本性，首先要先让他“得”，你才会有机会得。

当然，并不是说一定要钻公司制度的空子，而是要开动脑筋在订单成交遭遇困境的时候，如何利用现有的资源扭转局面，达到成单的目的。

Elisa想要说的话：

做外贸一定要有全局意识，舍得，舍得，有舍才有得。做生意如果只看重眼前，而忽略长远，那又谈何发展呢？如果用小的“失”，能换来大的“得”，为什么不呢？

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