尝试接尼日利亚客户的单

Jenny

经过一段时间和福友门，外贸前辈的沟通我发现，我犯了个错误。
本来想借案例来让大家学习，谈论，可是却变成了误导。
声明： 1》本案例只代表本人和我的这一位尼日利亚客户的沟通流程，里面有很多偶然性，不代表本人从事外贸业务对待所有国家客户的态度。
          2》本案例，我只是一次试验，我本身也没有对此客户报有很大希望。但是之前看过一句话：谁也不知道奇迹什么时候发生。不尝试就一点机会也没有了
         
           
看了前辈的案例后，总感觉像是亏欠了别人似的，所以也发一下自己的一个客户的案例吧。
小弟刚刚从事外贸大概6个月了，英语4级没有过，口语不行，只好书信往来（大部分还都是机器翻译工具帮忙）
  客户的询盘，来之MIC
Subject         Inquire about **********8.
Date         2008-11-25
interested in ordering *********** from your company.interested in 200A and 140A...WILL  order 140A,100PCS AND 200A,50pcs depending on your price foe a trial...Will also like to know how many could be contained in one 20ft container,your shortest time of shipment,as will like to pay by L.C..tHANKS and waiting your response
----------
我的第一封回信：
Date: Wednesday, 26 November, 2008, 5:06 AM
Dear Mr.
We are appreciate your are interest in our product.
At now the Nigeria business man have very very bad reputation,but If you are like them, I am sorry, Time is money,（我最喜欢用的一句话，虽然语气不好，但是用了之后，效果不错） We don't have free time for you .
We have your inquiry product, But payment is 100% T/T in advance. Don't worry the quality.
Is it the first time take business with china company?
if not, please inform us which company and the contact number have been taken business with your company?
Thanks and regards
--
Jack Stapleton(Sales Consultant)
（这封邮件语气和用词都很不太友好，一般的 业务员在第一次和客户沟通中是不怎么使用的）
没有想到的是客户竟然回信了：
日　期：         2008-11-27 01:45:34
Thanks for your mail,YOU have told me to pay 100percent b4 shipment and there is no problem on my side,what then are you fearing...If you do not confirm your money,you will not make shipment ,No problem...I have been in business with China for years and feel embarassed by your remarks,,Pls let me know your prices for 200A and 140A....i WILL TRANSFER MY MONEY TO YOUR ACCT FOR YOU TO CONFIRM B4 PRODUCTION AND SHIPMENT,,,What are you fearing again.///or to remove your fear do you prefer L,c...I will even be in China 2wks time but will like to start the production now,,,,Thanks and waiting your reply....
我的第二封回信
Date: Thursday, 27 November, 2008, 3:14 AM
> Dear Mr.
> Thank you for your email.
> If you want we send  Invitation Letter From Our Government,
>  I am sorry we can't.We only business man .
> For future cooperation, I think the quality is very
> improtant. You know Made-in china is much cheap than others
> countries.
> you said: Your company have business with china some years,
> would you mind tell me one of them , I want to know more
> detail about it.
>
> As one specialist, we don't want waste each other time.
> You know .
>
> ******* is your choose, if you have free time,
> you can visit our website.
> For price list, i will send to you by next E-mail.
>
> Thanks and regards
> Jack Stapleton(Sales Consultant)
这封邮件中 我先提出拒绝邀请函。
没有想到他竟然又回信了、、
日　期：         2008-11-27 18:30:56
Have visited your website....Pls send price by mail..I also want the price for 140A sent together...Waiting your mail..
Rgd...
..Hope to be in China 3rd wk of December and will visit the company for more business,,,
他提到要来华了。


我的回信
日　期：         2008-11-28 09:35:34
Dear
Thank you for your email.
About the ****,
1>We have 2 model : Open-frame and Soundproof
Open-frame
   KDE5500EW  140A
   KDE6500EW  200A
Soundproof
KDE5500TEW    140A
KDE6500TEW    200A
  whcih type do you want?
2>ABout the Frequency: 50HZ and 60HZ?
  which do you want?
3> you mention that you will vist china, can you tell me when will you arrive in China?
  How  can you come to china? need us pick you up at the Air-port and book the hotel?
Don't need Invitation Letter?
4> Please choose the correct model and the specifical, then we can send the price to you
Best regards
--
Jack Stapleton(Sales Consultant)
没有给他报价，他来信了
Thanks for your mail and your unerstanding that i want to do bussiness with you.....Thanks for your explanations about the models....Im convinced that you know now that i want to book 20ft **** with you,,I need the open frame,140 and 200A,,,I might add little sound proof to mix the goods...It now means that pls send the price of both the open and the soundproof to me.....I do not need invitation letter from you,,,I have collected from old companys i do business with,,I have been in China business for over 10yrs now...I hope to be in china by the second week of Dec,,,Pls also tell me your shortest time of shipment as i really needed this production fast,,,,Thanks for your cooperation and waiting your soonest reply......Pls also tell me how many pcs could be contained in one 20ft container,,
Rgd...
都已经好几封邮件了，再不报价还真不好意思了
日　期：         2008-12-01 10:04:53
Dear
Thank you for your kind reply.
Thank you for your sincerity, we are 100% happy to cooperate with you. Because  part of your country's business man have bad business reputation, a lot of regular, legitimate Chinese businessmen received a lot of damage from them, which is why I asked you so much, please forgive me for being unfriendly act.
You know, international trade is a high-risk behavior, so we both need to be carefully and cautiously. I believe that every businessman like care, professional partners.
Please check the attachmment, you will be find you want.
Thanks and regards
他回信了，说价格高
日　期：         2008-12-02 17:10:25
Thanks for your mail...is good you understand that everybody is not a bad businessman...coming to ther price list,pls the price is on the high side ...pls reduce it and give me your last price,,,At this price  ,i cannot sell and there are others in Nigerian mkt brought in from China,,,pls give me youe bottom price...Thanks and waiting your reply
我就给他来了一个解释
我从公司的角度出发，我自己想给你降价，但是公司要生存下去，没有办法。通过我的努力，给你将里-10美金（顺便说一下我们产品的价格是比其他企业要高，因为我们不想和他们打价格战）
日　期：         2008-12-03 14:21:33
Dear Mr
1>Great man think alike: Everybody is not a bad businessman （之前和一个国内朋友打了赌，我要把这句话用上）
2> keen  Competition & trade reputation：From a company's long-term development, Ｃredibility and Reputation is very important, how to maintain it better reputation? only to rely on top quality and good service, not cheap price
  A lot of Africa customers from some manufacturers in China, where low-cost purchase of a lot of low-quality products, the price is very cheap, selling to the African market. So a lot of  Africa customers think that have Chinese-made products are very cheap, poor quality. Prior to clients in Africa have told me that he bought the 10KW generating units, but the only real power is 5KW
If you would like stand on the local market, long-term development, and hope to gain a good reputation, you must provide customers with high-quality products. Although Chinese-made products have not better than  Japan, the United States, but they are relatively affordable, highly cost-effective。
From my view, I would like to give you a very low price, you can sell it easyliy, and in the future will be more and more orders. However, I work at the company , if there is no profit,  the boss will not agree with it. We also rely on a certain owner of the company's profits to maintain normal operations, and develop new products. In the highly competitive society, there is no innovation is to be bankrupt。
But there is good news to tell you that I have been talking like the boss,
the company decided to cut price each machine can be 5-10 U.S. dollars, specific price according to your  determine  number
I have do my best for it.Wish you can understand
以上翻译来之电脑
他今天又回信了
日　期：         2008-12-03 19:25:16
Thanks for your mail...will get bk to you after checking,but still think that the price is on the high side....
由于客户还在交谈中，故还不知道以后会怎么样。有情况再与大家分享。

昨天晚上一个在香港的加拿大人，给我电话，英语很标准，但是我的英语太差，没有听懂几句，好像是他秘书给我的报价和文件弄丢了，要我再发一下，然后他讲了什么英语没有听懂，他就开始大笑，我也只好陪着大笑。真的不知道是什么意思。有前辈给点指点提高英语的手法不？ 谢！！

客户新回信了，谈到要来华。不知道来不来我司。9号要回老家参加叔叔女儿的婚礼了，要耽搁几天。有新情况，我会尽快通知大家。