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阿连最近很不爽，怒气值满满的，因为感觉被一个印尼客户耍了。
I was in a bad moon and in a rage recently, because I felt to be fooled by an Indonesian customer.
事情的经过大概是这样的，之前阿连在网上找了个不错印尼客户，特地在客户的网站上了解了客户的产品信息情况。感觉客户的品牌应该在该市场挺大，所以大力开发，亲自打电话到客户的办公室推荐我们的产品，庆幸的是，很顺利地便拿到了客户老板的邮箱地址，阿连不敢拖延，马上给客户发送我们的开发信介绍我们公司，进行我们的产品推荐。
The process was probably that, I found a good Indonesian customer before on the Internet, and specially got to know the information of his products on web. He might have large market so I developed vigorously, calling him to recommend our products personally. Fortunately, I got the email address of his boss, without any delay, I sent the development letter immediately to recommend our products.
几天后终于得到了客户的回复，据客户介绍，他们有中国的办公室，会派遣他的中国经理来拜访我们的工厂。客户来看厂，我们是大大的欢迎，可是当时客户还并不是十分了解我们公司，包括产品的定位等，所以为了提高成功率和不浪费客户时间为原则，我们更希望客户在来之前对我们的基本情况和产品情况要有所了解，于是我们建议客户先了解一下产品和选定产品，我们给予报价，给客户提前参考。
A few days later, I got his reply. The customer introduced that they had office in China so would ask manager in China to visit our factory. We certainly welcomed their visit, but he didn’t know our company completely including products positioning and so on. For the sake of increasing success rate and basing on timesaver, I hoped customer could have a general idea of our company and products. Hence, I suggested that customer could know more and choose products and then we could quote for his reference in advance.
这一举动让客户以为阿连对他们有所怀疑，于是客户把自己的公司介绍和PPT，里面包含了各种奖项、照片、甚至有他们前总理拜访他们工厂，国家王子亲自为客户颁奖，与中国行业内龙头老大的各种合照等等，简直亮瞎了阿连的钛金眼，吓死宝宝了。
What I did made him think that I doubted him. Therefore, he sent company introduction and PPT which contained many awards, pictures and even the pictures about the ex-Prime Minister’s visit to his factory, prize presentation by the Prince and pictures with big bosses in China and so on, which shocked me a lot.
好吧，阿连是相信你的，我只是要你挑产品而已，你别逗我了。阿连不管你有多少这些有的没的，虚的、实的，阿连只是想成功签一张单而已。
Well, I trusted you but I just asked you to choose products. No matter how many awards you had, what I care was one order.
因为据阿连对印尼客户的了解，价格才是皇道。最终，客户在我们的坚持下，还是选择了产品，我们也马上为客户提供了详细的价格单。
According to what I know about Indonesian customers, price is the king. Finally, with our insistence, the customer chose product and we also provided the customer with the detailed price list immediately.
第二天客户便反馈要来拜访我们的工厂，好像好事将近的样子。客户拜访完工厂之后，事情却来了个360°的大转弯，原因居然是：客户的老板说我们不是工厂，而是贸易公司，所以不可能会跟我们合作。
In the next day, the customer said he wanted to visit our factory. It seemed something good might happen. However, the matter changed absolutely after the visit. The reason was: their boss said we were not a factory but a trading company, so they wouldn’t cooperate with us.
阿连为了彻底弄清楚事情的缘由，先向中国经理了解情况。客户故意不接电话，直接把我拉入了黑名单，微信也把我删除了，阿连意识到可能是中国经理在做手脚。既然这样，阿连只能直接联系印尼的老板，为什么他们中国经理已经来看过厂了，也拍了照还会误以为我们是贸易公司呢？带着这个疑问，印尼那边给我们的答复是：他的经理没有提供我们产品最基本的机械图片。是阿连把现实想的太美好，让我误以为客户只是表面肤浅，但作为一个专业的买家，又怎会通过这些事情判断？
To make it clear, I got to know the reason from his manager in China, but he didn’t answer my phone deliberately, even putting me in the blacklist and deleting my WeChat number. I realized that the manager in China may do something on purpose. Since that was the case, I only had to contact with the boss in Indonesia and asked the reason why they misunderstood us as a trading company since their manager had visited our factory. With my doubt, I received his reply from Indonesia: their manager didn’t offer basic photos of machinery. What I thought was too perfect. As a professional buyer, how could they judge by this matter?
虽然觉得客户的理由很可笑，也知道这一单不可能成功了，但阿连还是把机械，生产线，车间的各种照片发给了客户，并标明我们所有的文件显示的都是我们的公司名。然后再联系客户的时候。如我们所料，客户只是找个借口搪塞我们。
Ridiculous as the reason was, I knew it was impossible to cooperate with this customer. But I still sent all pictures about the machinery, production line, and workshop and so on, marking our company name of all files. When I contacted with him again, as expected, he just paltered me with an excuse.
阿连真想说，这位印尼客户有钱任性，看厂只是为了好玩而已。
I want to say: this Indonesian customer was rich and capricious, and his visit of our factory was just for fun.
原创作品，欢迎转载，请标明出处：外贸连（微信号：LWG-8888)
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雷达卡
发表于 2015-9-8 12:31:13
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