外贸客户又又又返单了，简直是天使本使（附遇到天使客户的秘诀）---莆田外贸网站建设-莆田外贸网站推广-莆田谷歌推广
* 来源: * 作者: admin * 发表时间: 2023-08-25 15:22:23 * 浏览: 3
外贸客户又又又返单了，简直是天使本使（附遇到天使客户的秘诀）---莆田外贸网站建设-莆田外贸网站推广-莆田谷歌推广
我又又又遇到了一位“天使客户”，这位客户是老客户介绍的，他不仅不砍价，还付款爽快，成交速度贼快，简直是天使本使。---莆田外贸网站建设-莆田外贸网站推广-莆田谷歌推广
01
第一次合作
美国客户Kevin, 是去年经一位老同事留下来的客户Boris介绍而来。
Hi there,
My friend Boris Kostov from Boko *** recommended I contact Shiji LED.
I am looking for 100 LED strips, cut to custom lengths with waterproof connectors at each end.
Please send me the order form and I will fill it out right away.
Thank you!
Kevin Bracken
因为他没有具体说明是哪款产品，所以我在回复时附上了几款常规热销产品的价目表。
邮件内容如下：
Hi Kevin,
So glad to get your email, and thanks for Boris's recommendation.
I'm sending you the price list with IP20 non-waterproof for some items in the attachment, which can be cut with custom lengths.
Is it possible to let me know which item you prefer?
And the order qty and requirements please?
As you said you want waterproof connectors, if so, I think IP68 is needed, right?
Let me know please. Thanks!
Kindest regards,
Elisa
所附价格表里，并没有客户要的那款灯带，不过我们也可以做。之后，客户确定了具体数量和要求。
Hi Elisa,
Please see the attached spreadsheet. It’s a total of 197m of LED strips, cut into 116 pieces of different lengths.We’ll need each length cut to size, IP67 silicone sleeve, and two IP65 waterproof connectors on each end. I included a photo.---莆田外贸网站建设-莆田外贸网站推广-莆田谷歌推广
We also need:
▪ 30 IP65 4-pin T shaped connectors
▪ 20 IP65 4-pin male pigtails
▪ 20 IP65 4-pin female pigtails
Thanks!
然而，订单中提供的某些灯带长度是做不了的，于是我邮件给Kevin做出解释。
Hi Kevin,
Thanks for your order update.
However, attached lengths are not available for 60leds/m strip.
For example, if 22cm, the LED QTY=60*0.22=13.2LEDs
The number of LEDs is not an integer, so this length cannot be cut according to requirements.
We can convert the length of all the yellow parts into integers by rounding up, but it will not meet your length requirements at all.
That means if 13.2LEDs, we'll do 13LEDs, please refer to the green parts in the attached sheet,whether to change the length to fit or rounding option?
Please let me know your opinion. Thanks!
Kindest regards,
Elisa
得到Kevin的确认，如下：
Hi Elisa,
the lengths in green look great!
Thanks very murh.
再然后，更新PI，最后付款。
因为他的订单款式比较多、杂，我在发货前，给他拍了产品实际的照片，以确保没有出现差错。
总之，第一单整个成交过程还算顺畅，而且没收到任何不良反馈。有句话叫“没有消息就是最好的消息”，这也为之后的返单打下了基础。---莆田外贸网站建设-莆田外贸网站推广-莆田谷歌推广
02
老客户介绍的客户的优势
我相信，所有外贸人都喜欢这种成交速度快、不砍价、又付款爽快的老客户介绍的客户。
我个人认为，老客户介绍的客户，具备以下三大优势。
1、成交率比较高。客户的目标性很强，基本上手中都是有实际需求的，不然他也不会主动上门。
2、会让双方产生本能的信任感。因为熟人介绍，会对对方本能地产生好感和信任，双方无须过多的磨合，也无须经历信任度的考验。
3、返单率很高。如果第一单没出现什么问题，客户复购的概率很高。相较于那些通过其它渠道获取的新客户，这类客户的忠诚度会高得多得多。
03
客户返单了
这不，Kevin今年就又返单了！
其实今年4月份的时候，我给Kevin推荐过一款新产品，但是他并没有回复。
就在上个月，突然收到Kevin的新订单。
Hi Elisa,
we are working on a new project this year, hoping to order some custom LED lengths with waterproof connectors, Please see both tabs on the attached spreadsheet, let me know how much it will cost and we can go from there.
Thank you!
新订单和上次差不多，都是款式又多又杂。我按他的数量要求做了PI，并确认了材料库存，回复了大概的生产周期。---莆田外贸网站建设-莆田外贸网站推广-莆田谷歌推广
一天后，再次跟进：
Hi Kevin,
Elisa again.
Could I get any further updates about this order please?
Production can be scheduled in advance if the order is confirmed.
Thank you!
Kindest regards,
Elisa
第二天早上，Kevin发来了付款水单。
Hi Elisa,
thank you for following up. I just initiated a transfer, please see attached. If it is slightly over, we can apply it to our next order.
Thanks!
相较于第一次，这次订单更加顺畅，从下单到付款一气呵成。
惟一不同的是，Kevin多付了钱，而且需要在下一张订单中返还。
之后，我回复他：
Hi Kevin,
Thanks for your payment update.
No problem, the overpaid can be returned to your next order.
I'm going to arrange the production now.
Any further delivery update, I will let you know immediately.
Kindest regards,
Elisa
几天后，款到账。我再次邮件告知Kevin，并告诉他具体到账和需要返还的金额。
Hi Kevin,
How are you?
We received the money today, the received amount is 1088USD.
The overpaid 50USD will be returned to your next order.
I think it's possible to ship your order within this week or early next week.
Thank you!
Kindest regards,
Elisa
我之所以再写这封邮件，一是为了告诉他钱已收到，让他放心；二是告诉他具体到账金额，以及需要返还的金额。---莆田外贸网站建设-莆田外贸网站推广-莆田谷歌推广
做生意，一是一，二是二，必须要严谨一点。
04
又又又返单了
就在前几天，Kevin邮件说，又有一张小单要下。
Hi Elisa,
please see the attached spreadsheet for a new order of strips and connectors,
thank you!
告诉我具体数量之后，我发了PI给他，并把承诺退还的50美金减掉了。
并顺便告诉他，第一单的实际重量29KG，不是18KG，可能加上多付的那50美金，运费还不够。
Hi Kevin,
Thanks for your new order.
Please check PI in the attachment.
The overpaid 50USD was reduced in this new order.
lf it is paid, please let me know in advance, and maybe it can be shipped early next week.
By the way, your 1st order can be shipped later today.
I'll let you know Tracking number soon.
Kindest regards,
Elisa
尽管我告诉客户运费不够，但我还是信守了承诺，把之前多付的50美金在新订单的PI中减掉了。
而Kevin在付款的时候，却把那50美金又主动加上了，等于帮我弥补了上次订单欠收的运费。
虽然这只是小小的50美金，但是相较于那些为了几美金就斤斤计较的客户来说，Kevin绝对称得上天使本使了。
这也是在我的意料之外又情理之中的事，我原本也没想着他能补回欠收的运费，但是少收运费这事，我必须得让他知道。---莆田外贸网站建设-莆田外贸网站推广-莆田谷歌推广
05
总结
遇到天使客户的秘诀
类似这种事情，我其实遇到过不止一次。
我始终认为，真正nice的生意人，是不屑于占这小小的“便宜”的。
诚信、正直是商人的基本准则，也是生而为人的基本道德底线。
做生意好比做人，人做好了，业绩自然不会差。
因此，堂堂正正做人，本本分分做事，这是遇到“天使客户”的前提必要条件。
想要遇到“天使”，不妨先把自己变成“天使”。
共勉！
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