一份成功的经典外贸询价与回复全过程

我从去年八月份正式做出口销售，一开始就是漫无目的地到处在网站上发布免费信息，但反馈却不多。后来陆续接到一些客户的询价，有的虽然是阀门询价，但我们是专门做船用阀门的，跟我们的产品却不符。直到九月份的时候，一个泰国客户要求给报空气管头的价格。我很高兴，当天就给他回复了一封邮件：

Dear Mr Praisan Seepai,

We thank you for your inquiry of 9th September for air vent head.

At your request, we are pleased to quote the price as follows.

JIS-KS91A-121 Air Vent Head Price List

You will observe that the prices quoted are very reasonable. I confident that we will begin with a happy working relationship.

Our company also manufactures JIS valve and flange. Pls note the attachment.

Your prompt reply is appreciated.

Thanks & best regards,

Ms Cherry

过了二天，客户回复说，要求发一个样品：

Dear Ms. Cherry,

Thank you for your quote and very good price for us.

Please give me the product specification of Air Vent Head such as material and spec of each component.

Because we have to confirm your product before order or please give me sample 1 pc of 5K-50 and send to me:

**************(address)

Regards,

Praisan


我一看，客户这么快就想要样品，我得先让他确认一下图纸及一些细节问题，毕竟要寄到国外去邮费也不便宜呀（我们做的是阀门一类的铸铁件，都比较重）。于是回复他先传图纸请他确认：

Dear Praisan,

Hope the mail finds you well.

Regarding the product specification I will send you a sample of 5K-50 as well as two drawings by EMS. Pls confirm me if you receive.

I attach two drawings of 5K-50 and 5K-100.You will see the construction of the air vent head according to the drawings.

If you want to learn more details,pls feel free let me know.


Best regards,

Cherry


收到图纸后，客户又发邮件要求说明每个部件的材质：

Dear Cherry,

Thank you for your drawing.

In during waiting the sample, could you please tell me the material of each component because you are drawing not any information about details?

For my order the quantity total about 100 pcs, could you please confirm me for the shipping cost.



Regards,

Praisan

于是，又给客户发了一份每个部件材质名称的组装图，并告知客户 海运 费的情况：

Dear Praisan,

Hope the mail finds you well.

Regarding the material of each component, pls note the attachment. The numbers are according with those exploded figures I have sent to you.

The shipping cost is about 25 USD per stere.

Looking forward to hearing from you soon.


Thanks & best regards,


Cherry


很快，客户又发邮件说要订货。我心里这个高兴呀，主要咱是新手，第一次在网上接触国外的客户，虽然他要的量很小，但心里还是很受鼓舞：

Dear Ms. Cherry,

I have emergency order Air Vent Head each 10 pcs for:

5K-50 10 Pcs

5K-65 10 Pcs

5K-80 10 Pcs

5K-100 10 Pcs

5K-125 10 Pcs

Please confirm with delivery to us (ETD and ETA date???)that I required within 7 days.

About the sample of 5K-50, did you already send?

Regards,


我马上给客户重新报价，并详细询问了发货前的情况：

Dear Praisan,

Hope the mail finds you well.

Pls note the information as follows:

1] The price we quoted to you is FOB .

2] The ship will leave Qingdao on September 18th, 2005. It will take 12 days to Bangkok. The cargo will arrive there on about September 30th, 2005.

We should send the goods toyardon September 16th, 2005.

3] Would you pls to remit the payment for goods? We will deliver the goods when we receive the copy of bank receipt.Regarding the total account pls note the attachment.

4] Our bank account is:

*******************

5] If you need insurance? Pls confirm the details.

6] I have sent the sample already and you will receive tomorrow.

Pls confirm if you accept the items above. If you have other questions, pls contact with me asap.

Your prompt reply is appreciated.


Thanks & best regards,


Cherry


本以为单子的事差不多了，谁知道客户突然又想要求我们发65A的几件，还要求发TNT。我赶紧联系TNT，询问好运费后，就请客户确认。没想到，好多天过去了，客户再也没有邮件来，样品也不知道收到没有。9.16号，客户终于回复了：

Dear Ms. Cherry,

I received your sample and now already send to our engineering dept. to check

and will inform you soon.


Regards,

Praisan

然后又是好几天没有消息，而且也不提订单的事了。我忍不住又给客户发了一封邮件：

Dear Praisan,

How are you? Hope everything is ok with you all along.

For several days no news from you. Now I am writing for reminding you about your order for 50pcs air vent head according to your relative inquiry. Any comments by return will be much appreciated.

By the way, how about the sample of 5K50? If still pending I would like to supply more details to promote an opportunity to cooperate with each other.

Looking forward to your prompt response,

Thanks and best regards,


Cherry

过了几天，客户回函，又要求报别的阀门的价格：

Dear Cherry,

Sorry for reply late,

Now we are present your product to our customer and got good feed back and right now waiting for order.

Our customer strongly request also for Cast steel valve as details in attached file.

Could you give me the quotation as soon as possible, also required certification for cast steel valve. Please fax or send e-mail to me for the certification.


Regards,

Praisan

于是，我又给客户报价，其中有一种产品我们不生产，我也只能如实相告。客户要求船检证书，我也将证书复印件传真给客户。

Dear Cherry,

I already receive your certificate.

Then, I will forward to our customer and waiting for final confirmation.

Regards,


Praisan

Dear Cherry,

I already receive your certificate.

Then, I will forward to our customer and waiting for final confirmation.


Regards,


Praisan

然后，客户又是好多天再也没消息

到了十月底，我们有个另外的客户要在泰国那边供船，当时我想可以直接让这个客户给供。于是发邮件让泰国客户跟另外的客户联系，没想到双方在价格上谈不拢，最后还是从我们工厂直接发到泰国那边去的，由代理给供的船。虽然没有合作成功，但我一直没有放弃。因为我们的产品比较单一，这个客户虽然一直没下单，但需要的正是我们生产的产品，这个机会可不能轻易放弃。快到元旦了，我又给客户发了一封邮件，问候新年好，顺便介绍了我们的新产品：


Dear Praisan:

Hope everything is ok with you all along.

For several days no news from you, my friend.

Now I am writing for informing you about our new products.

Three days ago you asked me to offer cast steel gate valves, but we can not supply.

Now I am glad to inform you that we can produce cast steel valves such as F7366, F7319, F7320, F7471, and F7472.

Pls note the attached product list.

We believe that you will find some attractive additions to our products.

Once you have had time to study the product list, please let us know if you would like to take the matter further.

Any comments by return will be much appreciated.

I would be very happy to have opportunities to be on service of you in the New Year.

Looking forward to hearing from you.

Sincerely,


功夫不负有心人。过了元旦，客户又发来了新的询价：

Dear Cherry,

I have new inquiry as below, please confirm price base on CIF .

1.Globe valve, bronze, 5K-32, 20 pcs

2.Globe valve, bronze, 5K-15, 20 pcs

3.Angle valve, bronze, 16K-25, 20 pcs

4.Globe valve, bronze, 5K-25, 20 pcs

5.Angle valve Screw Down Check, Cast Iron, 5K-200, 1 pc

6.Globe valve Screw Down Check, Cast Iron, 5K-250, 1 pc

7.Angle valve Screw Down Check, Cast Iron, 5K-250, 1 pc


Regards


我还是一如继往地当天给客户报价，到了2006.2.7，客户终于确认了单子，虽然是个试订单，量很小，但我还是很高兴：

原文：（希腊邮件）

Dear Cherry,

Cc Praisan,


I would like to confirm order as below :

>1 Bronze globe valve F7301 5K15 QTY(PCS) 20

>2 Bronze globe valve F7301 5K25 QTY(PCS) 20

>3 Bronze globe valve F7301 5K32 QTY(PCS) 20

>4 Bronze angle valve F7304 16K25 QTY(PCS) 10

>5 "Cast iron globe screw down check valve" F5353 5K50 QTY(PCS) 15

>6 "Cast iron angle screw down check valve" F7354 5K200 QTY(PCS) 1

>7 "Cast iron globe screw down check valve" F7353 5K250 QTY(PCS) 1

>8 "Cast iron angle screw down check valve" F7354 5K250 QTY(PCS) 1

>9 Air Vent Head size 3" 1 Pc (We would like to see it as a sample.)


Could it be a better time than 30 days?

Especially for Air Vent Head, if possible could you please send it as a sample by air. And If the quality is OK. We would like to order from you.

Anyway, Please give me for Performa Invoice as above details.


If you have any problem please let us know.

Thank you very much for your kind support.


然后客户要求做PI，并将以前发的样品的费用加在里面：

Dear Cherry,


Please revise Valve 16K-25 qty. from 20 pcs. to be 10 pcs. as my latest confirmation. So please revise your Performa invoice again. Thank you very much.


And for last sample that you sent to us.

Please add with this lot only payment of Air vent head But for transportation please support us.

After receive P/I, I will payment 30% as you're requested.

Please confirm estimate time ETD China base.


Regards,

Praisan

剩下的事大家都猜到了，很快客户打来30%的定金。货齐后，我给客户发邮件，然后我们收到了其余的70%货款，接着就发货给客户。收到货后，客户很满意。很快地，到了三月份，客户又发了新的询价单。当然，中间也是一波三折。上个月，第二个订单也定下来了。现在客户的款已经全打过来了，船期已经定好。我想，下面第三个第四个慢慢都会有的。