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继续真实外贸路第二阶段：从wwwwikip

hoony：继续真实外贸路
第二阶段：
从www.wikiparts.com中又弄到100多个美国客户，这次也是建档开发。从10月9日开始又一个群体的轰炸。
第一次轰过去，都没动静，3天之内进行3次轰炸，有1~2个有反应。之后尝试用GOOGLE来一个个的调查这些客户，看看是不是没找对人，没找对邮箱地址。邮件不行，就传真，美国的传真号或邮箱地址有效性还是蛮高的，不像“偏远山”区的不是系统退信就是传真号无效。
目前这个群体继续研究中，只要他们也是做这个产品的，和我们的价位质量合适的，我觉得还是不能暂时放弃的。
来说说，我都遇到了什么样的客户和我都是怎么处理的，希望大家看了之后也写下来你么会怎么处理，相互学习：
A客户：
先给他个开发信：
Dear Mr.Reinaldo Gonzales,
BTB Co.,Ltd here,export
CHINABEARINGS with good quality and low price in China.
Call me,let's talk details.
之后他回了说：Please send us literature of Chian bearing / BTB Co. Ltd.
我就如下回了：
BTB Co. Ltd.
as a trading company of China bearing and samll parts,has been more than 10 years.
For larger & stronger domestic manufacture support chian,we do respond rapidly.
Our main product is without Brand but which is durable and economical.And professional team well understand what is right for our customers.
We are going to do some well brand bearing if we manage more competitiveness.
For good service,would u let me know your main market or talk anything u like?
估计够蹩脚的，他不理我了，我就又问他：
What do u think about literature of China bearing?
Or have u imported China bearing for your customers?
他的前台小秘回我了：
We only imort engine bearings, crankshaft（发动机曲轴） and connecting rod bearings（连杆轴承） and camshaft（凸轮轴） and piston pin bushings（活塞销衬套）. We do not import ball, roller or cylindrical bearings.
考虑到这和本公司经营的产品匹配度差的远了，这还跟个什么劲啊。因为我的职责就是拿询盘，拿批发商的询盘，拿常规产品的询盘，拿大家上手就可以做的询盘。可悲~

B客户：
我在国外客户的网站看了客户的产品描述，什么名字啊特性啊，多半没看明白，就顺手用在了我们阿里上发布了个产品。有个生产胶带的厂家的采购就阿里旺旺留了言：
Hello,
I am searching for one way drawn cup needle bearings (clutch bearing), in the sizes 17 x 23 x 12 or 18 x 24 12.
Do you have these, or can you make these?The two way normal needle bearings do not interest me.
这个东西我当时就不明白是个什么，资料都懒得查就发给经理了。当时他急着去广交会，临走时说，可以做，问问多少件，10000件就做，好像还要开磨具。我就如下回复了：
We promise that we can do,but we need a new mould.
If quantity is not less than 10,000 pcs per size,we will take steps below to finish this project:
1.Check our price and delivery->2.Check our drawing->3.Check samples->4.Place order.
Payment term:
1.40% deposite for new mould(we take 60% for new modle)
2.30% deposite for order(40% deposite for new mould before will change to be deposite of order accordingly )
3.70% balance for order after receive BL copy.
We can contract after we have check price and delivery to restrict both of us.
We shall be very glad to have your advice on this project.
客户当晚上班时如下回复了：
Thank you very much for your prompt reply.
I would like to better understand what is involved.
I think the 17 mm or 18 mm O.D. 12 mm wide drawn cup shell is standard so you would not need a mouldfor it.
I would assume that the needles themselves are the same as in a standard two way bearings.
This leads me to believe that you would need a new mould for the plastic cage to accommodate the sprung.
If I am wrong please correct me. Can you give a rough estimate on your mould expense?
I look forward to hear from you.
客户说他觉得是标准件，无需开模。我翻了NTN样本才找到有两个型号和客户说的很相近，但经理说了不是常规的，所以我就照着NTN样本做了张图纸让客户确认。
客户也确认了是哪个比较像他要的那种产品了。但还是没告诉我们能订购多少件，还是先问清底细再说吧，我就如下问客户:
We are going to offer the right bearing for you.
Pls let us know the quantity you need for this order and your company details first.
My pleasure to receive your quotation.
客户也介绍了自己的公司，说了这个产品要用来做什么的，之前别的公司提供的产品哪些地方不合格。这下对客户的想要什么产品是明确了。客户如下说：
We hope to have a thousand ordered from these, but for this phase we need only 10 to confirm that we are ready to mass production.
I would like you to submit quotation for 10, 100 and 1000one way bearings for both sizes: 17 x 23 x 12 and 18 x 24 x 12.
可见他的需求量也就1000件，太少。
要是我知道开模的价格，1000件的成本，再给他加个20~50%的利润，貌似还可以进展下去。可惜我不知道。中国人也不愿意做这种貌似无利可图的生意。冷清，无比冷清~还是要询盘，要有利可图的询盘，更可悲~

C客户：
这个客户呢要是开发信就丢来了两个询盘，想都不要想肯定是别人不能做的了。这个客户天天在SKYPE上呆着，奇怪的是他每天我在上班的时候他也在，我就针对他的询盘跟他聊了几句。因为提供不了我也就不跟聊了。

关键是我现在在社会上混的没心情聊天，觉得不认识的人有什么好聊的，聊天气，聊心情？假的不行。放在刚毕业的那会估计口若悬河了。看来这个现状很不好。想想老美都那么开放，我就突兀地打个招呼会怎么地？随便说两句也算提高下自己的英语，总比没事做在那边胡思乱想好。大不了大家不做生意，随便聊聊，心情好最好！

昨天周一，整个没精神。今早坐车那会，突然觉得自己最近对什么都不感兴趣关键是自己做什么都不乐在其中，急冲冲地向前，向前，忽略了行进中的风景。所以到了公司很快的投入了工作。

最近没有询盘，都不好意思见经理了。但是没办法，每天下班还要像例行公事一样要跟他老人家打声招呼才行。昨天听见《倒插门》里田冲说：自己的心情和周围的心情是相联系的。快乐会被感染。虽然没什么好开心的，但还是傻呵呵地笑笑吧。单子不来，也不至于心情不好。

心情小结:看云起云舒，波澜不惊！生命不止，继续摸索！