萧香：贪得无厌的客户让我忍无可忍
这个客户从一开始就告诉我们,他知道我们所有的产品,并且要求我们提供样板
这不足为奇,毕竟我们经常去参加各种展会,只要对我们的产品稍微感兴趣的采购商,我们随时免费提供样板和目录.
于是我发了邮件过去,大致是感谢他对我们产品的关注并告诉他我们可以免费提供样板,但是需要他自己承担邮寄费用.
客户在几分钟内就回复了邮件,原文如下:
Dear Jane,
Pls tell and offer what are the best items you can made and offer with competitive prices?
If you cannot submit the samples to ours customer for examine , cannotstart to business.
Why & how come need send by FedEx..etc, You don't know China have manycheaper express courier??
Are you a Chinese?? or Your Factory is inMainland/ China.??? there areS.F express form your factory to Hong Kong courier fee not more than HKD or RMB $50.00
(a) (1).....
(2).....
(3).....
(4).....
(b) (1).....
(2).....
(3).....
(4).....
(c) (1).....
(2).....
(3).....
(4).....
PLs explain what is meaning: EXW or GZ??
Yours faithfully,
Tom
这里要插播一段,因为客户是香港人,我只有他的英文地址,我们寄英文地址的客户从来不用顺丰.
萧香：曾经通过顺丰寄过一次样板去香港,但是过来取件的顺丰的人说,我们的英文水平没那么高,请给我们提供中文地址.
地址这东西很难翻译的准确,后来为了图方便,只要是英文地址就选FedEx or DHL or UPS..
没想到被他奚落一顿.
顿时弄的我心情很糟糕.
只好再次麻烦顺丰了.
萧香：东西寄过去了,他又不停地发邮件过来要求我提供报价.
我想,新的客户,他找供应商肯定要货比三家的,于是每一份报价我都做的很认真,很用心地回复每一封邮件.
客户收到样板后,对我们的样板和质量都很满意,于是就说要下订单,也把采购单用附件形式发了过来,还说第二天要从香港飞过来,给我订金.我很开心,因为一般见了面就说明做生意有看头了.
于是赶紧通知老板,收拾需要的资料.
第二天,客户又告诉我,他不来了,他的同事过来,会和我详细谈合作的事.虽然有一点点失望,但也还算有希望.
中午的时候,接到陌生来电,客户的同事,他告诉正在来我们这里的途中,我告诉司机详细的走法,就在板房开始等他.
glume：好象还没有写完的样子？
先顶一个吧．．．
萧香：见面交谈是很愉快的.
从交谈中,我得知他们的产品是面向整个欧洲市场,并且他本人是常驻在中国大陆,各处都有他们的供应商,他此次来佛山,不光是来我们一间厂,还有其他一些产品的供应商.
他只待了不到2个小时,就说去赶去另一家工厂,匆匆告辞.
有点失望,但人家总算是到过厂,看过你的东西,跟你的老板交流过,做生意的可能性很大.
临走时,他还特意问我,有没有什么需要带给TOM的,我很奇怪,我前一天才给他寄了很多样板,怎么还要我带什么东西给他.
然后我就摇头没有,看得出他有点失望.
萧香：他走了没多久,TOM就发来邮件,要求我给他准备样板,并且列出我们目录上的编号,除此之外,还要求我给他们提供近期生产的新样板.
我真的很奇怪,从来没有客户这样的要求样板,昨天才寄的,今天又要.
有些客户从我们这里拿样板却到别的厂家生产,我担心客户也是这种人.
就跟老板说了情况,老板之前也跟客户交流过,认为是比较有潜力的客户,加上我们老板是那种比较自大的人,他说这个没什么,他什么给他就是了.
我给他准备了样板,然后送到TOM同事所在的旅店.
Vic811：不会是骗子吧:o :o :o :o
xwbaby001：感觉是想要些当地特产什么的，好象是想让你们意思一下，赶紧的啊！！1 ;P :$
SOHOer：小心是E-BAY的卖家哦。免费拿样品。
另外，SF到香港，可以写英文地址的。
萧香：他的同事第二天就把样板交到他手上,他表示很满意.
发邮件过来,告诉我因为需要测试样板,要我先提供他3G(1G=144PCS)的样板.
一般情况下,我们提供给客户确认的样板不超过20个的.(当然,为了开发客户,头一天让他同事带给他的样板远远超过100PCS,而且那个是老板已经同意的了)
我有点犹豫,3*144=1296,已经是我们做货的数量了.
我告诉他需要先收货款,他表示没问题,并且说前面的订单先不要做,先做这3G,因为他付过定金,我算了一下,正好是3G数量的货款.
我心想这家伙好奸诈.
萧香：为什么我写那么多竟然只有一点点呢?
萧香：但是想归想,工作还是要做.
车间的生产马上就安排了下去.
这时,又收到他的邮件:
Hi Jane,
Pls produce *** , colorDark Pewter ,qty: 6,200pcs/set.
ASAP. Andpls advise us the best price.
Pls inform the best delivery date?
B. Regards,
Tom
我按照常规报价了,很快就收到他邮件,嫌价格太高:
Hi Jane,
Sorry! Unacceptable! Pls cancel this order PO#N-4350.
B. Regards,
Tom
我觉得很奇怪,因为是常规报价.于是我跟他解释:
Hi,Tom,
I'm sorry to hear that you decided cancel the order PO#N-4350.
The price I gave you is the reasonable price.The smaller product,the more damage.If the unit price is 5.8set for full brass,we will lose money.
We do hope bulid nice business relationship and both win on this part!
So,please do understand our condition! Many thanks!
Jane
JOJO2007：我感觉你们的客户好贪婪，好像使劲的想拿别人的东西一样，鄙视..
萧香：他的回复仍然很快速:
No! This was unacceptable!
Dear, In HK we purchased many ,over than 2 million in every season and over ordering over 8-10 years. In recently copper material gone up high,it was only around HKD6.80/pcs/set.
Yours faithfully,
Tom
那是绝对不可能的,香港的市场我们了解,不可能会比我们低,但是不好直接说明,于是我回复:
That's all right,Dear Tom.
As you said,the copper material gone up high,so did it in mainland.
On the other hand,the order is too small,there will be more waste for us.
I should tell you the truth that,our boss gave the price which is 7.4RMB/set to another big client,his quatity is 100thousands per month!
We do hope bulid nice,reliable and long term business relationship among ourselves!
So,would you like accept 7.4RMB/set for this order?
And do hope you can understand our condition.
Best Regards
Jane
我们已经作出了很大的让步了.可是他的回答:
NO!
简洁明了.
我也很简单:
Let's have your counter-offer,please.
萧香：他的回复:
dear Jane,
May be next chance. Will come a better qty. need your service later.
thank you.
Yours faithfully,
Tom
我觉得很郁闷,但是他既然都这样说了,我还有什么好说的.
Hi,Tom
Thank you for your email!
Though we lose the chance for cooperation at this order,It's very nice to meet you!
If there is anything we can do for you,we spare no efforts in endeavoring to be of service to you.
It's time to bring weekend again,I wish you have a pleasure weekend!
Best Regards
Yours faithfully,
Jane
第二天,他真的发了他的所谓" better"订单:
Hi Jane,
Pls quote your best price of below items;
*****
*****
Yours faithfully,
Tom
也没有说数量,只是把那款产品的常用型号列了出来,让我报价.
这个时候我已经很烦他了.然后就把情况告诉了主管,主管说无所谓,你先报给他.
看他怎么回答.
萧香：仍然是常规报价发了过去,并问他具体要什么型号的.
很快他的回复就过来了:
Dear Jane, May I know how long you work in this industry?
As I send to you the information was very Clear!PLs asking your Boss .
size: is 12.5mm/15mm/ 17mm/ 20mm/23mm with different 2type : Spring type and Ring type??
color: base on Anti-brass/ Dull Nickel/ Dark Pewter.
Pls study below our message again, could you mind.
***All color and standard must be Europe market regulation and requirements.***
Yours faithfully,
Tom
又被他奚落了一顿.但是我仍然搞不明白他到底要什么样的型号,于是我自己安慰自己,也许每个型号他都要吧.
重新把前面的报价发了过去.并且回复:
Dear Tom,
I have worked in this field with two years experience,so I am familiar with the products,though I joined in this team for half an year.
Another thing,I always try my best with work.
Any question,please do not hesitate to contact me.
Best Regards
Jane
这是他的回复:
Hi Jane,your factory prices do not workable.
Anyway for of your good try.
Pls advise our last order when can you deliver to us?
We expect on /before 24 May 2007 arrive to HK our office.
We look forward to hearing you soon.
Yours faithfully,
Tom
萧香：我告诉他很快之前的产品会在预定的时间到达香港,并且解释了我们的价格.
希望他能告诉他的期望价格.
但是他的回答让我大为光火:
HI Jane, First pls must bedeliver the "Life-Line' before 24May, 2007 arrive to ours HK office.****
Regret that all your quotation doesn't work! We don't want to negotiate or bargain every items and every items.
We don't have so much time for you.
Yours faithfully,
Tom
他压根就不还价,直接表示不想与我们合作.我很生气,没有回复他.
萧香：过了两天,也就是今天,我等自己的心情比较平静的时候,回复如下:
Hi,Tom
Good morning!
Sorry for the late reply as I was out of the office.
Confirmed receipt of your below mail.
We understand your condition as price always Good to fight on the quality BUT NEVER EVER COMPROMIZE WITH THE PRICE OF THE PRODUCTS.
You are a wise,seasoned merchantman,you know everything of the business,you also should know the quality is the leading factor in the market.
Confessedly,the price from **** is lower than our price,but the quality are not worth for appreciation.Last Friday,you received our samples as our expected.You can compare our quality to the other's,I'm sure that you will find our product are satisfactory.That all because that all of our products are choice materials,perfect in workmanship,deft design.We guarantee that we must provide high quality products to our clients.I don't want to sing high praise of our products,but I am really prond of the quality of our products indeed!
On the other hand,we are a serious company and doing long term business relationship with our customers.We always delivery to our customers as per committed date.
The third thing,we can accept your small order.As you know,the smaller quality,the smaller profit for us.I think you are honesty and sincere,I consider you to be my friend,we do hope we can establish a good and reliable business among our selves for a long term planning,So we do not care about the quantity of the order,we arrange your sample or production immediately and delivery you without ant delay.
We establish business relationship in order that both of us can win on this part.If one of us will at a loss,we don't think it is a nice business.We always honor and try our best to meet your requirment and we expect you can understand our condition as well.
If we can not start business with you this time,It is my pleasure to meet you!We can make friends!
Thanks & Best Regards
Your faithfully,
Jane
这封信我写得极其诚恳.很快也得到他的回复:
Jane,
Pls you talk too much!
Your quotation was unacceptable. Your products not we expect that so well also.
Just tell you your offer we can purchased in HK, and the quality / designwas betterthan you much.
Why& how come ,can not found the better reason order from you? Important is there have a expensive transportation charged.
If your prices without more competitive , why we purchasing form you? Just give me once reason??
Yours faithfully,
Tom
萧香：我仍然叫他还价:
Dear Tom,
We can also give you appropriate discount.So,please let me have you counter-offer.
Many thanks!
Jane
但是他根本不理.
下午的时候,他发来邮件:
HI Jane, Pls submit and combine together with ' Life-Line' jean button samples of below items.
*****(列了一大堆的产品,而且每个数量还不少,几十几十的要)
We need thisfor testing, and pls confirm you are understanding and accordingly.
Yours faithfully,
Tom
我真的很生气:
Hi,Tom
There is something confusing for me by your requirement.
I can't understand.
Jane
他以为我真的不明白,还用附件的形式把要的样板发了过来:
Dear Jane,
Pls find attached samples copy for yrs information.
Pls send with the'Life -Line to us.
Do you understand??
B. Regards,
Tom
萧香：我真的很晕.
Dear Tom,
I will send the sample "LIFE-LINE" to you tomorrow.
In our previous mails,these 3g are samples for the "LIFE-LINE",you can test them completely.
Another thing,you should know,as the first business,nobody will provide so much samples for free.I consider you are friend and Mr. Tse's sincere,I trust you and your company,so I chose those samples for you.You can also test them.
In a word,I'm confused by your requirement in your last email.
Best Regard
Jane
这是我的最后一封信,再也不想理会这种人了 .
萧香：
谢谢!
写出来心里也好受很多啊
萧香：
我也觉得是
萧香：
后来想想,来的主要目的还是骗样板.
唉,遇人不淑啊
萧香：
吃一堑长一智.
SF到香港,是可以写英文地址,只是我不想让人家再说那样的话.
萧香：
真的很贪婪,怪只怪自己是新手,判断失误啊
岚色地带：怎么有这种客户啊，不要在理他了，你应该在好好回敬他一下～反正也做不成单
岚色地带：要不你就直接简单点说，就说一句话，Pls counter offer,看他回不回
michelle-pyw：这样的客人根本就不值得1楼去跟进，所以1楼不用理他的，连最基本的诚意都没，一个劲叫人报价报价，这种客人永远做不成生意，所以下次你遇到这种情况，直接懒得理就是了
wsj9958：这样的客人，还理他作什么？直接一句GO AWAY！~
wsj9958：真是林子大了，什么鸟都有！
先骂再绝交。这样的死老外！
wncsj220：顶一下！
hyc6906305：
oniconpharma：呵呵.. 支持1楼的啊~~ 这样多了经验很不错的~~
markson：顶个 先 ~
安安的夏天：香港人和台湾人一样，挑剔的要死价格也压得低的要死，所以我都不喜欢香港和台湾人，遇到他们的询价一般都是直接删除
cherry5804：这样哦?
这个客户还真是不要face.
以后直接踢走算了.
helen86：lz千万不能烦，这就是他们一贯使用的手段。我们有一个香港客人年前就开始谈，4月份才发货。其间他发了无数的邮件，打了无数的电话，一会改这个，一会改那个，搞得我们整个部门都被他烦死了。
你一定要坚持住，跳货才是买货人！
叶竹宣：好奇怪的客户
应该是个样品骗子
萧香：来看看帖,谢谢大家的关注!
这是他今天的邮件:
NO need ! Please don't submit any samples to us!
B. Regards,
Tom
紧接着又来了一封:
Dear Jane, NO need your factory Snap samples anymore!
Please do not send anything to us for testing.!
Let me tell your factory or your could checking to your Boss asking him what is industry and supplier need to how to provided their service.
and cooperation. How are in Hong Kong and whole world running in this business!
Thanks.
Tom
两封信都是特大字体,红色表明的.
看来是气败急坏,老怒成羞了,呵呵.
既然已经说了昨天是最后一封,我就懒得理他.
37楼的,真不好意思,面对这种客户,我真的坚持不下去了.
asd49495：可以和他SAY BAYBAY了
萧香：半小时后,10:07时,收到他的如下邮件:
Dear Jane, Could you arrange send the 'Life -Line arrive to our HK office at tomorrow afternoon before 3:00pm.???
May we expect your prompt response?
Yours faithfully,
Tom
面对他的言行不一,我真的无话可说.
之前我们通过电话,听声音感觉应该是40岁以上的年龄了.
在我的印象中,这种年纪的男人应该都比较有修养,他这样的人我真的有点哭笑不得.
很快我就把他要的东西由顺丰寄了过去,并且把单号用邮件发了过去.
我以为我们之间不会再有任何瓜葛了.
谁知道,11:43,收到他的如下邮件:
Attn:*****(我们的竞争对手的公司)
Dear sir,
We still hope start business with your company.
Though we failed last time,we wish we can have a new beginning on this part!
Now,we hope you can receive this mail and can you offer us the price as belowing?
(这里列出的是曾经让我们报过价的一款产品)
Thanks & Best Regards
Your faithfully,
Tom
邮件主题是以FW:开头的.
我觉得很可笑,或许他是在故意气我吧.
但是我已经不在乎,他有权利选择供应商,我也有权利选择客户.
已经对他不报希望了,即便他再说什么,在我眼里,只是可笑,老怒成羞的表现形式而已.
岚色地带：你都不理他了,他怎么还在给你发邮件啊,呵呵
cherry5804：这种客户不用理他好了.
拖到黑名单里面.
lovelyyvonne：还有没有呢，等着下文呢。
diligent：这样的客户一遇上真的很难缠啊。像鸡肋一样。给了那么多的样品，又不下单。损失也多。我觉得连带精神上也受到刺激了。真是什么人都有啊。
没有下文了么？
coconut-why：我的香港客户我写的英文地址他收到了诶
他倒是给我提供地址了，可是是繁体字，我不会写繁体，想想还是英文简单:L
eleavy：LZ如果事先判断了客户的话，也不至于到最后的让客户气坏，到现在为止还没有哪个客户能让我气的哦。
对于他来说你已经低一等了，从你的邮件就可以看出来了，对方觉得没有他们的订单你们就不能继续工作了，所以啊，邮件里要不卑不亢，不要整天都写那些期待长久的合作，只要你价格和质量把关好了，不用你说，他都会抓着你不放，价格上，如果可以少的就少点，但不是说他少你就马上少的，你可以说先和上司申请下，再把他放两天不理他，回头告诉他价格是多少，他就不会那么嚣张了。即时回复是好事，但是要分清楚即时回信是否需要，看客户的。如果对方的无理取闹或者一味的砍价你应该把客户放冷板凳几天的。
优雅的混蛋：
是的，1楼邮件的语气助长了他气焰。
ceohuapeng：这家伙好奸诈^^^
1楼小心
文章首发表于：2007-5-21 18:56
