我喜歡做外貿(mào)的原因是，它是一份很有意思的工作。或許，有人會說：“ 無非就是每天開發(fā)客戶，跟進(jìn)客戶，日日如此，有什么意思？”

其實，它的有意思就在于它的“不確實性”?？雌饋砣諒?fù)一日重復(fù)的工作，實則每天都會不一樣。跟的客戶不一樣，遇到的問題也會不一樣。當(dāng)你早上坐在電腦前的時候，你不會知道接下來的這一天等待你的將會是驚喜還是驚嚇。

有一天，我收到了一個詢盤

Hello,

we are interested in ordering 4 reels of SK6812 5050 RGB LEDS. We have had some problems with WS2812B reliability. But also recent batches of SK6812 have shown some problems.

Note:

We know this type of LED is very sensitive to any type of physical

stress and so are extremely carefully when de-panelising our PCBs. We use low temperature vapour phase ovens. We have found that the latest WS2812B power on reset does not work if the voltage rail is around 100-200mV before power up. Hence we believe SK6812 LEDs would be a better choice but we need to find a reliable source for these components.

Can you help?

1. Can you supply reliable SK6812 5050 RGB LEDs?

2. Please can you give me a price for these parts?

3. What guarantees can you give me should we encounter problems with LEDs that you supply?

Kind regards,

Phil

內(nèi)容很長，而且客戶之前的產(chǎn)品還出了點問題，現(xiàn)在對要采購的新產(chǎn)品有點擔(dān)憂。

這里科普一下：

WS2812B和SK6812都是全彩的LED燈珠，產(chǎn)品性能都一樣，只不過是不同的封裝公司，SK6812是在WS2812B的基礎(chǔ)上生產(chǎn)出來的，也是它的升級版。

應(yīng)該很多人都會拿出很多證據(jù)來力證公司產(chǎn)品多好多好，不會再出現(xiàn)客戶擔(dān)心的問題吧？

而我，屬于簡單粗暴型，第一封郵件直接附了說明書和PI，回復(fù)郵件如下：

Hello Phil,

This is Elisa, so glad to get your professional inquiry on LEDs.

Concerning your questions:
1. Can you supply reliable SK6812 5050 RGB LEDs?
Yes, all the LEDs we have are reliable, specification as attached for your reference.
P.S: sk6812 is one update version depends on ws2812b, it's more reliable and function is better.

2. Please can you give me a price for these parts?
Please find attached invoice including shipping cost for your order, 4 reels.

3. What guarantees can you give me should we encounter problems with LEDs that you supply?
2 years warrranty for all our products.
If any problems no matter during or beyond this period, please contact me feel freely. That's our duty to provide you with best service and technical support at any time.

If everything is ok, please confirm the shipping address and get back to me soon.

The LEDs can be shipped within 3 working days once we get the payment.

Thanks a lot!

Best regards
Elisa

客戶的回復(fù)也很簡明扼要：

Hello Elisa,

Thank you for your reply.
I have asked my office to send an order and transfer the funds later today.

I look forward to working with you.

Kind regards,
Phi

沒多久就收到他同事發(fā)來的PO，當(dāng)天晚上發(fā)了水單。

訂單就這樣成了，順利得一塌糊涂，簡單不敢相信，難道就是幸運(yùn)女神拍了拍我給的運(yùn)氣？

正如我之前說的那樣，每一張訂單的成交，不管大單小單，我都會總結(jié)一下經(jīng)驗教訓(xùn)，這次也不例外。

現(xiàn)在來具體說說我當(dāng)時回復(fù)的具體思路：

01-首先，客戶給了具體的訂單數(shù)量，又沒有別的什么參數(shù)需要確認(rèn)，當(dāng)然不用啰嗦，直接報價。

02-其次，客戶郵件里附了公司名稱和聯(lián)系電話。我谷歌了他的公司，發(fā)現(xiàn)這家公司只是用到我們的燈珠配件而已，雖對產(chǎn)品質(zhì)量有一定的要求，但量不大。所以，我一起附了產(chǎn)品的詳細(xì)說明書給他，內(nèi)含具體參數(shù)和使用說明。

03-客戶說了那么多，無非是對產(chǎn)品質(zhì)量的擔(dān)憂，怕會出現(xiàn)之前同樣的問題。此時只要能打消他的這種顧慮就可以，所以我在回復(fù)他問題的基礎(chǔ)上，多說了兩句：“If any problems no matter during or beyond this period, please contact me feel freely. That's our duty to provide you with best service and technical support at any time. ” 目的就是要讓他把心放在肚子里。

04-我在回復(fù)中提到了“付款后交期3個工作日內(nèi)發(fā)貨”，對于有實單的客戶來說，這一句話會在潛移默化中加快他下單的速度，而無須客戶確認(rèn)訂單后再問交期。凡事多替客戶想想，要知道他最在乎的是什么。

這雖然不是一個多大的客戶，就目前來看，一年只有一張訂單，而且金額都不高，但是我之所以今天把他分享出來，是希望大家能夠明白：

外貿(mào)工作中會遇到各種各樣的客戶，在你回復(fù)客戶之前，除了要分析客戶做到知己知彼之外，也一定要先理清自己的思路。能一次性解決的問題，就不要來來回回好幾回。既要專業(yè)，又要注重效率。沒有客戶會愿意浪費(fèi)時間在一個“辦事拖拖拉拉”的業(yè)務(wù)員身上，多站在客戶的角度上想想，如果你是他，你最想得到什么樣的答復(fù)？

原文來自邦閱網(wǎng) (52by.com) - www.fx21ms.cn/article/148513