朋友询问说自己工厂的产品价格很高都接不到单子，该怎么做。于是找出了自己的一个客户来往邮件做了整理。希望有参考借鉴意义。

主要是电话营销沟通和信件回复技巧。
实例如下

展会一客户，拿了样本就走掉。后发联系函联系，来回联系几封邮件谈过之后。
客户是贸易商。对产品感兴趣，但没做过这块市场。选定了两款感兴趣的产品，其中一款自己能做，但价格在同行中偏高，另一款价格需要外协采购加上自己利润，价格更是比同行高。
他回以下邮件 1.要样品2.还价3 .需要换成他们的包装.4.要做90天远期不可撤销信用证
Dear Mr. D,
thank you for your answer.
please, send 2 samples of every product by DHL.
our adres is:
Kunratice
Czech Republic
we have interest to take for test 1 container HQ 40‘‘
prices:
1 A USD$ 7,10 1400 pcs.
2 B USD$ 8,40 1540 pcs.please, confirm it.
is it enough for quantity of cca 1400 pcs. to deliver the goods in box with our logo and description in czech, slovak and serbian language?
please, send the box in decomposed state with text for translation.
we propose this way of payment: IRREVOCABLE L/C with 90 days deferred (post poned) payment.
If you agree we will come to you as soon is possible to see the production and to do other technical things together.

We are waiting your answer.

Best regards,
Z
收到此邮件后，根据客户每一点要求，回复如下：

主要阐明的是
1.样品对您免费，但运费要由您公司负责。(平常邮件中也要注意区分情况使用WE,I,MY FACTORY,MY COMPANY ,YOU,YOUR COMPANY这些词）
2.我们是工厂。（现今不管是工厂或贸易公司，一般都是跟客户讲自己是工厂或者自己有工厂，大型贸易公司除外。说明是工厂这点不论在开发信中或是平时联系客户中都很有力量。）
3.价格上面：我们的材料都是超棒的，我们不像有些工厂做一次性生意，质量差价格低。我们工厂对售后的产品的保证和售后负责。这款产品也在市场上做了很多年了，我相信我们产品的价格和质量都很有竞争优势。在某某地区（客户市场或者相邻市场地区）我们也有某某几个客户合作了很多年。
4.支付方式上面：分析客户要求做90天信用证，说明两个问题，一是第一次合作的安全性，二是客户资金的周转问题。 征对第一点的安全性我回复我们企业的历史荣誉，客户群体等。就是说明可靠性！名誉度！美誉度！ 征对第二点的资金问题，可以声明企业跟别的客户做的支付方式是什么，考虑到第一次合作等等，可以给客户做什么支付方式。这点就要根据企业自身条件来回复。比如你可以说跟别的客户都是50%预付，50%发货前付清，但其实你们一直做的是30%预付，余款见提单复印件。。考虑种种可以跟他做50%预付，50%见提单复印件。再继续一步一步慢慢谈，30%，20%预付，余款发货前等等。同时说明信用证的不便或者做信用证要多付500刀，不做可以优惠多少（不排除有部分客户知晓信用证这一点，提成这付款方式就是为了得到些许的让利） 只要客户有诚意，什么都可以谈，需要的只是耐心回复和动脑分析。
5.每个业务阶段和心情都会影响回信的语言。最近常打给老外电话，偏爱用感情色情的句子来即时想出来作为结尾。比起之前固定格式的高语法的词句结尾，效果会好很多。
dear Z,
nice to see you mail back.

---------I have got you wanted four samples,two for each,It is fine and they are free for you ,
while the freight charge by DHL should be paid by your company .I have calculated ,it wii be around 320USD, It is much. Do you have the DHL account?

---------It can not be such low price for our factory's 产品 with its quality,as yours 1A- $7.1 ,2B- $8.4 ,
The best offer for one 40HQ,even ten 40HQs, is 1A- $7.9, 2B - $9, AND as you required changing the color box and your wanting language,the price for each will increase 0.7usd.
we all use the raw PPmaterial and we sell as my factory's fame ,we will return and pay if the products with the quality problem when the customer receives.
we do not like some factories doing one-time business and selling just by quite poor material called cheap item,from 5USD-7USD.
I also believe our products with competitive price and good quality.My factory has been doing such business for dozen years and We have exported for several years for this item .
May you consider this.

------------The shape of the two kinds are different,1A is bigger,but the 2B is better in function. IF you want make them mixed,The container can hold between1400-1500pcs,which depends the amount you want for each.

--------About the payment,we are a resonable factory,you can check my factory and find we do Alibaba gold supplier for 产品 ranking 3rd for 6 years.We also do global sources for 2 years,we estblished for 17years.
we always do as T/T 30% deposit in advance,T/T 70% to be paid before shipment ,
Since it may be our first cooperation, we csan do as the terms:T/T 30% deposit in advance,T/T 70% to be paid seeing the copy of BL.it is not so much amount.
Sorry that my factory do not receive the IRREVOCABLE L/C with 90 days ,it takes too long time and complexed .

The opinions of mine has been showed,pls kindly tell me yours if possible.Awaiting here.
Any questions,do not hesitate to contact me,I will answer in my first time.

thanks and best regards

d但，回这封之后，两天都没有回应。。
于是追加一封。
Dear Z,
Hope you are fine, my friend.
It is regret that I haven't receive any information from your side.any opinions,Pls kindly tell me if possible.
May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. As we don't want to lost a good customer like you!If there is anything we can do for you, we shall be more than pleased to do so. Hope we can build good cooperation with you.
thanks and best regards
d于是客户回复了。说要样品后决定下单，却不提运费。
Dear D,
please, send as soon is possible the samples, as we wrote send 2 samples of every product by DHL.
We need to see the samples and to decide definitely.
Best regards,

Z 看出他们是不想付运费了。我回信重声了公司样品政策。并附上报价单图片。另外，自己去拍产品细节图片给客户，这样就可以很直观地明朗产品。
隔天还是没有回复。于是查了一下时差。当日晚上九点左右考虑后打电话过去。口语自己还是不怎么样，双方理解起来都有点含糊。 电话营销的效果是很不错的。上次看财经调查保险公司人员的订单的70%来源于电话营销。连续打两天也许才约到一个客户。做业务的道理都是通的。
第二天上班打开邮箱，收到客户邮件：
说明又更深一步的意向和问题。拖长跟稍微意向型客户的深入交流时间周期和得到大量产品问题询问这就证明有一半机会可以拿下订单。客户时间很宝贵，我自己的时间很充裕。
Dear D,

in this moment we define the order, we will send it during this day, I think we will take ½ HQ 40 and ½ HQ 40 of both models,
pictures – we need fotos in good quality for both models (1 and 2), for catalog, internet, e-shop etc. So, please send to us fotos of all product + reserve, foto top down and fotos from packing (from bouth packing),
we will define the color,
please, confrm – the reserve mop is in the packing, of course for the same price,
we will take bouth models in the green packing, the cheaper model will be in green color, the more expesive model in orange color.

Also, we need to know if you can give our logo (brand) on the packing? Is it for the same price?

We are waiting your answer.

Best regards,