上接： 展会后14天曲折跟进，终成4万5千美金大单！YC （上）           展会后14天曲折跟进，终成4万5千美金大单！YC （中）

展会后14天曲折跟进，终成4万5千美金大单！YC （下）文/庄宇  转载请明出处欢迎外贸同行加我MSN：zhuangyu0115@hotmail.com 一起交流经验﹑分享心得。

经过艰难的谈判，对方接受了价格：“OK. Ricky. I accept your price. What is your terms of payment?”“We have two ways for your choice. 1)30% T/T down payment before shipment, 70% balance T/T after faxing B/L. 2)30% T/T down payment before shipment, 70% D/P at sight. Since this is our first cooperation. We suggest you take the 2^ndway. What is your opnion?” “Yes, It’s our first cooperation. We hope to do business with you on long term basis. So, this time, please accept 20% deposit before shipment, we will transfer the 80% balance to you after receiving your faxed B/L and other shipping documents.” 到此为止，我已经看到了对方强烈的采购意愿。做生意就是需要买卖双方相互理解。在公司允许的条件下，我接受的对方的提议：“OK, we accept. Hope we will have a good cooperation.”对方很开心，又给我发了一个笑脸：“Thank you, Ricky. We hope so. Please send me your Sales Contract and PI. We will sign the contract and pay the 20% deposit.”。

忙乎了这么久，眼看快要钓到“大鱼”，我心里别提有多开心了。可是，老天又偏偏喜欢捉弄我。 到了第十二天，Fouad又询问运费，并说要使用自己的货代：“Ricky, please advise the freight rate. Maybe I can use my own shipping agent who can offer lower rate”。晕！我把心都掏出来了，难道他还不相信吗？直觉告诉我对方是在故意耍滑头，怕我们黑他运费。于是我把运费和保险列了出来，附上FOB价格：“The freight for a 40ft container shipped via MSC at the end of November is USD 3600. This is also the best rate we can obtain. Would you lease check with your shipping agent if they have lower rate? At the same time, you are advised to pay 100% of the invoice value to us before shipment if you use your own broker.” “why not accept the terms of payment we agreed?” 。

我司规定，如果新客户要使用自己的货代，在发货前，我必须收到全额货款才能发货物。吃一堑长一智，之所以这样做是为了降低风险。曾经有一次，我司同一美国新客户合作，对方指定货代并付了30%定金，我们发货后，向对方货代要提单，他们却称已经电放给了客户。我司迅速联系客户，很幸运，客户同意马上付余款，最终才有惊无险。 如果遇上不守信用的客户，后果不堪设想。 没有多想，我阐述了我司坚定的立场：“Sorry, but it is our company rule. We are doing in this way with all of our customers. In order to minimize the risk for both of us, we suggest you take CIF term. We accept 20% before shipment, 80% balance after faxing B/L to you. The B/L is holded by our Final Department before receiving all your payment. Otherwise, we need to hold a meeting to discuss with our Management Term, Sales Team and Financial Department. So please re consider carefully.”。

毫无疑问，作为一个有着20多年采购经验的中东商人，Fouad最终被我专业的谈吐以及执著的精神所打动：“OK, I take CIF. I will sign contract and send you our shipping mark”。

第十三天，对方就通过邮件发来了合同和纸箱唛头。很奇怪，他居然把大名签在了“THE SELLERS”一栏。这应该不是有心的吧？我又不得不让对方重签，还附带了我根据他要求排好版的唛头。

第十四天，客户回签了合同。到此，我终于释然了！整整两周的曲折跟进，终成4万5千美金大单！

（侧记：当天，Fouad主动找到了我，询问我年龄。我如实告知对方只有25周岁，并发了我的照片。他看后，不得不称赞道：“You are an excellent young businessman. I firmly believe we will do good business on long term basis.“。第一次受到中东客户的夸奖，我心里甜甜的。）

总结：1） 展会后，针对有意向的客户及时跟进。一般展会后一周必须主动联系客户。对方从展会上可以找到很多供应商。拖延一天跟进就意味着降低成交几率。2） 针对客户烦琐的问题一定要耐心地﹑专业地回复。3） 掌握客户所在地区的市场情况。同时，要善于捕捉客户真正需求和心中所想，给客户有的放矢地报价。知己知彼，百战不殆！报价要规范完整，对方没要求的其他信息最好也附带。这样，让对方感觉专业。4） 不要轻易给客户底价。采用灵活的谈判技巧粉碎客户的还价“伎俩”。不论地区，真正有意向的客户不一定只注重价格。卖家的产品质量和服务也是关键。5） 当客户的要求同国家有关法规相抵触时，立场要坚定。触犯国家规定或昧良心的事情咱不能做。

（全篇完。谢谢大家关注）