苦战一个月，痛失第一单！(下)
下面我重点跟大家分享一下跟客户的这次会谈。由于了解老板的做事风格，所以在周五下午我再次跟老板确认样品的事，老板满口应承，说已经准备好了，应为技术方面的我不是很懂，也就一位老板已经准备很妥当。而客户要求跟销售和工程师面谈，我们老板是技术出身，工程师当然是老板了，说实话我们公司也没有什么技术工程师。就这样叮嘱老板周六一定要早点上班，把给客户展示的东西准备一下，操作一下，有些技术方面的专业操作我还要准备怎么跟客户解释清楚。老板说没问题。
大家注意了，当你的老板说这句话的时候，我们当然是无条件的相信老板了。可是他真的能做到“没问题”吗？看看下面就知道了。
为了这次会谈我也作了很多准备，包括客户的产品要求，客户需要的资料，产品图片，会谈的时间，地点等都整理了很详细的资料。还特地给了老板一份时间表。第二天老板上班确实很早，我把时间表给了老板，跟他确定好时间，真是千叮咛万嘱咐。还有样品的事， 老板说各个关键部分得上午去别的公司拿。这个当然是老板作了，因为采购都是老板自己的事，这些采购渠道是不能让手下知道的。我跟老板强调了，客户的重要性，得到的回答仍然是没问题，没问题。
很快老板在结了一个电话后出去了，由于给了他时间表的，我也没有很在意，一位老板出去采购了。我上午的时间就把产品的各项技术好好研究了一番。
上午很快就过去了，也没见老板把样品拿回来。根据时间表，是3：30 见面，我们 是关外， 去华强北得留一个小时的时间。2：30应该出发。老板最起码应该在2：00到公司。可是2点了，老板并没有来。我有点着急了，问了我们的财务老板的亲戚，他说你跟老板自己联系。给老板打电话说在拿样品，说很快就回来，我再次跟他确定了时间。他说很快很快。我信了。
到了2点半还没回来，我真着急了，我这人办事很认真实践观念也很强，答应别人的事一定会做到，可是这次我在客户面前要失信了，因为客户是在征求我们的意见后定的时间，我们应该遵守。给老板打电话，说快了。到了2点四十，2点五十…..时间一点点地过去，我一次次地给老板打电话，最后老板让我跟客户说一下晚点到，没办法
热点推荐：
中间是跟客户联系的细节，再次跟老板确认时间， 让我定在五点，客户也很通情达理，就五点了。但是我想我们的形象肯定是大打折扣了。到最后五点了老板联公司还没有回来过，又怎么去见客户呢？这能再次跟客户道歉，如果是当面的我会给他们鞠躬的。朋友,如果你是客户，你出于我的位置会怎么处理呢？欢迎大家讨论
五点这次又给错过了，老板六点多才回到公司，却什么也没有带回来，我问产品呢？得到的回答足以让你当场晕倒，老板竟然把客户撂在一边，花了一天的时间去帮朋友买车办手续了。我后来想了一下，自己也没什么好气的，是老板自己不重视，根本就不可理喻。帮朋友无可厚非，但是买车可以改天啊，放着这么重要的客户不见，约定的时间一拖再拖，这是对我的不尊重，对客户的不礼貌。说到底就是素质问题。
老板回来的太晚了，我们六点下班，按理我该下班了。老板二话不说就要去见客户， 我问产品呢，老板说没有，我说那我们去了那什么给客户，耽误了两次会面，有没有产品给客户看，真不知道老板怎么想的， 估计是不想丢掉生意，说去了再说，就上路了。我们想快到酒店的时候再跟客户联系，可是很快我接到了客户的电话， 客户说我们错过了机会。我跟客户先道歉， 说我们正在路上，很快就到，其实那是正是交通高峰期，最起码得有半个小时才能到。(我也跟老板学会了用模糊语言) 可是客户不会永远等你的，记住。
客户在晚上有一个重要的约会，第二题天早上要去香港，然后回国。我们真的没机会了吗？我跟客户一再道歉请求他能否给我们留出一段时间来面谈，说他会对我们的产品感兴趣的。最后客户只能在第二天早上给我们留出一小时的时间。我想这足够了。这是老板也接到了样品的电话，最后跟老板去拿了样品，是别的公司的成品，因为是中性包装，拿来充我们的产品。跟老板拿到样品已经8点多了，还好回去还有吃的，男友很关心地问我什么时候回去，已经做好了饭饭等我呢。
最后跟老板定在周日早上八点出发。
还好， 老板拿到的样板客户比较满意，因为有个功能客户没有提到，但是他对这个新功能比较感兴趣。。虽然有些功能没有体现在这个样机上，但是老板承诺技术上可以解决。客户会一点中文，我们跟客户交流的非常好。老板请客户喝coffe.当场客户就把样品非买下了。这个应该是一个很好的征兆啊。我想幸亏自己没有放弃，跟客户争取来这一个小时的时间。所以我们业务一定要有韧性哦。
这次老板请我吃的早餐，嗬嗬，可我回去就吐了，不习惯太油腻的东西。
客户拿到样品后的第一封来信
11．08．2005 9：17
Hi, emma
Below are the specifications of the OEM product.
（总共列举了11条产品参数，其中包括我们提供样品的新功能，看来客户对我们的产品还是比较感兴趣的。）
Can you give us the price for the specifications as soon as possible.
if there is any question please email me or my MSN : *************
we need the price fast as possible
Thank u
Sincerely,
然后再MSN上聊天，很愉快，客户告诉我很遗憾没在深圳见到我
中午客户在此来信说明样品的特性
"
2. just a question for u...
is it possible for u to make it like the one in the image.
not the color but the design..
the design that the monitor is deeply inside..
thanks...
Sincerely,
3. this is the closer view of what we want
the monitor is deeply inside the pillow surface.
this is needed for the safety of the passengers...
the monitor is deeply inside the pillow surface.
this is needed for the safety of the passengers..
我对客户的来信表示感谢。并答应很快给他报价即答复
Dear **
glad to read your letter again, i will check the details with our manager and give
u a prompt reply.
thanks for your support and send greetings to Mr. Suh.
best regards!
客户的回信很让人激动哦，因为他们三周内还会来来工厂参观，这次肯定要做出决定了。
. 11.09.2005 8:39
Hi, this is ***
We are going to visit you in 3 weeks and what we are going to request is your operational samples. But then what we are asking is not for the final product. What we want to see is the functional reliability for the specifications. We are going to ask you not for the new molding and so on.
The fact that we are ought to see is
1. your product reliability/quality
2. your factory management.
It will be Nov.26 Sat. that we will visit you again,same as the visit that we have made last saturday.
Plz feel free to ask me on the online.
Thanks,
Sincerely,
当然参与竞争的不只我们一家，我是多么想争取到订单啊，可这不是我一厢情愿就能做到的事情，这里面其主要作用的应该是老板，老板态度积极，事情就八九不离十了。可是最后订单还是下给了别人。为什么？大家很可能猜到了一部分。
接下来从客户确定第二次来中国到约定的时间11.26，足足有两周多的时间，应该说在这么长的时间里准备我们的样品是绰绰有余。但是我们仍然没有做到客户的要求，这期间我跟客户在msn上不断的沟通，聊的也挺好。客户的要求我每次反馈给老板，老板都说没问题，一定按他们的做，但是我知道老板的态度，他一直在猜测客户的诚意，是不是骗子等，因此很不重视这个客户。说实话，因为是传声筒，我得无条件按照老板的意思跟客户沟通，同时还要维护公司及老板的形象，真不知道我们做的是什么工作。那几天，真是战战兢兢，如履薄冰啊。
离看厂还有一个星期的时间，客户问我们样品准备得怎么样了.很可惜每次我跟老板去确认的时候，他会反过来问我客户要什么样的产品，几次我回答都是，我已经给您打印好翻译好了，你不是说已经开始准备了嘛。老板让把我们的产品拍个照片给客户发过去，晕倒。明白这就是在应付。就这样应付了客户几个回合，客户终于还是决定来看厂。
第二次会谈客户对我们的准备很不满意，从样品到工厂，这次我是彻底失望了。这次的问题是1. 客户要求的样品没有做好。2.老板没有提前跟我沟通好 3.价格不要摇摆不定
第二次的教训是：客户的要求要无条件做到，老板的想法要提前跟业务沟通好，（声明一下，不是我不主动，而是老板根本就对业务不重视，就因为我是个新手嘛）。3.价格方面要很有诚意的根客户沟通。
我们这次去接客户来工厂的时候出现了一个插曲，很有意思，可能因为老板自己不守时，或经历太丰富的缘故，在我们一点准时到达香格里拉酒店时，客户没有如约出现在大厅。我马上给客户打电话，没有接通。坏事了，老板开始了他的牢骚，会不会是骗人的，会不会没来深圳啊，这么好的酒店他们住的起吗？是不是住别的酒店然后跟我们约了这个酒店啊？等等问题，我也没办法回答他，我当时听了很想笑。这就是我们老板的素质，正是因为推己及人，才会有这些想法的啊。朋友，你会怎么想呢，遇到这种情况？ 等客人从电梯里面出来，我们老板没话说了。
要知道，我们是在准备了 一上午没有吃午饭的情况下去接的客户。直到客户参观完工厂把他们送回酒店已经是下午4点半了，我那时实在是没什么力气了，这次中饭吃完5点整。
Hi, this is***
How is the sample going on? We are anxious to see the prototype of the OEM product.
We have confirmed the airplane ticket to Nov.26, so I think that we should make arrangements
for our meeting and your factory visit. The things we need to know is listed below,
(1) Sample schedule; Can you make it by Nov.26 ? How is your sample made?
(2) Meeting; What time will it be convenient for you?(Reference: we have time till sunday afternoon)
(3) Factory visit; Where is your factory? How long does it take from shenzhen? and to come back to shen
zhen?
It will be my great pleasure to get your answers soon.
Thank you,hope to see you soon.
Sincerely yours,
hi, Dear ***
glad to read your letter of Nov. 14. i was ill and stayed home for two days.
i am writing to confirm the time of meeting. i would like to know the exact time
of arriving on Nov. 26. do you have time on Saturday? if do, i would like to meet you
at 3 o'clock on Saturday afternoon.
pls kindly tell me if the time is suitable for you by email or msn , i am online.
thanks for your constantly support.
best regards!
yours truly***
this is**
Can you tell me how is your sample process going on?
Sample schedule; Can you make it by Nov.26 ? How is your sample made?
this was not answered in your previous mail.
so,we would like to know"
Thanks alot"!! see u!
SIncerely yours,
我的回信
Hi, ***
i can understand your feelings about the sample. we have promised you that we will
make it out by Nov. 26. now i am writing to confirm the sample :
1. Over date : by Nov.26
2. type: 7" 16:9
3. Functions: as you required
so you need not worry about it. i am sure you will have a pleasant visit in shenzhen.
and you will do a good job at the same time.
thanks and best regards!
yours ***（这是我对客户的承诺）
11.21.22005 08:49am printed
Dear＊＊
This is***, here are our fixed schedule for Saturday meeting.
Nov.26 Sat
13:00 Hotel--> Factory(Partial meeting will be done in the car with the product)
13:30 Arrival at Factory(approx.1hrs of meeting)
14:30 Factory--> Hotel
Secondly, below is our requirement & conditions for our meeting.
A. Requirements
[Sample]
-Required sample has to be ready in time for the meeting.
-The sample has to be operated in the car.(by cigar jacket or any other way to operate)
[Factory Visiting]
-The factory visiting has to be related to our OEM product lines.(headrest product production line)
[Meeting Agenda]
-Agenda for these subjects should be prepared for our meeting:
Production Ability/Quality Assurance, Price for each function & parts, A/S & Warranty matters, Shipping cost
B. Conditions:
-If one of these requirements can’t be satisfied, email us the reasons why it cannot be satisfied.(我们老板说可以做到，其实我对自己的工厂没信心。首先没有工程师技术员，工人就20个左右，具体多少我没数过，工艺流程没有。如果是我，肯定不会下单。可是我们作为业务要争取订单。虽然对自己公司的条件不是很自信)
Please reply this email by Nov.22 10 AM(At your time).
Thank you again for your support.
Sincerley yours,
11.21.2005 11:09am
Dear ***
it is a pleasure to read your letter. i have read your letter carefully, and
discussed it with our manager.
refer to your requirement, i have two questions to ask, they are:
1. which hotel will you stay in? is it also***？
2. to tell u the shipping cost, we must know the destinated port? pls let me know
where the product will arrived.
and we can prepare all other requirement, we are eager to meet you on the right day.
looking forward to your kindly reply.
thanks and best regards!
sincerely yours
Dear** 看看客户严谨的工作态度
We would like to check if everything is going on fine and that our meeting should not be delayed as last time.（第一次我们失约了）
As you know, making it on time shows us trust-worthy impression from you. It is very important for us for you
to keep our meeting time. Below are the questions should be answered to us.
1. Meeting time
- confirm again to me, if you would be able to make it at that time.(if not, please tell us before we leave korea)
- can you tell me your cell phone number and contact point number such as your office number
2. Sample
- can you confirm us how is the sample going on?
- we need to know if you would be able to show us on sat.(if not, please tell us before we leave korea)
Please reply to me before 10:00 tommorow morning, thank you.
Sincerely yours,
跟客户相比，我们应该好好反省一下自己的做法，上面是客户第二次来中国前的信件来往。
最后我们么有做到客户的要求，对我们的工厂和提供的样品不满意，理所当然的就丢掉这个单子。在这里我想说的是，做生意要守时守信，对客户承诺的一定要做到。对私营老板的建议时，不要老想着空手套白狼，除非表面的事情你都做到了，服务做得好，让别人相信你能做到。
在客户看厂之后，老板看到客户的真正的实力，才发觉自己这次失算了。周一一上班就问我客户回信了吗？我不便当面打击老板，就说哪有这么快啊，怎么说客户也得研究一下啊。此后每天都问有没有来信，我有没有跟客户聊天等，但是我心里明白已经没有希望了。
客户看厂之后，我的预感就非常不好，怎么说呢，生意没做成没关系，可是总觉得对客户很愧疚。这也许是我刚入行的原因吧，我是把客户当朋友的。整整一个星期，客户没有给我发邮件，msn上也没有他闪动的头像。后来我是弹性的给客户发了邮件，这次使用的个人邮箱。客户很快回信了，结果终于真相大白。就这样，我的第一单惨败结束。
这是客户后来的回信，希望对大家有所警示。
Dear **
Thank you for your email.
And I would like to say that our reply to you was late.
I will make a short statement about the visit and the order.
The visit : Our team was expecting to see a operational sample requested by us. And we had a reply from you that you were doing the job. So, we have planned to see you, but then our partners were not satisfied with your preparations.
Every step has to be prepared with the best effort. And as you know, there is only one chance in the competition.
The order : As you know, there were several manufacturers we had in contact to see. And as we met all of them, we found a manufacturer that could handle our order in a efficient way.
Yes, I do want to make contacts with you in the future and would like to ask you some parts of the industries that you are in.
Sincerely yours,
[b]推荐：[/b]
[b] [/b]
精品推荐
页:
[1]