外貿(mào)新人都是在積累與歷練的過程中成為老手的，然而這個過程并不是很順，往往會有諸多狀況出現(xiàn)。
比如某外貿(mào)新人跟進(jìn)去了幾次客戶，突然客戶那邊一直不回復(fù)了，什么原因？我們首先先來看下外貿(mào)圈的這位外貿(mào)新人的整個跟進(jìn)過程：
這位外貿(mào)新人是從事五金行業(yè)的，某日他接收到一位巴林的客戶的詢盤：
Dear **,
I'm interested in your product(s)
Blind Rivet
Item: Open End Aluminum Blind Rivet
Material: Steel and Aluminum INTERNATIONAL STANDARD
we want rivets of size 4 x 12.7 3x 12.7 4 x 8 3x 8
plz give us the quotation
** aluminium
View detail
接到詢盤，對于一個才入行的新人來說肯定是心里歡呼雀躍的，便回復(fù)了客戶：
Dear Mr. **
Thanks for your inquiry!
we produce rivet with different types ,could you please send me a picture?
then,i would like to know more information about it.
1）what types package you need?
2)what's your quantity?
Any questions ,pls feel free to let us know ,we will do our best!
Looking forward to your prompt reply.
客戶接到回信，就給了這位外貿(mào)具體的數(shù)量，材料，包裝而且還要求要傭金。
hi thanks for the mail.
i would like to make some changes in the size i gave u. the size and the colours required are as following
RAL 1015 1019 9016 8014 8080 SILVER S NO SIZE QTY [BOX] QTY [BOX] QTY [BOX] QTY [BOX] QTY [BOX] QTY [BOX]
1 2.5 X 8 0 0 0 0 0 500
2 3.2 X 8 0 0 0 0 0 500
3 3.2 X 12 1000 500 1000 1000 250 1000
4 4 X 12 1000 1000 1000 1000 100 1000
ONE BOX = 1000 PCS TOTAL BOX 10850 BOX
plz give us a quotation for the following. all the rivets should be in aluminium.
there should be 1000 pieces in a box.
as i am incharge of the purchase i require some commsion.
plz tell me how much commision u can give me and include it in the quation price also. thankyou
收到客戶的再次回復(fù)，這位外貿(mào)新人特別的高興，因?yàn)檫@個單有八萬多美金，但樣品架上沒有，就又到工廠去取，正好又趕上國慶,耽擱了幾天。不過那時國慶期間快遞放假了，所以也沒有辦法?？腿艘獦悠芬暮芗保?br />
i got ur mail. im sorry i cant wait till 7th for the samples. i want it very urgently. i will arrange the pick up from u tommorow itself. will u be able to give it tomorow.
客人收到樣品之后，立刻回復(fù)說要重新核一下價格，當(dāng)時說的很急還連發(fā)了兩封郵件。
第一封：
i have recieved the samples. plz send me the price details once more. very urgent
第二封：
plz send me the price list urgently. my manager will leva etomorow morning. i have to show him befor dat. plz very urgent
可是由于這位外貿(mào)新人還是沒能及時的回復(fù)。因?yàn)橹袞|國家星期天也上班，而正好那時他們這邊休息了。
直到了星期一上班，這位外貿(mào)新人才把新的價格發(fā)給那客戶：
I'm so sorry for delay in reply,because,I was on my weekend holiday.
The price has something change,Cause the cost of raw material has gone up recently and would be continue to rise.
hope you can order ASAP .
I have enclosed the latest price sheet ,pls kindly check the attachment.
但是這封之后，卻再沒有了客戶的消息，也不說樣品不好，也不說價格高。 都快一個月了，期間這位外貿(mào)新人有打過電話給客戶，客戶只說有事用郵件通知他。而他也沒有放棄，在這期間郵件我也沒斷過：
Hello,Mr ** Good day to you! Hope everything is gonna be fine with you .
There is no news from your side for a long time.
So,could you pls give me some information about our new quotation and samples ?
About your commission,we promise you can get 3% ,it's about ** USD , We can give you **USD.
If you have any questions,pls don't hesitate to contact me!
I will try my best to satisfy you.
Now,I have enclosed the proforma Invoice,pls kindly check the attachment!
Looking forward to hearing from you.
Thanks& Best regards.
這位跟進(jìn)郵件連PI 附上去了,可是就是一直都沒有回復(fù)。
相信大家看過也知道了外貿(mào)新人錯失這位客戶的原因了：就是最后的價格資料沒有及時給到客戶。最后兩次客戶來信的時候說明了時間很緊急，而且客戶是中間商，應(yīng)該是受限于最終買家的條件，所以這里最后沒有及時回復(fù)，就失去了最后競爭的機(jī)會。小編覺得著實(shí)惋惜??！跟客戶一來一往好幾封郵件了就在最后錯了競爭的機(jī)會！
當(dāng)然，換個角度來說，提供了產(chǎn)品和報(bào)價資料給這個中間商并不能下定最后的結(jié)論，就像我們上期說的，買家同樣要在提供報(bào)價的供應(yīng)商中做篩選，假設(shè)這位外貿(mào)后來發(fā)的報(bào)價對方有提供給買家的話，那最終的結(jié)果可能是他們的報(bào)價資料沒優(yōu)勢，這也應(yīng)該是買家后來所說的有郵件通知你的內(nèi)容。這點(diǎn)上，公司給出的價格條件會占很大的比重。
綜上所述我們總結(jié)兩點(diǎn)，新人們在以后跟進(jìn)客戶時：一如果是重要的客戶和訂單，需要時，即使節(jié)假日也要保證能及時跟客戶保持聯(lián)系，包括提供相應(yīng)的資料；二就要平時多關(guān)注市場行情，對于比較有價值的客戶，報(bào)價要更加準(zhǔn)確，避免因?yàn)閮r格導(dǎo)致的不利。
很多的外貿(mào)新人可能還在學(xué)習(xí)階段，從別人失敗中的學(xué)習(xí)經(jīng)驗(yàn)，提升自己。馬云曾說過：等你什么時候能看別人慘敗的經(jīng)驗(yàn)，看得一身冷汗，你就離成功不遠(yuǎn)了。文章來自微信公眾平臺外貿(mào)營銷。
