RFQ 跟进良例

四个月前，接到来自深圳的以前的一个同事的电话，说是他在RFQ上看到一个询盘，来自埃及的，数量很庞大。他对询盘的真实性有所担忧，也出于对RFQ 的报价技巧不了解，向我寻求帮助。老同事现在是在做室内装修陶瓷的。我认真的分析了客户的询盘，并对比了同事公司的产品。觉得契合度还是比较够的。（我一向倡导不浪费，占用，滥用资源，因此不契合的产品询盘绝对不报！！！）便用自己积累的这套报RFQ的技巧帮同事报了价。并教他如何跟踪报价后的相关事宜。

上月底，收到他的好消息，订单拿下了，300多万元人民币，客户全款T/T。得到此消息，高兴之余，甚是激励，也敢来和大家分享下自己今年通过RFQ签单的一个经历。

2013-3-28(周四) 19:20 阿里巴巴发来一封标题为：来自Germany 的询盘等待您报价（这是我之前在RFQ栏目上设置的匹配关键词后阿里后台系统自动匹配来的，用过RFQ的同学您懂的。。）

邮件进去后发现一封询盘，内容如下：

Xxx (产品货号)big helicopter toy

采购方资料

[tr][td=1,1,64]贸易类型：[/td][td=1,1,386] Other[/td][/tr][tr][td=1,1,64]

联系人：[/td][td=1,1,386] Barara[/td][/tr][tr][td=1,1,64]

公司名：[/td][td=1,1,386]

[/td][/tr][tr][td=1,1,64]国家/地区：[/td][td=1,1,386] Germany[/td][/tr][tr][td=1,1,64]

[/td][td=1,1,386]

[/td][/tr][/table]

采购需求详情

采购详细描

述：am interested in the big helicopter, if possible in different designs, colors, helitypes such as rescue, military, avatar, etc

Can you send me 10 diifferent models please to look at them (each 2 pcs).

What prices can you make for the big heli ?

250 pcs

500 pcs

1000 pcs

Please make best price possible, I am looking also with other companies.

Best price = winner!

For a first-time I would like to test making business with you and if everything will work out well

with shipping etc. I will be ready to buy 100 pcs for the first time of one sort, then take more and more, depending of your price (must top other offers)

Also let me know how you ship them, and what SHIPPING COSTS will apply per package or per item (by sea would be ok, lowest price). Also TAXES! This is important to calcula te! If these data are missing we cannot make business.

One more thing:

The helicopters usually have battery power for 5-8 minutes.?? Technically it should not be a problem. If you can do so, Id be interested in garantueed 10.000 pcs in total and up to 1 00.000pcs later on. Exclusive status, no other wholesalers can get it.

2013-3-28 19:30 我给客户马上按照匹配货号的产品报价过去，虽然在客户的需求里头要求是最好的价格，但是我认为我的价格应该不是最低的，毕竟我不能不要脸的只为订单不要赚钱。报价后我得到了阿里回传的关于此客户的具体联系信息，包括邮件地址及电话号码。

2013-3-28 19:38 我马上给客户去了一封邮件：

邮件内容：

Dear Mr.Barara,

Greetings for the day.

This is Ryan Lin from Sanjoyo Toys company Group.

We are professional suppiler for toys, especially for all kinds of toys.

Hopefully you have received my quotation on Alibaba RFQ for the xxx big he licopter toy just now.

这里加上产品的简要信息：产品链接+产品单价+生产周期+付款条件等

If you interested in my price. Please let me know. Let us discuss further detai ls.

Best regards,

Ryan Lin

2013-3-28 20:04 给客户打了通电话，客户没接

2013-3-30(周六) 13:30 给客户再发了一封邮件：

Dear Mr. Barara,

Greetings.

Hopefully you are having nice weekends.

Have you received my email sent to you dated 28th March?

Please advise me upon receipt. Thank you.

BR,Ryan

2013-3-30 16:00 此时刚好客户早上10点，给客户打了一通电话，还是没人接。安慰自己，兴许客户周末睡得晚，跟我们一样睡懒觉呢。

2013-3-30 22:00 又给客户去了通电话，没接。

2013-4-4 13:00 给客户又发了一封邮件：

Dear Mr. Barara,

Greetings. Are you able to manage that?

Payments can be made with creditcard (mastercard) or money transfer.

to

Shipping address:

xxxxxxxxx

PLEASE ALWAYS RESPOND WITH MY MESSAGE-TEXT , THANK YOU !!!

采购量： 1000 Pieces

采购有效期至：

2013-04-25

I hope everything goes well with you.

I am sorry for bothering you.

I just want to confirm that my email as below has gone into your mailbox?

I have tried to call you several times but without luck to speak with you. Hopefully I will be lucky enough to have a talk with you via email or teleph one.

Best regards,

Ryan

2013-4-4 16:00 再次拨打了客户电话，接通了，是语音留言。说是客户出差了，有事留言。Ok，既然接通了，反正要扣花费，就别浪费，一分钟内给客户快速地留言了。

2013-4-9 14:00按照最近的一封邮件，给客户发了封同样内容的邮件。并且还是在两个钟后的北京时间16:00打了电话，同样接通了，语音留言。同样毫不浪费的留个一分钟的言。

2013-4-11整个事情出现了逆转。在北京时间早上八点整，也就是德国时间凌晨2：00客户给我回了封邮件。告诉我他最近收到了很多封报价，每天又有很多的时间要处理，所以都是匆忙看了邮件后就去干别的事了，还没有时间去评估报价的所有供应商的价格等信息。但是最近的这几天，却只收到我的邮件和语音留言。所以回了这封邮件。但是我的价格在所有报价中是第二高的，希望我能够降价。收到客户邮件后我欣喜若狂，给客户回复了邮件，表示感谢，并表示愿意降个零头的几分美金，重点请客户还是考虑质量的问题。接下来的两天内又没有收到客户的回复了。因此在4月14日，我又给客户去了一下邮件：

Dear Mr. Barara,

Greetings.

Have you received my response the day before yesterday as below email? Please kindly advise.

Thank you

Best regards,

Ryan

2013-4-16客户回复了以下邮件：

i got it ryan, i will respond after 26th as i fly to malta tomorrow morning for

8 days business trip. be patient please. Regards

又点燃了希望，于是马上给客户回了封邮件：

Well noted. Just want to confirm you got the mail. Not pushing. Take your ti me.

Have a nice flight.

Best regards,

Ryan

5分钟后，客户又回来邮件：thanks ryan!感觉应该有戏，于是把客户26日回来的时间定在记事本上。

等着等着，终于等到26日了，选定客户上班时间马上发了封邮件过去：

Dear Mr. Barara,

Greetings for the day.

Have you come back from the business trip?

I hope that everything goes smoothly with you and your business.

Once you have enough rest and get refreshed. Please kindly also update me w ith our project.

Not hurry. Take your time.（其实就是心急在催项目，却向客户表示关心，希望客户不会觉得太假O(∩_∩)O~）

Best regards,

Ryan

2013-4-26 23:01 客户给我回了封邮件，彻底向我打开了大门：

I am just back from Malta, Ryan.

OK we will do the deal by 99,9% , however please make me the invoice to Xxx company

c/o Mr. Barara

xxx street, xxx city, xxx

Germany

然后客户列了1，2,3,4几点要求，前面三点都是对产品的外观，颜色等的要求，都还比较简单，特别是第四点要求，客户说我们是第一次合作，因此信用是个问题，如果我们达到这个要求，他就完全放心了。那就是他要我们在两天内，打印出一张A4纸，上面写着‘Helicopter for XXX’然后一手拿着这张纸，一手拿着飞机，在车间生产线，工厂门口，办公室中间，展厅等几个位置分别拍照给他。生产这款飞机的工厂离我们有1个半钟的车程，第二天又下着大雨，但我们还是第二天赶往工厂，按照客户的要求做到了。并于当天下午6点多把十几张照片发给了客户，并一一给予了解说。

很快，我便收到客户的回邮，客户对我们的效率表示赞赏。特别是照片中有一张在工厂门口，下着大雨，我拿着飞机和A4纸被雨都淋湿了全身，我还是咧开了嘴笑的很开心摆pose。客户说我很真诚。

马上客户就下了1000只，这让我很意外，因为他RFQ中只说试单100只。更让我意外的是，客户还一下子打了全款。My God! What a crazy luck

目前此单货期已经完成，在海上运输中了。客户表示如果质量没问题，他将在收到货内的一个月内翻单4000-10000pieces.因为，他愿意跟真诚的供应商合作。

末了提一句，尽管客户在询盘中提及Best price = winner!

但是最终却发现我的报价是10个供应商中第二高的。这种情况已经不是发生第一次了。也就是为了我反复强调不要盲目的报低价，甚至是亏本价的原因。重点还是要展示优势。