背景介绍：

Jacky客户是乌克兰一家卖电子产品的经销商，有自己的网上商城，在2016年5月份展会上认识的客户，因为对公司产品感兴趣回去后主动发邮件给我司，进行咨询。

🀄️🀄️🀄️论是怎么拿下该客户并让他成为目前公司最大的客户之一。

合作了1年持续下单中～

1⃣️？客户咨询一款产品，但是包装的价格太贵了，怎么推进？

      ！根据客户的目标价格，推荐同类的包装给他！

好在：客户同意了！

谨记：作为一名合格的外贸人sales, 必须站在客户的角度和立场，及时为客户想解决方案。

Hi Jacky，

Well noted. According to your target price, maybe the packaging of New Balance will be suitable for you. i will email you the photos from every angle tomorrow, i think you will like it. 

Hi Neko，

This variant more good. Price ? And send die cut for this packaging. Thanks.

2⃣️？咨询客户喜欢哪个颜色，发图片给客户确认，进一步确定下订单数量。

Hi Jacky,

Glad to hear that you like it. Attachment is the die-cut, pls kindly check, and the price is $1.4(2K), pls noted. May i know which colour do you gonna order? Maybe we can email you some HQ photos for you choosing, how do you think?

3⃣️ 由于客户是首单，客户的订单量比较少，1K／C 是我司的要求，是为了考虑长期合作，给客户让步, 折中。另，趁机了解客户的市场信息（是卖自己牌子还是贴牌）

Hi Jacky,

Got it. We can accept 1K(1C) to start our cooperation, which show our commitment to support you. If you also want Beige and red, the two colours at least 500pcs each colour, that's our material supplier’s request, hope you can understand.

I visited your website, and found that you sell the headphones at stores and near the shopping centre, does your products mainly sell at retail stores with your own brand?

但 客户还是不同意该数量，关于moq开始讨价还价。因为考虑到是首单，客户也会担心在他们市场是不是好卖，质量怎么样，都能理解！

Hi Neko,

Ok 1K with color with this split :500 black 500 beige. You can accept this split?

考虑到客户这么坚持moq，为了促成交易，我和工厂做了一轮沟通，接受客户该数量，但是在其他方面需要提高价格！在发货方式上，从FOB改成 EXW（客户同意了）。用工厂同时有moq生产要求的条件“逼”客户在本周内下订单，避免后患！

Hi jacky,

We can accept, but the price term will be EXW, not FOB, pls noted. Cz our MOQ is 1K/C, if not, we have to wait with other customer’s order to prepare material together, can you confirm with the order within this week? Thanks!

未完待续～