我之前共享过一个PPT，讲述了很多逼双方法，那是我目前为止所见对逼单技巧概括最全的了。
今天，来分享一个Elisa工作中的切实逼单案例，宿愿能帮到大家。
先简略引见一下客户背景：
Rick，澳大利亚客户，订单数量很明白。然而，报完价之后，却迟迟不肯下单...
1、询盘及回复解析
Greetings,
We would like to purchase the following LED dots. Please provide price, delivery time and payment details
SJ-3812-24V Quantity 9,800
I look forward to your reply.
Our delivery address is: XXXXXX
Kind Regards,
Rick
遇到这样的询盘，当然怎样具体怎样来。把你能想到的客户在意的“点”全副抛进去。
Hi Rich,
Thanks for your kind inquiry....
Please see attached specification & Invoice for your order.
>> Delivery Time: 7-10 working days
>> Payment Details: TT (bank transfer)
P.s: In order to show our sincerity to cooperate with you, 50% deposit is available in our first transaction.
>> Shipping by air (airport: Perth), 3-5days for flying
Through your website, I guess:
1- you will use these lights indoor, right?
indoor with non-waterproof connectors, outdoor with waterproof connectors, attached price is for indoor.
2- you have your own control system to work together, right?
If not, we'll provide you with a best solution.
Please kindly reply me with the blue words as soon as possible.
Thanks a lot!!!
Kind regards
Elisa
很快，收到客户的回答，如下：
Hi Elisa,
Thank you for your reply.
We are using them indoors and have a control system in place.
I’m having to review the cost as the Australian dollar has fallen against the US and this has put the price too high as the project has already been quoted.
Regards,
Rick
小同伴们肯定也有留意到，此邮件中客户透露了一些要害信息：
此单为工程订单且已报价给他的客户，然而因澳元兑美金的汇率不断在降，客户心里很是忧愁，有点犹豫不定。
此时，业务员要做的是：帮客户缓解顾虑，促使他尽快做决议，客户需求业务员适时地“推”他一把。
人往往在优柔寡断、犹豫不定的时分，是需求身边的人给本人提供助力加持的。一份一定、一句激励的话，或许是一个看似并不太靠谱的中肯建议，都可能成为最后促使他下决议的“临门一脚”。理想上，在你提供协助之时，他心里的天平就已经有所歪斜，此时，你只有要不露声色地“推”他一把即可。
2、逼单招数
招数1：30%预付款，70%尾款
Hi Rick,
Thanks for your quick reply.
I looked up the recent exchange rage of the Australian dollar and US dollar, it's really a problem.
Is it possible for you to pay 30% deposit first, so that we can make production in advance?
The balance 70% after Australian dollar rised before delivery.
As you said you have quoted to your customer, I think the delivery time is another important element for you. right?
Now, It's not a very busy season for us, it will save more time on production.
Updated invoice as attached for your reference.
Please kindly let me know your final decision. Thanks!
Kind regards
Elisa
预付款付了，客户也就跑不了了。
帮客户处理成绩的同时，也别遗记了本人需求成单的使命。
但是，后果还是失败了。
Hi Elisa,
It’s the overall price, and I don’t expect the exchange rate to move soon. I have to look at a cheaper price.
Regards,
Rick
这时分，隐约觉得，有能够Rick的客户已经把款给付了，而且是澳元。
那么一招不行，就再来一招。
招数2：换便宜点的产品，挽回客户因汇率形成的损失。
Hi Rick,
How about this one as attached? only 7LEDs instead of 12LEDs with same 38mm diameter.
This is the best similar one I think.
Also, 30% deposit before production and 70% balance before delivery,
this payment term just for our first transaction.
okay for you?
Kind regards
Elisa
似乎略有成效，客户预备添加订单数量。
Hi Elisa,
I'm looking to increase the order to 10,400 and definitely need a much better price than currently on offer.
Regards,
Rick
我按末尾报价的那款产品，打了折，重新发了PI，但是客户还是不太称心。
Hi Elisa,
We are still looking to find a more economical solution and have found a new model on the web from your company.
It is the SJ-359-N24V which according to the web page is priced from US$XX. If you can supply this model please give me a price for the 10,400 units and we can get production underway.
I look forward to your reply.
Many thanks,
Rick
客户在发这封邮件的同时，我也同时发了一封邮件，招数3上线。
招数3：查汇率，直接给客户心思上形成一种压榨感，使他尽快做出决议。
Hi Rick,
This is Elisa again, hope not disturb you.
Below is the new exchange rate today between USD and AUD, it's still going down.
I think it's very important for you to make decision as soon as possible, or you will lose more.
I trust that's not you want.
If anything I can do for you, please kindly let me know. I will try my best.
Kind regards
Elisa
收到客户要求另一款产品的报价申请，我随即又回了一封邮件。
Hi Rick,
We sent email to each other at the same time, I think this should be called tacit understanding.
Here is the updated PI what you required, not SJ-359-N24V but SJ-356-N24V.
P.s: SJ-359-N24V (9LEDs)/ SJ-356-N24V (6LEDs)
The best discount for large order quantity & VIP customers in 6LEDs is US$**, that's really the best price.
Three styles (drill 19mm hole) for your optional (attahed pictures).
- milky white
- rain drop
- transparent
Could you tell me which style you prefer?
It is possible to make production within today once you confirm it.
Please Noted!!!
Kind regards
Elisa
客户终于不再纠结，决议下单。
Hi Elisa
I think we are nearly ready to go.
We will increase the quantity to 10,500 to allow for a small failure rate.
The IC must be equivalent to the WS2811 or faster
We will go with the Milky White style
Please change the invoice to the above and then I will do the bank transfer.
Regards,
Rick
细节确认之后，又加了一些配件，我更新了最终的PI。
Hi Rick,
ok, it's no problem together with connectors on your further orders.
PI as attached for your reference.
- It will be shipped together with your pixel order by air (airport: Perth )
- The total weight for these connectors is not so exact, if I charge you more, I will cut the extra cost in your next order, don't worry.
-The payment should be 100% for these connectors.
I will arrange to make production immediately, please send me bank slip when you finish the payment.
Thanks a lot!!!
Kind regards
Elisa
订单确认，如愿收到付款水单。
Hi Elisa,
Payment complete with receipt attached.
I look forward to shipment being ready.
Regards,
Rick
整个成单过程，其实并不简单。
我用的这些小心理，相信少数外贸人也都用过，甚至能够比我的更高明。
然而无论什么样的逼单技巧，只需不惹起客户的反感和不适，只需能最终达到成交的目标，都是好的。
不管白猫黑猫，抓住老鼠就是好猫。用在跟进客户上就应该是：
不管好方法笨方法，成交客户就是好方法。
3、发完PI之后，应该如何跟进？
刚做外贸的时分，我有一段期间很迷茫，也曾向有外贸阅历的大神询求过协助，其中我问得最多的就是：
“发了PI之后，客户不理我怎样办？”
我想，一定不止我一集体有过这样的困惑，少数外贸新人都会有这样的迷茫时辰。