外贸出口英语：公共场合偶遇

标签：历年外销员考试真题,http://www.deyou8.com 外贸出口英语：公共场合偶遇,
Hello, sir/madam, nice to meet you. Are you here for business trip?
yes, nice to meet you too
I take liberty of asking if you are doing textile business.
Yes, are you a salesman?
Yes.
Trade company or factory?
Of course factory. 
What’s your strong point?
　　Jacquard hometextile fabric is our strong point. Do you have any office in Shaoxing？
I have an office in Keqiao, here’s my namecard. I’ve some inquiries of Jacquard fabrics, please bring samples to my office.
There’s thousands different kinds of fabrics in our Samples’Room, how can I bring them? Since you have an office in Keqiao, and Keqiao is very close to our factory, why don’t you spend a few minutes in our sample room? When you are free, just call me, I can arrange a car pick you up from your office.
Please bring some samples and show me first, and then I’ll visit you.
Ok, let’s contact later. Good bye.
　　Good bye and good luck!
　　不要放弃任何结识客户的机会。在任何公共场合，只要有时间有机会，就应该大胆的和他联系。而在柯桥，在街上随便转转，就可以抓一大把，有时候就是这么简单的一个 “hello”，会给你带来意想不到的惊喜。我的第一个单子就是在公交车上，和老外打了个招呼，然后从绍兴到柯桥一路攀谈，后来我又拜访了一下他的公司，并给他看了一些样，报了价，3个星期后，他就带着他的买家来到我们公司(原华宇外贸六部，现江龙纺织印染有限公司)下了3个柜。那时我下海刚好是一个月时间。
另外如果因为各种原因，没有去参加国内的一些展会。有一个非常省钱省时省力的方法联系到有单子要下的客户。如前面所说，展会上客户极少会直接下单，如果要下单，十有八九还要去工厂，行程一般2，3天以上。那么这两三天的时间他们都住哪里呢？当然是酒店！一般有单子的买家会随随便便住小酒店吗？不会。那么范围已近很小了。像绍兴，大酒店也就那么几个，展会一结束，大酒店外商就会很多。这个时候，你只要在酒店大厅里面，带些样品，守株待兔，就会有意想不到的收获。酒店里面的大厅的沙发就是一个很好的谈生意场所。我的一个西班牙客户，就是在哪里给我撞山的。酒店碰到和其他地方碰到，要谈的东西稍有区别，但讲来讲去，开场白也就那么几句话，和公共场合没多大区别。这些方法是不需要你花费一分钱的，只要平时稍稍注意，养成习惯就行了，常年积累下来，效果是惊人的。我通过展会得到的客户说是在没有免费的得到的多。免费的方法，我们后面会慢慢地介绍。
主动上门
Hi, sir, nice to meet you, may I see your boss?
Hi, have you made an appointment?
No, sorry, I just invite myself. I work for a major home textile factory， our strong point is Jacquard fabrics, and want introduce our factory to your company.
Oh, let me check, boss is available or not, a second.
Ok, thank you.
Come in, boss want to meet you now.
Hi, sir. Nice to meet you.
Nice to meet you too, do you bring samples?
Yes, here you are.
Not bad, I’m interested in them, leave the the samples ok?
Sorry, the samples are only for showing new clients when I visit them. There’s much more designs in our factory’s samples’ room. How about arranging a time, and select more what you really interested in in our factory?
Ok, sure, I will come, give me your namecard, I’ll call you before I come.
Waiting for your call, and will any of your buyer come soon?
No. 
If come, please bring them to our factory.
Ok, no problem.
Thank you for your time, but before leaving, may I take a look at your samples’ room, and it’s just for me to better know your company.
Be my guest.
And could you show me your regular items that you’re placing orders, or what items do you have inquiries and what items are going to place orders?
Yes.
What price of these items are you buying?
1.10 dollars per meter FOB Shanghai.
Very low, how much do you order usually?
All container basis.
Please give me some cuttings of your items, then I can let our engineer check them, and try to give you better price than you’re getting.
Ok waiting for good news.
Thanks you, see you.
See you.
　　跑业务跑业务，业务是要跑出来的。上门跑业务可能是最为传统的内销发展客户的方式了。但是不是对做外贸就无效了呢？当然不是，恰恰相反，上门跑业务也是开发外贸客户的及其重要的方式。我的三分之一以上的客户是上门跑出来的，其中一个最大的客户，就上门开发出来的。
现在有很多外商在中国有办事处，但是都是集中在几个主要城市，如上海，北京。我们绍兴是个小地方，却云集着上千家外商办事处。远水如果解不了近渴，那还情有可原，可如果近水不取，实在太为可惜。绍兴地方小，外商办事处却又比较集中，直接上门联系，挨家挨户一个个登门拜访，就能接到不少单子。这种国内的客户，即使英语不太好，甚至不会说英语，也能接到单子，因为这类办事处，基本都有翻译。
一次成功的登门造访，不仅仅是去拿到一张客户的名片，也不是只是如广交会那样见一个面谈几句，对客户有个基本了解。上门拜访对客户的一些基本情况了解比较简单，只要扫一眼客户的公司规模，船样多少，有些什么产品，就能做出基本判断。但是获取这样的信息，或达到这样的一个目的是远远不够的，我们至少要达到下面这个目的：取得互相了解，知道产品是否对口，抓住稍纵即逝商机。
　　所以首先，要给客户看你的样。你自己一定要带些代表性的样，这个样只是给他看的，不用给他。如果他真的对你产品有兴趣，他肯定会来你们公司的样品间的，甚至会把客户带过来。然后你看客户的样，看一看客户样品间，看他们在做些什么。问问他们的常规产品，并且要向他们要块小样，最好是问来他们在做的价格，当然很可能不会和你说。了解客户最近的Inquiries, 以及最近会有什么买家过来。随时要保持主动。一般一次客户拜访的成功与否，就是看你是否掌握了客户的这些基本情况。