完成外贸订单要注意哪些控制点做风险控制? 跟单流程, 英文范本
接到订单就是你开始跟客人谄媚献殷勤的时候，有没有？你做了吗？而且这个谄媚献殷勤不是坏事，反而能够帮助你远离风险，还可以顺利的把利润安全的放到兜里。
对于新业务员来说，接到订单当然很高兴, 但是接着来的风险控制才能得到让你得到利润。教你一招，那就是把下面的每一个步骤都尽量的跟客人接触与报告，就是我说的谄媚献殷勤法，让客人不得不牢牢的记得你，两年以后都还记得，这是你的目标.....
- 核对PO与你当初的报价
- 在系统里面立项纳管
- 确认客人付了定金
- 确认时程与品质, 问生产, 回报客户
- 与客户确认美工图稿
- 付工厂定金
- 与客户确认大货样，简单的用图片与电子邮件，可能有风险的就寄样品给客户确认。从风险的角度考虑，绝对不要省。
- 不断确定进度。
- 跟客户申请尾款。
- 出货前,，用相片与客户再确认出货样品。
- 确认客人付了尾款。
- 付工厂费用
- 提货安排运输。
- 注意运输, 回报客户直到有人签收
- 一段短时间后关怀客户，问问产品用的怎么样?
来看看一些英文案例
- 前面是正常的操作流程
- 后面是遇到状况的案例
客人来订单PO
Hello,
Attached is a repeat order.
Please confirm this order?
KEEP AUSTIN WEIRD BOTTLE OPENER KEY CHAIN
REPEAT ORDER SAME AS PO 10741
Let me know if you have any questions.
Thanks,
不要忘记了礼貌的回应
Thanks Joanne, I got it. Brian will give you the invoice.
核对确认 如果一切无误, 就发invoice过去就好了
如果金额不对, 通常是要多一点的钱, 那就要用拒绝处理的技巧
美工与时程确认
We repeat this artwork. they can get openers around 25th
Our Project Planning is as bellow
- 2014-07-01: Project Staring
- 2014-07-03: Artwork Approved
- 2014-07-10: Spec Sample Produced
- 2014-07-11: Spec Sample photo Approved
- 2014-07-21: Products Finished
- 2014-07-23: Custom Applied
- 2014-07-28: (Monday) Arrived in hand
- Total Leadtime is 27 Calendar Days
Let me know any advice. Thank you very much.
大货样确认(金额上万美元大一些的案子)
Mike,
Please give me your shipping address and contact #.... I will send you 3 different creating openers.
出货样与收货地址确认
Joanne,
I hope you are doing well. The openers are done and ready to go. I will ship them to below address. Let me know if you have any comment.
Attn: Joanne
Company Name: xxxxxxx
xxxxxxxxxxx ROAD
AUSTIN, TX 78744
(....) 701-5680
货物运输跟踪号通知客人
Joanne,
The openers are shipping now. Here is the tracking.
http://www.dhl.com/content/g0/en/express/tracking.shtml?brand=DHL&AWB=9972847054%0D%0A
给客人链接比一个单纯号码更友善, 我们自己回头查询页都省事多了
到货确认, 关心客人一下
Joanne,
I saw you got the openers at XXXX. Let me know any advice or request.
Happy Ending
现在看看预防风险的例子
Hi! Lisa,
Wish you have a nice day.
The mass production is nearly finished, here is the sample picture for the watch dial, please check the attachment.
We will send the picture for the mass production to you and arrange for delivery for the mass production next week!
Thank you.
2014-08-20 1:03
Hi Jack,
Could you also include a picture of the band part?
Thanks,
Lisa
On Aug 20, 2014, at 4:34 AM
Hi! Lisa,
Thanks for your reply.
New pictures attached, please check it
Thank you.
2014-08-20 22:17 GMT+08:00
Hi Jack,
Thanks for re-taking the picture. The only two things I see are that the squares that line up with the numbers are a solid square on the proof- and now they are open squares. Also, the EWI logo is centered on the dial line in the proof and now it is a little off. Is it too late to fix these things?
Thanks,
Hi! Lisa,
I'm sorry I do not notice the difference, I had contacted with producing and ask for reprint the dial.
So it will take about 10 days for reprint and 7 days for delivery. We will do our best to catch the date, but it may cause one day late for reach, please understanding.
Sorry for that again.
看到这个确认动作对风险的意义了吧。如果一切到了客人手上，大量的费用与时间都花掉了，那怎么办？忙了半天, 得罪客人有赚不到钱，是不？
2014-08-21 22:03 GMT+08:00
Hi Jack,
It's ok, don't worry about the reprint- they will be too late for the event they are for. Please ship the watches already made.
而且事前报告客户，让客人有时间能够做决定, 这个是我们外贸非常重要的细节哦(给客户充裕时间做决定)。
这个案例里面，我们的业务员其实不仔细，先是给了客人看一个不是"当初"重点的相片，自己没能站在客户立场把关替他们把货物验收好，还好至少有做到出货前确认的动作。这个是年轻业务员常常犯的毛病，接单前谈的规格，到验收出货的这个时候已经好久了，所以没有好好用心的拿出当初谈好的规格的验收比对。一些年轻人常常用感觉来验收，用自己的感觉给客人一个漂亮的相片，但却不是客人要求得重点的相片。
最后，“把不完美的产品运给他”，这个决定是客人自己做的。货物的品质虽然不够符合客户预期，但是客人应该不会太生气，只是会不满意影响了对业务员的后续感觉。
