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Open Case 吸引及留住客人的範例說明
Open a case，就是敲開一個銷售的門，不管是自己走出去敲門，或客人自動上門。不管是自己親自去走訪還是利用電子商務。
開門都一直是很累人的事情，所以事前準備好自己的獨特銷售點，以及主動的去創造一些銷售機會。或者好好的把握住客戶上門時銷售機會，這都是業務員selling cycle裡面的一門行銷的功夫。很多業務員在初期沒有固定客人的情況下，最需要的就是這門開門的功夫。
S05: 業務員Top 10產品準備流程的詳細說明，是我們如何的先準備好自己，創造出一些特點來，然後能在open a case時比較容易的收到效果。
這裡有一個把握開門機會的例子，讓客人注意我們，對我們的服務產生了興趣，其中有一些的技巧，我寫在郵件當中：
Name : BRIAN
Company :
Phone :
Web site :
Country : 223 United States
Locatoin : PHILADELPHIA, PA
Hello I am in need of a price on Silicone Bracelets. Quantity of 400, 500 and the next price point after 500. These will be blue with a logo imbossed in the silicone.
Origin URL : http://www.ursupplier.com/shop/product_info.php?cPath=199_419&products_id=2687
Referer URL : http://www.ursupplier.com/shop/free_quote.php
Request URL : www.ursupplier.com/shop/free_quote.php
這個詢盤會來，因為我們主攻的是北美區，花了很大的功夫去調的網站系統。
Brian,
Thanks for your inquiry. We are factory direct in China that can custom made your decorative need.
Eric, our rep., will send you some previous artwork for your reference. and she will send you clear information ASAP.
Thanks.
馬上回應客人是基本的禮貌
———————–
Thank you very much!
Brian
–
話要接下去，問一些可以顯示我們自己是專業人士問題，另一個好的簽名型式，把早已準備好的行銷方式放進去。
Hi Brian :
Thank you for your inquiry. I am Eric Lin representing Pacific Promos and will assist you with your project. We have different styles of silicone bracelets and also provide varied designs to satisfy with your need. I attached some picture of our last successful project of embossed silicone bracelet FYI.
Are you mean the “Embossed silicone bracelets” ? Do you need print color on the logo ?
I’ll check and give you some price info soon , next email .
below is the production schedule ,
The Production schedule of 500 bracelets
Custom Sample time 4 days
Sample Confirm 3 days
Production time 5 days
Delivery(Express) 3 days
Total: 15 days
Faithfully yours,
Eric Lin
Eric
Yes embossed. Can you give me pricing with logo color and without color in the imprint area?
Thanks Eric.
Best regards,
Brian
From: “Eric Lin”
Date: Wed, 20 May 2009 09:30:54 +0800
To: BRIAN
Subject: Re : Request Free Quote from www.ursupplier.com
———- Forwarded message ———-
給一個看起來很專業的報價內容以及信息
Hi Brian :
Embossed silicone bracelets price list below , your in-hand cost , include shipping to PHILADELPHIA, PA, no other charge .
Embossed silicone bracelets
quantity 400 : (0.55 x 400) + 50 = $ 270 USD (Total cost)
quantity 500 : (0.47 x 500) + 50 = $ 285 USD
quantity 600 : (0.41 x 600) + 50 = $296 USD
quantity 1000 : (0.291 x 1000) + 100 = $391 USD
Embossed silicone bracelets printed with Color
quantity 500 : (0.60 x 500) + 70 = $ 370 USD
quantity 1000 : (0.55 x 1000) + 120 = $670 USD
If you have any question , please feel free to contact me .
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Embossed Silicone Bracelets
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Embossed Silicone Bracelets Printed with Color
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2009/5/20 Eric Lin
Eric,
This is great pricing. Thank you. I have sent the information onto my client and will wait to hear from them to move forward.
What other products do you offer? My company is a distributor here in the US (I assume you are overseas?) and would be interested in more information about your company and what types of products you offer.
In addition to the promotional products my company also brokers printing (brochures, catalogs, etc.), would you have any contacts for that type of product production?
Thanks,
顯然客人對中國感興趣，而且覺得我們在中國，可見網路上表現的做法是成功的，我們不在阿里巴巴上與中國人競爭，直接進入美國去攻下客人。後文可以看到我們簽名以及報價的型式裡，已引起了客人的興趣，他在找我們網站上的產品。
Eric,
I found the link to your website and have need for several quotes especially the following. The pricing that is on the website is that what you offer to the public or to distributors? In any case could you please give me a quote on 4000 of the reusable recyclable shopping bags below – 1 color imprint…:
Reusable Recyclable Shopping Bags, Eco Friendly Green Grocery Bags
[DWEL83002 (old PN: )] |
USD $1.82 USD $1.78 |
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Custom Reusable Recyclable Shopping Bags, Custom Eco Friendly Shopping Bags, Green Grocery Bags Wholesale , Cheap Shopping Bags.
This non woven bag made from sturdy 80 grams per square meter (*GSM) premium quality non-woven polypropylene, 100% recyclable and reusable . These tear resistant and water repellent bags are made from recycled material , Customized Printing , Eco-friendly , Suitable for advertisements, shopping, gifts, promotions and packing , OEM orders are welcome
- Free Design Work !
- Free Screen Charge !
- Free Air Express Shipping to your door !
- No Hidden Charges !
- No Multi-Color Run Charges !
- Low Price Guarantee !
Price list below are included one color, one location silk screen printing on one side, and included the air express shipping cost to most cities in USA. , price per bag.
- Screen Charge: Your first color, first location screen charge is FREE!
- Multi-Color Charge : $0.20/unit , Setup Charge is Free !
- Second Side Imprint : $0.20/unit, Setup Charge is Free !
Non-Woven Bags are the great new eco-packaging alternative to paper and plastic bags. With these stylish, environmentally friendly bags, you can give your company the promotional boost it needs to really stand out.
Our enviromentally friendly Non-Woven Bags are made from non-woven polypropylene (P.P.) fabric of spun bond polypropylene which can be recycled, naturally decomposes, and completely incinerates without any production of poisonous pollutant.
Our Non-Woven Bags are of superior quality, custom made with your logo in a timely fashion and at competitive prices. These reusable, tear resistant, and water repellent bags are made from recycled material.
- 100% Recyclable
- Resuable & Hand washable
- Made from recycled material
We are mainly producing the non woven bags. Non woven fabric contain polypropylene elements (i.e. PP), which is manufactured by putting small fibers together, and then binding them mechanically. At last, it becomes the cloth material by adhesive and thermal process. The quality of non woven bag feels tenacious and can be reuse many times. Moreover, the bag contains degradable characteristic and decompose naturally through a period of time.
We offer various cloth materials and colors for our customer’s selection, also the customers can design their bags base on the flexible size, any patterns or logo, to produce the bags by their own style. Moreover, we provide high-tech printing like’s silk screen printing, heat transfer printing or the latest digital offset printing technology for our production.
we will try our best to provide the professional opinions, high quality of one stop services and offer the best price for our customers.
What is polypropylene (PP)?
Polypropylene (PP) is known for its high melting point, which makes it ideal for holding hot liquids that cool in the bottles (for example, ketchup and syrup). It can be manufactured to be flexible or rigid. PP is used to make containers for yogurt, margarine, takeout meals, and deli foods. It is also use for medicine bottles, bottle caps, and some household items. Polypropylene is commonly recycled, and has the number “5″ as its resin identification code.
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2009/5/20 Brian Roman
以上信息給大家學學，客人的興趣之門被打開了。不過這一單是沒有做到的，可是客人的興趣是打開了，後來這一年我與這位客人做了十萬美金的生意，利潤率有二成以上。
這裡還有一個沒有好好收起開門機會的例子，與客人愈說愈發散的例子，其中的說明都寫在郵件當中：
Sample of communication by open too much
2009/07/15
主题： Fwd: Inquiry from www.ursupplier.com – Soccer Ball Cheering Stick,Promotional Inflatable Thunder Stick
Contact Name: Andrew
Contact Tel:
Company Name: Not a company (yet!) –>至少是一個正直的人 -David Wang 7/22/09 9:42 AM)
Web Site:None
ASI/PPAI/UPIC/SAGE Number:
Product Name: Soccer Ball Cheering Stick, Promotional Inflatable Thunder Stick
Question or Request:
Dear Sir.
I am interested in purchasing the above mentioned Soccer Ball Cheering Stick. I was wondering if it is possible to get these without the soccer ball print on them as my design would go from the handle to the ball part of the item and I do not need the soccer ball in the background.
Thank you for your time.
Sincerely yours
Thanks for your inquiry, I am Karl from pacific promos, we are registered American company, we source and export products directly from China so enable our customers get most competitive price, at the same time, our service always will be satisfied one. –>很危險的一句話 -David Wang 7/22/09 9:43 AM)
As to your request, I understand you would like it to be without football imprint, you’ll prefer your own design be printed fully covered from handle to head. for such case, I should like to get your design or pattern first, so then we will discuss with our engineers to determine its pricing. printing would be important factor for us to quote you.
Nevertheless, I should say you may please refer to below price of which listed on website first
| Quantity |
3000 |
5000 |
7000 |
9000 |
11000 |
| Price(USD) |
$ 1.955 |
$ 1.93 |
$ 1.921 |
$ 1.916 |
$ 1.912 |
| Production Time |
20 |
20 |
20 |
20 |
20 |
| Delivery Time |
20 |
20 |
20 |
20 |
20 |
Please note above price is for reference only. the exact price –>(先打自己的嘴，也不了解自己 -David Wang 7/22/09 9:44 AM) should be furnished after we have your design. and I would say we require a minimum quantity of 3000 piece. As alternative option, I will send some other products for you. they are much cheap comparing to this one. I will send to you by next email.
Any questions, just feel free to tell, I am open for any opinion and idea –>(還沒有滿足對方的需求就開始吹自己的牛 -David Wang 7/22/09 9:45 AM) . Hope we could be of help in your business.
Thank you
Karl
Hi Andrew,
As I said in my previous message, please find below thunder sticks for you
product: thunder stick
price: $ 0.21 per piece
specification: 23.5″ x 4.25″
material: polyethylene
printing: gravure
printing size: full cover
color available: PMS match
moq: 6000 pcs
sample available: immediately
sample charge: free
sample time: 3 days
production time: 12 days
delivery time: 7 days
deilvery way: send by DHL
Any idea about our products, please let me know
Could you tell me more about project? we may do more than you expect.
Please find below links to our other products –>必須先滿足客人的第一需求，才能再開新話題 -David Wang 7/22/09 9:46 AM)
By the way, I am good at costume jewelry, if you like it, please get to me.
Thanks
Our sample in assortment
For Disney
For Coca Cola China
For Haier – a partner as Olympic games 2008
Hello Karl
Thank you for your reply. I am attaching a PDF file which has my design shown from the front and back and also a very rough 3D view. You will have to forgive the simple and maybe crude drawing. The 3D view is not the greatest, but is there just to give you an idea of what I’m looking for. This artwork was done on Adobe Illustrator CS4. It is their new version. I downloaded a “trial version” so that I could get this drawing done in the .ai format that most printers seem to be using. I have never used Adobe Illustrator before and I have only had the program for a week so please forgive any mistakes I may have made.
The story behind the “Banjo” on a sports “cheer stick” is a long one so I won’t get into that right now!!
I am looking to get 10,000 (5,000 pairs) of these printed if all goes well. I would also appreciate it if you could give me an estimate on how long they would take to print and ship.
Please bear in mind that I intend to have the image and concept Trademarked, so privacy is an issue.
Thank you for your time and will be looking forward to hearing from you soon.
Andrew
Hello Andrew,
I appreciate your promptly reply and detailed product drawing. You have done a pretty good job of creating AI artwork although only had a week practices –>打屁 -David Wang 7/22/09 9:47 AM) . I understand your concerns as confidentiality should be applied to your image and design, for that, please be sure that never matter you would like it trademarked or not we always abide by business ethic, one of which is no leaking out of any essential information from our customers to the unnecessary third parties
From your reply, I’ve got known that we will have the first product as prototype, that is ball head with stick handle, only with your own image custom printed instead of ours soccer. But there is another question, your product shown on PDF file is a square one, really a “Banjo”, seems made of some sort solid material. Here I should tell our product is inflatable, is made of PVC film, please confirm. If you insist the product should be Banjo like, solid look, I may offer other options –>轉移話題 -David Wang 7/22/09 9:48 AM) . if that, you’d better could tell its size first.
The third, about the color of your custom imprint. your PDF only specify two colors, black color for printing, opague white as base color from material. should be so? Is there any other color? please advise. or send us colored picture or image.
Thanks again for your opportunity, Mr Andrew, we will do better than you may expect.
Regards
Hello Karl
I am sorry for the confusion. I do realise that the drawing I sent makes it look square or flat with raised sides like a real Banjo. This is not what I meant to represent. I’m just not very good at this drawing program yet. I realise also that this is made from PVC and is inflated.
I do understand from the picture of your soccer cheer stick that the ball part is rounded like a ball. (This is O.K.) When these are printed is the PVC laying flat like in the PDF I sent you. ( The area under my Banjo Drawing marked by the Red Arrows) If this is how they are done, when this is inflated the round part of my Banjo will be curved like the ball part of your product and the long “neck” of the banjo will be curved to match the shape of the stick part of you product. This will be fine. I will try to a better 3D drawing of this and send it to you. I know these are not solid, but are filled with air. I think that my drawing will fit this shape very well. It does not have to be flat like a real Banjo.
The two drawings I have finished for the front and back were made 22 inches (55.88cm) long and about 8 inches (20.3cm) wide at the widest part. I did this because your web site lists the size of the soccer cheer stick as 23.5 inches (60cm) by 10 inches (24cm). This will keep the printing away from the edge where the PVC is sealed. My drawings can be resized very easily by the Adobe Illustrator program if these are not the right size.
The colors shown in the PDF file are correct. The main part of the Banjo are black and the strings and string tighteners in the photo are grey. Also the inside circle of the round part of the Banjo is grey.
I will send the finished drawings of the front and back of the Banjo, but I do need to know if you can open an Adobe Illustrator (.ai) file or should I send it in a different style?
I hope this helps answer your questions. If not; please contact me again and I will try to help more.
Thank you.
Andrew
Hello Andrew,
I got it, I will quote you today.
Any other information would be helpful, please kindly tell.
Regards
Karl
2009-07-17
karlzhang
发件人： Andrew
发送时间： 2009-07-17 03:19:05
收件人： zhang karl
抄送：
主题： Re: Fwd: Inquiry from www.ursupplier.com – Soccer BallCheeringStick,Promotional Inflatable Thunder Stick
Dear Andrew
Please tell your address or zip code so I many quote the price for you. our pice would be the inhand price, inluding the shipping to your warehouse, we will take care everything till goods arrives.
Just curious what other product line you have delt with, you have designed all of them? I am experienced in custom making fashion merchandises and printing articles, I am glad that I have such an opportunity to serve you. –>又轉移話題 -David Wang 7/22/09 9:50 AM)
Await for your reply
Thank you
Karl
2009-07-18
karlzhang
Dear Andrew,
Sorry I send it again,
Please tell your detailed address so I can quote the price for you. the price would be in hand price including shipping to your warehouse. But I need your address to have shipping quotation from our forwarder first.
From my checking with our factory, the price would be less than USD 1.00 if we deliver it by sea. the production time plus shiping time would be about 7 weeks. another option would be send by courier, either DHL or Fedex, by this way the price would be bit of higher but the delivery time is about 1 week only, we always send goods to our customer by express. The price listed on our website is a wrong one 非常打自己的說法 -David Wang 7/22/09 9:51 AM) , i am sorry for it
I am waiting for your advice of address or zip code. Any other thing, please let me know.
Regards
Karl
2009-07-21
karlzhang
2009/07/22
Hello Karl
Dear Karl 客人的心情一定要了解 -David Wang 7/22/09 9:52 AM)
Sorry for the delay. My internet service provider has a junk filter on their e-mail and it held up your e-mails until today.
When I first found your website and requested more information, I clicked the link beside Mr. Kevin Wu’s name. I did this because it said that he was your sales rep. in New York. I live in Canada and chose this one because it is closer to where I live. Does this mean that you don’t have a printing business in New York. 客人的心情 -David Wang 7/22/09 9:54 AM)
I am also wondering how you can advertise the price on your website and then say that this price is wrong?? 二個問號的意義 -David Wang 7/22/09 9:53 AM) I will only give you the name of the city and province where I live in Canada for now. 客人認為與你的關係不夠 -David Wang 7/22/09 9:54 AM It is a small city and I hope this is enough information to get a quote which includes shipping with DHL.
I am reluctant to give you all my information because of the sudden change in your price shown on the website. I realise that this price did not include shipping.
I live in Regina, Saskatchewan, Canada. Is this enough information to get a quote from you for 10,000 of these cheer stix that we have been discussing?
Thank you
Andrew 三天過去後的怨言，對人有意見，不太信任 -David Wang 7/22/09 9:41 AM)
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