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展會后跟進未果，深入了解客戶需求

Hi Passy,

Sophie from PAE China. It was a pleasure to meet you last July at Propak in Shanghai.

As you may recall, we discussed about the energy drink bottle labels.

It would be ideal if you could furnish us with following details, so we can send you detailed offer accordingly:

1) Specifications of label, including dimension and thickness.

2) If any specific requirements on the material, please advise.

3) Artwork, any format is ok.

Looking forward to your feedback.

Sophie

小結(jié)：

以上郵件，我指出展會名稱，展會地點，還有討論話題，當然這些并不能夠讓客戶想起具體的細節(jié)。

因為一個展會，客戶基本走馬觀花逛，只在一些攤位上駐留的時間久一點。展會后肯定會收到很多供應商的展會跟進郵件，除非是他自己備注好的，并且有即時的采購需求，才很可能有后續(xù)進展。

不然這樣的跟進郵件，很可能就被華麗麗忽視，所以當客戶Passy沒有回復是意料之中的事。

選擇刺激法寫郵件給客戶，遭閉門羹

Hi Passy,

Frankly speaking, your XXX （不便透露品牌）seems out of market as per our research. Packaging design can continue to influence a company's sales as it grows larger. 

Please contact us if you have any requirements on the brandings. We supply not only materials, but design solutions.

Sophie

小結(jié)：

我選擇刺激法，已經(jīng)做好客戶不回復的準備，并進一步提供圖表數(shù)據(jù)分析。

Don't be my teacher. I know more than you. Thanks.

呈交數(shù)據(jù)分析報告后邀請客戶電話會議

I don't see what's the benefit of you.

小結(jié)：

真是傲嬌得不行的客戶，可是冷靜下來思考，卻發(fā)現(xiàn)自己的誤區(qū)。我一直在引導他去省視包裝設計上的不足，但是我確實是沒有展現(xiàn)我們應該提供的優(yōu)勢。

對于這種客戶，一點也不適合開展拉鋸戰(zhàn)，稍微沒盯緊，可能人家就揚長而去。

Thanks for your feedback. A great product needs a top packaging design to help it stand out.

Please take a look at these proposals of packaging design to witness the best work we've done.

If you can send us your label artwork, we can discuss further.

Hi Passy,

I would like to see if we could schedule 10 minutes tomorrow for a conference call to discuss:

1) Your label material

2) Your label size

3)Design improvement on the label

I'm sure you're busy and I want to respect your time, so I'll be brief. Which time will work for you?

Sophie

小結(jié)：

列出電話通話要點，并且表示我尊重他的時間，會長話短說。

一個男聲說Hello?

我：Hi, this is Sophie from PAE China. Is Passy speaking there?

男聲回復Yes.

我緊接著：Thank you for your time. As mentioned in the email, can you please advise your current label material and size?

Passy: It is no point talking about current ones. How will you improve it?

我：這部分內(nèi)容涉及到客戶信息，不便透露。我主要從設計上提出logo, 主圖案上，字體，還有slogan以及nutrition table成分表上的改進建議，從材質(zhì)上建議做特殊工藝，logo燙金gold foil或者激凸加UV-emboss with UV finish. 圖案做UV.

What do you think?

Passy: If I send you the layout, how long you can speed up the process?

客戶問如果他發(fā)給我設計，設計過程多久？

我馬上緊接著說出重點：

I will send you a proforma invoice for the design fee.

We will only charge you 5000 dollars which will be refunded to you in full when you place the order with us for the labels.

In 7 working days, we will issue the first proposal with at least 2 plans for your options.

我表示我會在電話后發(fā)設計費的形式發(fā)票。5000美金設計費會在他下標簽單子后全數(shù)返回。7個工作日內(nèi)我會提供第一個方案，至少2套設計供他選擇。

Passy: It sounds reasonable. I will send 2000 dollars in advance.

言行不一致，只愿意安排2000美金。

我說：That's fine. I will update meeting notes immediately. Thank you.

收到2000美金設計費后歷時3個多月更改

經(jīng)過幾輪討價還價，89850美金單子終于確認

Hi Passy,

Warm greetings from China.

I am attaching again herewith the offer for your review. Can you please advise?

Can you please send the signed copy for the attached designs? We need to move forward the sampling as soon as possible as factory will be extremely busy after CNY holiday.

Sophie

We need to discuss the pricing because with the Pound depreciating by 5% it is not going to be easy sailing at all in UK for the foreseeable future.

Also I've noticed that the  Barcoding on all the labels are far too small and need to be increased to a more normal size. I hope that they have used a barcode generating software for the barcodes to correspond with the numbers allocated.

之前50萬張，價格依次為：$0.07, $0.08, $0.084

    100萬張，價格依次為：$0.061,$0.071, $0.075

即：250K -USD0.07

      800K -USD0.075

      200K -USD0.08

Hi Passy, 

Please see attached the updated offers for the labels.

Regarding bar code, we have used the Alpha Numeric Type 1278. You can see the link below for more details about bar code types. The generator we used is part of the Corel Draw software. 

Regarding sizing:

Original barcode size for XX is 22mm*8mm and now the revised size is 31mm*13.4mm

Original barcode size for XX and XX is 28mm*10mm and now the revised size is 36.5*14mm

We will apply this on the label and send you for reference. 

Regards,

Sophie

Sophie,

This pricing doesn't make sense even when compared to the initial quote ( see attached).

I think the MOQ’s are extremely high for this quality of labels – they are not after all PVC labels for water.

Please call to discuss so that we can find some middle ground and we would not want to alter the quality.

Regards

Passy

客戶郵件明確表示

Hi Passy,

We also do not want to compromise on the current quality. I will check with my team and further revert.

Sophie

百萬張價格：           之前的報價      更改的：

250K -USD0.061       USD0.07     USD0.069

800K -USD0.071       USD0.075    USD0.071 與百萬張價格一致

200K -USD0.075       USD0.08      USD0.079

Hi Passy,

Greetings.

Please see attached the revised offer for your review.

1) The climate in London is rainy. And the workshop there should be moist. You are an expert in packaging and you will know that, if we don't pay attention to the packaging and also the technique of labels, it may be easy to get wrinkle easily when it exposures to the indoor air.

We guarantee the secure packaging and add drying agent in every individual packing bag.

2) We promise the labels 2 years quality guarantee in case you may only launch some initially.

Prices quoted are already on the lowest level. Please help advise so we can proceed with the sampling immediately.

Sophie

在郵件中我提及到三點