不要把自己的想法强加于客户 Don't force the clients to take your ideas
转载须Mike授权并注明来源：公众号-Mike外贸说
Don't force the clients to take your ideas
这是Mike群里的一个群员发的图片，是老板和她的对话。
This is a picture sent by one of my group members, regarding talks between her and her boss.
她的一个客户想要6米的钻杆，老板非要推荐给客户5米的，说6米浪费原材料，对自己生产成本控制不利。
One of her clients wanna purchase 6m drill pipe, while her boss asked her to recommend the client 5m type, as 6m type will waste more materials, which is not good for their production cost control.
但是客户强烈反对，扬言，如果你不懂我在买什么，别浪费我的时间。
But the client rejected this proposal strongly and told her not to waste his time if she doesn't know what he exactly wants.
尽管如此，老板还是一次又一次的要求她去和客户商量，接受5m的钻杆。
However, her boss asked her to persuade the client to take 5m items time after time.
MIKE外贸说
群里一些人告诉她要听从老板的意思，老板有自己的考虑。
Some group members told her to follow the ideas from her boss, as the boss must have his own consideration.
还有一些人告诉她，你可以同时给出6m和5m的价格，让客户看到价格差。
While some other group members told her to offer both 6m and 5m types, showing the client the difference in price.
其实，如果你们有认真观察了这个事情，不该做出这样的建议。
In fact, if you have really looked into this matter, you won't give her such suggestions.
为什么呢？ 因为很多事情并不是相同的。
Why? Because not all things run in the same direction.
Mike的一些学员也跟Mike聊，想过要一些商务谈判的邮件模板。
Some of my students have talked with me, hoping to get some e-mail templates regarding business negotiation.
但是坦白讲，我没有给什么所谓的邮件模板，因为我自己也没有，大多数邮件是我自己随即敲出来的，包括帮助学员催款或成单的那些邮件。
But to be honest, I don't have any so-called e-mail templates. Most of the e-mails are typed by me at random, including those that helped my students on money-collection or order-confirmation.
我一直在讲，每个订单的情况是不同的，产品可能不同，规格可能不同，谈判情况可能不同，等等。 我们不能用所谓的邮件模板去应对一切类似的问题或情况，这是不负责任的做法。
I keep telling you that you cannot use any so-called e-mail templates to cope with all the similar problems or situation, which is very irresponsible. The products can be different, the specs can be different, the basis of negotiation can be different, etc.
这是同样的道理。
The principle is same.
比如钻杆，一般都是3m 6m 9m。
The length of drill pipe is usually by 3m, 6m, or 9m.
即使我们没有这个常识，至少该知道一般都是工程项目用到这个产品，如果规格不符，是无法正常使用的。
Even if we have no ideas about above-mentioned knowledge, we ought to know that this item is usually used in some projects. If the specs are not workable, it cannot be used normally.
我就需要6m的才满足我们项目的正常使用，你非要卖给我5m的，我买回去做什么？
I just need 6m items for my project, while you keep recommending me the 5m items, what could I do with them after buying these?
那么什么情况才可以跟客户推荐自己的其他产品呢？
So when could we recommend the clients some of our other products?
第一，推荐的产品，客户目前用的到。
1.) The recommended items can be used in the current business of the clients.
如果推荐的产品，客户用不到，那就失去了意义。比如客户是做酒店家具生意的，你非要卖给他户外家具。
It's meaningless to recommend the clients some items out of their business range. For example, you recommend the client some outdoor furniture while actually they just focus on the hotel furniture.
第二，推荐的产品跟目前订单有关联。
2.) The recommended items should be related to the current orders.
不要突然推荐给客户与目前在谈产品不相干的东西。这样容易分散客户的注意力，拉慢谈判进度，导致订单拖延，给竞争对手可乘之机。
Don't recommend the clients some items that have nothing to do with the items under discussion.
This will disperse their attention, slow down the negotiation and delay the order, which will give chances to the opponents.
第三，推荐的产品不偏离目前产行业。
3.) The recommended items should be within the current industry.
这样会让客户觉得你们公司不专业。而且一些客户很在意供应商是不是生产商。
This will make the clients think that you are not professional at all.
What's more，some clients mostly focus on the point whether their suppliers are manufacturers or not.
第四，推荐的产品如果是同类品，价格和目前在谈的不要太大。
4.）The price of the recommended items shouldn't be far away from the current products under discussion that similar to them.
同类产品上太大的价格差会让客户觉得，你们会在他们购买的产品质量上动手脚。
Too large distance on prices of similar items will make the clients believe that you will do something on the quality of the products they purchase.
第五，推荐的产品要对客户的生意有帮助。
5.）The recommended items should be helpful to the business of the clients.
只有让客户看到其中的利益，他们才会去考虑，走出下一步棋。
Only when the clients see the benefits in it, will they consider it and move further.
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经典历史篇章
写一封客户会回复的邮件 Write An Email That The Clients Will Response To
我被老客户坑破产了 I went bankrupt because of an existing Client
SEO的基本概念 The Basic Concept of SEO
LinkedIn扩展人脉的绝招 Techniques to Increase Connections on LinkeIn
付款水单背后暗藏骗局 The Hidden Scam Behind the Bank Slip
The Clients go missing after getting the samples
Just be yourself, don't keep asking the others.
邮件该如何发 How should the Emails be sent?
谈判常常让我抓狂 Business negotiation drives me crazy often.
勇敢地向前，还是像个懦夫般后退 Step Forward Bravely, Or Back Like A Coward
战战兢兢的谈判，浑浑噩噩的丢单 Negotiation in fear, Order Missed in Confusion
当客户对你说No，莫要放弃 Don't quit when your customer says NO
空手套白狼，你行不行？Are you able to make money out of nothing?
外贸该如何开发客户 How to find the customers for Foreign Trade Business
如何写一篇具有转化率的邮件 How to write an email that converts
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