跟进T品牌已经很久了，久到我以为我们都是很好的朋友。只要我们公司推出新产品或者是有优惠活动，我都会第一时间向他们送上我们的信息，让客户时刻知道我们公司对他们的重视。
I have followed the brand T for a long time even I think we are good friends. As long as our company launched a new product or a discount, I will send him our information immediately, so that he can always know our attention to him.
可是客户却不一定这么认为。尤其是这次真的大大滴打击了我的内心，即使大家都说阿连的内心很强大。对于这个客户我们一向都是看好他们的发展，所以我们在很多方面都非常支持他们，比如交货期，质量都很稳定的提供给客户。
But the customer not necessarily thinks so. Especially at this time, he hit my heart even all you think of me as powerful. We have always been optimistic about their development, so we are very supportive to them in many ways, for example, we provide delivery, quality to him stably.
但是****客人还是把我们的辛勤当作是理所当然的事。然后在安排尾款的这个事情上，多次自我修改条款，每次我们催款对方都回应说很快了。这次还更离谱，已经拖了一个多月，发邮件不回，打电话不接，我们还能不能愉快地玩耍了？
But the customer takes our effort for granted. Then for the matter of payment, he modified terms very often by himself, every time we urged the balance, they always said would pay us very soon. This time was much unusual, he had been delayed for more than a month, and didn’t reply my call and emails. Can we still cooperate smoothly?
作为外贸人我们都知道，出货后应该尽快收回尾款，因为拖得越久，风险就越大。于是我就每天给客户发邮件打电话，这次客户终于听电话了。当我跟客户说这回事的时候，他很强硬地说：他知道所有的事情，现在他们公司也有10-20个柜子在安排着货款。Please don’t call me again and again. I will arrange to you soon.其实这句话从他的助理口中听了无数次，于是我就顺口问上去When？后来客户就开始发飙了，说他会安排，No need call and send mail.(态度表现得很强硬）。明明是他们拖欠了货款，一句道歉也没有，反而对我们不耐烦了（就不能做个安静的美男子吗？），给人一种再敢催就会无限期拖延的感觉。那时候的我有多生气，已经无法用语言来形容了。当然，阿连是个理性的外贸人，不断告诉自己要冷静。
As foreign traders, we all know that we should get balance as soon as possible after shipment, because the longer the delay, the greater risk will be. So I called the customer every day, and he answered the phone finally. When I mentioned this matter, he replied firmly: “yes, I knew all of that. There were 10-20 containers to be arranged the balance. Please don’t call me again and again. I will arrange to you soon.” Actually, I’ve heard that for many times from his assistant so I asked When? He began to be indignant, telling us that he would arrange. No need call and send mail (with tough attitude). Obviously, it is he that in arrears with the payment but still was impatient to us without apology (why couldn’t you be a quite man). He sent a signal like he would delay indefinitely if we urge again. I couldn’t describe my rage at that time. Of course, I was rational enough to make me calm.
站在客户的位置上分析，货柜就快到14天免堆期了，后面费用将很高，另外我们安排寄出文件也需要大概一个星期的时间。我跟客户解释，希望他理解。最后客户就说2-3天后会安排。好吧，我就姑且再相信客户这次。
Standing in the customer’s position, the 14-day free demurrage was about to run out, and the cost would be high. Sending out the document from us cost about a week. I explained to the customer to get his understanding. Finally, he said he would arrange after 2-3 days. Well, I just believed him.
2-3天过去了，当然这期间也有催过他们，然而并没有什么卵用，客户还是没有付款。那时我无限感叹：你们城里人真会玩。本来我觉得一打电话就催客户结货款不是很好，于是前面就问候了下，再问问客户我们产品卖得怎么样，再转入话题。可是那时只听到对方一声很轻蔑的笑声，我顿时累觉不爱了。
2-3 days later, of course, we had urged them but made no difference. He still failed to pay the balance. I sighed that: you citizens are fond of playing. Originally, I thought that it is impolite to always urge payment with every call, so I just greeted and asked the sales situation of our products, and then came to the point. But when hearing his scornful laughter, I felt too tired to love.
后来回顾分析我跟进这个客户的时候，就是“太把他们当回事了”，没有注意弹性地跟进。我应该表示出我的态度的时候，没有很好的表达出来，导致客户总是觉得我们所做的都是理所当然的。
Then I made analysis of the customer, that was, “I get too attached to them seriously”, without keeping follow-up elastically. I didn’t express my appropriate attitude when necessary, resulting that he took that for granted.
作为一个外贸业务员，要记住自己是主导整个场的主持人，不要让人拿走你的麦克风！以后跟进客户时，若客户修改的条款不合理，必须坚决表明我们的态度。不能一味退让。做回自己，做回有个性的自己！加油！外贸人！
As a foreign trade salesman,** please remember that you are the host of the entire field, so don’t let others take your microphone! We must be firm to show our attitude in the process of following up customers if there are unreasonable terms.** Just be yourself, individualized one! Come on, foreign traders!
原创作品，欢迎转载，请标明出处：外贸连（微信号：LWG-8888)
