本叔的商業英語（1）-如何應對客戶索要的促銷價格？
世界經理人專欄
這是一個關於跟 客戶 合作做 promotion 的案例。
記得當年我恩師說過一句話：在企業內，採購的力量來自供應商。除了平常的常規供貨，供應商還是一個很好的資源，只是看你會不會用而已。這一篇的老外就很聰明瞭，因為他懂得把供應商拉下水，一起去搞 promotion 。
按一般老闆的 OEM 思維，你跟我買貨了，你在你的市場內愛咋玩就咋玩，跟我有什麼關係？可是在這些時刻，客戶都會突然變身成為你的 long term partner ，然後展示他純真的笑容跟你要減價要錢：「你好我好大家好啊親！」。
的確， promotion 是一個 win win 的事，很有可能為你帶來更多的訂單。把供應商拉一塊去承擔一下風險確實是個好 idea 。以下首先是老外的電郵，大家可以學習下人家是怎樣來拉你下水的。
I need a rock bottom price ( 就是說，很 rock 的，很硬的，最最低價） for 500 pairs of XXXXX samples so I can use them for a direct mail advertisement. I will mail only the R or the L with a coupon to order the other one and more. （這招挺不錯，兩隻鞋只寄一隻，試用了感覺良好再買另一隻） If it works, I will continue the campaign across the US and order more of these samples.
They do not need any package - lose in one box is fine.They will need the new glue strips and the logo.I don't care about the color of XXX you use, as long as the only change in XXX used is the color.
Can you partner with us on this promotion and give us a sample price of $XX per pair and we will pay the shipping for the single box. （都要 partner with us 了要人家減價的時候總是表現得那麼的親切）
So in the future if we order samples, we can order a case of 500 each time at XX each and you can pick the XXX color. This promotion will ask the lady to take the XXXX challenge. Try it in one shoe...then we will give them a coupon to buy one at regular price and get the other sample L or R one free.
If it works we can pick up many clients and reorder more regular packages with you, but I need a partner to help0 me lower the price for promtiion. In US a mail promotion is usually 2% return, so we would take a chance to lose money on the first one. （客戶其實挺有誠意的了，開口閉口 partner, 他們臉皮厚得敢叫你免費送他一批樣板一起把市場做大什麼的）
If this is agreeable, I'm ready to pay the invoice.
然後我們看看同學仔是怎麼迴應的：
Hello,XXX:
It is a really good news you want to expanding your market. as your know we alway support with your team. （禮貌，四平八穩， 沒感情，沒套近乎，典型中式英文 。人家都把整盤大計告訴你了，你咋還不誇誇客戶腦洞真大，真聰明，你咋不上天呢？）
But for this time base on two point we cannot do this way:
1.MOQ issue,even no color limited ,but every color we have MOQ when we purchase raw materials.
( 這句 Grammatical ， 可改： MOQ issue: when we purchased we have MOQ limitation by color. )
we have no raw materials in stock.
2.Price issue,upon 500pairs USDXXX it hard for us keep profit balance. （也是了，不過，直言是因為自己賺不夠真的好嗎？看你跟客戶關係了，也不一定是壞事。）
But we have solution,we still have your color materials in our factory,we can produce 500 pairs use your materials.
Price we can make an discount for XX% without package.
If you have any comment pls let me know.
換成我，會這樣寫：
Hi XXX,
Look like you have an innovative marketing campaign. I am interested to know how you come up with this idea? （誇！是個人都愛被誇的，這是個心理科學。再說，要是他真的跟你說他的 plan 詳情，不也對你瞭解當地市場有很大幫助嗎？ ） As your supplier we certainly would work out a solid plan （ solid plan ，一個實際的計劃）。
Looking into the details I am afraid （不是真的怕，這是英文一個普通的用法。譯作「恐怕」最適合） there are 2 points that we might need to come over.
1. MOQ: When we purchase from the factory their request a order with MOQ by color. Put it simple, one color, one MOQ.
2. Target price: That gonna be a very challenging （很挑戰性的，就是暗示很難了，你不要太大期望了） target price to hit. Are you open for ideas about cutting the cost? Like, changing certain part of the products…etc? （這裡也在暗示另一件事，就是說 單純的減價是不可能了，你一定要改一些東西讓我成本能降下來 ，大家聊聊）
Good news is that we have some of your existing colors in stock and we could be flexible for those.
If you would like to go without packaging I am able to offer you further XX % discount.
（注意百分比要小心，不要過分高或低）
YES we are ready to receive your order. Let’s keep the ball rolling.
Regards,
Ben