在我们跟踪客户的过程中，总会受到一些不可逆因素的影响，例如大家遇到的一些原材料升价，汇率的升降以及政策影响等等。每次遇到这些情况，想必大家都要头痛起来了。然而，是否每次这些问题出现的时候，带给我们外贸的小伙伴都是只有负面的呢？其实也不一定，有时也会因这些影响而带给我们意想不到的惊喜。关键就看我们是否能把握住机会与客户达成共识。而本次阿连正想分享一下销售Jimmy的案例，受政府退税新政的影响，他却成功借此机会让客户的翻单从小柜换成了HQ。
In the process of tracking our customers, we are always affected by some irreversible factors, such as some raw material price increases, exchange rate fluctuations and policy influences. In case of these situations, everyone must feel depressed. However, is it only negative for us every time these problems arise? In fact, it is not necessarily, and sometimes it will bring us unexpected surprises due to these effects. The key is whether we can seize the opportunity to reach a consensus with our customers. This time, i am trying to share the case of salesman Jimmy. Due to the influence of the government's new tax rebate, he succeeded in taking the opportunity to change the customer's order from Hm to HQ.
 
从四月份开始，政府对出口的补贴将要降3%。这意味着我们出口的小伙伴少了政府对我们补贴。对于本身产品利润低的企业来说，影响更是非常大，甚至可能还要给客户涨价。对此让很多受影响的小伙伴怨声载道。
Since April, government subsidies for exports has fallen by 3%. This means that our exporting partners have less government subsidies for us. For companies with low profit margins, the impact is even greater, and may even increase prices for customers. This has caused many affected foreign traders to complain.
 
对于Jimmy也不例外，因为其公司产品利润不高，当政策落实的时候，价格肯定是要涨价的。
For Jimmy, it is no exception, because the profit of its company's products is not high. When the policy is implemented, the price is definitely going to increase.
 
上个月，就在新政出台前，Jimmy收到老客户Justin的翻单邮件。由于交货期最快肯定都要4月份之后了，因此价格上肯定要把政府补贴的问题纳入到考虑当中。尤其客户新翻单的询盘是按照上一单，要求一样的数量及一样的价格。
Last month, just before the New Deal was introduced, Jimmy received an order email from the previous customer Justin. Since the delivery time was the fastest and the price of government subsidies must be included in the price consideration, in particular, the customer's new order was based on the previous order, asking for the same quantity and the same price.
 
面对这种情况，Jimmy决定先和经理寻求意见，而经理对政策的问题不但没担心价格的问题，而基于政策还没正式落实，甚至看到了新的机会。讨论后随即让Jimmy告知客户政府新政策的事宜，告诉客户由于我们的产品利润低，成本都把退税核算在内，如新政出台，价格必将有所提升等等。让客户了解现在的情况后，便让Jimmy尝试劝说客户本次将数量增加到一个HQ的数量，这样不但我们可以维持原价，同时本次拿更多得数量，下次也能避免政策落实后的涨价的问题。经理还让Jimmy告诉客户尽管我们现在不涨价，但很多客户都已经收到风声，都纷纷准备要下单了，让客户尽快确认。
In the face of this situation, Jimmy decided to seek advice with the manager first, and the manager's question about the policy was not only worried about the price, but the policy was not officially implemented, and even saw new opportunities. Immediately after the discussion, Jimmy informed the client about the new policy of the government, telling the customer that because of the low profit of our products, the cost is calculated into the tax rebate. If the new policy is introduced, the price will be increased. After the customer knew the current situation, Jimmy tried to persuade the customer to increase the quantity to an HQ this time, so that we can maintain the original price, and at the same time take more quantity this time, the next time we can avoid the policy implementation of price increases. The manager also told Jimmy to tell the customer that although we don't raise the price now, many customers have already received the news, and they are all ready to place orders, so that customers can confirm as soon as possible.
 
客户没有立刻决定，需要时间考虑，但客户肯定也会通过自己的办法去了解核实Jimmy所说的情况。果不其然，客户第二天便回复了邮件，如Jimmy所愿，从小柜改为一个HQ。
The customer did not decide immediately, saying that he needed time to consider it, but the customer would certainly use his own method to find out what Jimmy said. Sure enough, the customer replied to the email the next day, as Jimmy wanted, changing from a small cabinet to an HQ.
 
在这个过程中，相信如果没有经理对机会的把握，Jimmy本次客户的反馈估计只能拿到一个小柜。也正因为Jimmy的经理在政府补贴的新政策上，看到了让客户增加采购量的数量。而如何让客户愿意去接受？
In the process, I believe that if there is no manager's grasp of the opportunity, Jimmy's feedback from this customer is estimated to only get a small cabinet. It is also because Jimmy's manager has seen the number of customers increasing the amount of purchases in the new policy of government subsidies. And how to make customers willing to accept?
 
正是因为在此过程中， 第一是让客户感受到Jimmy公司对其的支持，Jimmy明确告知客户政策落实后必须要涨价及所面对的风险第二现在以更优惠的价格采购更多得数量无疑也避免了4月份后新单涨价的问题的。这样的结果也是双赢的，其实大部分客户都清楚合作是需要大家双方互相支持的。
It is precisely because in the process, the first is to let customers feel the support of Jimmy, Jimmy clearly informed the customer that the price must be raised and the risks faced after the implementation of the policy. Second, the more you buy, the more beneficial you will be and  avoid the problem of price increases after April. This result is also a win-win situation. In fact, most customers know that cooperation requires mutual support.
 
本次Jimmy给予了客户目前最好的价格，从价格上支持了客户，客户也从数量上支持回Jimmy.
This time Jimmy gave the customer the best price, supported the customer from the price, and the customer also supported the quantity back to Jimmy.
 
所以在我们跟踪客户的过程中，无论面对什么问题，除了关注我们自己本身外，还要让客户感受到我们在为他着想，怎么做才能给他们带来更多的利益。这样才能更好维护客户，一直互相支持，只有双赢，大家才能走得更远！反之如果我们一味只顾着自己，便会很容易失去客户对我们的支持。
Therefore, in the process of tracking our customers, no matter what problems we face, we must let our customers feel that we are thinking about them and how to do to bring more benefits to them. In this way, we can better maintain our customers and support each other. In case of win-win, we can go further! On the other hand, if we only care about ourselves, it will easily lose the support of our customers.