在外贸开发中，你有没试过，因为联络的人不给力，所以总想绕过他直接跟他上司沟通呢？我猜大部分人都有这个冲动，只是都会有所顾虑而没有实行。“被越权”恐怕是每个人都不会喜欢的事。身为外资企业中方采购代表，我对这事特别在意。我们这些“华办”，成事不足，但要败你的事却总是易如反掌的。如我这样的采购比比皆是，所以你处理这码事时要特别小心。要知道，被隔空就直接等于承认了自己的无能。我相信没有任何一个职场人能接受的。那么，我们不如试试换个角度来看事情。那位“办事不力”的老外，跟你关系友好，又明知自己在公司说了不算，那么他会不会介意，又或者说，在什么情况下不介意你绕过他直接跟话事人沟通呢？这次的案例，本叔的学员的产品试图打进新客户内，然而却没有在客户内部形成足够的推动力让客户试新。小采购J先生也坦承说了自己没办法改变管理层。那么，这事儿该咋整呢？
Hello XXX
I hope this email finds you well.We discovered our current vendor has not been making our shoe covers too small. Unfortunately, management has decided to go back to our previous vendor instead of considering your company because it would be easier.I let them know how helpful you have been, and they have seen your samples. I will contact you again next year for shoe covers. Hopefully, they can reconsider.
Best regards,
J
本叔，这个客户已经跟了三个多月，是美国一个比较有实力的客户。现在的情况是，跟我联系人的J只是一个初级职员，尽管沟通的不错，但是没有话语权。我在linkedin上面找到了这家公司的采购经理，也加了好友，聊过几句，但是怕有越级的问题，没有谈单子。
现在我很想直接跟经理联系，又怕得罪了目前这个联系人，现在的邮件我是这么写的，已经发过去了。I really appreciated all the efforts you have made and all the good communication between us. You have always been so nice to us.Also, I totally understand that proceeding with the old supplier is easier than trying new vendors. If I were you, I probably made the same decision.（很好啦。像个人一样去说话。大家真的都进步了）But if I just need to confirm all the packing details with the new supplier once, then I got a quick-respond supplier with better services. Why not have a try? （全文最值得评论的是这部分。首先，同学懂得用这种“一劳永逸”的说词是不错。你再想一想觉得也很合理：对啊，不就确认下包装细节之类吗？真的不是这样简单的。有多复杂？复杂到你无法想象！换一口螺丝都要做certification, configuration management, 可能还要重新搞认证，搞一个供应商要做supplier audit入AVL……这些都是你不知道的成本。记得有某次线下讲座有人问本叔：我都比客户便宜15%了为什么还不用我？？要知道，这15%可能根本不算什么…… better service，不要说better！你是怎么知道人家的就不好？你是在怀疑大爷我找的供应商不好吗？你是在怀疑我的能力吗？懂了吗？永远，永远，不要说对手的不好。We are just different.）Could you please kindly advise me that If there's any chance for me to talk with your management and fighting for a chance?（好！这种语气就对了。后面再说）If It is not convenient, and I will stand by and wait for the chance next year.I'd be very grateful if you could point me away. （好）Thank you so much for your time, and have a great week!现在我想问的是，我能否给他的采购经理写邮件？如果可以，该以什么思路写？谢谢你的无私奉献！这邮件也是对了8成的好邮件了。有两个关键问题要解决的：2. 如何让上司觉得J先生上推是对的，而不是因为他无能。整体上，我一直也强调，是人家在买，而不是你在卖。基本上我是同意人家说下季就下季的。你当然可以争取，但要把心态放宽。作为教材，我就写一个争取的，非常进取的case吧。I really appreciated all the efforts you have made and all the good communication between us. You have always been so nice to us.Also, I totally understand that proceeding with the old supplier is easier than trying new vendors. If I were you, I probably made the same decision. （到这里，我都是照用同学的语言，即使有些小错误之处也无所谓)To engage a new important customer like you, we are willing to do one step further. What I would like to do is to lower your risk and investment to accept us as a supplier. （这一句，非常关键。风险和成本，就这两项而已，正是为什么便宜15%都不鸟你的原因。因为，这15%只是成本中的冰山一角）The sample we sent to you before is actually fully certificated and tested by certainly recognized authorities. （这是风险）Beside, we can be more flexible on price and payment on your first order（这是成本。两手抓） - to make sure that we keep our ball rolling.We’ll have our full plan by next week: late payment, big discount, and fully buffered on your first order. （一定要小心这是第一单才这样，要说明清楚）What I would suggest is that we have a short conference call together with your management. Your cost - to spend one hour with us. （好了，看到这里，大家看出分别了吗？同学做对了8成，懂得礼貌地问能否直接撩领导。本叔更做多一步：请你拿这个大礼去见圣上。脑补古代使臣要来我天朝觐见圣上的种种过关斩将，不用我细说了。要是能再有点小恩小惠给小J，那就更好了。但千万不要low，不要让他觉得在收黑钱一样）If you believe this makes sense, may I suggest that we send a formal email invitation to you and your management about this meeting? （重点二：不要让他自己做，而是要方便他。你做好所有事，小J只需点头就行了，不要麻烦他）大家用一下“比心大法”，你要是小J，是否更愿意把你上推呢？“老板，那工厂说可以免费做第一次货啊，他们是不是傻的？你要不要聊聊？”，你觉得老板会怎样？
