我刚毕业，在一个工厂做外贸一个半月了。跟我其他几个同行的同学一样，第一步总是那么憋屈。努力的搜索客户，疯狂地发布产品信息，小心翼翼地跟客户套交情。认真地，及时的收发邮件，经常为了等一个客户，熬过12点…..但是这都不算什么，我只是在做每一个新人必须要做的事情，并且我想把它做得更好。

8月6号，我给一个牙买加的潜在客户发了一封开发信，信如下：
Dear Mr. Cadogan:
We are professional ***manufacturer in China .we have all types ***product and our product has both high quality and competitive price. We have passed ISO9001:2000 and E13 certification.
We enclose a product catalog in EXCEL sheet in email attachment, and also you can visit our website: [url]*****url] .
If you have any question, please contact with me and I will be pleased to re-offer you as per your actual requirements asap.
Waiting for your early reply....
Best regards..
时隔一天，他就回信了，表示对我们产品很有兴趣，而且问了一些问题，之后我又回过去，给了他详细的答复。连续几天我们谈得很愉快，他回复信件都很及时，而且对于我提的问题都会很好地回答。那几天我的心都是甜的，大家想想吧，刚跟外国人聊几天，就看到下单的希望了，能不高兴吗我！！我随便挑了他的一封的回信给大家看看，如下
Hello Mr. Wang I received your email and thank you.
The  product looks good and the price is ok.  Is it possible to get better prices?
…………..
Additionally, do you use FedEx for your shipping?  Thank you again.
P Cadogan
期间他也对我们的产品和服务提了些疑问，和一些要求。我都做了很完善的答复。中间有几天我们没什么联系。8月18号，在我感觉到他对我的印象很不错的时候，我再度主动给他发了封关于他的购买信息的email，如下：
Hi,Mr.Cadogan,A few days I have not contact with u, I hope you are fine.
Do you mind provide me some your company's information about purchase ……….. ?  example: quantity,next stock time,and the quality request...thank u very much!

然后8月19号他一如既往地及时回复了，而我后来回忆过来，就是因为从这封信开始事情发生了变化。信如下：
Hello Mr. Wang I am glad to help you with some info.
I am self employed it is a small operation. I am working on growth I have bought 10 ***already and my next order I am looking at 12 to 15 *** as well maybe some extras such as *******.
I want to supply quality and product support because my name is very important and I have to keep it at the highest level.
People will say I got my ***** from pj and he gives good support .
Thank you
看到这封信后，说实话，我有一点失望，因为我一直以为他是个公司采购，或者是批发商，没想到只是个小的零售商。但是，我还是很在乎他，毕竟他是我当前最有可能交易的客户，也可能是我外贸生涯中的第一个客户，当时我也在和几个巴西客户谈，但是效果都不好。所以我把他作为了我的准客户来看待。当天，我就给了他回复。
具体如下：
Hi Mr Cadogan, I 'm sincerely appreciated that  you offer me your information and it's so important that I can provide you with more suitable service.

I know many distributors like you, and their order is small, however, they require the product with lowest price and good quality.

Well, I wouldn't like to crow about our good quality of our product before you make your decision to buy. But at present more than 70 distributors have been in cooperation with us and seldom complain happened. You know your "name is very important" but I want to tell you " our reputation is also important because of you and other customers". So,I need your trust.

I think you are a good distributor. Now I send you the term of service in attachment. And I will apply more **** to you when you will buy.

At last, I sincerely hope we have a good cooperation as soon as possible. Please keep contact with me.

Best regard

因为我想获取的信息都已经获取了，这封回信我只是想让他知道我们是很正规的公司，产品也很好，要他放心。没想到自从这封信以后，他一直没给我回信。三天后，我隐约感觉不对，因为通过我们往来这些天，他不应该不回信，而且他是开店的，应该作息很规律，不会因为忙得几天不上网。但是当时也只是这一点疑惑而已，毕竟只三天嘛，或许他不想回了，也没什么回的了。于是我想了个办法，我给他发了一封信，是关于我们公司新产品的，图片做得很漂亮，给他都发过去了，并问他是不是对哪一款感兴趣，如果感兴趣请他回信告诉我。满心以为他会回信的，而且满脑子幻想着他回信会说：nice nice!!! Interested in 这个，又interested in那个。。。。然后来个Please send me a sample?.....大脑严重存在小资行为，导致希望越大，打击也越大，又是三天，他也仍然没回音。  
我有点忧虑了，我把他以前给我写的信一封封重新打开，每一封都认真读过，仔细分析他的每一句话，判断他的心理变化，都没发现问题，只能说他是一个积极回信的客户，而且对我们的产品和服务都很满意，接洽度很高。然而。。。。。。他不回信了，我真的很焦躁！正巧这个时候，跟我一起新来的一个同事（也是刚毕业大学生）在这个时候开单了，老板很高兴，赞赏有佳，可对于当时的我来说，这可真是严重地刺激啊，看着别人成功的时候，自己反而在走下坡路，我一肚子的憋屈，心情不好，郁闷，难过，而且弄得同事误以为我嫉妒他，我也不想解释什么，压力大了，工作一片阴霾。准客户不理我了，其他有点希望客户也大同小异，我实在沉不住气了！！！

冲动之下，8月26号，我给他发了一封到现在为止我还觉得我自己很不理智的一封信。信内容如下：
Dear Mr. Cadogan
I have not heard from you in a long time, i hope you are fine.
Did I boring you ?  I'm sorry about any mistake make by myself, because my English is not good, Maybe i was careless offend you ??
Please kindly reply as soon as possible. I'm worried about you.
Thank you very much.
Best regard.
这次他回信了，而且是当天就回了，可是回得只是聊聊三字
Hello not offended
这三个字让我既兴奋又忧虑。兴奋的是他终于还回信了。疑惑的是怎么突然这么这么冷淡？？？莫非我辛辛苦苦这个客户就这么丢了？？？我很郁闷很郁闷。最后，我还是下定决心回信问一下，于是我又写了封信过去
Dear Mr. Cadogan

Thank you for your reply. Are you intersted in cooperation with us yet? Or has another supplier? Or any problem about our service ? Please kindly give me the answers.
In recently, our company has designed some new products, including 。。。。。。。。。。。。。。。。。。
Are you intersted?  We will send the product catalogue if you want.
Thank you again. Wating for your reply.