临过年了也没有太多事情要处理，就又想写点东西回报广大群众。上次那一个帖子出来后第二天就被顶成为精华贴，大大鼓励了我写作分享的冲动，我发觉我好象写上瘾了！ANY WAY，只是想给大家分享最真实的外贸写真，谢谢斑竹和各位的支持！
本文讲的是大概半年前的事情了，那时我刚入行不久，故美其名日：《外贸回忆录》，当然也沾了小章的（艺妓回忆录）的光。
刚到公司，烂摊子一个，稍为高素质一点的外贸业务员都走光了，只剩下聊聊几个人和一个诺大的办公室！（中间原因也就不细说了）。因为时值7月初，对新人来说，正是客源清黄不接的时候，对我来说一个展会没有。4月份的广交会已经过了N久，10月份的还遥遥无期。所以每天对着电脑除了熟悉产品知识外，就是拼命的上网搜刮客户和注册免费的B2B网站，期待着奇迹的出现。每收到一个客人的询盘都带给我如获至宝的喜悦！很多客人也是在收到我的PRICE LIST 后就消失得无影无终了。但当有这故事的主角出现后，我的邮箱就每天准时的出现了发件人为“hannover west africa”字样的邮件。当时，我没有任何人指引，外贸知觉也不是太灵敏。凭借着自己的拼劲和外贸憧憬就走上了外贸路。（我是管理专业毕业的），对于骗子也就认识得不深，对于尼日利亚就知道有骗子出没，也没有加太多的ATTENTION去，可能是我太急于求定单了吧！下面从他的询盘说起：

DEAR SIR,

IN SEACH OF A QUALITY AND GOOD PRICE TO MEET OUR CUSTOMERS NEEDS, I DECIDED TO WRITE YOU,TO PURCHASE YOUR PRODUCTS.

OUR COMPANY NAME IS HANNOVER WEST AFRICA LIMITED AND WAS REGISTERED IN NIGERIA BY THE CO-OPERATE AFFAIRS COMMISSION ABUJA

NIGERIA..
OUR COMPANY HAVE THREE BRANCHES IN NIGERIA AND WITH OVER FIFTY-SIX STAFFS. WITH ANNUAL TURN OVER OF ABOUT $2.9MILLION.
WE DECIDED TO PURCHASE TILES AND MARBLES FROM YOUR COMPANY, WHICH WHEN TURN OUT TO BE A GOOD AND PROFITABLE BUSINESS

TRANSACTION, WE WILL CONTINUE TO PATRONISE AND ESTABLISH A VERY LONG TIME BUSINESS RELATIONSHIP WITH YOU.
I HAVE TRAVELLED TO CHINA ABOUT NINE GOOD TIMES IN SEARCH OF GOOD PRICE AND QUALITY PRODUCTS.
WE NEEDS A GOOD PRICE, SO WE COULED COMPETITE WITH THE NIGERIAN MARKETS.
THANKS

CHUKWURA
DIRECTOR

非洲的同志好象永远都是键盘进了水似的，一般都是写大写，看得人晕呼呼的！现在回看一下客人的介绍都觉得可笑，有了三个分支机构，却只有56个人，但就能有$2.9MILLION的收获，这不令人怀疑吗？但由于我的年少轻狂，我并没有发觉到，于是在利欲熏心的驱使下，让我一直踩下这个旋涡中。

Dear CHUKWURA,

Tks for your letter,and i really want to establish business relations with you,and also we can enter your market in

nigeria,also set up a long-term business relations.
TILL present,we produce many kinds of ceramic tiles,such as follows:
1.the polished ones(including double loading,full body polished and soluble salt series)
2.full body porcelain.
3.glazed porcelain.(rustic tiles and some normal glazed tiles)
4.wall and floor tiles.
5.masaic.
6.sanitary ware.

so kindly tell me which kinds of products do you want to buy from us.then we can make some further development in

cooperation,ok?tks very much, and i hope we can establish business relations as well as the friendship soon.
your prompt reply would be highly appreciated.

Best Regards,

Leo

我按照我的原则和想法，先问问他要的什么具体产品，另外我也不失去时机地说我们要先做朋友后做生意，因为难得他给我发了这么详细的公司介绍。（今天看来真幼稚）。于是很快的收到了他的回信。

DEAR LEO,
HOW ARE YOU AND THANKS FOR YOUR REPLY, WE ARE INTERESTED IN BUYING WALL AND FLOOR TILES.
THANKS
CHUKWURA

其实WALL AND FLOOR TILES已经包括了所有我们的产品了，哎，或者他真的不专业吧，我也不顾及那么多了，心急嘛，于是给了他一部分图片作为推介！

Dear CHUKWURA,

tks for your reply.have you have a good weekend?

regarding the wall and floor tiles,we do have many different kinds.so in attachment i will send you some pictures of our  

products to recommend them for you.you can check them before you can make any decision for buying. on the other hand,any

other products you like,pls inform me,i will give you more details about them.

just choose some of  the items which is suitable for you and your market,then we will make further development in doing

business.

tks very much for your help and hope can receive your email by return.
take care and have a good day,my friend.

regards,
leo
>>>>>>>
DEAR LEO,
HOW ARE YOU AND THANKS FOR YOUR REPLY, WE ARE INTERESTED IN BUYING 20 FIT CONTAINER EACH OF WALL TILE 200X200 AND FULL BODY

POLISHED 60HP001.
TELL US THE GOOD PRICES PER 20 FIT CONTAINER EACH.

THANKS
CHUKWURA

好象一切尽在正确的轨道中发展一样，发了图片然后他选择了一些还有编号，然后叫我报价。还跟我说每个类型的要一个20‘柜，共两个小柜。数量也不多，因为我们做瓷砖的都是以柜为单位了，（货殖低没办法）。于是我给他报了价。

DEAR CHUKWURA,

Tks for you interest in our products.attached pls find our price list for this two kinds of tiles.
in the price list , i have given the price according to the codes of our products just as the pictures i have sent you last

time.including 200x200 wall tiles and 600x600 full body polished.of cource if your order quantity will be large enouth,our

price will be more favorable.
hope you will find some surprise in them,any questions ,pls feel free to contact me.

tks very much ,hope we can make another progress in cooperation.
regards,
leo
他给我大写，我就全给他小写，我要教会他怎么运用小写。报价出去第三天就收到了他的邮件，已经叫我打P/I了，真神速啊！
DEAR LEO,
PLEASE PREPARE AND SEND THE PROFOMA INVOICE OF 20 FIT CONTAINER EACH.
COMPANY NAME: HANNOVER WEST AFRICA LIMITED
ADDRESS: 20 GOLOBA STREET ISOLO LAGOS
TELL: 234 8023936483
PORT: APAPA
THANKS
CHUKWURA

（大家认清楚上面的骗子信息拉，是他用来欺骗我的P/I和感情的！）价格都没有和我谈论就说打P/I是不是真的啊，我怀疑自己的眼睛，但确实是这样啊。于是为了搞清楚这个东西我还专门打了个电话给他，通话质量很差，没办法只能写一封信跟他确认下详细的东西。
在这里还想补充说明一点，当我收到这个邮件的时候，我是咨询过一个我的同事的，他有差不多一年多的外贸经验吧，我跟他说了这个事情，问他这么快成交有没有可能啊？他还笑着跟我说这是有可能的，也不快了这样的成交速度，我也没话好说了，就信着他先吧！现在回想起来，不知道是他真的不知道这样的国家这样的速度，还是因为他当时忙就应付我来着，当时还恭喜我呢，我真受不了他！
你说这样的公司这样的同事，应该呆吗？哈哈。
Dear CHUKWURA,

nice to talk to you just now,as the line is not so good,so you'd better reply me the questions as below:
1.do you mean that what you want to order is totally 2 containers from us,including 1 container wall tiles of size 200x200mm

.and 1 container full body polished of 60HP001? IF in this case,how much do you want of the wall tiles for each color?as i

have give you 14 pictures for you to choose,or whether i just choose for you for those colors after i have checked the

stocks?
2.regarding the payment terms,can you accept the 100% T/T payment terms.i think this two containers just fit for this kind of

payment terms,not need the L/C.because the L/C bank charges may be cost a lot for you.this is my suggestion,hope you will

understand.
3.what about the packing ,we can supply the neutral packing cartons and our brand's printed cartons, which do you prefer?
4.is your port has the weight limited for each 20 ft container,if have ,just tell me the max weight can be loaded?
5.as i have given you the FOB foshan price,so you have to find your forwarder, ofcourse we can find for you,then the THC/ORC charges are not including in the price,hope you can understand.

so pls let me know the above answer as soon as possible, so i will give you a proforma invoice .by the way, have a good weekend.
your detail answer would be highly appreciated.(you can also call me at 0086-757-*****)

regards,

leo

虽然我是非国际贸易科班出来的，但是我还是觉得自己应该在成交前，将所有的条款列举清楚，要为客人着想，以客人为中心这个原理我们学管理、学营销的早就已经烂熟于心！所以在确认中，谈到了这个柜怎么装法呢，因为有一个SIZE的品种较多，究竟他要求怎么分配数量呢？这个要问他究竟怎么处理或者是我帮他平分进去呢？还有就是付款方式问题，这个我很坚持，对于第一次做的情况下，我觉得全额TT会比较安全，所以就跟他说了。
DEAR LEO,
HOW ARE YOU AND THANKS FOR YOUR REPLY, ITS MY GOOD PLEASURE TALKING WITH YOU ON PHONE, HERE ARE THE ANSWEARS TO YOUR

QUESTIONS
1. WE NEEDED TO BUY 20 FIT CONTAINER OF WALL TILES AND 20 FIT CONTAINER OF BODY POLISHED TILES.
2. KINDLY HELP US TO CHOOSE THE GOOD COLOURS AND OUR COMPANY PURCHASING MANAGERS WILL ALSO CHOOSE THE COLOURS ON ARRIVAL.
3. THE PAYMENT WILL BE EFFECTED BY THE COMPANIES PURCHASING MANAGERS ON ARRIVAL.
4.WE NEEDED NEUTRAL PARKING CARTOONS.
5. NO WEIGHT LIMIT FOR THE PORT.
6. THE COMPANY PURCHASING MANAGERS WILL ARRANGE FOR THE FORWARDERS ON ARRIVAL.
7.OUR COMPANY BOURED MEET AND WAS OK WITH THE PRICE. BUT REQUESTED TO SEND THE COMPANY PURCHASING MANAGERS TO YOUR COMPANY

FOR THE PURCHASING PROPER AND TO ENHANCE A FACE TO FACE BUSINESS TRANSACTION.IF OK BY YOU, YOU WILL NEED TO PREPARE AND POST

A LETTER OF INVITATION TO US THROUGH YOUR FORIEGN AFFAIRS OFFICE.
ALSO ARRANGE FOR A GOOD HOTEL CLOSER TO YOUR COMPANY, SO WE COULED LODGE THERE.
OUR COMPANY WILL BE RESPONSIBLE FOR ALL THE TRAVELLING EXPENSES INCLUDING THE HOTEL BILLS.
THANKS FOR YOUR UNDERSTANDING
CHUKWURA

他给了我详尽的答案，而且比我的问好还多出了两个答案。这也是令我对他不那么怀疑的原因。但是在这封信里面他的阴谋开始现了出来，关于要给他办邀请涵的要求，我就觉得没那么简单，不看货就能下单这么爽快！另外还哄我说他会付给最贵的下榻酒店的所有费用。
我开始意识到这个问题不是那么简单的了，对于邀请涵的了解我不是很清楚，是一张纸写封信就能够搞顶的呢，还是要出动政府方面有关证明。于是我跑去问了我们老总，他说你自己权衡下吧，办邀请涵这回事意味着这个客人到中国的任何行为我们公司都得承担相关责任，之前也发生过类似发了邀请涵客人没音讯的事情。于是我考虑了一下午觉得还是不太甘心，还是想再争取下，于是给他发了回复，想了解多点关于他的公司，同时也要了解他的来华记录什么的。
Dear  CHUKWURA,

tks for your detailed reply.

regarding the payment terms,according to our company's regulation,we are now only accept TT and L/C at sign,hope you can understand and take this into consideration.before we can send an invitation to you, i would rather get more information of your company ,as  when you apply to come to china,it means that what you do in china,we should take some responsibility.so kindly send me some of your company's detail as specific as you can.  such as :
1.your company 's introduction(including the turnover,employees,credit standing,and some other things)
2.the business scope of your company.
3.the ceramic tiles market in your area,and how much market share do your company possess of?
4.we would kindly appreciated if you can scan the  pictures of  your business license for me to have a lot?
any way, if you choose to come to china, how about enlarge the order quantity, because 2 containers means a little less in

the ceramic tiles import and export business, our clients always come to have a look because they have 10 or more

containers,if they buy one or two containers they just ask us to send them the samples for confirmation,of course the freigh

charges are on their account,even though ,the cost must be better than come to china.so kindly hope you can take this into

consideration, as my suggestion always stand on your side.

hope we can hear from you soon..

regards,

leo

与此同时我也极力的建议他再增加订货的数量，说服他说一两个柜寄个样本给他确认就可以了，不必要来跑一躺增加成本了。没想到的是，他给我回信还弄了个BUSINESS LICENSE 给我。

DEAR LEO,
HOW ARE YOU AND SORRY FOR THE LATE REPLY, I TRAVELLED TO GHANA ON BUSINESS TRIP.
HERE ARE THE BRIEF INTRODUCTION OF HANNOVER WEST AFRICA LIMITED

THE COMPANY NAME IS HANNOVER WEST AFRICA LIMITED, REGISTERED IN NIGERIA WITH THE REGISTERATION NUMBER RC143268.
THE COMPANY HEAD OFFICE IS LOCATED AT ISOLO LAGOS BESIDES THE KING OF ISOLO PALACE.
THE COMPANY HAS THREE BRANCHES, WITH THE ANNUAL TURNE OVER OF ABOUT $2.9MILLION, WITH MORE THAN 56 STAFFS.
THE COMPANY BUYS AND SELLS DIFFERENT KINDS OF WALL AND CERAMIC FLOOR TILES.
THE CERAMIC FLOOR TILES IS THE MOST MOVEABLE TILE IN THE NIGERIA MARKET.
OUR FOCUS IS TO PUT MORE PROFFESSIONALISM IN MAKING YOUR PRODUCTS (TILES) SALEABLE(LARGE QUANTITY) IN THE NIGERIA MARKET.
ALSO VIEW ATTACHMENT FOR THE COMPANY BUSINESS LICENSE.

REGARDING THE QUANTIY WE HAVE DECIDED TO PURCHASE 7 20 FIT CONTAINERS BECAUSE WE WOULED LIKE TO  ADVERTISE AND SELL THEM AT

THE UPCOMING LAGOS INTERNATIONAL TRADE FAIR.
THANKS
CHUKWURA

关于那个BUSINESS LICENSE，大家下载来看看，顺便来教我辨别一下它的真伪也好！

附件如下：

另外，他还专门利用增加定单的量到7个柜来引诱我，还说为了赶着参加他们的什么展会来显示他们的气派和宣传气势！我也没办法，拿到邮件和他的所谓BUSINESS LICENSE 就去向老总请救护车，老总觉得也没有什么太多破绽，叫我去跟办理这方面邀请涵的同事咨询下相关情况，还叫我见机行事。于是我跑去跟那个同事联系，她就跟我说了一些大体办邀请涵的条件啊，要准备的资料啊什么的，于是我直接的将我得到的这些信息，传达给客户。
Dear  CHUKWURA,

Tks for your reply. also i would like to invite you to come to china.but when i discuss with the apply invitation department,they said that for some reasons we can't apply the invitation for you,as this is not only our company's regulation,but also our goverment's policy.because we have been apply too many invitation letters for our africa  clients before,but after they got that some of them are not come to do business with us,some of them even do some illegal things. so our company and the local goverment are  pronounce that they will never accept such kind of invitation. after i have tried many times that i find some ways to solve, that is just as following: you should supply both of the belows files so they can take this into cosideration again,so i declare to say ,it is really a bit trouble for both of us.
1.you should supply your passport's copy to us,(including the name ,photo,passport no.,and the passport available date must

no less than 6 months,also with your company name),and that the above content must be clearly enough.
2.you must supply the records when you  came to china before.(in the past),this is required by our goverment.
3.you should supply the business contract you ever done business with our company.

all the above are required by both our company and the goverment.so you can checked whether you will have all the above.

on the other hand, i strongly  recommend you  to place us an trial order at first ,so we will have the business contract

together.so may be you should place a trial order for 1 or 2 containers first, that may facilitate our further

discussion.after the trial order,i will be arrange for your arrival,hope at that moment the goverment will approve the

application.
so kindly ask you to take a consideration of this.and also understand my position.hope we can do business soon.

regards,

leo

在信中，我就说明了我们政府部门需要看到你和我们公司之前的成交合同，然后才能办理，于是我建议他来个TRIAL ORDER 先，为了检查下对方的信用也好，等有了交易记录后，我再给他办来中国的邀请涵。得到客户的答复，当然是什么都答应你的拉。

DEAR LEO,
HOW ARE YOU AND THANKS FOR YOUR SURGESTION, BUT BECAUSE YOU HAVE MET SOME BAD AFRICANS THAT NEVER VISITED YOUR COMPANY, DOES NOT MEAN THAT ALL AFRICA WILL DO THE SAME.
THE COMPANY PURCHASING MANAGERS WE ARE SENDING TO YOUR COMPANY FOR THE PURCHASING ARE THE COMPANY REGULAR AND FRQUENT PURCHASING MANAGERS AND THEY HAS CHINESE VISAS RECORDS.
PREPARE AND SEND A SALES CONTRACT SO WE COULED SIGN AND CHOP OUR COMPANY STAMP ON IT.
AWAITES YOUR EARLY REPLY SO I COULED FORWARD THE PASSPORTS AND VISA COPIES TO YOU.
THANKS
CHUKWURA

既然这样的话，我就立马起草了个P/I给他，叫他存钱开始我们的TRIAL ORDER。
DEAR LEO,
HOW ARE YOU AND YOUR BUSINESS.
OUR COMPANY BOURED MEET. BUT REQUESTED TO SEND THE COMPANY PURCHASING MANAGERS TO YOUR COMPANY FOR THE PURCHASING PROPER AND TO ENHANCE A FACE TO FACE BUSINESS TRANSACTION ，SO WE CAN START TO MAKE ORDER。
IF OK BY YOU, YOU WILL NEED TO PREPARE AND POST A LETTER OF INVITATION TO COMPANY, AND CHINESE EMBASSY IN LAGOS NIGERIA ONLY ACCEPT INVITATION LETTERS ISSUED BY ANY OF THE ABOVE THREE:
1. CHINA ECONOMIC AND TRADE CONSULTANTS CORPORATION
                       OR
2. CHINA COUNCIL FOR THE PROMOTION OF INTERNATIONAL TRADE
                       OR
3. CHINESE FORIEGN AFFAIRS OFFICE
ALSO ARRANGE FOR A GOOD HOTEL CLOSER TO YOUR COMPANY, SO WE COULED LODGE THERE.
OUR COMPANY WILL BE RESPONSIBLE FOR ALL THE TRAVELLING EXPENSES INCLUDING THE HOTEL BILLS.
THANKS FOR YOUR UNDERSTANDING
CHUKWURA

还以为这么快搞定呢，谁知道，他的答复原来是这样的，我再跑一次去问那个办邀请涵的同事，她问我是哪个国家的，我说是尼日利亚的，她给我的答复是，其他的国家的可以办，就是尼日利亚和啊富汗的不能办，这个是公司的规定，还说是老板吩咐的。哎，没有办法就唯有这样罗，谁叫我们公司的前任业务员给我们的老板搞了这么多打击呢。只能回去跟客户力争，叫他来个TRIAL ORDER 先。往后发了很多邮件，他不回复了，于是我开始觉得他是骗子这个现实也越来越有可能了，因为在那两三个月时间里面，我开始成长，我接待了不少客户，我开始觉得这个客户是骗子无疑了。于是我借广交会的名义给他发了一封。
Dear  CHUKWURA,
How are you?if the other person contact you they will easily recognize you as a business cheater,but fortunetly i am a

sincere business man.so also want to give each other a chance.As canton fair is coming this months , you can come and visit our showroom,for the canton fair you can apply for the chinese relative goverment department. looking forward to seeing you.

Regards,

Leo
到了这个时候我只想看看这个骗子朋友了，做生意呢？看他的转化吧，哈哈！于是他看实在没有办法了给我回了邮件，将他的骗子面目表露无遗！给了我一封，没有称呼，没有署名的邮件。只有一句话，可能他那个时候正在忙于跟其他CHINESE SUPPLIERS联系就没空顾及我吧。

HELLO，WE DONT MAKE SINGLE PAYMENT WITHOUT ARRIVING！！！

来而不往非礼也，固定格式，全体小写跟他回了过去。

hi，at this moment we can only accept 100% payment before loading in our port.tks !!!

再后来，他还会时不时的来挑逗一下我。我忙了，也没有时间跟他玩了。各位朋友如果有时间的话，可以找找他聊聊，练练笔，也可以发泄下自己的情绪。下面我给出这个骗子的信息，谨防大家上当！

contact: CHUKWURA
Company name: HANNOVER WEST AFRICA LIMITED
Email: hannover_westafricaltd@yahoo.com
Telephone: 234 8023936483
Country/Region: Nigeria

谢谢大家！给大家拜个早年，祝大家新年快乐，少遇骗子！