相信99.99%的外贸人都会遇到,一开口说价格,对方就直接不回复了,尤其是前段时间货运涨价的时候。
如果说好不容易开发到一个客户,却因为价格问题没有成交,真的是白浪费精力。为了避免在价格谈判的过程中因为报价问题丢掉单子,建议你一定要明白这四点:
1. 清楚你们产品的底线价格是多少,有没有通过缩减工艺来降低价格的方法。
2. 了解同行的价格,用事实数据说话。
3. 客户说价格贵,不要急着去亮出目标价。要先了解清楚客户的出发点,是对产品的市场价格不了解,还是没有对产品的质量要求那么高
4.客户愿意回复你,告诉你价格高,说明对你还有一些认可,否则客户根本不会理你,至少这个客户是有意向跟你合作的。
我给大家分享一个我们之前新开发的意大利客户的案例,很有代表意义,客户4次找我们谈价格,索要折扣,最终我们没有满足客户的目标价,但是达成了双赢的局面,顺利的让客户下了订单。
1月16日收到意大利客户第一封询盘,有提到产品名,有提供照片,有具体要求,是个好询盘。
做报价需要时间,客户发了询盘后,肯定想我们马上联系他,所以我们先简单回复客户的询盘。
Dear Dott,
Here is xxx from ABC company. Thanks for your camera inquiry.
I will send you quotation by next email ASAP
For more concerns, please feel free to contact.
算完报价紧接着回复
Dear Dott,
How are you today?
Here is XXX from ABC company. Much thanks for your professional inquiry to us.
Yes, we have similar camera product as your photo attached. Enclosed is files of
*ABC model2000 camera price list
*ABC model2000 datasheet
Please kindly check it and let me know yourfeedback. Thanks!
Our price is based onEXWterm, please kindly let me know your nearest seaport/airport, so I can check the shipping cost and delivery time for reference.
我的思路先用肯定的语气告诉客户,我们有他要的产品,Yes, we have similar camera product as your photo attached.
附件的命名用自己的公司名字+产品型号+产品名, 方便客户下载在电脑桌面,一眼就知道这个附件是我们的。ABC model2000 camera price list.
有些客户发了询盘拿了价格就不理人了,我们这里需要抛出一个简单易回复的问题,比如:
Our price is based on EXW term, please kindly let me know your nearest seaport/airport, so I can check the shipping cost and delivery time for reference.
发了报价后,当天下班之前,要记得跟进客户,确认是否收到。带附件的邮件,有时候容易丢失。
三天后收到客户回复,第一次找我们要折扣。
一般情况下,这样的客户,我是不会给任何折扣的,人家随口一问就少价格,那为什么一开始报价时不报优惠的价格。此时少价,反而显得我们不真诚。
回复邮件,简单为好,一笔带过,少用中国业务员千篇一律的那些解释,客户看太多。
For model2000 camera quotation I sent on Monday is the moderate price. We did not quote on higher side.
拒绝客户的同时要换位思考,客户要折扣,是否真的觉得价格贵?那我们可以推荐另外一款便宜的型号给他,探探口风。
Considering about your budget, here I introduce our standard type model1000 for reference
再简单地介绍一下这款产品。
This model plays the same working function as model2000, only differ in case appearance. Please kindly check if this model can meet your requirement?
邮件不能就此中断,正好客户提到了空运,我们就继续与他沟通,我们占用客户的时间越多,他把订单留给我们的几率才会越大。
For shipping, ok, let us use Airfreight.
Please let me know the nearest airport to you, so I can help to check the shipping cost and delivery time for you.
客户第二次找我们要折扣
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