浏览数量: 22 作者: 本站编辑 发布时间: 2020-07-09 来源: 本站
在我们的客户开发过程中,一看到客户回复的 "your price is too high","your price is not competitive" 或者 "your price is at the high rate",很多人就会不知所措,不知该如何下手,苍白的说着“我们的产品质量如何好”已经打动不了客人,毫无底线地降价又不切实际,怎么办?
Dear Max,
Thanks a lot for your prompt reply.
Refer to last email, you told me our price is a little high (t competitive/at the high rate). Could you please tell me which supplier s products you are comparing with?
直接询问客户,您说的价格高是跟哪一个或者哪一些供应商的产品价格比较呢?
Last month the price CIF to ……was 1,200USD/mt. Nowadays because of the price increasing of ……(我们的原材料),
the price of our product increased about 40usd/mt. After checking with other suppliers, I believe you have found the same situation.
排除掉客户纵向比较的可能性。很多客户就会这样,他上个月买的时候价格比较低,但是恰逢这个月原材料涨价,他可能会拿着之前的价格进行比较,所以纵向引导一下!这一段可选,如果价格比较稳定,甚至价格降低了,就不需要再加这一段。
I think you are a very wise businessman. When you are purchasing something, you will not only consider the price, but also you will consider the cost when you are using these purchased products.
恭维一下客户:您很明智,您不仅仅会考虑到采购产品本身的价格,您还会考虑采购过程中的综合成本。
I have sent to you the certificate of analysis, I think you have found the differences between our products and other suppliers . The decomposing temperature of our product is 193-196 degrees. But all the others are above 205 degrees.……
这部分是核心,重点列出一二三,例如这个参数越低,对方使用过程中的消耗越低,越环保,储存越安全,仓库条件要求越低。尤其是环保,稍微发达的国家对这方面控制非常严格。这一段我具体分析了我们产品价格高的原因,我自始至终没说产品的质量好,但是所说的这些都反映出我们产品的高质量。如果是设备,我就会告诉客户,我们的产品省人工,省物料,节能环保,绝对采用 304 不锈钢,安全,容易操作,等等。
I don’t know you are the final user or not, if you are the final user, I think you surely understand what I mean. If you the distributor, you will get more and more customers, because you always supply them with best products.
这些话是说给中间商听的,意思是如果你是中间商你可以这样跟终端客户解释,高质量产品会让中间商的市场越来越大。
If there is any products below grade, we promise that if you want to return the cargos, we will accept without any delay.
这个承诺很重要,一方面是展示我们对自己产品的信心,另一方面,也表达了我们高度负责的态度。一般,除非非常重大的质量问题,客户很少会要求退货。
We are now supplying our products to A and B
(行业大客户,或者是这家客户所在国家稍微有点名气的客户), you have no need to worry about our credit at all.
After your detailed and comprehensive comparison, I believe you will choose our products.
Waiting for your final decision.
Best Regards,
Eason
发完这封邮件有三个可能:
01. 成交,以注重质量的欧美及日本客户居多。
02. 继续发邮件说,ok,我接受你的解释,但是我认为,如果你不能 cut 点,我认为我们几乎没有合作的可能性。
03. 悄悄的他走了,正如他悄悄的来。
第1个当然是最好的结果;
第3个结果很悲伤,而且数量还不少,尤其以B2B平台上遇到的客户为主,这类客户往往是只注重价格,你说破天也没用;
第2个结果,客户其实很大程度上已经认可你的产品,但是你的价格跟他的心理价位可能真的存在差距,怎么办呢?
这时,我会再写一封邮件:
Dear Max,
Very glad to get your feedback.
I am a very frank person. we are all business men, whose target is to get more and more profit.
So I really understand your requirement to get some discounts from us.
Please kindly notice your target price. I will check if we can accept it or not.
I think this is a very good start for our business.
Waiting for your early reply to carry forward our cooperation.
Best Regards,
Eason
这封邮件之后又会出现三种情况:
01
无回复!
02
直接告诉你他的目标价。
03
重新把问题踢回给你,回复问你能降多少?
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