The trick to quote is addition rather than subtraction
[China Glass Network] Old foreign traders are not a problem at all about how to deal with customer price reductions. He knows how to face a variety of customers and report the price that the customer is satisfied with. There is a cloud in the art of war: "Know yourself and know each other. To do foreign trade, nothing more than products (what to sell), customers (to whom) and means (how to sell). As long as all these three aspects are thoroughly understood, it will be easy to form a highly targeted combination to solve various problems faced in foreign trade. Know yourself and know Before selling, you should conduct professional analysis of your own products (horizontal comparison of similar competitive products), industry analysis (horizontal comparison of similar competitive factories), and analysis of competitive strategies (how to fight), in the end it is to fight "low price", If we emphasize quality, the ultimate goal is to determine the advantage positioning and marketing strategy of this product in foreign trade quotation, and how to deal with customer problems. Customer analysis is very important when receiving customer inquiries. First of all, customer identification is very important, is the owner, or wholesaler? Is it a CEO or a salesman? Is it from Europe and America, or India and Pakistan? Is it a raw rookie, or an old fritter? Different target customers, different communication methods and strategies are determined; secondly, the inquiry is analyzed, is it a valid inquiry that can be converted into an order immediately, or is it a general inquiry? Is it a "real buyer" or a "buy a buyer"? More need to prevent online fraud! As you learn more about your customers, let them know more about you. Prepare two offers Now customer information is very well-informed, whether active or passive, customers will be exposed to a variety of suppliers, each time they will receive a lot of quotation mail. Therefore, I suggest that you rely on the previous offer to report low, and do not report high, customers who are too high will certainly not pay attention. Since the customer receives a lot of quotation mail, he usually looks at the low quotation mail first. A good price is a step forward to attracting customers. Therefore, it is generally necessary to prepare at least two kinds of quotations according to the nature of the customer. For example, for African customers, it is necessary to pack more simple materials, and for American brand customers, it is necessary to improve the quality of packaging, materials, workmanship and other details. First report the competitive price to the customer. When the customer contacts you because of your good price, you should re-quote according to the customer's actual situation. For example, what specific packaging requirements does the customer have? What quality materials are required? and many more. Is the customer an ordinary wholesaler or a brand? Do you have your own standards? Different customer requirements are very different, and these will directly affect the quotation. Sometimes even African countries have customers who want high quality products. Do addition, do not subtract Therefore, learn to add when you quote. From the beginning of the simpler, lower quotation, according to the specific requirements of customers, from raw materials, production processes, to quality assurance, from small packaging, inner packaging and outer packaging and other packaging details; from delivery, to insurance, to transportation Ways and costs, etc. Determine each detail and cost, add a little bit of price and profit, and at the same time guarantee the profit, give the customer a more appropriate price. In terms of packaging, take the export carton as an example. The cheaper carton is priced at 1-2 yuan, and two layers of corrugated paper can be used. Many of the Yiwu market use recycled carton, which is cheaper. Good carton 5 layers of corrugated paper, anti-pressure, no matter the individual standing above. Therefore, different customer requirements are different, and customers also know a penny and a share. Every detail is different and affects costs. You explain it to the customer a little bit, and the customer will understand it. Every customer has a lower price, and if you are a customer, it will be like this. Customers also know that a penny, a piece of goods, no lower price, only a more appropriate price. It is impossible for a customer to completely disregard the actual situation and to make a strong decision. Otherwise, it is his own. As long as you have a well-thought-out, sensible, and emotional, most of the customers do not have your professional, will listen to you. For a few very professional and very familiar customers in China, you can only speak with strength and speak with facts. The end customer will come to China to meet with you. It is worth mentioning that when you are in contact with customers, you should be diligent in contacting customers. The mail is sent out. If there is no reply within 24 hours, you should call immediately to remind the customer that you are calling a certain person and ask if you have received the mail. What is the problem? Is the price high and so on? At least so many years of experience tells me: no one customer refused to accept such a call, and the mail response rate is extremely high! Almost 100%. Conversely, if you do not promptly remind you, your email will be ignored by the customer. Generally, I don’t contact customers for a week or the customer doesn’t respond. Basically, there is no drama. Foreign trade salesmen need to understand customer dynamics in a variety of ways and make appropriate adjustments based on customer changes. It is a long-term business to do business with customers. It is not to say that if you have a business customer, you have to do it with you, and you can’t wait to grab the order. As long as the customer often contacts you, it will be good. It is very boring to talk to customers, but it is very easy to talk to customers. When you are friends first, business will come naturally. When a customer has a good relationship with you, he can't stop you from making money. At this point, even if someone else quotes better, the customer will not easily jump away from you. If you treat your customers like "lovers," customers will definitely be touched. Of course, not all customers are worthy of doing this. Do you need to do this in your mind? In short, a salesman must have good communication skills and affinity to let customers trust; professional products and industry knowledge to convince customers; comprehensive and meticulous foreign trade services to reassure customers; become a trusted friend of customers is a perfect performance ! Platforms such as Alibaba only provide an opportunity to reach out to customers, and whether an inquiry is converted into an order is not all. 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