What should I say when I contact the customer after quoting the price?

In this case, we can start from two points. First of all, you have to be clear about the sincerity of the customer's business. If the customer really has the sincerity to do this business, then he won't blindly lower your price. After all, a penny is worth a penny, and good quality requires a good price to clinch a deal. On the other hand, we should start with our own quotation. In fact, in online trading, quotation is a key knowledge. You can specify different price schemes according to different customer needs, such as how much one price is, how much the other price is, and so on. However, don't quote your lowest price at the beginning, leaving room for bargaining for customers. In fact, bargaining is a very common phenomenon in business. As far as we go shopping by ourselves, no matter what the price is quoted by the merchants, in 90% cases, we will feel that the price is a bit expensive. And customers. What they want is to get the maximum profit at the lowest cost. Therefore, to deal with this situation, we need to start with products and firmly believe that our products can stand the test of price.

But it's also important. When the customer thinks your price is too high, you must calculate the difference between your quotation and your cost. You can't say that the price you quoted is much higher than the cost price. The customer says it is too high, but you still don't reduce the price, so it's no use telling the customer that your product is no matter how good it is. Usually when customers make inquiries, the prices quoted by merchants are basically high at first. It depends on the customer's reaction and the right time. You can't say that the customer is high, but you have to say that you are difficult. If you drop it again, you will lose it. The customer will definitely keep shouting, and you will be happy to reduce the price for him. It's not you who laughs last, it's the client.

I remember one of my clients always asked me why my things were more expensive than others', and I said at that time. My product is not more expensive than others. You see, others want you to pick up the goods yourself, but I deliver them to your door. Other people's after-sales service is that the machine is broken, so you can take it directly to repair it for them. We will send technicians to repair directly at home. Do you think our things are expensive?

In fact, in the face of this problem, we should not blindly talk about the price with the customer, but should divert his attention and tell your advantages to make it easier for the customer to accept.

To introduce product information to him, there is also the skill of speaking. Don't be blunt and act like a boss. Make the customer feel that you can promise to do anything he says. Then speaking skills should be cultivated and exercised by yourself.

Often customers are satisfied with your products and will definitely say that the price is high. The purpose is to make you reduce the price. Generally speaking, you can ask customers to give psychological prices or quotations from existing suppliers (depending on personal ability). The price given by the customer has a lot to do with the buyer himself. Generally, people who have been honed by companies such as FOXOCNN will give a price of 15 discount and ask if you can do it. In fact, you only need to achieve 5%. If you can't do it, you can only see if your product has obvious advantages. If a loyal person will give you a more direct price, it is no problem for you to insist on the price report.

When making an inquiry, customers have a psychological price. If it is much higher than the psychological price, customers will not accept it, or even have no interest in speaking. Online quotation is different from real quotation. No matter what you say about your product quality and service, these customers can't see it. In reality, what customers see is the quality of products, so they can consider it objectively.

For example, if your product quotation is two or three times the customer's psychological target price, will the customer accept it? If you are a customer, can you accept it? Put yourself in the customer's shoes and think about the problem.

If the quotation is too high, it is easy to scare away customers, or if the quotation is too low, customers will know at a glance that you are not an expert and dare not risk doing business with you. It is not easy to quote an old customer: he will push the price down so low by his strength that when you receive his inquiry, you don't know how to quote: the quotation is too low to make money; The quotation is too high, I'm afraid he will give the order to others.

Experienced shippers will make full preparations before quotation, choose the appropriate price terms in the quotation, use the terms of payment, delivery, shipment and insurance in the contract to bargain with buyers, or take the initiative in the quotation by virtue of their comprehensive advantages.

Be fully prepared before making an offer.

First of all, carefully analyze customers' purchase intentions and understand their real needs, so as to draw up a highly targeted quotation. Some customers regard low price as the most important factor, and quote him a price close to your bottom line at the beginning, so there is a great possibility of winning the order. Mr. Zeng of Zhou's import and export company said, "We will carefully analyze the real purchasing intentions and intentions of customers during the period from inquiry to formal quotation, and then decide whether to make a tentative offer (false offer) or a formal offer (firm offer). "

Secondly, do a good job in market tracking and research to understand the latest market trends. Due to the high transparency of market information, market prices change more rapidly. Therefore, the exporter must quote the price according to the latest bank information-"follow the market", so as to make a deal. At present, some regular and powerful foreign businessmen have offices in Hongkong and Chinese mainland, and they are familiar with and understand the domestic and international markets and market environment. This requires the export company itself to be well informed.

Therefore, business personnel should often go to the factory to get the goods, and know the prices of some local manufacturers. At the same time, as a long-term professional company, due to its long-term business expansion in the industry, it can not only understand the history of industry development and price changes, but also make a reasonable analysis and forecast of the recent trend.

Choose the right price terms.

In quotation, the price term is one of the core parts. Because which price terms are adopted actually determines the division of responsibilities and profits between buyers and sellers, exporters should not only try their best to meet customers' requirements, but also fully understand the true connotation of various price terms and carefully choose them, and then make quotations according to the selected price terms.

Choosing to trade on FOB price is beneficial to oneself in the unstable market situation of freight and insurance premium. However, there are also many passive aspects, such as: because the importer delays the dispatch of the ship, or because of various circumstances, the ship schedule is delayed and the name of the ship is changed, which will make the exporter increase the expenses of warehousing and other expenses, or cause interest loss due to late receipt. As for the control of exporters' export goods, under the condition of FOB price, because importers contact carriers to send ships, once the goods are loaded, even if exporters want to resell the goods in transit or at the destination, or take other remedial measures, it will take a lot of effort.

Under the condition of CIF export, the problem of goods connection can be solved well, which makes exporters more flexible and operable. Generally speaking, as long as the exporter guarantees that the delivered goods are in conformity with the contract and as long as the documents submitted are complete and correct, the importer must pay. After the goods have passed the ship's rail, even if the goods have been damaged or lost at the time of payment by the importer, the importer shall not refuse to pay because of the damaged goods. In other words, the export contract concluded at CIF price is a specific type of "document sale" contract.

A shrewd exporter should not only grasp the quality and quantity of the goods he sells, but also grasp every link in the process of goods arriving at the destination and collecting the payment. We should try our best to gain some control over the loading, transportation and risk control of goods, so that the profit of trade can be guaranteed. Some large multinational companies, in order to obtain preferential conditions in transportation and insurance, require China exporters to trade on FOB basis, in order to ensure their own control. For another example, most of the goods exported to Japan are FOB prices, and it is difficult to change the price terms even if the exporters provide very favorable conditions. Therefore, whether it is to cater to the needs of buyers or adhere to their own principles, it is necessary for exporters to consider more when quoting.

At present, the export profit is generally not very high, and it is more important than ever to be cautious in every link of the whole trade process. Some domestic export enterprises have good export profits. Their practice is to quote FOB prices first when quoting abroad, so that customers can compare their own commodity prices, then consult CIF prices, and insist on arranging transportation and insurance in the domestic market. They admit that this will not only give buyers more choices, but sometimes there will be a little difference in transportation insurance.

Use other elements of the contract

Other elements of the contract mainly include: payment method, delivery date, shipping terms, insurance terms, etc. Among the factors that affect the transaction, price is only one of them. If we can combine other factors to negotiate with customers, the price elasticity will be greater. For example, for customers in India, Pakistan and other countries or regions, sometimes the terms of a 30-day or 60-day usance letter of credit may be very attractive to him.

At the same time, the quotation can be adjusted according to the geographical characteristics of the export, the strength and personality characteristics of the buyer and the characteristics of the goods. Some customers pay special attention to price and will place an order with the cheapest seller, so when quoting, just quote him the lowest price you can quote. Some customers are used to bargaining. If you make an offer, he won't be happy if he doesn't reduce it a little. Then, you can reserve the range he wants to cut when you quote for the first time.

And if a product is depressed for a period of time, in order to grab the order, it is better to quote your lowest price directly. For seasonal goods, such as clothing, the promise of fast and punctual delivery in your quotation will undoubtedly make customers pay attention to your quotation.

You can also adjust your quotation strategy according to the different sales season or the size of the order. Ms. Meng, an import and export company engaged in the export of glass products in Shaanxi Province, said that the products they export have many varieties and specifications, so they have relatively uniform prices for different countries and regions. It is easier to reply to foreign enquiries, but they will also make some adjustments according to different seasons. In the face of scattered orders, their quotations are often flexibly grasped on the basis of ensuring the company's profits.

Win with comprehensive strength

If you have confidence in your comprehensive strength, you don't need to please customers with low prices. Mr. Zeng said: "The quotation should be as professional as possible. Try to ask some professional questions before or during the quotation to show your familiarity with the product or industry. Therefore, before quoting, on the one hand, we should consider the credibility of customers, on the other hand, we should have confidence in our products and quality. When dealing with new customers, it is very important to let them know their own situation clearly. For example, invite them to see the factory and let them know their own operation process, so that customers will make up their minds more easily when placing orders.

At the same time, from your quotation, foreign businessmen who are very familiar with the industry can perceive whether you are also an industry veteran and judge your credibility. Too low a price will make customers feel that you are untrustworthy and unprofessional. Mr. Sun said, "If the market price is around 1 10,000 yuan/square meter, you can quote the customer 6.5438+0.5 million yuan/square meter, which shows that you are a real layman or novice. Foreign businessmen are definitely not interested in similar quotations before they dare to place an order for you. So you can judge whether you are an expert by quoting. "

Finally, before making an offer to a new customer, be sure to let him know as much as possible about your company's strength and business operation mode. Only when customers have full confidence in you and your company will they consider your trading terms, which many inexperienced exporters tend to ignore. Mr. Sun believes that although many foreign businessmen are comparing prices everywhere at present, a good corporate image and reputation can help you attract and retain customers. It can be said that a good corporate image is a golden signboard to attract customers.

Choose an appropriate quotation channel

When doing online trade, you can quote directly. Alibaba's online quotation function is only available to "honest members".

When you are interested in purchasing information, you can directly fill in the "quotation" and send it. In order for buyers to receive your feedback quickly, you can do the following:

1. Select "SMS" in "Quotation" to send your quotation to the other party's mobile phone, or send SMS to remind the other party to check your quotation. Send your quotation information to the buyer as soon as possible to obtain further intention negotiation. So as to avoid the untimely quotation and the loss of potential customers.

2. When you receive the customer's inquiry form by email or system message, you can choose to quote directly by email or reply to the message.

You can use Tradelink to make online quotation in time to seize business opportunities.

1) If the buyer who makes an inquiry to you is "online", you can negotiate with him immediately. Further understand each other's purchasing needs and further verify each other's identity and intention. You can quote to the other party at any time and get feedback from the other party on the price!

2) If buyers hold online meetings to discuss business, they can also conduct multi-party business negotiations through Tradelink. Understand the quotations of peers, adjust the strategy in time according to the actual situation and profit margin of the company, make quotations, and finally succeed!

4. According to the contact information of the buyer, directly call the other party to communicate, judge the cooperation intention of the other party, the authenticity of the inquiry, and grasp the customer demand and budget.