What skills do you have to fight for prices in foreign trade with countries such as the Middle East and Africa?

first of all, carefully analyze customers' purchasing intentions, understand their real needs, and draw up a targeted quotation. Some customers take the low price as a decision-making factor, so they quote him a price close to the bottom line at the beginning, which is more likely to win the order. Mr. Zeng of a company in Guangzhou said: "We will carefully analyze customers' real purchase intention after the customer makes an inquiry and before the formal offer, 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 and the rapid change of market price, it is necessary to work out the "go with the market" price according to the latest bank information, so that the transaction is possible. At present, there are even many formal and powerful foreign businessmen who are familiar with and understand the domestic and foreign market and market environment. Therefore, the company itself must have a good understanding of the information. At the same time, as a long-term specialized company, due to the long-term business expansion in the industry, it is necessary not only to understand the history of industry development and price changes, but also to make a reasonable analysis and forecast of the recent trend.

second, choose the right price terms

price terms are one of the core parts of a quotation. Because which price term is adopted actually determines the division of responsibilities and rights and profits between buyers and sellers. Therefore, before drawing up a quotation, you should not only meet the requirements of customers as much as possible, but also fully understand the true connotation of various price terms and carefully choose them before making a quotation.

if you choose to trade on FOB basis, it will be beneficial to you under the unstable market conditions 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 name of the ship is changed, which will make the exporter increase the expenditure of warehousing and other expenses, or cause interest loss due to the late receipt of the goods.

if you choose to export at CIF price, the problem of cargo connection can be better solved, which makes exporters have more flexibility and maneuverability. Under normal circumstances, as long as the exporter guarantees that the goods delivered are in conformity with the contract, and as long as the documents submitted are complete and correct, the importer must pay. That is to say, the export contract concluded at CIF price is a specific type of "document sale" contract.

At present, the profits are generally not very high, so it is more important than ever to be careful in every link of the whole trade process. Some domestic enterprises have good export profits. Their practice is to quote FOB prices first when making foreign quotations, so that customers can compare the commodity prices of their own enterprises, and then consult CIF prices, and insist on arranging transportation and insurance in the domestic market. In this way, not only can buyers have more choices, but also they can earn a little difference in transportation premium.

Third, choose the right quotation channel

When you do online trade, you can make a quotation directly. Alibaba's online quotation function is only available to "integrity members".

When you are interested in purchasing information, you can directly fill in the "Quotation Form" and send it. In order to let the buyer receive your feedback quickly, you can do the following:

1. Select SMS in the "Quotation Form" and send your quotation to the other party's mobile phone, or send SMS to remind them to check your quotation. Communicate your quotation information to the buyer as quickly as possible to obtain further intention negotiation. Thereby avoiding the untimely quotation and losing potential customers.

2. When you receive the customer's inquiry form through E-MAIL or system message, you can choose to quote directly through E-MAIL or reply to the message.

3. 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. Learn more about 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 the buyer holds an online meeting to discuss business, you can also conduct multi-party business negotiation through Tradelink. Understand the quotation of peers, adjust the strategy in time according to the actual situation and profit margin of the company, make quotation, 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's demand and budget.

IV. 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 negotiate with customers in combination with other elements, the price flexibility will be greater.

at the same time, the quotation can be adjusted according to the geographical characteristics of customers, the strength and personality characteristics of buyers and the characteristics of goods. Some customers pay special attention to the price, and the order will be placed with the cheapest seller, so when quoting, directly quote him the lowest price you can offer. Some customers are used to bargaining, so the margin can be reserved when quoting for the first time.

and if the market of a product is depressed for a period of time, in order to grab the order, you might as well quote the lowest price directly. For goods with strong seasonality, such as clothing, giving customers a fast and punctual delivery date will undoubtedly make customers pay attention to your quotation. You can also adjust your quotation strategy according to the difference between the sales season and the peak season, or the order size.