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如何说服客户接受自己的价格与支付方式
2018-02-08
朋友询问说自己工厂的产品价格很高都接不到单子,该怎么。于是找出了自己的一个客户来往邮件了整理。希望有参考借鉴意义。

主要是电话营销沟通和信件回复技巧。
实例如下

展会一客户,拿了样本就走掉。后发函,来回几封邮件谈过之后。
客户是贸易商。对产品感兴趣,但没过这块市场。选定了两款感兴趣的产品,其中一款自己能,但价格在同行中偏高,另一款价格需要外协采购加上自己利润,价格更是比同行高。
他回以下邮件 1.要样品2.还价3 .需要换成他们的包装.4.要90天远期不可撤销信用证
Dear Mr. D,
thank you for your answer.
please, send 2 samples of every product by DHL.
our adres is:
Kunratice
Czech Republic
we he interest to take for test 1 container HQ 40‘‘
prices:
1 A USD$ 7,10 1400 pcs.
2 B USD$ 8,40 1540 pcs.please, confirm it.
is it enough for quantity of cca 1400 pcs. to deliver the goods in box with our logo and description in czech, slovak and serbian language?
please, send the box in decomposed state with text for translation.
we propose this way of payment: IRREVOCABLE L/C with 90 days deferred (post poned) payment.
If you agree we will come to you as soon is possible to see the production and to do other technical things together.

We are waiting your answer.

Best regards,
Z
到此邮件后,根据客户每一点要求,回复如下:

主要阐明的是
1.样品对您免费,但运费要由您公司负责。(平常邮件中也要注意区分情况使用WE,I,MY FACTORY,MY COMPANY ,YOU,YOUR COMPANY这些词)
2.我们是工厂。(现今不管是工厂或贸易公司,一般都是跟客户讲自己是工厂或者自己有工厂,大型贸易公司除外。说明是工厂这点不论在发信中或是平时客户中都很有力量。)
3.价格上面:我们的材料都是超棒的,我们不像有些工厂一次性生意,质量差价格低。我们工厂对后的产品的保证和后负责。这款产品也在市场上了很多年了,我相信我们产品的价格和质量都很有竞争优势。在某某地区(客户市场或者相邻市场地区)我们也有某某几个客户合作了很多年。
4.支付方式上面:分析客户要求90天信用证,说明两个问题,一是第一次合作的安全性,二是客户资金的周转问题。 征对第一点的安全性我回复我们企业的历史荣誉,客户群体等。就是说明可靠性!名誉度!美誉度! 征对第二点的资金问题,可以声明企业跟别的客户的支付方式是什么,考虑到第一次合作等等,可以给客户什么支付方式。这点就要根据企业自身条件来回复。比如你可以说跟别的客户都是50%预付,50%发货前付清,但其实你们一直的是30%预付,余款见提单复印件。。考虑种种可以跟他50%预付,50%见提单复印件。再继续一步一步慢慢谈,30%,20%预付,余款发货前等等。同时说明信用证的不便或者信用证要多付500刀,不可以优惠多少(不排除有部分客户知晓信用证这一点,提成这付款方式就是为了得到些许的让利) 只要客户有诚意,什么都可以谈,需要的只是耐心回复和动脑分析。
5.每个业务阶段和心情都会影响回信的语言。最近常打给老外电话,偏爱用感情的句子来即时想出来作为结尾。比起之前固定格式的高语法的词句结尾,效果会好很多。
dear Z,
nice to see you mail back.

---------I he got you wanted four samples,two for each,It is fine and they are free for you ,
while the freight charge by DHL should be paid by your company .I he calculated ,it wii be around 320USD, It is much. Do you he the DHL account?

---------It can not be such low price for our factory's 产品 with its quality,as yours 1A- $7.1 ,2B- $8.4 ,
The best offer for one 40HQ,even ten 40HQs, is 1A- $7.9, 2B - $9, AND as you required changing the color box and your wanting language,the price for each will increase 0.7usd.
we all use the raw PPmaterial and we sell as my factory's fame ,we will return and pay if the products with the quality problem when the customer receives.
we do not like some factories doing one-time business and selling just by quite poor material called cheap item,from 5USD-7USD.
I also believe our products with competitive price and good quality.My factory has been doing such business for dozen years and We he exported for several years for this item .
May you consider this.

------------The shape of the two kinds are different,1A is bigger,but the 2B is better in function. IF you want make them mixed,The container can hold between1400-1500pcs,which depends the amount you want for each.

--------About the payment,we are a resonable factory,you can check my factory and find we do Alibaba gold supplier for 产品 ranking 3rd for 6 years.We also do global sources for 2 years,we estblished for 17years.
we always do as T/T 30% deposit in advance,T/T 70% to be paid before shipment ,
Since it may be our first cooperation, we csan do as the terms:T/T 30% deposit in advance,T/T 70% to be paid seeing the copy of BL.it is not so much amount.
Sorry that my factory do not receive the IRREVOCABLE L/C with 90 days ,it takes too long time and complexed .

The opinions of mine has been showed,pls kindly tell me yours if possible.Awaiting here.
Any questions,do not hesitate to contact me,I will answer in my first time.

thanks and best r

网友回答:支持楼主,我是来顶贴的,也是来赚金币的。这网站应该不错大家有机会逛逛~http://uc.广告/

网友回答:有时候单子就是被我们这样坚持不懈的努力给拿下来的。

网友回答:楼主狗屁,明明是客户自己想下单。说的跟什么似的

网友回答:哈哈,谢谢LZ的分享,

网友回答:受益匪浅啊!!!真的很厉害!。。。我是新手,的第一笔单子还是澳洲客户的,一分钱都没有还价,用TT,30%定金。非常好的人!很幸运啊。。。

网友回答:看了受益匪浅

网友回答:楼主真厉害,,有个问题哈,请帮忙指教下,我报价出去,客人说报价比他们当地的商贵10%,我们知道我们的报价在同行中是有点高的,但是利润还是很低的,请问,如果是你,你会如何去争取呢?请指点啊

网友回答:恩恩  学习了    很好的帖子  谢谢楼主  不过我又问题请教一下  其中里面有看不太明白的地方  就是8. 1A model will be in green color in green box + reserve  的 “+reserve”  是什么意思呢  ???  还有10. also, we would like to know price for reserve mop. Please, send to us few mechanisms for both models, we will need them for settlement of a claim (15 + 15 mechanisms). We calculate we can he 2% of defect, we hope it will not be.  里面提到的“reserve mop”  和 “few mechanisms”   “15+15 mechanism” 这些不太明白什么意思??  先说声谢谢  哈哈

网友回答:LZ很强大!

网友回答:学习了,很厉害!

网友回答:要抓住客户的心理,楼主不错哦,呵呵~~~

网友回答:楼主很厉害,业务是要动脑子的,语言的技巧跟经验都很重要

网友回答:谢谢楼主fenxiang

网友回答:Z回复后终得到客户下单邮件,还未成功还需努力,需要细节商洽。Dear D,we are sending our first order:1 model 1 Aprice: USD 7,7 - we need this price to be competitive and turn the goods all the time quantity: 750 pcs.2.model 2 Bprice: USD 8,75 - we need this price to be competitive and turn the goods all the time quantity: cca 700 pcs. – to compete the containerWe agree with price USD 4.300,- parity DDU PraqueAddress: KunraticeCzech RepublicContainer: 40" HQWe want your boxes, we like your packing
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