现在国外客户把信件转发给我,请我自己看着处理。请问:
1.国外客户为什么要把这件事情告诉山水外贸公司的张三,目的何在?
2.如果你是这个外贸公司的外贸员,你该如何处理?以及如何回复国外客户?
Mike外贸说大致分析一下客户的意思:
Mike外贸说给出的谈判策略和解决方案:
第一种:
很好辨别,那就是极其离谱的价格,比如你卖USD2/PCS,客户发过来的是USD0.5/PCS. (有点产品或市场认知的都能识别出来,只要客户不是行业新人或不傻,都不会这么玩,因为这样做毫无意义,他什么也得不到,是无用功)
第二种:
不好辨别,那就是贴近实际市场情况的价格,比如你USD2/PCS,客户发过来的是USD1.5/PCS. (需要较深的产品和市场认知程度,这也是为何Mike一直强调,要求学员深入学习产品和市场,并花费较长时间做出单独课件讲述如何去横向纵向的深入学习产品和市场)
我们需要做的:
根据产品规格分析成本(脱离产品,空谈价格,不死也难),表明自己的价格并不高,除非有人想做低劣品,偷工减料,以此打破对手设置的陷阱,引导客户的思维方向,转入品质谈判,而非单纯的价格谈判(Mike外贸说大批量课件在讲的独家引导式高效谈判手段与技巧);
要以品质和服务赢取客户,而不是价格,不然就不要整天抱怨为何自己的客户都是阿三那种一刀砍死你的。想当年,诺基亚那么叼,为何没干死苹果?!技术跟不上,思维也落后!!!
③主动示好
We are very grateful for your business, trust and support all along the years.
And thanks so much for telling us this matter.
Since you are a professinal in this field, you may know that there’re are actually three(根据实际情况写) materials making this product.
Some suppliers use *** to replace *** for saving 15%~30%(根据实际情况写) cost, however, by which the finished product in actual use will ****, leading to more problems in after-sale service.
We hold this belief ” Only with Quality and Credibility can two company keep the business running great.”
To keep the quality, we can hardly decrease the price any more, but we’d like to send you extra *** pcs ** as a gift for our good relationship. (人家来一回,总不能啥也没有,空手而归)
Thanks for your understanding.
Sincerely yours,
Michael