So if you really receive this email, congratulations, this customer is interested in cooperating with you!
For example, chemical industry and machinery, foreign traders who are slightly familiar with chemical industry know that price is definitely the most sensitive decisive factor; Moreover, due to the uneven quality of machinery and after-sales service, the price varies greatly, and every day I explain why the price is high.
Before it is too late, share the following email, and it will always be the same sentence. There is no way to deal with all customers. What we are discussing now is nothing more than making cooperation more possible.
Note: First of all, your quotation must be within a reasonable range and reliable. If you quote a sky-high price, the gods can't save you. I hope the blind cat meets the dead mouse! Therefore, understanding the market is very important. You have to know the approximate price level of the external quotation of this industry. How did you know? I've told you n times, register your email address and find a quotation from your peers. I won't elaborate.
Dear Max:
Thank you very much for your timely reply.
Regarding your last email, you told me that our price was a little high/uncompetitive/with high interest rate. Can you tell me which supplier's products you are comparing?
Ask the customer directly, which supplier or suppliers do you compare the higher price with?
The cif price last month was ... yes 1200 USD/metric ton. Now the price of our products has increased by about $40/metric ton due to the price increase of ... (our raw materials). After checking with other suppliers, I believe you have found the same situation.
This paragraph means to rule out the possibility of vertical comparison between customers, as many customers do. When he bought it last month, the price was relatively low, but it coincided with the price increase of raw materials this month, so he may compare it with the previous price, so I will guide it vertically! This paragraph is optional. If the price is stable or even decreased, there is no need to add this paragraph.
I think you are a very clever businessman. When you buy something, you don't just consider the price. But when you use these purchased products, you will also consider the cost.
Praise you, you are very clever. You will not only consider the price of the product itself, but also consider the comprehensive cost in the process of use.
I have sent you the analysis certificate, and I think you have found the difference between our products and those of other suppliers. The decomposition temperature of this product is 193- 196℃. But everything else is above 205 degrees ... (omitted, this part is the key point, and I will focus on listing one, two and three. For example, the lower this parameter, the lower the consumption of the other party in the use process, the more environmentally friendly, the safer the storage, and the lower the requirements for warehouse conditions. Especially in countries with slightly developed environmental protection, the control in this area is very strict).
This paragraph specifically analyzes why our products are expensive. I didn't say that my quality is good from beginning to end, but these specific problems mentioned all reflect our good quality. Many people are also saying that our products are good. What are the advantages? What tangible benefits can they bring? That's the point. If it is equipment, I would say, labor-saving, labor-saving, energy-saving and environmental protection, absolutely using 304 stainless steel, safe and easy to operate, saving materials, greatly reducing waste and so on. (If there is any evidence, such as pictures, videos and customer's inspection report, please attach it.)
If you are the end user, I don't know if you are the end user. I'm sure you know what I mean. If you are a distributor, you will get more and more customers because you always provide them with the best products.
These words are for middlemen, which means that if you are a middleman, you can explain to the end customers that high-quality products will make the middleman market bigger and bigger.
If there are any products below grade, we promise that if you want to return them, we will accept them without delay.
This commitment is crucial. On the one hand, we have confidence in our products. On the other hand, unless there is a very serious quality problem, customers rarely ask for a return.
We are now supplying products to A and B (big customers in the industry, or slightly famous customers in the country where you are negotiating), so you don't have to worry about our credit at all.
After your detailed and comprehensive comparison, I believe you will choose our products.
Waiting for your final decision.
Best regards,
Eason
Similarly, your price is reliable. Sometimes the quoted price may be much higher, or don't talk nonsense when facing some customers who like to bargain in some countries, such as India and Pakistan. Say all the reasons or simply say nothing, just say: in order to promote the first cooperation, we are willing to give you a discount ... I believe you can understand.
I can see that in fact, if the customer thinks the price is high, I also emphasize quality first, but I will definitely calculate an account for him. Although mine is expensive, what benefits will it get from buying it back, and then impress customers with extremely confident unconditional return and well-known customers who have cooperated. The success rate of this email is still quite high.
When I say the success rate is high, I don't mean that all customers will say immediately, well, I'll buy yours, and the price is what you said. Of course, it is not without customers, especially in Europe, America and Japan.
There are three possibilities for sending this email:
First, clinch a deal, yes, pay attention to the quality of European and American customers, most of whom are Japanese customers.
Second, continue to email and say, OK, I accept your explanation, but I think if you can't get to the point, I think there is almost no possibility of cooperation between us.
Third, he left quietly, just as he came quietly.
The first is the best result;
The third result is very sad, and the number is quite large. This kind of customer often pays attention to price, and it is useless for you to say that it is not our group.
The second result is that the customer has actually recognized your product to a great extent, but there may really be a gap between your price and his psychological price. What should I do?
I will write an email:
Dear Max:
I am very glad to get your feedback.
I am a very frank person. We are all businessmen, and their goal is to make more and more profits.
So I really understand your request that we give you some discount.
Please pay attention to your target price. I'll check whether we can accept it.
I think this is a good start for our business.
We look forward to your early reply to promote our cooperation.
salute
Eason
In this way, there will be three situations.
1. ignore
Give a target price
I kicked the ball to you, and then I met a customer.
Hello, Eason, I'm asking you what your highest quotation is, right?
How can we talk again?
Well, you probably need to reduce the price appropriately according to the situation. Of course there are principles. You can control this bottom line yourself.
After this round of cooperation, we will continue to follow up if we can't talk properly. For those who have to reduce their prices, if you are not short of orders for the time being, you can follow them without delay.
Foreign trade is to accumulate customers, screen customers, and after several contacts, you will basically know a customer. For example, those customers who want to reduce the price will not reply after a little explanation, and will give the lowest price next time they want to do it, depending on what he says.