I got your picture for pendant lamp, which is very good design. Yes, we have this kind of lamp. I noted that the volume is 0.045CBM, so there must be foam to protect the glass. Saurabh, consider your qty 1500pcs=1*40hq, so, would you like to inform me your target price acceptable? And what is brand of transformer you want to use? You know, we always support you quite well, If the price not lower than our basic profit, we will do it for you. So I am waiting for your price.
Best regards! Peter ….. …..
What is peter want to know about
这个时候， 我们要如何应对
谈判价格
• 角色转换 • 理由充分 • 解释专业 • 语气坚定且面带笑容
• 单纯的“这已经是最低价了”----NO WAY！
回复
Dear Peter Thank you so much for your reply mail as below. (提醒客人，我是在回复 他的邮件，引起他的注意） 1.Please kindly check the attached PDF catalogue for our factory and offices. 2.I showed you the photos for our project we have done. I hope you will have confidence for our factory and our ability for producing. 3. Yes, I believe that you got cheaper price for MD8725. And I know there must be cheaper and higher price than mine. For crystal lamps, the material of crystals and color for metal are the main reason for the price difference.I noted the material of every part in the lamp photo, you will know the reason. As you have talked about it with me, after my calculation, I could make a step by final price USD7200. Dear Peter, I hope there would be good cooperation between us, not only this order, but more and more chances. So I know the importance of price and service. You are warmly welcomed to visit our factory, I bet that you will satisfy with our price,quality and ability. Best regards@ ANN ….. …….
• • • •
价格高 报价单无突出,看似不专业 无针对性 报价策略
(肯定与否定,YES与NO的运用)（价格空间）
举例 1
(单一性产品或寻求创新）
Crystal lamp : A8699 Price: US$500 (Fob ZHONGSHAN) Packing: 50*78*60CM （Unassembled) LAMPSIZE: ￠96CM,H:105CM N.W: 21KG G.W. 25KG MOQ: 10PCS Delivery Time: 35 DAYS upon the receipt of deposit or LC
询 盘 你来与我往
陈栎霖
三大炮
• 询盘分析 • 回复询盘
• 有效合理跟进
（流程关于合作的客人不跑掉，询盘关于没有合 作开的客人，如何开始）
外贸基本流程
收到买家询盘
询盘洽谈
订单之源
合同签订
发货及制单
收款
外贸人员接触询盘与客户 后,常有的抱怨在哪里?
报价后客户就好象失踪了?
合理报价的重要性（空间的适度掌控）
Thank you very much for your mail via . I think you have read our introduction. We are professional manufacturer on decorative lamps. I am so glad to inform you that we have got CE certificate and we have successfully exported to UK, DK, Finland, Holland,etc to Europe. We got good reputation from our customers. And we passed the tests of RoHs on the accessories and plating. I attached our E catalogue and our CE certificate for your reading. I think you will know more about our factory and our products. Any question, please feel free to contact with me, I am ready here. You are warmly welcomed to visit our factory. Hope to establish good relationship with you!
I noted that you are interested in our products with item MD8725, I think you got the size and specifications from the details from ALIBABA.The price of it is enclosed. Please check. I think you need it for any lobby or hotels, so I attached more lamp photos for you. These lamps are for passage, meeting hall, and so on. And our successful examples.
I would like to inform you that we have certificate as….and we exported to ….. We are looking forward to your early reply。 Sincerely yours Ann Export Manager SUCCESS LIGHITNG FACTORY. address Tel: 0086 7601234567 Fax: 0086 7607654321 E-mail: ann@ Website:
Best regards! Yours sincerely Lilin ……. …….
总结
• 对于产品的要求
• 产品的数量 • 客户的TARGET PRICE • 以对客户的了解作回复，新客人报低价。
案例3 目标明确需培养型
• • •
• • • • • • • •
Dear Pawel How are you! I am lilin from ABC lighting co.ltd. I am in charge of the export business in our company.
针对性回复
主攻客户的判断标准
例如： • 询问产品的包装尺寸． • 和其它同类产品之间的差异. • 询问产品的对应认证. • 产品的关键零部件要求. • 加工过程中的应用工序. • 一个不离谱的价格要求.
案例2 客人索样品/求报价
首次回复
Dear Saurabh How are you doing? Thanks a lot for your mail and your trust on us.
16
Re: Quotation from Success lighting co.ltd
Dear Peter， How are you? Many thanks for your inquiry as below. （提醒客人，他是主动，我是在回复他的邮件和问题，引起客人继续看的兴趣） Our factory is a professional manufacturer of decorative lamps. We have made many success in project decoration as hotels, churches,etc.
But for MD8725, I got a much lower price from other suppliers. Can you do it by a reasonable price? BTW,please send me some photos of your factory and offices. Waiting for your good news!