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  • 0 楼#

    外贸连先生

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    阿连有一位这样的客户,他们是当地比较有名的大品牌,但是刚开始要做我们的产品,看中了我们的质量,希望能跟我们合作。通常第一次做新产品的客户我们需要注意的是,无论他是否大品牌,首次下单的量也是我们着重要考虑的。很多首次合作的客户或者是刚开始做新产品的客户往往都会因为考虑的因素比较多,所以下单的量也会比较少。
    I have such a customer-a famous local company. At first, they would like to cooperate with us for the good quality. But generally, we need to take the order quantity into consideration no matter how famous or large the company is, especially when they are new in this business. Usually these customers consider too much to make large orders in the first cooperation.


    针对下单有明确数量要求的公司来说,在跟客户沟通的过程中首先要把自己公司订单的MOQ告诉客户,让客户有心理准备,同时报价的时候也要根据单量来报,留后路给自己。
    So if your company has a clear demand on order quantity, you had better inform your customer of the MOQ to give him a mental preparation at the very beginning. Meanwhile, quotation should be based on quantity, allowing for unforeseen circumstances.


    阿连的这位客户,就是换了几次方式来打探阿连的底线,力求降低单量,来看阿连是怎么样一一应对的:
    My customer has tried different ways to sound me out for several times in hope of smaller order quantity. Well, let’s read the following to see how I dealt with it:


    1.首次寄样给客户后,客户对阿连的产品满意,然后根据他们的国家要求调整修改产品配置后再次寄样。由于是新做我们这行产品的客户,所以阿连提醒客户我们的MOQ是至少1*20ft, 希望客户可以先确认数量没有问题,我们再安排样板。

    The customer was satisfied with the first sample. Later we adjusted the sample and sent to them according to the requirements of their country. I informed them our MOQ was 1*20ft for they were new in this business, hoping that we can arrange the sample with their confirmation of our MOQ.


    果不其然,客户说他们第一次的采购量只有1000pcs,我们MOQ的三分之一左右。鉴于客户品牌在当地有一定价值和影响力,我先安排样板给客户,同时建议客户再多拿一两个型号混装,当时客户并没有回复什么。
    As expected, the customer said their first order was 1000pcs, about 1/3 of our MOQ. Since their brand had certain value and influence locally, I firstly arrange the sample and meanwhile suggest them to order more models to make a mixed container. However, they didn’t say anything back to me.


    [p][/p]2.第二次样板收到后,客户回复采购量是500pcs
    After receipt of the second sample, the customer said they would order 500pcs


    众所周知,作为一家工厂,这样的数量是非常少的,也很难操作,所以当时也第一时间把我们的难处跟客户说了,再次要求客户把数量提升到整柜,或者多选择一两个型号混装。
    As is known to all, the quantity was too small, so it would be too hard to arrange production. I told them immediately and required them to order a 20ft container or choose more models to share the container.


    当时客户以自己是第一次做这个产品为由,说只是希望试试市场,下一次可以支持我们的数量。我们当然知道客户的这些想法和顾虑,但基于我们对自己产品有信心,所以我们坚持我们的MOQ不妥协。
    At that time, the customer used it as an excuse that it was the first time for them to sell that product. They would like to try the market first and the next order would meet our requirement. Of course I knew what he was thinking and worrying, but as we have confidence in our products, we stuck to our MOQ firmly.
    [p][p][p][p][/p][p][/p][p]
    [/p][/p][/p][/p]3.又过了一段时间,客户说他们愿意将数量升到1500 pcs。
    After a short period, the customer said they could increase the quantity to 1500pcs.


    这次看出了客户的诚意,我们给出了二个解决方案:
    This time they were cooperative, so we offered two solutions:


    一是客户数量必须提升到2000pcs,但是必须整柜走,我们可以不加收任何额外费用,第二是可以1500 pcs,但是必须要额外收取一些费用。
    One is that he ordered 2000pcs without mixing container and we won’t charge additional fees. Second is that he ordered 1500pcs, but we had to charge the additional fees.


    最后客户也知道了我们不会妥协数量的问题,但又不想支付额外的费用,所以最后选择了2000pcs的方案,并让我们安排了PI。
    At last, the customer knew that we wouldn’t compromise. Moreover they didn’t want to pay for additional fees. So finally they chose the first solution ordering 2000pcs and asked us to arrange PI.


    从整个过程当中,我们不难看出,无论客户提出的1000 pcs还是500 pcs, 都只是无底线的试探,但只要我们坚定自己的立场,并体现出应有的专业性,同时时刻留意客户的变化灵活变通,才能够在整场谈判中占有优势。
    In this case, it’s easy to see that: no matter the customer proposed 1000pcs or 500pcs, it was only a feeler. We can be in a favorable position in negotiation only if we stick to where we stand, show our expertise, keep an eye on their changes, and most importantly, be flexible!


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!

  • 1 楼#

    小苹果

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    学习了

  • 2 楼#

    名人堂de小二

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    你造福各位外贸网友啦!

  • 3 楼#

    无人可及。

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    谢谢分享

  • 4 楼#

    橱窗里的高跟鞋

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    谢谢分享~

  • 5 楼#

    naruto90后

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    看的出楼主英文功底不错

  • 6 楼#

    爱的信仰

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    谢谢分享,来学习了。

  • 7 楼#

    cn****625

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    厉害

  • 8 楼#

    Lennie Wang

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  • 9 楼#

    cn1518624953dxag

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    感谢分享

  • 10 楼#

    fzsyzz

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    我草,老板人品不好

  • 11 楼#

    Daisy He

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    不错

  • 12 楼#

    cn1510699691

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    这英语简直6得上天啦

  • 13 楼#

    Cindy@hai

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    学习了

  • 14 楼#

    西瓜君1号

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    学习学习,哈哈哈

  • 15 楼#

    Selina | SinoPRINT Industrial

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    不错哦

  • 16 楼#

    cn1511751078

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    学习到了,谢谢谢谢

  • 17 楼#

    cn1001130443

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    不错,英语也超级棒

  • 18 楼#

    cn1518277398wlxp

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    英语真棒

  • 19 楼#

    何似在人间

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    关键阿连产品好~



  • 阿连有一位这样的客户,他们是当地比较有名的大品牌,但是刚开始要做我们的产品,看中了我们的质量,希望能跟我们合作。通常第一次做新产品的客户我们需要注意的是,无论他是否大品牌,首次下单的量也是我们着重要考虑的。很多首次合作的客户或者是刚开始做新产品的客户往往都会因为考虑的因素比较多,所以下单的量也会比较少。
    I have such a customer-a famous local company. At first, they would like to cooperate with us for the good quality. But generally, we need to take the order quantity into consideration no matter how famous or large the company is, especially when they are new in this business. Usually these customers consider too much to make large orders in the first cooperation.


    针对下单有明确数量要求的公司来说,在跟客户沟通的过程中首先要把自己公司订单的MOQ告诉客户,让客户有心理准备,同时报价的时候也要根据单量来报,留后路给自己。
    So if your company has a clear demand on order quantity, you had better inform your customer of the MOQ to give him a mental preparation at the very beginning. Meanwhile, quotation should be based on quantity, allowing for unforeseen circumstances.


    阿连的这位客户,就是换了几次方式来打探阿连的底线,力求降低单量,来看阿连是怎么样一一应对的:
    My customer has tried different ways to sound me out for several times in hope of smaller order quantity. Well, let’s read the following to see how I dealt with it:


    1.首次寄样给客户后,客户对阿连的产品满意,然后根据他们的国家要求调整修改产品配置后再次寄样。由于是新做我们这行产品的客户,所以阿连提醒客户我们的MOQ是至少1*20ft, 希望客户可以先确认数量没有问题,我们再安排样板。

    The customer was satisfied with the first sample. Later we adjusted the sample and sent to them according to the requirements of their country. I informed them our MOQ was 1*20ft for they were new in this business, hoping that we can arrange the sample with their confirmation of our MOQ.


    果不其然,客户说他们第一次的采购量只有1000pcs,我们MOQ的三分之一左右。鉴于客户品牌在当地有一定价值和影响力,我先安排样板给客户,同时建议客户再多拿一两个型号混装,当时客户并没有回复什么。
    As expected, the customer said their first order was 1000pcs, about 1/3 of our MOQ. Since their brand had certain value and influence locally, I firstly arrange the sample and meanwhile suggest them to order more models to make a mixed container. However, they didn’t say anything back to me.


    [p][/p]2.第二次样板收到后,客户回复采购量是500pcs
    After receipt of the second sample, the customer said they would order 500pcs


    众所周知,作为一家工厂,这样的数量是非常少的,也很难操作,所以当时也第一时间把我们的难处跟客户说了,再次要求客户把数量提升到整柜,或者多选择一两个型号混装。
    As is known to all, the quantity was too small, so it would be too hard to arrange production. I told them immediately and required them to order a 20ft container or choose more models to share the container.


    当时客户以自己是第一次做这个产品为由,说只是希望试试市场,下一次可以支持我们的数量。我们当然知道客户的这些想法和顾虑,但基于我们对自己产品有信心,所以我们坚持我们的MOQ不妥协。
    At that time, the customer used it as an excuse that it was the first time for them to sell that product. They would like to try the market first and the next order would meet our requirement. Of course I knew what he was thinking and worrying, but as we have confidence in our products, we stuck to our MOQ firmly.
    [p][p][p][p][/p][p][/p][p]
    [/p][/p][/p][/p]3.又过了一段时间,客户说他们愿意将数量升到1500 pcs。
    After a short period, the customer said they could increase the quantity to 1500pcs.


    这次看出了客户的诚意,我们给出了二个解决方案:
    This time they were cooperative, so we offered two solutions:


    一是客户数量必须提升到2000pcs,但是必须整柜走,我们可以不加收任何额外费用,第二是可以1500 pcs,但是必须要额外收取一些费用。
    One is that he ordered 2000pcs without mixing container and we won’t charge additional fees. Second is that he ordered 1500pcs, but we had to charge the additional fees.


    最后客户也知道了我们不会妥协数量的问题,但又不想支付额外的费用,所以最后选择了2000pcs的方案,并让我们安排了PI。
    At last, the customer knew that we wouldn’t compromise. Moreover they didn’t want to pay for additional fees. So finally they chose the first solution ordering 2000pcs and asked us to arrange PI.


    从整个过程当中,我们不难看出,无论客户提出的1000 pcs还是500 pcs, 都只是无底线的试探,但只要我们坚定自己的立场,并体现出应有的专业性,同时时刻留意客户的变化灵活变通,才能够在整场谈判中占有优势。
    In this case, it’s easy to see that: no matter the customer proposed 1000pcs or 500pcs, it was only a feeler. We can be in a favorable position in negotiation only if we stick to where we stand, show our expertise, keep an eye on their changes, and most importantly, be flexible!


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!



  • 学习了



  • 你造福各位外贸网友啦!



  • 谢谢分享



  • 谢谢分享~



  • 看的出楼主英文功底不错



  • 谢谢分享,来学习了。



  • 厉害






  • 感谢分享



  • 我草,老板人品不好



  • 不错



  • 这英语简直6得上天啦



  • 学习了



  • 学习学习,哈哈哈



  • 不错哦



  • 学习到了,谢谢谢谢



  • 不错,英语也超级棒



  • 英语真棒



  • 关键阿连产品好~


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