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  • 0 楼#

    索菲亚

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    Hi, 大家好!
    很高兴又和大家见面了 !我知道有的童鞋已经迫不及待的期待我的下文了。灰常灰常感谢大家的支持啊!
    现在我跟大家分享的内容 就是,客户付了30%定金已经半个月了,我还跟客户涨价成功了!
    是否大家还记得上封邮件我讲到跟那个客户成交的价格是 1.35美金,上个月中旬的样子,客户又下了返单,
    价格仍然是1.35美金,但是今年的人工费上涨的挺厉害。美金跌的也很厉害。我们已经很难维持这个价格了。
    但是客户已经打了30%的定金,将近19万。下单之后再向客户涨价这个其实是很忌讳的,特别是老客户,但是
    我整理下思路,还是决定告诉客户实情 ,请大家看以下我跟他说的内容:

    我写到

    Hello,Dear  Phllip:
    Good day !
    Hope everything is good with you.
    I have a urgent news  that needs get your confirm, we feel so sorry to tell you that there will be an increase on the price ? why is it so ? pls see my following status carefully:

    Our business start from 2012 ,and at that time. the USD rate is aound 6.3 (我为之前手写汇率6.8错误道歉). we just have low profit based on price $1.35.

    In 2013 ,the price we still keep the same for you. even the USD rate goes down sharply, but we
    keep the same price to you to keep our business going.

    now ,In 2014 ,the USD excahnge rate is lower down 6.0, it is very critical issue for us. moreover, from the digital
    artwork sample making, the package supplier told us,there will be $0.3 increased on the price.
    we really had tried our best to fight with them to keep same and do not increase the price

    which we have promised you already. but we failed.since the labour and machine cost go up fast in the market.

    we  had no choice but we have to keep the level price even lower than market to keep our running.
    we had to  tell that the price should be $1.65 ,since the packing cost increase and critical USD exchang rate at 6.0.

    we sincerely wish you can understand our status.we know that it is really not good to do so.
    but If we have better way .we won't increase the cost.since we are good partner ,if any beneficial we can get for you.we will try our best, but this time,we really have no choice.

    Would you pls explain this critical situations to customer and help us for the price.we really need your help this time.we would be very grateful if get your understanding and support !

    best regards
    Sophia

    客户回复到:Dear Sophia :

    This is a shock. We have had this on order and confirmed for sometime now. My customer will not accept the increase for this order. I understand your situation , I really do but I cannot take this whole price increase. How about if we split the difference. Original price is $1.38. You want new price to be $1.68 or a $0.30 increase. How about we make the price 1.53 ?? this way you lose a little and I lose a little. Please review and confirm you agree.

    Also I still need revised card art work. Let me know


    Thank you

    Phillip Steinhauer

    我又回复:
    Hello,Dear Phillip :
    Good day!
    Really thanks so much for your understanding,and i just called my boss for your advise.
    but my boss told that in order to keep our firm business, he agreed with the lowest
    cost oon $1.55. pls do the needful help, we really need your support,



    the cost increased are from the USD rate goes down sharply. supplier increased
    the cost and labour cost .
    we are realiable factory ,that is why we had to tell you the truth,
    we want to keep our business longer and stonger ,
    In this critical situation, we really wish can get your biggest help and
    support for the price.


    The best we can do is to cut our profit into munimum even no profit to keep our cooeperation going. wish you can understand and we wait for your good news

    By the way as for the new artwrk i have asked the supplier to make the sample again and will show you as soon as i got it,thank you

    best regards
    Sophia


     
    最后我们同意下来的价格是USD1.55.这场涨价战役中,我们完美胜战了!
    现在我们大家来分析下,客户接受我涨价的原因,是什么?以后我们涨价时候或者应对客户降价时候应该怎么说话 ?
    第一:从我们的邮件当中,大家发现没有,我出现最多的字眼是,we need your help. support and understand.

    从这句话中,我们完全已经把客户当成我们这次涨价的精神支柱了。我相信这个在客户心中是可以加个
    人情分,因为他知道我们相信他。把他当真情实意的伙伴。在加上两年合作的关系,他肯定也是愿意帮助我们的。
    这个时候,我们可以总结出来,我们应该说出现状,甚至是惨状。特别需要客户帮助的时候,先博得他的同情,让他愿意帮助你,然后再告诉我们是很不情愿涨价的但是有不得不接受这个涨价的事实。但是我们的语言一定要委婉,听起来舒服。多用:" I would be very  appreciated if you can do XXX .........."
     
    第二是我们的理由要充分而且要有针对性。正好我的客户这次做的包装上面内容需要变动,所以我就用了供应商对变动部位涨价这个理由,然后美金一直不断跌价这个事实是众所诸知的。客户也就没办法,只能被我们降服了
     
    第三,我运用了一个小技巧。原本我们要涨的目标价是 0.2美金,但是我跟客户说了.0.3美金,知道为什么,因为我要先给出可以谈判的价格。 客户知道要涨价即使他愿意接受,但是他肯定是希望涨的越少越好。
    所以我给出了0.1美金的谈判空间,双方各让一步达成协议。其实也就是正合了我们的目标价。
    所以我们在面对价格谈判的时候,一定要给出可以谈判的价格,一般价格降了之后很难涨起来,但是价格有谈判空间的话,你可以慢慢跟客户一点点磨合。另外对于谈判方面,我给大家推荐本书, 罗杰。道森的 (优势谈判),里面的很多谈判技巧 很实用的。
     
    现在也晚了,祝大家美梦!晚安!


    [索菲亚]系列分享:
    黄毛小Y头到外贸经理人的转变” !(一)
    http://waimaoquan.alibaba.com/bbs/read-htm-tid-1443161-fid-55.html
    黄毛Y头更新啦-----第一个客户下单成交心得!
    http://waimaoquan.alibaba.com/bbs/read-htm-tid-1443490-fid-55.html
    30%定金已经付半个月,居然还成功涨价1.2元!(一)
    http://waimaoquan.alibaba.com/bbs/read-htm-tid-1443686-fid-55.html

  • 1 楼#

    cn1510497037

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    还是沙发 哈哈 谢谢分享 期待LZ出更多的分享.

    BTW,我也在在看道森一系列的谈判书。

  • 2 楼#

    cn1510608097

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    又学到东西,  谢谢分享

  • 3 楼#

    哈娜

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    恩 谢谢分享

  • 4 楼#

    Maggie Fan

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    很赞啊 BTW,决定去买那本书看看

  • 5 楼#

    Kathy_Hui

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    好強大!!

  • 6 楼#

    connie_

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    邮件很诚恳  向你学习。

  • 7 楼#

    cn1001522178

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    学习了,尤其是产品涨价这个邮件,很厉害

  • 8 楼#

    cn1001628516

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    楼主涨价的理由让客户容易接受 策略上也很合理 学习了

  • 9 楼#

    cn1510802835

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    学习了,楼主真的很上进,很厉害呢

  • 10 楼#

    cn1001779896

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    好文章,谢谢分享!

  • 11 楼#

    cn1501590548

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    不错,谢谢!

  • 12 楼#

    sarayu

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    2014 汇率不是回升了吗,这样客户会生气吧,一般他们也有关注这个

  • 13 楼#

    cn1000673271

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    谢谢分享

  • 14 楼#

    cn1501645511

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    顶起!

  • 15 楼#

    cn1000189465

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    谢谢分享

  • 16 楼#

    cnteamup

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    太赞了,谢谢楼主分享。。。

  • 17 楼#

    索菲亚

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    cn1000945265:2014 汇率不是回升了吗,这样客户会生气吧,一般他们也有关注这个回到原帖
    嘿嘿 你想想就算回升,跟我之前第一单的  6.8的汇率相比,你说涨价算不算合理

  • 18 楼#

    cnteamup

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    学习了,感谢楼主分享。。。

  • 19 楼#

    cnteamup

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    正想找一本有关谈判技巧的书,期待着去看。。。



  • Hi, 大家好!
    很高兴又和大家见面了 !我知道有的童鞋已经迫不及待的期待我的下文了。灰常灰常感谢大家的支持啊!
    现在我跟大家分享的内容 就是,客户付了30%定金已经半个月了,我还跟客户涨价成功了!
    是否大家还记得上封邮件我讲到跟那个客户成交的价格是 1.35美金,上个月中旬的样子,客户又下了返单,
    价格仍然是1.35美金,但是今年的人工费上涨的挺厉害。美金跌的也很厉害。我们已经很难维持这个价格了。
    但是客户已经打了30%的定金,将近19万。下单之后再向客户涨价这个其实是很忌讳的,特别是老客户,但是
    我整理下思路,还是决定告诉客户实情 ,请大家看以下我跟他说的内容:

    我写到

    Hello,Dear  Phllip:
    Good day !
    Hope everything is good with you.
    I have a urgent news  that needs get your confirm, we feel so sorry to tell you that there will be an increase on the price ? why is it so ? pls see my following status carefully:

    Our business start from 2012 ,and at that time. the USD rate is aound 6.3 (我为之前手写汇率6.8错误道歉). we just have low profit based on price $1.35.

    In 2013 ,the price we still keep the same for you. even the USD rate goes down sharply, but we
    keep the same price to you to keep our business going.

    now ,In 2014 ,the USD excahnge rate is lower down 6.0, it is very critical issue for us. moreover, from the digital
    artwork sample making, the package supplier told us,there will be $0.3 increased on the price.
    we really had tried our best to fight with them to keep same and do not increase the price

    which we have promised you already. but we failed.since the labour and machine cost go up fast in the market.

    we  had no choice but we have to keep the level price even lower than market to keep our running.
    we had to  tell that the price should be $1.65 ,since the packing cost increase and critical USD exchang rate at 6.0.

    we sincerely wish you can understand our status.we know that it is really not good to do so.
    but If we have better way .we won't increase the cost.since we are good partner ,if any beneficial we can get for you.we will try our best, but this time,we really have no choice.

    Would you pls explain this critical situations to customer and help us for the price.we really need your help this time.we would be very grateful if get your understanding and support !

    best regards
    Sophia

    客户回复到:Dear Sophia :

    This is a shock. We have had this on order and confirmed for sometime now. My customer will not accept the increase for this order. I understand your situation , I really do but I cannot take this whole price increase. How about if we split the difference. Original price is $1.38. You want new price to be $1.68 or a $0.30 increase. How about we make the price 1.53 ?? this way you lose a little and I lose a little. Please review and confirm you agree.

    Also I still need revised card art work. Let me know


    Thank you

    Phillip Steinhauer

    我又回复:
    Hello,Dear Phillip :
    Good day!
    Really thanks so much for your understanding,and i just called my boss for your advise.
    but my boss told that in order to keep our firm business, he agreed with the lowest
    cost oon $1.55. pls do the needful help, we really need your support,



    the cost increased are from the USD rate goes down sharply. supplier increased
    the cost and labour cost .
    we are realiable factory ,that is why we had to tell you the truth,
    we want to keep our business longer and stonger ,
    In this critical situation, we really wish can get your biggest help and
    support for the price.


    The best we can do is to cut our profit into munimum even no profit to keep our cooeperation going. wish you can understand and we wait for your good news

    By the way as for the new artwrk i have asked the supplier to make the sample again and will show you as soon as i got it,thank you

    best regards
    Sophia


     
    最后我们同意下来的价格是USD1.55.这场涨价战役中,我们完美胜战了!
    现在我们大家来分析下,客户接受我涨价的原因,是什么?以后我们涨价时候或者应对客户降价时候应该怎么说话 ?
    第一:从我们的邮件当中,大家发现没有,我出现最多的字眼是,we need your help. support and understand.

    从这句话中,我们完全已经把客户当成我们这次涨价的精神支柱了。我相信这个在客户心中是可以加个
    人情分,因为他知道我们相信他。把他当真情实意的伙伴。在加上两年合作的关系,他肯定也是愿意帮助我们的。
    这个时候,我们可以总结出来,我们应该说出现状,甚至是惨状。特别需要客户帮助的时候,先博得他的同情,让他愿意帮助你,然后再告诉我们是很不情愿涨价的但是有不得不接受这个涨价的事实。但是我们的语言一定要委婉,听起来舒服。多用:" I would be very  appreciated if you can do XXX .........."
     
    第二是我们的理由要充分而且要有针对性。正好我的客户这次做的包装上面内容需要变动,所以我就用了供应商对变动部位涨价这个理由,然后美金一直不断跌价这个事实是众所诸知的。客户也就没办法,只能被我们降服了
     
    第三,我运用了一个小技巧。原本我们要涨的目标价是 0.2美金,但是我跟客户说了.0.3美金,知道为什么,因为我要先给出可以谈判的价格。 客户知道要涨价即使他愿意接受,但是他肯定是希望涨的越少越好。
    所以我给出了0.1美金的谈判空间,双方各让一步达成协议。其实也就是正合了我们的目标价。
    所以我们在面对价格谈判的时候,一定要给出可以谈判的价格,一般价格降了之后很难涨起来,但是价格有谈判空间的话,你可以慢慢跟客户一点点磨合。另外对于谈判方面,我给大家推荐本书, 罗杰。道森的 (优势谈判),里面的很多谈判技巧 很实用的。
     
    现在也晚了,祝大家美梦!晚安!


    [索菲亚]系列分享:
    黄毛小Y头到外贸经理人的转变” !(一)
    http://waimaoquan.alibaba.com/bbs/read-htm-tid-1443161-fid-55.html
    黄毛Y头更新啦-----第一个客户下单成交心得!
    http://waimaoquan.alibaba.com/bbs/read-htm-tid-1443490-fid-55.html
    30%定金已经付半个月,居然还成功涨价1.2元!(一)
    http://waimaoquan.alibaba.com/bbs/read-htm-tid-1443686-fid-55.html



  • 还是沙发 哈哈 谢谢分享 期待LZ出更多的分享.

    BTW,我也在在看道森一系列的谈判书。



  • 又学到东西,  谢谢分享



  • 恩 谢谢分享



  • 很赞啊 BTW,决定去买那本书看看



  • 好強大!!



  • 邮件很诚恳  向你学习。



  • 学习了,尤其是产品涨价这个邮件,很厉害



  • 楼主涨价的理由让客户容易接受 策略上也很合理 学习了



  • 学习了,楼主真的很上进,很厉害呢



  • 好文章,谢谢分享!



  • 不错,谢谢!



  • 2014 汇率不是回升了吗,这样客户会生气吧,一般他们也有关注这个



  • 谢谢分享



  • 顶起!



  • 谢谢分享



  • 太赞了,谢谢楼主分享。。。



  • cn1000945265:2014 汇率不是回升了吗,这样客户会生气吧,一般他们也有关注这个回到原帖
    嘿嘿 你想想就算回升,跟我之前第一单的  6.8的汇率相比,你说涨价算不算合理



  • 学习了,感谢楼主分享。。。



  • 正想找一本有关谈判技巧的书,期待着去看。。。


259 回复

与 外贸社区|外贸圈 的连接断开,我们正在尝试重连,请耐心等待