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[外贸连]印度三哥砍价砍出大道理 Shrewd Indian Customers

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更多 发布于:2014-10-20 15:52

外贸连 近来,我看了不少外贸友人发出的微博,朋友圈,都看出大家对印度客户又爱又恨。爱的是印度是一个人口大国,现在的发展形势利好,大家都想来分一杯羹;恨的是三哥们还价都很狠,还起价来没个谱,贼讨人厌。因为这些原因,埋怨的外贸友人是蛮多的,我要说说在广交会上遇上的靠谱三哥,还价还的太有素质了,让阿连接了单还学习了。

今年广交会,阿连邀请了一位在网上联系时间不算短的潜在客户三哥,希望通过邀请他们来广交会见面利于促成订单,他们公司还真一下子派来了三位大咖:老总、采购部总监、销售部总监。全是关键人物,展会见面之后我努力争取客户回我们展厅继续洽谈。

三哥看了产品很快就选中4个款想要下单,但也在价格上纠结。这个客户我是跟进挺长时间的了,据我资料收集得知客户是不错的,所以我们会尽量配合先拿下订单,希望可以长远合作。三哥肯定是没有这么顺利同意的,让我们再降低0.1USD/PCS。我们本来想着吸引客户,给的价格就很低。我们没办法再降了,所以一直跟客户强调我们的质量以及我们合作的客户,让客户对我们更有信心。客户是认同我们的,在纠缠价格的时候,高素质的销售总监粉墨登场用了差不多一小时跟我们谈人生道理,谈他们市场竞争如何激烈,最后让阿连印象最深刻的是销售总监运用英文字母分别赋予百分值的数字游戏来解释“态度(ATTITUDE)”这个词的深切意义,大概是:“顾客对于产品的态度,一个人说他好,不算好,要是一个,一千个,越来越多人说好才是真的好,然后又说了,一个人的成功也是因为态度,ATTITUDE的拆分1%+20%+20%+9%+20%+21%+4%+5%=100%。”这个看似无厘头的游戏,含金量不高,但他吸睛度和气场让我们拉近了距离。别的不说,当时我是完全陶醉了。

聊天推进了彼此的认识,但是价格上我们真的是不能让步了,三哥退而求其次提出增加易损件,最终我们也答应了客户的要求拿下了订单。

三哥他们其实是很可爱的,他们初步评估我们产品的价值时有可能是还没有完全了解我们产品质量和用料。所以我们更加跟客户突出我们的卖点。例如塑料,用的是全新料和循环料价钱和质量都不同。只有这样才会有可比性才可以说服他,单单靠款式去决胜负是不行的。当他们更了解产品,会更好地把产品卖给他们顾客,我们的产品成为当地的热销产品,得到长远的合作的机会就更大。

亲们,你们知道吗?阿连不但不反感三哥,还挺喜欢的。他们做生意的大部分都有宗教信仰,素质都挺好。或许这跟我们印度客户比较多也有关系吧。阿连我可是在印度新德里住过客户大屋的人,受到客户从母亲,妻子,孩子一家上下的款待,何等荣幸啊!印度人口和中国不相上下,质量要求没有欧美那么高,也没有过多的认证要求,是一个比较容易切入的市场。做三哥市场的孩纸们,我们一起努力吧!

外贸连 Recently I have seen many messages written by my foreign trading friends in Weibo and WeChat, and I can tell that they all have a love-and-hate relationship with Indian customers. They love that India is such a populous country that is developing prosperously, and everyone wants to make profits from it. And they hate that the Indians are such shrewd bargainers and they often make unbelievably low counter offers, which make them hateful. There are many friends complaining about this kind of Indian customers. And I am going to talk about some really good Indian customers who I met in the Canton Fair. They were so good at making counter offers, which not only gave me an order but also taught me a lesson.

In the Canton Fair in this Spring I invited a potential Indian customer who I hadn't contacted for a while online, hoping to get an order from them by inviting them to the Canton Fair. Their company sent three VIPs to us: the general manager, the supervisor of purchase department and the supervisor of the sales department. They are all the key persons, and after we met in the Canton Fair I tried to convince them to make further conversation with us in our show room.

After checking out our products they picked out four types soon and wanted to place an order, but they were upset with the prices. I had followed up with this customer for a long time and according to the data I collected the customer was pretty good. So we tried to meet their requirement and get the order, hoping to establish a long-term cooperative relationship with them. Of course they didn't make it so easy for us, and they asked us to lower the prices by another $0.1/pcs. We offered them low prices in order to attract them in the first place, and we couldn't afford to give them lower prices. So I kept stressing our products' quality and the customers we were cooperating with to them to enhance their confidence in us. The customers recognize us as a good supplier, and when we were negotiating about the prices, their well-cultivated purchasing supervisor talked about philosophies in life to us for about an hour, explaining how fierce the competition in their market was and what impressed me most was that,the sales supervisor even analyzed about the deep meaning of the word "attitude" to us by endowing percentages on each letters. It was basically like this: "the customers' attitude towards is not decided by a single person. A product is good not because a single customer says it is good but because a thousand and more and more people say it is good. And a person's success is determined by his attitude. The word "attitude" can be divided as 1%+20%+20%+9%+20%+21%+4%+5%=100%.”  This seemingly confusing talking was not that inspiring, but his powerfulness and eloquence made us closer and I was so impressed by his speech.

We gained further understanding for each other by the talking, but we really couldn't offer them lower prices. And the customers made a compromise by asking us to add quick-wear parts to them. At last we agreed with them and got the order with success.

In fact the Indian customers are pretty reasonable. When they make a primary evaluation of our products they may not have a full understanding of our products' quality and material, so we need to stress our strength to them. Take the plastics for example, we use the brand new material that is different from the recycle plastics in both price and quality. Only by explanation can we convince them, because we cannot win them over just by the design of the products. If they understand the products better they can sell them to their customers in a better way, which can make our products popular in their market, and there are bigger chances that we will make long-term cooperation.

My friend, you know what? I don't hate the Indian customers but actually like them. The Indian businessmen are mostly religious and well-cultivated. Maybe it is also because that we have many customers from India. I once stayed in the house of my customer in New Delhi and was well treated by the whole family of my customer, including his mother, wife and children. It was indeed my honor. India is a populous country like China, and the Indians are not demanding in quality like Europeans and Americans do. They don't have too many requirements of certificates either, which makes them a market with an easy entry. My dear fellows who are also working at the Indian market, let's make progress together!
13条评分, 铜币 +40
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    铜币 +1
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    2015-05-04 17:22
  • 俄巴西双清关
    铜币 +1
    你的帖子太TM牛了!
    2014-10-30 16:10
  • cn1511169430
    铜币 +1
    你的帖子太TM牛了!
    2014-10-22 10:10
  • Candymei0417
    铜币 +1
    太牛了哇~
    2014-10-21 18:01
  • Lisa*
    铜币 +1
    你的帖子太TM牛了!
    2014-10-21 16:46
  • byl001
    铜币 +10
    我们老师也跟我们讲过呢!Attitude=100%
    2014-10-21 13:21
  • 客户软件-高
    铜币 +1
    双喜软件支持^_^ 期待楼主再次分享 ........`
    2014-10-21 10:13
  • cn201660014
    铜币 +5
    谢谢分享,你很厉害啊!
    2014-10-21 09:54
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