加入国际站
返回旧版 新版反馈
关闭 评分
铜币:
剩余
* 评分才能提交噢
理由:

 | 
只看楼主


  • 封禁
    0 楼#

    cn1513152763

    • 粉丝
      91
    • 人气
      161
    • 积分
      0
    • 铜币
      2655

    询盘来源国家:Egypt
    产品行业:纺织印染机械配件


    买家询盘:dear sir  we are giza spinning & weaving co.  we ask the best price for rotary screen repeat 640mm length 3000mm & 1750mm  regards  gamal zaky  giza spinning & weaving co.  egypt     Mr. gamal zaky   Company: giza spinning & weaving co.    Country/Region: Egypt    Email:XXXX@gjzaspin.com          


    供应商回盘:
    我于当天回复了客户,如下:  Dear XXXX,  Thanks for your inquiry. I am glad that you  are in the market of textile rotary printing.  We are professional manufacturer of rotary screens and endrings in China. We have exported our products to many countries.  About the rotary screen repeat 640mm length 3000mm & 1750mm you mentioned, this is in our product line. In order to give you the best price, could you please tell me your quantity? Do you need FOB price or CIF price? What is the mesh number you need?  The following are several prices for your reference:  1. 640*1750*80/100mesh---FOB QINGDAO, USDXXXX/PC.  2. 640*1750*125mesh---FOB QINGDAO, USDXXX/PC.  3. 640*1750*155mesh---FOB QINGDAO, USDXXX/PC.  4. 640*3000*80/100---FOB QINGDAO, USDXXX/PC.  5. 640*3000*125---FOB QINGDAO, USDXXX/PC.  6. 640*3000*155---FOB QINGDAO, USDXXX/PC.    Enclosed please find some pictures of our products for your reference.    After your reply, I will give you more competitive price.  Your reply would be highly appreciated.  Many Thanks and Best Regards,  Ms xxx (Sales Manager)    xxx  Material Co.,Ltd.  Address: xxx Shandong Province, China Tel/Fax: XXXX Mobile: XXX  MSN/E-mail:  Skype: aXXX     Website:  wwwXXX.cn  
     客户在7月8号回复了,内容如下:  Dear sir   We receive your mail with the price of the screens  The price is high   Please sent us PI with the best price   1.400pcs, 1740*640* 2.200pcs, 1740*640*125V  3.200PCS, 1740*640*100  4.200PCS, 3050*640*125     best regards XXXX spinning & weaving co.
     我于7月9号回复如下:  Dear xxx,  Thanks for your detailed reply.  Enclosed please find our PI to you.  But I would like to suggest the CIF price with sea cost and insurance charges. Would you please tell me which port you will choose?    Please understand that the price I quoted to you on June 20 was our competitive price to you to express our sincerity to cooperate with you. But I still fight for a better price for you.     Our Rotary screens, Endrings and Photo emulsion have been exported to many countries. Our quality and service are confirmed by our clients.  May I know did you import from China before? We are one of the professional manufacturer of this products in China. We can send our samples to you for testing.  You are welcome to visit our factory.  Your reply would be highly appreciated.  Many Thanks and Best Regards,  Ms xxxx (Sales Manager)     xxx Printing Material Co.,Ltd.  
     但是客户没回复,我于7月11给客户发邮件:  Dear xxxx,  Good day!  May I know what is your idea of our rotary screens?  How do think the PI I sent you on July 9?  Hope can hear from you soon.  --------------------------------------------------------------------------------  Many Thanks and Best Regards,  Ms XXXX(Sales Manager)   XXX Printing Material Co.,Ltd.  
     客户还是没回复,我于7月12号通过他的公司名字,找到他们公司的电话给他打电话,找到了他,他电话里告知,他在等老板的确认。挂完电话后我随即跟进了一封邮件:  Dear xxxxx,  Hi, I called you just now. I was glad to hear your voice.  When your  boss give you any feedback, please let me know.  Any questions, please contact with me.  Hope can hear from you and cooperate with you.  --------------------------------------------------------------------------------  Many Thanks and Best Regards,  Ms XXX Xu (Sales Manager)     XXX Printing Material Co.,Ltd.   由于我的老板对这个客户很在意,老板提出,让我给客户说可以给他佣金,我7月14号又给他发了邮件: Dear xxxx,  Good day!  May I know what is your idea of the rotary screens? What does your boss think our price?  Hope can cooperate with you and your company.   If you don't mind, we can pay commision to you personally as appreciate.  Our quality of products are welcomed by all of our customers from Bangladesh, Pakistan, Myanmar, Vietnam, Brazil and etc.  Enclosed please find our catalog for you and your boss.  --------------------------------------------------------------------------------  Many Thanks and Best Regards,  Ms xxxx  客户还是未回复,我在7月18号给他打电话,但是接电话的人说他不在。  

               
    回盘备注:请老师指导一下,我接下来该怎么对待这个客户呢?老板隔一天就会问我,问我这个客户有没有回复。  我不知道该如何才能让客户回复我。


    专家点评:
    Hello,
    在一笔交易中,产品和价格的比重是90%,而跟进技巧只占10%。也就是说,如果没有过硬的产品和价格基础,再好的跟进技巧也不能扭转大局.你的整个跟进方法是正确的,但是技巧只是一部分。
    从我的理解,客户此次问的产品是标准类产品,有它明确的功能和要求,抛开材质和工艺,这款产品的价格变动空间非常小,越是标准类的东西越是如此,如果材质和工艺也有具体标准的话,就这个空间就更小了,这就导致一个结果,最终的竞争价格非常重要,也就代表着从产品表面上升到了整个企业的成本控制,管理好的企业和差的企业在这上面会拉开差距,但这些是业务人员无法改变的。
    你们既然有打算给客户算佣金,那么价格上应该还有很大的降价空间,那可能的事实就是,有同行的报价比你们低很多,外国人不像中国人,甚至直接主动给佣金反而会给人不好的印象,更何况现在跟你联系的人可能只是业务人员,因为他不能拍板买哪家产品,所以,如果你的产品价格没有优势,就很难翻身了。
    因此,现在最有效的做法,就是先去跟客户求证价格问题,当然首先得保证你们的计算没有纰漏,告知客户你们很重视他,自己产品的质量在国内很有地位,但如果是价格问题的话,不敢保证是最低的,但接受谈判,如果客户回应,那说明真的在乎价格,根据实际情况再谈。如果不回应,应该差不多是定局了,再追效果也不大。

      


  • 1 楼#

    索隆二当家的

    • 粉丝
      30
    • 人气
      830
    • 积分
      0
    • 铜币
      2253


  • 2 楼#

    Eason-小臣

    • 粉丝
      209
    • 人气
      659
    • 积分
      0
    • 铜币
      3738

    感谢转载分享,尽管之前已经有圈友发布过了。

  • 封禁
    3 楼#

    cn1513152763

    • 粉丝
      91
    • 人气
      161
    • 积分
      0
    • 铜币
      2655

    感谢

  • 4 楼#

    Tianqi1985

    • 粉丝
      23
    • 人气
      414
    • 积分
      10
    • 铜币
      334

    现在市场价格竞争很激烈, 价格确实越来越重要了.

  • 5 楼#

    cn1516130915krql

    • 粉丝
      1
    • 人气
      649
    • 积分
      0
    • 铜币
      1652

    写的真好jvnxr


  • 封禁

    询盘来源国家:Egypt
    产品行业:纺织印染机械配件


    买家询盘:dear sir  we are giza spinning & weaving co.  we ask the best price for rotary screen repeat 640mm length 3000mm & 1750mm  regards  gamal zaky  giza spinning & weaving co.  egypt     Mr. gamal zaky   Company: giza spinning & weaving co.    Country/Region: Egypt    Email:XXXX@gjzaspin.com          


    供应商回盘:
    我于当天回复了客户,如下:  Dear XXXX,  Thanks for your inquiry. I am glad that you  are in the market of textile rotary printing.  We are professional manufacturer of rotary screens and endrings in China. We have exported our products to many countries.  About the rotary screen repeat 640mm length 3000mm & 1750mm you mentioned, this is in our product line. In order to give you the best price, could you please tell me your quantity? Do you need FOB price or CIF price? What is the mesh number you need?  The following are several prices for your reference:  1. 640*1750*80/100mesh---FOB QINGDAO, USDXXXX/PC.  2. 640*1750*125mesh---FOB QINGDAO, USDXXX/PC.  3. 640*1750*155mesh---FOB QINGDAO, USDXXX/PC.  4. 640*3000*80/100---FOB QINGDAO, USDXXX/PC.  5. 640*3000*125---FOB QINGDAO, USDXXX/PC.  6. 640*3000*155---FOB QINGDAO, USDXXX/PC.    Enclosed please find some pictures of our products for your reference.    After your reply, I will give you more competitive price.  Your reply would be highly appreciated.  Many Thanks and Best Regards,  Ms xxx (Sales Manager)    xxx  Material Co.,Ltd.  Address: xxx Shandong Province, China Tel/Fax: XXXX Mobile: XXX  MSN/E-mail:  Skype: aXXX     Website:  wwwXXX.cn  
     客户在7月8号回复了,内容如下:  Dear sir   We receive your mail with the price of the screens  The price is high   Please sent us PI with the best price   1.400pcs, 1740*640* 2.200pcs, 1740*640*125V  3.200PCS, 1740*640*100  4.200PCS, 3050*640*125     best regards XXXX spinning & weaving co.
     我于7月9号回复如下:  Dear xxx,  Thanks for your detailed reply.  Enclosed please find our PI to you.  But I would like to suggest the CIF price with sea cost and insurance charges. Would you please tell me which port you will choose?    Please understand that the price I quoted to you on June 20 was our competitive price to you to express our sincerity to cooperate with you. But I still fight for a better price for you.     Our Rotary screens, Endrings and Photo emulsion have been exported to many countries. Our quality and service are confirmed by our clients.  May I know did you import from China before? We are one of the professional manufacturer of this products in China. We can send our samples to you for testing.  You are welcome to visit our factory.  Your reply would be highly appreciated.  Many Thanks and Best Regards,  Ms xxxx (Sales Manager)     xxx Printing Material Co.,Ltd.  
     但是客户没回复,我于7月11给客户发邮件:  Dear xxxx,  Good day!  May I know what is your idea of our rotary screens?  How do think the PI I sent you on July 9?  Hope can hear from you soon.  --------------------------------------------------------------------------------  Many Thanks and Best Regards,  Ms XXXX(Sales Manager)   XXX Printing Material Co.,Ltd.  
     客户还是没回复,我于7月12号通过他的公司名字,找到他们公司的电话给他打电话,找到了他,他电话里告知,他在等老板的确认。挂完电话后我随即跟进了一封邮件:  Dear xxxxx,  Hi, I called you just now. I was glad to hear your voice.  When your  boss give you any feedback, please let me know.  Any questions, please contact with me.  Hope can hear from you and cooperate with you.  --------------------------------------------------------------------------------  Many Thanks and Best Regards,  Ms XXX Xu (Sales Manager)     XXX Printing Material Co.,Ltd.   由于我的老板对这个客户很在意,老板提出,让我给客户说可以给他佣金,我7月14号又给他发了邮件: Dear xxxx,  Good day!  May I know what is your idea of the rotary screens? What does your boss think our price?  Hope can cooperate with you and your company.   If you don't mind, we can pay commision to you personally as appreciate.  Our quality of products are welcomed by all of our customers from Bangladesh, Pakistan, Myanmar, Vietnam, Brazil and etc.  Enclosed please find our catalog for you and your boss.  --------------------------------------------------------------------------------  Many Thanks and Best Regards,  Ms xxxx  客户还是未回复,我在7月18号给他打电话,但是接电话的人说他不在。  

               
    回盘备注:请老师指导一下,我接下来该怎么对待这个客户呢?老板隔一天就会问我,问我这个客户有没有回复。  我不知道该如何才能让客户回复我。


    专家点评:
    Hello,
    在一笔交易中,产品和价格的比重是90%,而跟进技巧只占10%。也就是说,如果没有过硬的产品和价格基础,再好的跟进技巧也不能扭转大局.你的整个跟进方法是正确的,但是技巧只是一部分。
    从我的理解,客户此次问的产品是标准类产品,有它明确的功能和要求,抛开材质和工艺,这款产品的价格变动空间非常小,越是标准类的东西越是如此,如果材质和工艺也有具体标准的话,就这个空间就更小了,这就导致一个结果,最终的竞争价格非常重要,也就代表着从产品表面上升到了整个企业的成本控制,管理好的企业和差的企业在这上面会拉开差距,但这些是业务人员无法改变的。
    你们既然有打算给客户算佣金,那么价格上应该还有很大的降价空间,那可能的事实就是,有同行的报价比你们低很多,外国人不像中国人,甚至直接主动给佣金反而会给人不好的印象,更何况现在跟你联系的人可能只是业务人员,因为他不能拍板买哪家产品,所以,如果你的产品价格没有优势,就很难翻身了。
    因此,现在最有效的做法,就是先去跟客户求证价格问题,当然首先得保证你们的计算没有纰漏,告知客户你们很重视他,自己产品的质量在国内很有地位,但如果是价格问题的话,不敢保证是最低的,但接受谈判,如果客户回应,那说明真的在乎价格,根据实际情况再谈。如果不回应,应该差不多是定局了,再追效果也不大。

      







  • 感谢转载分享,尽管之前已经有圈友发布过了。


  • 封禁

    感谢



  • 现在市场价格竞争很激烈, 价格确实越来越重要了.



  • 写的真好jvnxr


6 回复

与 的连接断开,我们正在尝试重连,请耐心等待