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价格比别人高两三倍,还能接到客户的订单?
编辑:浙江佰铭网络技术有限公司   发布时间:2019-08-30

价格比别人高两三倍,还能接到客户的订单?

嗨,大家好,你们报价的时候,有没有客户说“your price is too high ”呢?

我就试过好多次,前几年收到这样的回复时,我的第一反应是有点沮丧,有点怀疑自己的价格是否真的报高了,因为以前的没底气,所以也造成了部分询盘无疾而终。现在,我也依然会收到这样的回复,不过我有招可用。

在此,和大家分享一下我和2个客户之间的从报价到客户说价格高、我的回复、客户付款等等一连串邮件往来的案例

在这里,我必须说明的是,邮件都是直接复制过来的,客户和我之间沟通用到的单词或者语法有部分不够准确的,大家请谅解。同时,我的报价真的是比市场价高出50%-200%。文章篇幅较长,分为上下两篇。

客户1背景

客户一在十几个国家都有工程,所有的工程都是用同样的产品,产品其实和常规一样,数量也可以。

客户从不看厂,也知道我是贸易公司。

价格从2015年一直到2017年维持不变,合作了七个工程;2018年没有订单;2019年1月让做PI,但是客户不接受调价格,要求维持原价。

多次邮件来回,客户最终接受同意付款。详情看以下邮件。

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1

Dear XX,

Pls check attached PI for your reference, quoted FOB price already, if load container in our province, no need to pay extra cost.

Pls note we will come back to work on 25th Feb, 2019, delivery day will be 30-35 days after received payment, it means delivery day will be arround end of March 2019.

We changed materials, this making can assure two years guarantee, and also if you need help, I will help for loading the container for other suppliers goods same as before, and no need extra cost.

Thanks

客户回复,发了前几年合作的PI过来,同时在whatsapp上提出要按旧价格操作:

Hi dear, 

Please find the attached our price we order from you, my boss not accept then those price, Please double check and send me back for order

All the best

回复客户涨价的原因,同时由于上一单产品有一点质量问题,我在这里让了3-5%的利润,不能一下子让利过多,不然客户会觉得我们暴利。

Dear XX,

Well got your file and well understand your feelings, as you know, our price already kept almost same since 2015, now it is year 2019.

1. After 2016, government checked the environment protection every month, our lamps painting cost and packing cost all increased many times. Because painting color and boxes are related to environmental protection.

2. the labor cost in China increased much these two years, their basic salary is more than USD650 per month now.

3. as you remember, every time we will help for combine the container, we will contact all suppliers freely.

4. the price here are included FOB cost in our province, no matter you load container in which city, we will pay the cost, no extra cost for your end.

Anyway, here we attached price with discount for you here, thanks, awaiting for your reply.

整整一个月过去,订单还是没有确认。2月最后一天,他问我们有没下单了。

Did we order any from this PI?

我回复他说:

Dear xx

For this PI, we haven't received any confirmation or payment from your end yet, here we resend PI for your reference.

As per your saying the price is high, and your boss can not agree. Also as per our email before, the old price we kept for your end since 2015, now it is 2019. All costs increased, like labor cost, materials cost, also we need to pay more for the color painting (due to the environmental issues).

Pls talk with your boss, and send us bank slip to start production.

Thanks.

客户还是回复说价格高,如果我们无法降低,那他们就要找新的厂家合作。

Because I asked you better price, as I explain you before I bought from your company now same items more expensive we are not accept, please double check and send me back final for my order or I will try next factory

我的回复:

Dear xx,

Thanks for your feedback, actually, in last PI, price already updated, pls check.

1. We also want to get better quality in better price, you can also try new factory, but will need more time to communicate and confirm, right?

2. Also, as per container, we help for combine and contact each factory, without any cost. We support you this service as you trust and support us as well.

3. All materials need to purchase one by one, as QTY for materials suppliers are not big, we can not get discount.

Now it is the busy season, if the price is ok, pls confirm payment. Thanks.

客户坚持不降价就不合作:

If are you not change Sorry we are not accept.

期间5个月,客户一直没有下文,我以为这个单没有了。7月,客户发了之前我提供的那份PI过来,让我确认最新的交期。

Please check this PI, and send me back with the new date, for the order.

我的这个邮件里,两个信息:

一是确认与定单有关的事情,

二是更改收款帐号。

Hi xx,

Please check attached PI for your reference. Will help you arrange loading containers with other suppliers as usual.

1. delivery date: 35-40 days after received deposit.

2. Due to old account can not be used after June 3rd, we attached announcement and PI with new account information here. Please note company name and account number is different.

3. Maybe your other suppliers will also need to change account, because HSBC checked all companies one by one, asking each company provide lots of documents, one of our clients can not provide, so our account stopped by HSBC after June 3rd. Also attached a photo of message from HSBC by stop using old account inform.

4. For your safe, I will send you announcement and PI on whatsapp or skype later today.

5. The important thing is please stamp the PI and send back to us, we need to provide this to bank to get RMB exchange. New rule for Chinese bank.

Thanks, take care.

最终收到了付款水单:

Some reason problem but yesterday they did again the wire transfer, Please find the attached wire transfer copy

When did you get the payment ,please let me know. Sorry for the delay. Waiting asap our order the send …

All the best

总结  

• 涨价的理由证据要充分

• 所有的还价砍价,都要表明能理解他们,但也要说明我们的原因。

• 邮件内容多的时候,分1,2,3写。

• 如果更换了银行帐号,一定要在多个渠道告知客户(邮件,skype, whatsapp, wechat等)

• 你要很了解你的客户,他要的是价格还是质量。因为我这个客户一再强调质量,并且我知道这个客户的供应商配合度极低,他在别人那里得不到这种配合和服务。

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