General

Learn to quote in order to successfully win foreign trade orders! Before the quotation, we had a good conversation with the customer, but after the quotation, the customer ignored you. What happened? How can we ensure a customer response?

Let's take a look at the tips of quoting today.

1、 Prepare thoroughly before quoting

Learn to quote in order to successfully win foreign trade orders! Many people quote at a fixed price according to previous practices, but this often leads to the loss of many transaction opportunities. The market situation, raw material prices, and customer situation are all changing, and fixed price points can be used as reference objects to understand the actual situation and combine them before quoting.

Firstly, you must be clear about the market price and also know the approximate price of your peers. Only by knowing yourself and your competitors can you be invincible in a hundred battles. To achieve these goals, conducting market tracking research is essential, especially in terms of product quality, strengths and weaknesses, as well as suppliers from peers. It is important to have a thorough understanding of these factors.

Secondly, it is to analyze the buyer. You cannot provide a quote directly and blindly respond to a customer's inquiry. After receiving an inquiry, it is necessary to spend at least 15 to 30 minutes analyzing the inquiry and the situation of the buyer. This should be relatively simple for many foreign trade salespeople. Practice makes perfect, and seeing more makes it roughly clear.

For example, the source, the economic level of the country where the product is located, the approximate level of the purchased product, whether it is an intermediary or an end user, and the demand for the product. By using official websites, customs data, and social media, I believe you can still check these situations.

Finally, after understanding all these situations, you can create a quotation that meets your needs, which will be very helpful for you to successfully win a foreign trade order.

2、 Specific quotation

Learn to quote in order to successfully win foreign trade orders! Different countries have different requirements for quotation. Generally, developed countries in Europe and America have higher requirements for product grade, so relatively speaking, the quotation is also slightly higher; Developing countries and some underdeveloped regions are the opposite.

In terms of products, the prices of new models are relatively expensive, with regular ones being moderate, while the general prices of old models will decrease.

From the perspective of buyer types, end customers pay more attention to product quality, so as long as the quality is good enough, the price can be higher. However, if you are communicating with traders, they need to extract profits from it. Compared to quality, they are more concerned about price.

3、 How to quote

1. Low price with tail left

When you estimate that a customer has a large minimum order quantity, you can use this method to first arouse their interest. When determining the customer's order quantity, you can use the reason that the order quantity is insufficient to provide a reasonable basis for price increases.

Attention: When quoting a low price, it should be tied together with conditions such as large quantity, large advance payment, timely and safe balance, and long delivery time; In addition, the quotation should not be too low. Generally, the highest and lowest prices are removed. If it is too low, customers may feel that your product is unreliable.

2. High price with tail left

Having quoted a high price, deliberately setting a customer's order quantity that is not difficult to reach, and then stating that if the quantity exceeds this quantity, discounts can be offered, and discounts can be offered based on different payment methods. In fact, it is equivalent to a promotional activity in a shopping mall or supermarket, which makes customers feel that they have made a profit.

Note: The use of high or low prices depends on the situation. If the customer has already inquired with multiple other competitors, it is best to use the low price method. Otherwise, compared to other peers, your price will be higher from the beginning and you will be immediately passed.

3. Ladder quotation

Offer a price based on the quantity, and offer a discount for the more; Alternatively, if you place an order for the first time at this price, you can offer discounts for future collaborations, etc. The prices are diverse, and customers have more choices, which increases the chances of being selected.

4. Compare quotes

When comparing goods with three different stores, if the prices are similar, customers usually choose the last one. So, when quoting, you can put the quotes from peers together for customers to compare, so that customers don't have to ask each other again. When they see that the prices are not significantly different, they naturally choose to cooperate with you. After all, we have had a long conversation before, and if customers ask again, it will inevitably take some time, which is not cost-effective for them.

5. Combined quotation

If the customer wants a variety of product styles, they can combine quotes. If some products are not profitable, they can be lowered a bit. Additionally, if the product price increases, the total price of the combination remains unchanged. Remember to include a validity period in the quotation to facilitate negotiation with the buyer in case of subsequent price changes.

6. Mantissa quotation

When quoting, try not to use integers as much as possible to facilitate bargaining, and foreign customers generally rarely use integers for quotes, so this must be noted.

4、 Quotation response principles

1. The quotation title must be eye-catching, and it is best to immediately attract customers. Customers receive a lot of emails every day, and if your topic is not prominent, it is easy to filter it out.

2. When quoting, try to include product details, such as pictures, packaging information, styles, etc., so that customers can have a clear understanding of the basic information of the product and give a convincing feeling.

Learn to quote in order to successfully win foreign trade orders! In short, if you want the customer to continue to reply to you after quoting the price, the above basic work must be done well before that.