The quotation seems to be a very simple question, just like selling things, who is not? In fact, a reasonable and professional quotation may win more customers for you. The quotation is too high and will scare away the guests; it is too low and suffers. How can we make a reasonable offer?
Quotes should also pay attention to "skills"
Before you quote a customer, you must first understand your product and price, the main target market and peer products and quotation. Then try to understand the customer situation from as many aspects as possible, which will help you to make a quotation.
For example, if a guest asks you for an inquiry, you should know as much as possible which country the customer is from, and whether it belongs to the target market of your product. The main product business scope and sales method of this guest is wholesale. Retail or mail order, is a big customer or a small middleman, the customer's purchasing ability and sincerity, the customer's familiarity with the product, customer habits in different regions, etc., and then targeted quotation, that is, "personal quotation."
If it is a large customer, the customer's purchasing power is strong, you can appropriately raise the price a little higher, and vice versa; if the customer is very familiar with this product and price, it is recommended to use the "contrast method" to highlight the advantages of their products, the shortcomings of their peers. . The price is close to the reserve price, and “catch†the guests from the beginning; if the guest’s personality is relatively straightforward and does not like to bargain with you, you better show your own cards at the beginning, so as not to report the high price and give the guests all of a sudden. Scared away. If the customer is not very familiar with the product, you are more enthusiastic about the product's use and advantages, the price can be higher; if some guests are particularly sensitive to the price, every cent per cent must compete, and the customer has a fancy to your product. You must have enough patience to play a "psychological warfare" with the guests. Ask or figure out the target price of the guest, see the reserve price you can give, compare the gap, for example, the buyer's target price is USD13, and the price you can afford is USD14. You are better at reporting USD15. You can take more steps when you counter-offer. For example, let us have a little more USD0.5, let the guests see the hope, then USD0.25, USD0.10, USD0.15. Instead, step by step, let the guests slowly taste the sweetness, see the hope, but also through hard work, so that the guests have a feeling of winning later. Why can't I give the buyer a lower quotation directly from the beginning? One of the reasons for making the other party easy to accept the transaction. If you make a full concession before the end of the negotiations, you will not mobilize the buyer's code later.
Of course, the price of the product is closely related to the quality of the product and the relationship between supply and demand. If your product quality is relatively better, the quotation must be higher; if your product is in short supply in the market, you can of course report a higher price; if your product is more novel and new, it is usually more mature than the mature one. The product should be higher.
Even if the same product is affected at different stages, due to market factors and quotas, the quotations are not the same, such as oil and textiles.
In addition, the quotation should also be accompanied by the main trading conditions such as delivery date, payment method, and order quantity, that is, not limited to price, but other conditions should be interactive. It is possible that the customer pays great attention to the delivery date. The delivery date of your report is 35 days, and the customer proposes 30 days delivery, and the payment method is D/P. If possible, you can meet the customer's delivery date, but The payment method is L/C spot in exchange. Similarly, if you report USD17.50/20' and the customer insists on USD17, you can say that because your order quantity is too small, it is difficult for us to meet your requirements, but if the order quantity can reach a large cabinet, we will Meet you as much as possible.
Quotation skill
New customers send inquiries, and you reply in time, but there is no following. Is your offer too high to scare away the customer, or the offer is too low, let the customer know that you are not an expert at first glance, and dare not risk doing business with you? It is not easy to quote old customers. He will succumb to his strength and press the price so badly that when you receive his enquiry, I don’t know how to quote: it’s too low, no money to earn; it’s too high, and he’s afraid he’s given the order. other people.
How to quote is valid? Experienced exporters will first fully prepare before the quotation, select the appropriate price term in the quotation, and use the payment method, delivery date, shipping terms, insurance terms and other requirements in the contract to bargain with the buyer. Take advantage of your own comprehensive advantages and take the initiative in the quotation.
Fully prepared before the quotation
First of all, carefully analyze the customer's willingness to purchase and understand their real needs, in order to prepare a good quotation. Some customers consider low prices as a more important factor, and report the price close to your bottom line at the beginning, so the chances of winning an order are high. Mr. Zeng from the import and export company said: "We will carefully analyze the customer's true purchase intention and intention during the period from the customer's inquiry to the official quotation, and then decide whether to give them a tentative offer (virtual disk), or officially Quote (real)."
Second, do a good job in market tracking and research to understand the newer dynamics of the market. Due to the high transparency of market information and the rapid changes in market prices, exporters must rely on the newer information to issue prices--"going on the market", and trading is possible. Mr. Sun, an import and export company, said that now they are doing business with their company. They are regular and more powerful foreign businessmen. These foreign businessmen have offices in Hong Kong and mainland China. They are familiar with and understand the domestic and international market and market environment. . This requires the export company to be well informed.
The company's experience is that business people often go to the factories in Zhejiang to collect the supply, and the selling price of some local manufacturers is very clear. At the same time, as a professional company with long-term business-specific varieties, it has not only understood the development of this industry and the history of price changes, but also made a reasonable analysis and forecast of the recent trend.
Choose the right price term
In a quote, the price term is one of the core parts. Because the price term used actually determines the responsibility and profit of the buyer and the seller, so before the exporter prepares a quotation, in addition to trying to meet the customer's requirements, he must fully understand the various The true meaning of the price term is carefully selected and then quoted based on the selected price term.
Choosing to trade at FOB price is beneficial to the market conditions where freight and insurance premiums are not volatile. However, there are also many passive aspects. For example, due to delays in the dispatch of the ship by the importer, or delays in the loading period due to various circumstances, the change of the name of the ship will cause the exporter to increase the expenses of storage and other expenses, or the late payment of the goods. Causing interest losses. The exporter controls the export goods. Under the FOB price condition, since the importer and the carrier contact the ship, once the goods are loaded, the exporter even wants to resell the goods in transit or destination, or take other remedies. The measures will also take some trouble.
Under the condition of CIF price export, the problem of cargo and cargo connection can be better solved, which makes the exporter more flexible and maneuverable. Under normal circumstances, as long as the exporter guarantees that the goods delivered are in compliance with the contract, the importer must pay as long as the documents submitted are complete and correct. After the goods have passed the ship's rail, the importer shall not refuse to pay the goods due to the damage of the goods even if the goods are damaged or lost when the importer pays. That is to say, an export contract that is sold at a CIF price is a specific type of "document sale" contract. A savvy exporter must not only be able to grasp the quality and quantity of the goods he sells, but also grasp every step of the process of collecting the goods to the destination and collecting the goods. For the loading, transportation and risk control of goods, we should try our best to obtain certain control rights, so that the profit of trade can be guaranteed. Some large multinational companies, in order to obtain favorable conditions for transportation and insurance, require Chinese exporters to trade at FOB prices, which is to guarantee their own control. For example, most of the goods exported to Japan are FOB prices, and even if the exporters provide very favorable conditions, it is difficult to change the price conditions. So in the end is to cater to the needs of buyers, or adhere to their own principles, if you do not understand, you can look at "more beautiful trading search", exporters in the quotation is more necessary to consider.
In the current situation where export profits are generally not very high, it is more important than ever to carefully calculate every aspect of the entire trade process. Some export enterprises in China have good export profits. Their approach is to quote FOB prices when making external quotes, so that customers can compare the prices of their products, and then ask for CIF prices, and insist on arranging transportation and insurance in the domestic market. They are very honest, saying that not only can they give buyers more choices, but sometimes they can make a little difference in the insurance premiums.
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