實例解析｜客戶告訴你找到了價格更低的供應商，該怎么辦？-ESG跨境

郵件內容大致是這樣：

Hi

I have much better prices for your products. I'm waiting for samples from other suppliers to check and compare.

I'll come back to you asap.

這是一份回盤，因為之前我已經報價給客戶了，所以沒過多久就回復了我，大致的意思就是說：“他們找到了一家價格更有優(yōu)勢的供應商，并且希望從另一家供應商的地方獲得樣品，并且去相比較一下，然后最后給我答復”。

看到這里，大家是不是有點似曾相似的感覺，因為做外貿的都知道，這樣的例子比比皆是。也許對那些外貿老手老說，那就是so easy的概念了，那么相對那些外貿新手來說，有可能不知所措，會比較虛，有可能自己的價格沒有優(yōu)勢或者報價太高， OVER 的概率比較大了，當然也有另一種情況，那就是你們自認為自己的價格和產品在同行中非常有優(yōu)勢，那么就無須擔心，如果價格相差不大，不妨可以這么回復客人。

我是這么回復的：

Thanks for reply.

Welcome to compare with other suppliers, that makes us be more stronger. hope we can help you eventually.

Best regards.

首先，我的意思也很簡單明確，商場如戰(zhàn)場，只要自己的產品過硬，就要有自信，不能自亂陣腳。

就這么短短的幾句話，言簡意賅，我想客戶應該能明白我的意思，就算最后沒成單子，那么至少氣勢猶在，很多老外就是吃硬不吃軟的，這個美國客戶我報RFQ得到的，診所的老板，跟蹤第三次的時候才聯(lián)系我。之后呢，客戶回復：

OK, I think your price is not competitive at all. You need to improve it so I can purchase 2 units thanks.

實際上，客戶告訴我，別家的價格都比我報的價格低80%左右，可以說，我們的產品是很高價的了；這時候，我要怎么解決呢，嫌貨才是買貨人，幫客戶強調他動心的原因就可以了。

Our product is special, because it has the most unique function--automatic analysis, and other 10 patents;

What the unique monitor can do are:

1. Hospitals do not need to train doctors and nurses to do fetal monitoring because it can automatic do it; All results displayed clearly;

2.No needing of connecting with PCs or other media to store the monitoring results,easy and simple to use;

3.This product is the latest software of fetal monitor, you do not want to use IPHONE 4S when there is IPHONE 6S;

4.This product rises the level of a hospital, because it is so smart and automatic and easy reading.

Best regards

表達的意思主要是節(jié)省了培訓開支，打印成本，用蘋果手機來告訴客戶我們的產品是最新功能的，他是診所老板，很在意一些提升檔次的東西，所以，最后有了那句話。

客戶回復了：

Well that's great but I'm a small business owner. I would like to do business with you! ?I need two but need better pricing with shipping and all. Can you help us?

然而客戶似乎還想要我降價，又該如何應對呢？

請繼續(xù)：

I might not help you on prices because I have already done it to the bottom.

And I think to buy right is better than to buy cheap. This machine can be used over 10 years and still competitive in functions.

Since the total is within $5,000,you can use your credit card to work it out.I myself have a credit card of RMB 10,000.

All advice is sent, so Good day to you and I am leaving, see you next day.

我首先告訴客戶，價格我不是不給優(yōu)惠，而是確實給到了，因為他是終端客戶，這個價格絕對不算高的，當然仍然比其他廠家高不少；另外，我又給客戶提出一個方案：客戶既然資金緊張，可以用他的信用卡支付其他花費，用現(xiàn)金付給我們，客戶同意了。

Ok well please kindly send me a proforma invoice with est. Shipping to Houston tx. We can arrange payment today thanks.

我就感覺，這業(yè)務做的，不僅僅要賣產品，還得幫助客戶思前想后地考慮周全。

持續(xù)十幾天，30多封郵件，這一單就這樣成的。

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