Young Foreign Trade Workers' Growth - The Mystery of Quotes
2018-05-23 14:01:06
The foreign trade business starts with the quotation and is the first link of the entire foreign trade. Good or bad control is directly related to the continuation or disappearance of business.
Today's guests, I feel like hard-working bees, flying in the flowers of the suppliers, the time spent on each flower in seconds, and even look at the time. And we, like the grieving woman in the deep palace, hope to wear autumn water and wait for a good fortune.
ORDER is so luxuriant that it attracts countless suppliers.
How to increase the buyer's effective time for us? Using Wu Mei Niang to taming a lion and attracting attention from Tang Taizong is an eye-catching move, but in this respect I am afraid the opportunity to scare away guests is even greater. Dragging away, back to the topic: the concept of quotation quotes should be clear. The quote is not a price list, or more than a clear price list. Quotation is a process of interaction with guests. Why do so many people complain that the price is like a bull coming into the sea and never sees it? The simple answer is: Your price is not the lowest. Does that mean that only the lowest price is the right price? If this is the only standard for quotation, then this line should not be mixed. Who can guarantee that the price is the lowest? What is the significance of this order, which is so low that others cannot do it?
However, in fact, when choosing a supplier, the customer is indeed the first price, but I think: the problem is not in the guests, it is precisely in the quotation of business personnel.
The problem is that your quote is too simple to quote for a quote. Imagine that when a customer holds ten different supply offers in his hand, apart from the different names, there are only price differences. Then he has only one criterion for screening: price. Of course he picks cheap ones. Therefore, there are many information that guests need to understand and compare. The less information we provide, the more contrasts can only be limited to the price.
Is it okay to pay for the company's profile at the time of quotation? Of course, but not enough. (Introduction to how to write is not to repeat, simple and concise, limited to three sentences)
From the point of view of the buyer is a strong alert mentality, which sells melons do not drink their melon sweet? The more you say you are better, the more you don’t believe it, oh, huh? So the introduction doesn't need to be too detailed. He doesn't have time to read it. He doesn't believe it after reading it.
Starting from receiving an inquiry, you do not need to rush to quote.
1, understand the background of the guests, strength, sales model, etc., that is, customer evaluation.
2. Ask him clearly about his product requirements, packaging requirements, possible quantities, etc., can call or e-mail. I prefer to use phone or voice, more immediate and active than e-mail, and more conducive to show guests Yourself. In the case of having a basic understanding of the customer, he can even recommend to him other products that are more suitable for him. For this experience, for example, if I do the US market, I can tell the customer that my price is reasonable and I recommend him What is the retail price in the United States and who sells these products in the U.S. market? , Or that my price is with a box, and it can be tested by falling.
This process is very important. It is a precious opportunity for guests to show your professionalism. It doesn't matter if you have a hard time in English. You should remember the terminology of the product. You should ask what you want to ask before you call. The customer may ask What's the problem, it's best to write it down. If you are willing to talk to you, you can simply talk about your company's history and business philosophy and establish your own supplier's image. In any case, it is necessary to give him a reason to choose your supplier in addition to the price.
Therefore, before asking for quotation, ask clearly, the purpose is comprehensive, there is a problem to ask more, if there is no problem, create a problem and ask:)
3, to determine the quotation, I just entered the line, always the lowest price to the company to report, one to facilitate, and second, I am afraid that the guests feel the price is high. In fact, not to mention the United States and Europe, the Middle East, Africa has different levels of markets, such as the United Arab Emirates, the face of the domestic market and the Philippines consumer labor market is a clear, completely different market. Understanding the customer's market positioning can find a balance between price and quality. A lot of guests (I mean the United States) have no confidence in you if you don't have CARE prices at 5% or even 10%. Your product is twice as big as it is sold. For you, 10% may be the majority of profits. For him, it is 10% of the profits. In my guest's words, it is: When I bought an insurance. The key is he thinks this money is worth it.
4, Make a quotation. Small CASE 5, follow-up, or voice-based, continue to strengthen his understanding, by the way to understand his operating rules, procurement plans, sales plans and so on. For example, when asked if he would place orders, if he said that I had already reported to the boss, then you probably knew about their decision-making process; if he said not to worry, our factory did not consider it until the second half of the year. Then you can analyze it. Their purchase schedules and more. Anyway, this information is useful. Even if he does not order at the end, these experiences are still useful in the face of the next guest.
Man proposes, God disposes. Business can not be forced.
There are a lot of guests who really care about the price. I can only say who is willing to go to hell. Anyway, I do not want to drop ~~~~~
I think the business should often ask itself a question: why do you want to give orders to me instead of others?
My answer is: Because I am more brains than others, spend more time, more efforts to meet the requirements of the guests. Regardless of what he said, he still did not say it.
I understand that the essence of foreign trade is a service industry.
Today's guests, I feel like hard-working bees, flying in the flowers of the suppliers, the time spent on each flower in seconds, and even look at the time. And we, like the grieving woman in the deep palace, hope to wear autumn water and wait for a good fortune.
ORDER is so luxuriant that it attracts countless suppliers.
How to increase the buyer's effective time for us? Using Wu Mei Niang to taming a lion and attracting attention from Tang Taizong is an eye-catching move, but in this respect I am afraid the opportunity to scare away guests is even greater. Dragging away, back to the topic: the concept of quotation quotes should be clear. The quote is not a price list, or more than a clear price list. Quotation is a process of interaction with guests. Why do so many people complain that the price is like a bull coming into the sea and never sees it? The simple answer is: Your price is not the lowest. Does that mean that only the lowest price is the right price? If this is the only standard for quotation, then this line should not be mixed. Who can guarantee that the price is the lowest? What is the significance of this order, which is so low that others cannot do it?
However, in fact, when choosing a supplier, the customer is indeed the first price, but I think: the problem is not in the guests, it is precisely in the quotation of business personnel.
The problem is that your quote is too simple to quote for a quote. Imagine that when a customer holds ten different supply offers in his hand, apart from the different names, there are only price differences. Then he has only one criterion for screening: price. Of course he picks cheap ones. Therefore, there are many information that guests need to understand and compare. The less information we provide, the more contrasts can only be limited to the price.
Is it okay to pay for the company's profile at the time of quotation? Of course, but not enough. (Introduction to how to write is not to repeat, simple and concise, limited to three sentences)
From the point of view of the buyer is a strong alert mentality, which sells melons do not drink their melon sweet? The more you say you are better, the more you don’t believe it, oh, huh? So the introduction doesn't need to be too detailed. He doesn't have time to read it. He doesn't believe it after reading it.
Starting from receiving an inquiry, you do not need to rush to quote.
1, understand the background of the guests, strength, sales model, etc., that is, customer evaluation.
2. Ask him clearly about his product requirements, packaging requirements, possible quantities, etc., can call or e-mail. I prefer to use phone or voice, more immediate and active than e-mail, and more conducive to show guests Yourself. In the case of having a basic understanding of the customer, he can even recommend to him other products that are more suitable for him. For this experience, for example, if I do the US market, I can tell the customer that my price is reasonable and I recommend him What is the retail price in the United States and who sells these products in the U.S. market? , Or that my price is with a box, and it can be tested by falling.
This process is very important. It is a precious opportunity for guests to show your professionalism. It doesn't matter if you have a hard time in English. You should remember the terminology of the product. You should ask what you want to ask before you call. The customer may ask What's the problem, it's best to write it down. If you are willing to talk to you, you can simply talk about your company's history and business philosophy and establish your own supplier's image. In any case, it is necessary to give him a reason to choose your supplier in addition to the price.
Therefore, before asking for quotation, ask clearly, the purpose is comprehensive, there is a problem to ask more, if there is no problem, create a problem and ask:)
3, to determine the quotation, I just entered the line, always the lowest price to the company to report, one to facilitate, and second, I am afraid that the guests feel the price is high. In fact, not to mention the United States and Europe, the Middle East, Africa has different levels of markets, such as the United Arab Emirates, the face of the domestic market and the Philippines consumer labor market is a clear, completely different market. Understanding the customer's market positioning can find a balance between price and quality. A lot of guests (I mean the United States) have no confidence in you if you don't have CARE prices at 5% or even 10%. Your product is twice as big as it is sold. For you, 10% may be the majority of profits. For him, it is 10% of the profits. In my guest's words, it is: When I bought an insurance. The key is he thinks this money is worth it.
4, Make a quotation. Small CASE 5, follow-up, or voice-based, continue to strengthen his understanding, by the way to understand his operating rules, procurement plans, sales plans and so on. For example, when asked if he would place orders, if he said that I had already reported to the boss, then you probably knew about their decision-making process; if he said not to worry, our factory did not consider it until the second half of the year. Then you can analyze it. Their purchase schedules and more. Anyway, this information is useful. Even if he does not order at the end, these experiences are still useful in the face of the next guest.
Man proposes, God disposes. Business can not be forced.
There are a lot of guests who really care about the price. I can only say who is willing to go to hell. Anyway, I do not want to drop ~~~~~
I think the business should often ask itself a question: why do you want to give orders to me instead of others?
My answer is: Because I am more brains than others, spend more time, more efforts to meet the requirements of the guests. Regardless of what he said, he still did not say it.
I understand that the essence of foreign trade is a service industry.