【外貿(mào)干貨】開發(fā)信模板之談價篇
2022/11/18| 閱讀次數(shù)：1197 本次整理了一些常用的開發(fā)信模板，大家根據(jù)自己情況選用和調(diào)整……
zhong心轉(zhuǎn)移式報價
價值主導(dǎo)型談價模板
間接讓步式談價模板
直接讓步式談價模板
折中法談價模版
二選一式談價模板
客戶鑒證式談價模板
借力or換身份談價模板
此模板可用于有些客戶一直拿著其他家價格來壓價，在此之前卻沒有測試和實際了解你們產(chǎn)品之前，可以先從側(cè)面先轉(zhuǎn)移客戶zhong心，讓客戶先測試樣品，再來談價。
We firmly believe you can get better price from others.However, what you request price we really don't know how to go head.Let me show you something different between our company and xxxx company. Firstly: Quality AssranceXxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxSecondly: The third party certificationXxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxThirdly: International office to support you fast after-sales serviceXxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxFourthly: photos show you the truthxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx , pls check the attachments.Dear Janson, we believe that you will be very happy to cooperate with such a company who can take more responsibility, better quality assurance and more convenient service, right?Last, but most important for you. If you can order 8tons in a time, we can give you an absolutely attractive price and competitive quality. So, could you test our sample at first? so that you can check which one is really better for you, how’s your idea?
強調(diào)價值，談價值而不是一味的跟客戶談價格，說你的質(zhì)量好、服務(wù)好，務(wù)必要做到具體化，量化，細(xì)化！
Tks for kindly to copy Tom's email to me. Yes, it's not your mistyping. And this is really the best BCD Silicone can support you even without any profit.coz, they want to win a new opportunity.But we don't think it's a long time business relations, no one can do business without any profit forever, for the first or two times that is ok. And stands on this eyes, it's easy to find we really give you our best support.And yes, this is the truth at moment, comparing to BCD and EFG, our RTV-123 seems the highest price at moment. But my friend, Dear Alice, when you buy a product, the most important for you it's to get its value not just a price, right?Here, I can make example for you—BCD Silicone: 20.12$/kg---> 1500 copy timesEFG Silicone: 20.25$/kg---> 1200 copy timesABC Silicone: 20.98$/kg---> 2000 copy timesThat mean, if you want to get 6000 copy times, you will take--80.48$ for 4kg BCD Silicone;101.25$ for 5kg EFG Silicone;62.94$ for 3kg ABC Silicone;May we know which one is really cheaper for you?Further more. below is our unquie advantages:Dear Alice, you are such wise business man and strong& professional in silicone filed. We think the most important for you is to buy a reassurance &stable quality, especially for chemical products, right?And I trust you will chose the most suitable & valuable silicone for your market, yeah?
Warm Tips:
1.此談價法，是本身價格已經(jīng)無法再降，為了保證長遠(yuǎn)利益，也為了第1次合作，則可從運費或付款方式上做讓步;但是價格堅定立場。
2.有條件的讓步
3.從運費或付款方式上讓步
Yes, FOB Shenzhen 20$/kg is really our bottom price, as nothing is much more important than the practical values that our products can bring your market. Yes? If we could not cooperate just because of the price, we think it is really a big pity for both of us for the long term business relationship.For us---we will lose a potential &valuable customer.For you--you will lose a stable and believable supplier.As we both of us pay a lot of time and energy to reach the cooperation. So, shall we make a compromise to start the first cooperation?If you can enlarge your qty from 800kg to 1000kg, we can bear 100$ for the shipping cost and support you this payment terms 50% T/T in advance and the balance against the B/L copy at sight. How's your idea?Waiting for your comments soon.讓步式談價核心點：
不卑不亢，友好和諧
同時也可留給客戶一點緊迫感，促進(jìn)雙方合作步伐
Good Afternoon&Thanks very much for your call in the morning!Regarding to your worries on the costings,we sincerely understand your position on this tough point. With our communications via phone calls&emails, especially your visit to our factory, I think you and our company are already very good friends. Personally speaking, I do not want to make my customers feel disappointed. As to make a friendly start on our long-term co-op, we'd be happy to reach a compromise on the price for our last further step on negotiation---FOB Shenzhen xxx USD/KG basic your qty=5tonsear Gehard, pls kindly believe that the price is really our bottom breaking price.As you know, we have to protect every customer's interest and meanwhile to avoid the vicious price wars, each company has to fix a local price rule on the products for every single target market, including ours, Yes?Pls sincerely understand our tough position.Furthermore, a decision from our board of directors will soonly come into being. Due to the continuous increase on our Chinese Currency, we are going to re-adjust on our dollar-denominated price in the coming December, 2014. Pls kindly be noted. Thank you!Dear Gehard, Wishing our friendly business talk this time will lead us to final co-op.However, if bottom price still can't acceptable at your side, and you can find some other suppliers who can offer you cheaper price but satisfactory quality, pls just feel free to let us know. We will also be happy for you, even though it would be a pity for us both sides. As we can be good friends, and we are already good friends since our last friendly meet in our factory, right?Pls advise your idea. Thanks!
Good afternoon&Thanks veny wk tor your call in the morning!Regarding to your worries on the costings, we sincerely understand your position on this tough point. With our communications via phone calls & emails, especially your visit to our factory, I think you and our company are already very good friends. Personally speaking, I do not want to make my customers feel dispointed. As to make a friendly start on our long-term co-op, I have try my best effort to apply my company to reach a compromise on the price for our last further step on negotiation—Rince your target price is 20.28$/kg, while 20.88$ is our best price, right? (20.18+20.88)$/2=20.53$/kg.So, 20,53$/kg will be the reasonable price to show both side's sincerity for the cooperation.Pls post your idea. tks in advance!當(dāng)談價幾個來回之后客戶依然堅持，為打破這種僵局可采用多重組合或二選一的方式來促進(jìn)訂單進(jìn)展。
We totally believe that you can find cheaper price from China, as there are really some new companies showing up. Meanwhile, as for the increasing cost of raw material and labor, and the decreasing exchange currency rate, the rise of the price is a tendency. It means the best quality would need the highest-quality labor, the best equipment and raw material.And also we definitely believe you would agree that there is no cheap pricing for best product, since there is no deal if there is no profit, right? Just like Dow-corning silicone, who is the famous brand with good reputation & high price in the world, but it's also a perfect quality.1.As we know your month consumption is 2T/month, right? So, if you can increase the trail order from 1.5T to 2T;we can support CIF Manila xxx$/kg to start our first cooperation and support you as the experiential marketing, so that you can have enough samples &time to test it.2.If you stick to YY$/kg,we have another kinds product can meet your requirements, just color and duplication times will be little lower than the first one.Pls post your idea, tks in advance!1.所鑒證客戶一定是要不在同一個市場同時跨區(qū)域很遠(yuǎn)3.此客戶如有簽協(xié)議是不能用來做客戶鑒證的
Honestly, this price is really very reasonable basic on this nice quality silicone. Since you know high quality products need high quality material,advanced equipment, hi-tech talents technical, excellent workers etc. This is why we become more and more popular in the market.Attached is the Pl&bank receipt from one of our customer who is the 2nd big distributor in USA and he always order from us 8tons/month as the same silicone you wanted. It's easy for you to find which FOB Price is 20$/kg. We know Asia is different from USA market, and you need a better price that customer can accept it.Jim, my dear friend, our profit is really very low based on your quality, now if you cut 1$/kg, we will no any profit and it will be rejected by our financial dept. coz, it seems no meaning to accept this order, which not only makes our workers tired but occupy capital. If we force ourselves to accept this order, we may have to bring down the quality to average our cost.So, Dear Jim, 19.58$/kg is already our best price, pls kindly evaluate our price again.
Warm Tips：
學(xué)會借力,以經(jīng)理身份跟客戶談價,告訴客戶你們zui后能給的價格,同時給出一點小技巧讓客戶盡快確認(rèn)訂單。
This is , Ms jesse's manager from ABC Silicone Co, Ltd.Thanks very much for your kind support to our company and our work!We feel greatly honored to have the chance to offer you service on RTV-2 Silicone Rubber Material.Thanks for your good news on the sample test. Nothing is much more important than the practical values that our products can bring your market, right?Regarding to the Quotation Record Jesse discussed with you on last week —EXW 20.18xx $/kg basic on your qty=3tonsTo be frank, Jesse already did her best to support you. Since the 3rd plenary session of the 18th of Chinese CCP just finished, and there are a very important new policy for us. In order to keep Chinese silicone supply of essential, government will restrict silicone and its export amount from next year. So all export tax rebating os silicone will be canceled. Thus,all the price of silicone raw material will go up on Jan of 2014. In order to survive, we also have no choice to adjust the price from 1st of Jan, 2014, and I think you can find a large scale suppliers relative silicone filed increasing his price under this policy, pls kindly noted.（虛實結(jié)合給客戶緊迫感）We know your big holiday Xmas is at hand, so, time is urgently for both of us to confirm this order. Here, as a sales manager, I don't want to discuss more abt this price with you. EXW 19. 08usd/kg is the bottom price I can give you directly If you can order before23 rd December(有條件的讓步)Pls post your idea, tks in advance!對于一些大客戶，一直談價的，可以總經(jīng)理的身份、以公司名義給業(yè)務(wù)員的郵件，制造一種我們內(nèi)部溝通的假象。讓客戶相信這個價格真的是zui低價，有一種賺到的感覺、一種贏的感覺。From:“總經(jīng)辦 nfo@XXXXX.com”Sent:“2014010-0211:59:34 ”Subject: About the price offer to xxxxx LIMITEDI was heard that you have won the No. 1 Sales team on last month.Abt your application of special price to support Sophie's 3A customer xxxxx LIMITED.I know as a sales manager, you always want to try the best support for your team's work. However, it's hard for me to accept this special price even I'm the General Manager.After much cogitation of all the changeable cost, pls offer XXXXXX LIMITED YY$/KG based on 6 tons. Although it's still a bit far away his target price, but this is best efforts even for 10 tons. (為避免后面客戶再次談價做鋪墊)And explain to Mr. Steven, what we could do better in future is to provide them better quality, better service and more excellent technical supports.I will close this case for another important meeting with Sam in USA. (給客戶緊迫感)Last,pls send my best regards to Steven and XXXXXXX LIMITED以上開發(fā)信資料來源于網(wǎng)絡(luò)，如有原作者可以聯(lián)系我們~關(guān)于開發(fā)信模板整理，還是那句話：成功的單子可能千篇一律，但客戶的需求總是各有不同。對于外貿(mào)新手來說，應(yīng)該掌握的是【整合】以及【靈活】。
什么意思？
就是在每些模板上，即根據(jù)自己的行業(yè)、公司、產(chǎn)品情況以及自身的經(jīng)驗判斷進(jìn)行調(diào)整和完善，做出一套適用于自己的郵件模板，這樣能讓自己在以后每一次與客戶進(jìn)行郵件溝通的時候都能夠高效省時，zui大程度上提升客戶開發(fā)跟進(jìn)工作的整體效率和效果。
