In the process of foreign trade quotation, customers often lower the price. Many salespeople will "compromise" with customers after a few rounds. However, whether it is compromise or persistence, it is the result of negotiation. How should we deal with the process of price reduction by customers?
1. Several situations and countermeasures when customers lower prices
A. Say our prices are high. When customers say our prices are high, we should not rush to counteroffer immediately. Instead, we should understand the true strength of the customers and see if they really cannot afford our prices. If he can afford it, but still thinks our price is high, then we need to understand what the price trend is in the market and analyze whether our price is really too high. We can reduce the price appropriately, but if we cannot make concessions, we can recommend other products, or reduce the price on the condition of increasing order volume.
B. There is peer competition. Many customers who have cooperated with Chinese companies have learned to "shop around". They will collect a lot of price information and then choose which customer to cooperate with. When customers come to us and tell us that our competitors have lower prices, we cannot blindly believe them. We need to find out whether our competitors can really offer such low prices. Usually customers won't tell us who our competitors are, but I can't show doubts about customers, as this will arouse customer resentment. We can tentatively ask, for example, according to our understanding, our prices are definitely the most advantageous in the industry, and whether the quality of this company's products is different from ours. If the customer feels that our suspicion is unreasonable, then we can consider reducing the price; but if the customer has no response and just repeats the low price of the competitor, then we can reply to the customer that we believe in the quality of our products, but because we still cherish this time Cooperation opportunities can provide some discounts. But in this case, most of the time the customer wants to lower the price. If there is a cheaper one, he can directly choose the cheaper one. There is no need to waste time dealing with us, so don't lower the price easily.
C. Customer profits are too small. When we meet intermediary customers, they are more concerned about the price difference, so they will keep bargaining. Even the negotiated price may be overturned because his customers are lowering the price with them. We can only try our best to meet their requirements, but if there is really no profit at all, it is basically impossible to close the deal.
2. How to skillfully reduce prices without losing money
a. Gifts When the company does not allow us to lower the price too low, we can give some gifts, such as giving as many gifts as the order quantity is full.
b. Return When we encounter customers who are particularly concerned about price, we can give them discounts and return them in several orders. A certain amount will be returned for each order.
c. This situation of direct reduction is usually more common for large customers. Set the purchase quantity range. When the order volume is within a certain range, how much is the unit price? If the order volume is larger, the unit price can be further discounted.
d. Feedback is usually used when giving back to old customers. We can give inventory to old customers when the company is cleaning up inventory. With the permission of the company, send the inventory list to old customers to indicate that they can purchase X pieces at will.
e. Activities When we encounter holidays, we can hold some activities to inform customers that we have promotional products and thank them for their support. However, many customers will mistakenly believe that the event is just to clear inventory, so we need to match a few hot-selling products with the products on sale, so that we can win more orders from customers.
In the face of customer bargaining, it is not advisable to directly reduce prices. Customers will think that you agree so readily, so you must still have profit margins, and continue to lower prices. Therefore, if the above methods of disguised price reduction can be used properly, they may have very good results.
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