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Quotation skills: Customers’ favorite quotation method

An effective quotation is to make customers feel that they are worth their money, or even feel that they are worth their money! Try to avoid making customers feel that the product is too expensive. Produce conflict!

Edit this paragraph 1 of several effective ways: Shaping product value

What customers buy is not the price, but the value, so when quoting, you must shape the value of your product , making customers feel that they are worth their money!

Two: Divide your quotation into small units, so that customers can accept it at first glance, for example, I consume one pack of cigarettes every day, which is 30 packs per month and more than 360 packs per year. Different methods will cause different effects or psychological reactions!

Three: Integrate Resource Method

This approach is often felt around us. For example, we see matching promotions in shopping malls, or package discounts promoted by the post office, etc. It is the resource integration sales method. It means reintegrating the value and functions of the product, keeping the price unchanged, but adding some new functions or products other than the free product. Let customers feel that it is more convenient and more affordable than other merchants or the same product!

Therefore, we need to pay attention to certain skills when making quotations.

But no matter what, what customers ultimately pay attention to is product effect and quality, which is the first priority!

Quotation Tips Editing this paragraph does not necessarily require samples, but data and parameters do. Whole and fine.

For example, the quotation of a voltage regulator: First of all, I need to know where your company is? Where is it used and what equipment is it used with? How powerful is it? What is the input and output voltage? How many units do you want? Is there any tax? What kind of tax is it? What are the delivery time requirements? Sometimes it is necessary to go to the site to inspect and understand the detailed data of the equipment used, etc. The second is the quotation.

Another example is the quotation of a transformer: you need to know the location of your company, the conditions of use, how much power is required, what are the specific requirements for input and output voltage, whether it needs a shell, and whether it needs to be isolated or autocoupled. , how many units do I need? Is there any tax? What kind of tax is it? If the power is very large, what are the requirements for switches, fans, and display meters? Delivery time requirements. If it is non-standard, it is best to have drawings and written instructions, etc., before you can quote.

And when you first inquire, don’t say that you only need one to try now, there will be many in the future, I am very disgusted with this. Also, the things we produce are made of raw materials. For example, the price of copper is currently unstable. Therefore, the quotation will have a timeliness, for example, seven days. So don’t blame me for raising the price some time after I gave you a quote. And there are many products out there that are recycled and refurbished, and the price of the same product is less than our production cost, so don’t tell me where there are products on the market that are lower than ours. We are very clear in the industry.

Export quotation skillsEdit this paragraph A new customer sends an inquiry, and you reply in time, but there is no follow-up. Is it because your quotation is too high and scares away customers, or is it too low so that customers will know at a glance that you are not an expert and will not dare to take the risk of doing business with you? It is also not easy to quote old customers. He will rely on his strength and lower the price so much that when you receive his inquiry, you don't know how to quote: If you quote too low, you won't make any money; if you quote too high, you are afraid that he will place the order. other people.

How to make an effective quotation? Experienced exporters will first make full preparations before quoting, choose appropriate price terms in the quotation, and use the payment method, delivery time, shipping terms, insurance terms and other elements in the contract to bargain with the buyer. They can also rely on Take advantage of your own comprehensive advantages and take the initiative in quoting.

Be fully prepared before quoting

First of all, carefully analyze the customer's purchase intention and understand their real needs, so that you can draw up a good and targeted quotation. Some customers regard low price as the most important factor. If you quote them a price close to your bottom line from the beginning, you will be more likely to win the order.

Mr. Zeng from the import and export company said: "In the period from customer inquiry to formal quotation, we will carefully analyze the customer's true purchase intention and intention, and then we will decide whether to give them a trial quotation (virtual offer) or a formal quotation. Quotation (firm offer) "

Secondly, do a good job of market tracking research and understand the latest trends in the market. Due to the high transparency of market information, market prices change more rapidly. Therefore, exporters must report prices based on the latest market information - "follow the market", so that the transaction is possible. Mr. Sun from the import and export company said that those who do business with his company are formal and relatively powerful foreign businessmen. These foreign businessmen have offices in Hong Kong and mainland China and are familiar with and understand the domestic and foreign market conditions and market environment. . This requires export companies themselves to be well-informed.

The experience of Mr. Sun's company is that business personnel often go to factories in Zhejiang to collect supplies, and they are very clear about the selling prices of some local manufacturers. At the same time, as a professional company that specializes in long-term products, due to its long-term business expansion in the industry, it not only understands the development and price changes of this industry, but also can make reasonable analysis and predictions of recent trends.

Choose the right price term

In a quotation, the price term is one of the core parts. Because which price terminology is used actually determines the division of responsibilities, rights, and profits between the buyer and seller. Therefore, before drawing up a quotation, in addition to trying to meet the customer's requirements, the exporter must also fully understand various The true connotation of price terms and careful selection, and then make a quote based on the chosen price terms.

Choose to transact at the FOB price, which is beneficial to you under the volatile market conditions of freight and insurance premiums. But there are also many passive aspects, such as: due to delays in dispatching ships by importers, or delays in shipment due to various circumstances, changes in ship names, which will cause exporters to increase expenditures on warehousing and other expenses, or delay receipt of payment. resulting in interest losses. In terms of the exporter's control over exported goods, under FOB price conditions, since the importer contacts the carrier to dispatch the ship, once the goods are loaded, the exporter even wants to resell the goods during transportation or at the destination, or take other remedies. Measures will also take some trouble.

Under the conditions of CIF price export, the problem of ship-cargo connection can be better solved, giving exporters more flexibility and maneuverability. Under normal circumstances, as long as the exporter guarantees that the goods delivered comply with the contract and the documents submitted are complete and correct, the importer must pay. After the goods have passed the ship's rail, even if the goods are damaged or lost when the importer makes payment, the importer shall not refuse to pay for the goods due to damage to the goods. That is to say, an export contract concluded at a CIF price is a specific type of "document sales" contract. A smart exporter must not only be able to control the quality and quantity of the goods he sells, but also control every link in the process of delivering the goods to their destination and collecting payment. We should try to gain a certain degree of control over the loading, transportation, and risk control of goods, so that the profitability of trade can be guaranteed. Some large multinational companies require Chinese exporters to negotiate FOB prices on the grounds that they can obtain preferential terms in transportation and insurance, thus ensuring their control. For another example, most goods exported to Japan are priced FOB. Even if the exporter offers very favorable terms, it is difficult to change the price conditions. Therefore, whether to cater to the needs of buyers or stick to their own principles, it is very necessary for exporters to think more carefully when quoting.

In the current situation where export profits are generally not very high, it is more important than ever to be careful about every aspect of the entire trade process. Some domestic export companies have good profits from export sales. Their approach is to quote the FOB price first so that customers can compare the price of the company's goods, then inquire about the CIF price, and insist on arranging transportation and insurance in the domestic market. They said frankly that by doing so, not only can they give buyers more choices, but they can also sometimes make a small difference in shipping premiums.

Use other elements of the contract

Other elements of the contract mainly include: payment method, delivery date, shipping terms, insurance terms, etc. Among the factors that affect the transaction, price is only one of them. If other factors can be combined with the customer to negotiate, the price will be more flexible. For example, for customers in countries or regions such as India and Pakistan, sometimes the terms of a letter of credit with a 30-day or 60-day usance payment may be very attractive to them.

At the same time, the quotation can also be adjusted according to the regional characteristics of the export, the strength and personality of the buyer, and the characteristics of the product. Some customers are particularly concerned about the price. The order will be placed with the seller with the cheapest quotation. Then when quoting, just quote him the lowest price you can offer. Some customers are used to bargaining, and they will not be willing to reduce the price you quoted, so they can reserve the amount they hope to reduce when making the first quotation.

If the market of a product is sluggish for a period of time, in order to grab an order, you might as well quote your lowest price directly. For highly seasonal goods such as clothing, promising customers fast and on-time delivery in your quotation will undoubtedly make customers pay attention to your quotation.

You can also adjust your quotation strategy according to the low and peak sales seasons, or the size of the order. Mengshi, an export company engaged in the export of glass products, said that they export products in many varieties and specifications, so they have relatively uniform prices for different countries and regional markets. It is easier to respond to foreign inquiries, but it also depends on the season. Make some adjustments. Faced with relatively scattered orders, their quotations are often flexibly controlled on the basis of ensuring the company's profitability.

Win with comprehensive strength

If you have confidence in your comprehensive strength, you don’t need to blindly please customers with low prices. Mr. Zeng said: "The quotation should be as professional as possible. Try to ask some professional questions before or during the quotation to show that you are familiar with the product or industry. Therefore, before quotation, on the one hand, you must consider the customer's reputation. On the other hand, you must have confidence in your products and quality. When dealing with new customers, it is important to let them know your situation clearly, such as asking them to visit the factory and let them understand their operating procedures, so that when customers place orders. It must be much easier to make a decision.

At the same time, from your quotation, foreign investors who are very familiar with the industry can detect whether you are also a veteran in the industry and judge your credibility. However, a price that is too low will make customers think you are untrustworthy and unprofessional. Mr. Sun said, "If the market price is around 10,000 yuan per square meter, if you quote 15,000 yuan per square meter to the customer, it shows that you are not trustworthy." As a true layman or novice, foreign businessmen are definitely not interested in similar quotations, so how can they dare to place an order for you. So you can tell whether you are an expert by looking at the price you quote. "

Finally, before making a quotation to a new customer, you must try to let him know your company's strength and business operation model. Only when you have full confidence in you and your company will the customer be likely to consider you. Many inexperienced exporters often overlook this point. Mr. Sheng believes that although many foreign businessmen are currently making price comparison inquiries, a good company's image and reputation can help you attract and retain customers. The company's image is the golden sign that attracts customers.

If someone else makes a quotation to me, what I hope to appear in the quotation is: the detailed contact information of the bidder, the quotation time, and the various price components of the quoted product. Parts, price terms, different prices for different quantities, product pictures, etc. In short, the more detailed the better

I have also experienced this kind of quotation during this period. Generally, a strong customer will give him a certain quotation. To be more detailed, the most basic thing is whether conditions are included and whether shipping is included. These are the two most basic points. Friends traveling in the industry should take these two points into consideration from the beginning. Don’t wait for the customer to ask before telling you. They!

A very interesting saying: the quoted price should be higher than the actual desired price!

The higher you quote, the higher the price will be, or you will just leave. , be honest about %10 and just give the purchase %2.