大胆提出涨价!不要怕!正面怼!

文章作者:管理员 发布时间:2018-01-05 09:54:05 浏览次数:226次

外贸往往涉及多方领域,而这也导致了由于一些外部因素的影响,价格不会一成不变。而对于涨价,客户往往不会很轻松地就答应。由于操作不当,客户就更可能会拒绝你的报盘。更严重的是,他们甚至会转向其他供应商。

Foreign trade involve several fields which means that the price won’t be invariable under influences of some external factors. And for increase in prices, customers won’t easily say yes to you. And because of improper handling and operation, customers will reject your enquiries. Moreover, they may even turn to other suppliers.

那么,我们该怎么和他们斡旋并成功达成目标呢?

So how we mediate to achieve what we want?

 

方法一:详细的涨价依据

Method 1: Detailed basis for increase in price

我们有很多外贸达人他们的提价法宝是:涵盖所有涨价细节的数据。如外贸F给该客户发了一封邮件。他在邮件内中和客人列举了为什么涨价的详细原因:以前原材料成本、现在成本;以前工资、现在工资;加班费是多少;水电费平均一个产品出来要是多少;工厂房租是多少……关键是现在汇率对公司的打击也很大等等……他一一详细列出。该客人看到F将所有涨价的细节一一标明,被他的诚意所打动。非但没有生气还对涨价一事接受了,回复:“Oh,that’s fine and please go ahead to ….”

Some foreign experts have their time-tested magic weapon to rise the price: Cover all the basis for increase in price. For example, trader F sent an email to the customer. He minutely explained to the customers the reasons why they needed to rise the price: cost of raw materials in the past and at present, former and nowadays salary, call-back pay, the average charge for water and electricity for each product and the rent for plant......The key is that the company suffers great impact from exchange rate. He listed out one by one. The customer was touched by F when seeing F listed out all the details. He wasn’t angry but accepted it on the contrary and said, “Oh, that’s fine and please go ahead to...”

 

话说市场的规律乃是:买涨价的,不买跌价的东西。做生意涨价是很正常的,不过很多外贸小伙伴对跟客人提涨价很害怕,生怕失去客人。其实,客人也是人,没什么好怕的。外贸达人F建议:在解决类似涨价的情况时,写邮件务必谨慎,必须要有理有据,最好用详细的数据说明,显得真实可信。切忌:无中生有!太空洞的说辞,是没有说服力的,客户自然不会相信。

The market discipline is that: People intend to buy commodities are increasing in price. It’s very frequent to rise the price. But many foreign traders are afraid of putting forward the increased price. They fear that they will lose customers. Actually, there is no need to fear customers. As F suggests, be discreet in emails when trying to settle problems like rise in price. Try to be well-founded and explain with detailed data. Don’t ever create excuses out of nothing! Inane excuses are unconvincing and naturally, customers won’t believe it.

 

方法二:涨价就给客户涨到位

Method 2: Increase the price once and for all

涨价是情理之中的事,因为没人会愿意做赔本的的买卖。假如是像外贸N那样向合作多年的老客户提价,首先要明白你们合作多年的老客户,对方对你的信誉一定已经有所了解,即使开始可能会有所怀疑,货比三家后最终也会选择相信你。而且,一般如果是老客户,是不会轻易换供应商的,对于这点,业务员应该保持信心。

It makes sense when we rise our price because no one will be up to business that will make them sustain losses in business. Supposing that you are asking for rise in price to a regular customer like foreign trader, you need to know firstly that they must have gained some understanding to you. They will eventually turn to you even though they doubt you at the beginning. What’s more, if they are your regular customers, they won’t easily change their suppliers. For this, foreign traders need to be sure of that.

 

诚然,不管是什么类型的客户,产品的成本已经增加,涨价便是必然的,客户接不接受都无法改变这一事实,所以有时候要表现出强硬的态度才能让人信服。因此,关于涨价,要么不涨,要涨就给客户涨到位。外贸达人F建议:千万不要做一单就给客户涨一次价格的事情,那样的话客户会很反感,早晚有一天会失去这个客户。有些客户,公司赚取他们的利润常年非常少,当市场涨价时,对这类客户涨价要狠,要抱着宁愿不做的决心。那些利润非常痛苦的订单,不如不接,避免浪费工厂产量和交期。

Indeed, the cost of products have risen and the increase in price is inevitable. Customers can’t alter this truth regardless of their responses. Therefore, sometimes we need to act tough to convince others. Consequently, we should either choose not to increase the price, or increase it to a proper level. As foreign trade expert F suggests, never increase the price the moment they place an order for it will disgust customers and you will lose this customer sooner or later. For some customers, the profits company gains from them are not much so we should make up our mind to increase the price even if they may choose to quite. For those orders which can only provide a small number of profits, we’d better forget them in case of wasting plant’s output and delaying other orders’ delivery time.

 

方法三:平时维系好客户

Method 3: Maintain customers at ordinary times

有的人认为如果是老客户,就应该适当的让利;也有的人认为老客户的维系相比比新开发客户容易,所以在涨价方面粗心对待而犯糊涂。但也有对此不这么认为的,在他们看来,订单的成交是件快乐的事情,那些纠结、犹豫,牺牲自己成本而委曲求全保住老客户的事情都没有必要。但是,有些老客户是值得维系好的,你可以:

Some people suppose that they need to surrender part of the profits if they are regular customers and some think it’s easier to maintain regular customers than develop new customers so they treat increase in price carelessly and make mistakes. However, some don’t think so. In their eyes, it’s a happy thing to close the deal and it’s unnecessary to hesitate or even sacrifice their own parts of profits to stoop to maintain regular customers. Yet, you can still do something for those regular customers who worth maintenance:


a. 定期电话和客户保持对产品的沟通(可以问下对方某款货的销售情况,有没有遇到什么问题等。)

Have periodic phone calls to keep contacts with customers about products(We can inquire them the sales status of products and if there is anything wrong).

b. 平时多给客户一些关心,最好能与客户私下成为朋友。

Be more concerned about customers and we’d better get acquainted with customers in private.

c. 对于答应客户的事情和承诺,一定要做到,哪怕不睡觉也要想办法兑现。

For promises you make to customers, you need to accomplish it certainly and do your utmost to fulfil the promise even if you don’t sleep.

d. 对每个老客户随时做好记录,清楚了解客户的背景以及产品,定期给客户开发和推荐新产品。

Make records at any moment for every regular customer. Be clear of their backgrounds and products so as to develop and recommend new products to them.

归根结底,对于给客户涨价这件事,少不了胆大心细四个字。要是难以下定决心,就想,你不可能委曲求全牺牲公司利益去维系客户关系。成本已提升,产品不涨价,那怎么得了?而对于说明再三依旧不能接受的客户,我们也只能对他们say goodbye了。

In conclusion, we should be bold and cautious when trying to increase prices. If you can’t make up your mind, just think that it’s out of question for you to sacrifice interests of corporation to maintain your customers. The cost has been risen and what will it all end if we don’t increase prices? And for those customers who can’t accept the increase in price through our repeated explanations, we can’t do nothing but say goodbye to them.


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