New customers send inquiries, and you reply in time, but there is no following. Is your offer too high to scare away the customer, or the offer is too low, let the customer know that you are not an expert at first glance, and dare not risk doing business with you? It is not easy to quote old customers. He will succumb to his strength and press the price so badly that when you receive his enquiry, I don’t know how to quote: it’s too low, no money to earn; it’s too high, and he’s afraid he’s given the order. other people.

How to quote is valid? Experienced exporters will first fully prepare before the quotation, select the appropriate price term in the quotation, and use the payment method, delivery date, shipping terms, insurance terms and other requirements in the contract to bargain with the buyer. Take advantage of your own comprehensive advantages and take the initiative in the quotation.

Fully prepared before the quotation

First of all, carefully analyze the customer's willingness to purchase and understand their real needs, in order to prepare a good quotation. Some customers consider low prices as a more important factor, and report the price close to your bottom line at the beginning, so the chances of winning an order are high. Mr. Zeng Haojun of Guangzhou Textile Industry Union Import & Export Co., Ltd. said: "We will carefully analyze the true purchase intention and intention of the customers during the period from the customer inquiry to the official quotation, and then we will decide to give them a tentative offer. Disk), or official quotation (solid)."

Second, do a good job in market tracking and research to understand the newer dynamics of the market. Due to the high transparency of market information and the rapid changes in market prices, exporters must rely on the newer information to issue prices--"going on the market". Mr. Sun Fuqiang from China Silk Import and Export Corporation said that now they are doing business with their company, which are regular and more powerful foreign companies. These foreign companies have offices in Hong Kong and China, and they are in both domestic and overseas markets and market environment. Very familiar and understanding. This requires the export company to be well informed.

Mr. Sun’s experience is that business people often go to the factories in Zhejiang to collect the supply, and the selling prices of some local manufacturers are very clear. At the same time, as a professional company with long-term business-specific varieties, it has not only understood the development of this industry and the history of price changes, but also made a reasonable analysis and forecast of the recent trend.

Choose the right price term

In a quote, the price term is one of the core parts. Because the price term used actually determines the responsibility and profit of the buyer and the seller, so before the exporter prepares a quotation, in addition to trying to meet the customer's requirements, he must fully understand the various The true meaning of the price term is carefully selected and then quoted based on the selected price term.

Choosing to trade at FOB price is beneficial to the market conditions where freight and insurance premiums are not volatile. However, there are also many passive aspects. For example, due to delays in the dispatch of the ship by the importer, or delays in the loading period due to various circumstances, the change of the name of the ship will cause the exporter to increase the expenses of storage and other expenses, or the late payment of the goods. Causing interest losses. The exporter controls the export goods. Under the FOB price condition, since the importer and the carrier contact the ship, once the goods are loaded, the exporter even wants to resell the goods in transit or destination, or take other remedies. The measures will also take some trouble.

Under the condition of CIF price export, the problem of cargo and cargo connection can be better solved, which makes the exporter more flexible and maneuverable. Under normal circumstances, as long as the exporter guarantees that the goods delivered are in compliance with the contract, the importer must pay as long as the documents submitted are complete and correct. After the goods have passed the ship's rail, the importer shall not refuse to pay the goods due to the damage of the goods even if the goods are damaged or lost when the importer pays. That is to say, an export contract that is sold at a CIF price is a specific type of "document sale" contract.

A savvy exporter must not only be able to grasp the quality and quantity of the goods he sells, but also grasp every step of the process of collecting the goods to the destination and collecting the goods. For the loading, transportation and risk control of goods, we should try our best to obtain certain control rights, so that the profit of trade can be guaranteed. Some large multinational companies, in order to obtain favorable conditions for transportation and insurance, require Chinese exporters to trade at FOB prices, which is to guarantee their own control. For example, most of the goods exported to Japan are FOB prices, and even if the exporters provide very favorable conditions, it is difficult to change the price conditions. So in the end is to cater to the needs of buyers, or adhere to their own principles, the exporter is more necessary to consider when quoting.

In the current situation where export profits are generally not very high, it is more important than ever to carefully calculate every aspect of the entire trade process. Some export enterprises in China have good export profits. Their approach is to quote FOB prices when making external quotes, so that customers can compare the prices of their products, and then ask for CIF prices, and insist on arranging transportation and insurance in the domestic market. They are very honest, saying that not only can they give buyers more choices, but sometimes they can make a little difference in the insurance premiums.

Use other requirements of the contract

Other requirements of the contract mainly include: payment method, delivery date, shipping terms, insurance clauses, etc. Among the factors affecting the transaction, the price is only one of them. If it can be negotiated with other customers in combination with other requirements, the price flexibility will be greater. For example, for customers in countries such as India and Pakistan, sometimes the conditions for a letter of credit for which you give him a 30-day or 60-day forward payment may be very attractive to him.

At the same time, it is also possible to adjust the quotation according to the geographical characteristics of the export, the buyer's strength and personality characteristics, and the characteristics of the goods. Some customers pay special attention to the price level, the order will be given to the seller with a cheaper price, then the price will be directly reported to the lower price you can provide. Some customers are accustomed to bargaining. The price you quoted is not too reconciled if you don't cut it down. Then, you can set aside the amount he wants to cut off by the previous quote.

And if a product is in a downturn for a period of time, in order to grab the order, you may wish to report your lower price directly. For seasonally strong items such as clothing, giving your customers a quick and punctual delivery in your quotation will undoubtedly allow your customers to pay attention to your quotation.

You can also adjust your quotation strategy based on the sales volume, the peak season, or the order size. Ms. Meng Xin, a Shaanxi Provincial Light Industrial Products Import and Export Corporation engaged in the export of glass products, said that they export a wide range of products, so there are relatively uniform prices for different countries and regions, and it is better to deal with foreign inquiries. But also make some adjustments according to different seasons. In the face of more dispersed orders, their quotations are often flexibly controlled on the basis of ensuring the company's profitability.

Win with comprehensive strength

With confidence in your overall strength, you don't have to use low prices to please customers. Mr. Zeng said: "The quotation should be as professional as possible. Try to ask some professional questions before the quotation or quotation. It shows that you are familiar with the product or industry and very expert. Therefore, before quoting, you should consider the customer's reputation. On the other hand, you have to have confidence in your products and quality. When dealing with new customers, it is important for customers to understand their situation, such as asking them to see the factory and let them know their operating procedures so that when customers place orders It must be easier to make up your mind.

At the same time, from your quotation, foreigners who know and are familiar with the industry can perceive whether you are also a veteran in the industry and judge your credibility. Too low a price makes customers feel that you are not credible, not professional. . Mr. Sun said, "If the market is around 10,000 yuan per square meter, you will give customers a monthly rent of 15,000 yuan, which shows that you are an authentic layman or novice. Foreign investors are not interested in similar offers. , I dare to order you.

So look at what price you quote and know if you are an expert. "

Later, before making a quote for a new customer, be sure to let him know about your company's strength and business model. Only when you have full confidence in you and your company can the client consider your trading conditions, which many inexperienced exporters often ignore. Mr. Sheng believes that although many foreign businessmen are asking for enquiries, the image and reputation of a good company can help you attract and retain customers. It can be said that a good corporate image is a golden sign that attracts customers.