如何沟通让客户无法拒绝?实用的外贸话术在这里

发布日期:2022-06-15 10:35

许多外贸人在和客户沟通的过程中,经常停留在某个阶段迟迟没有进展,小编总结了一些客户沟通的常用术语,请收下!

NO.承诺

在客户确认样品达到预期后,给客户适当的承诺有利于打消客户疑虑,促进客户下单,尤其针对某些注重品质的客户。

● I guarantee that there is no difference in quality between the products we send you next month and what’s samples you saw just now.

我保证在质量上,我们下月发给你的货物和刚才你看到的样品是一样的。

● Our products are always good as the samples we send ,I can promise there will be not debasement of quality.

我们的产品一直如我们发给你的样品那样好,我能保证将不会降低质量。

NO.2 报价

标准的报价往往包含以下信息:品名、价格有效时间、可供应的数量、交货时间等,但在实际与客户的沟通过程中,有经验的外贸人为了留下讨价还价的余地,往往会漏掉某些信息。

● We are pleased to quote you for 1000 dozen man shirtsas for the sample you send before at price 5 / piece CIF New York for promote shipment.

我们很高兴向你方报1000打男式衬衫的样品价格,5元/件,CIF纽约,以促进装运。

● In compliance with your request we are now offering you 1000 dozens magnifiers at 30$ per dozen CIF San Francisco September shipment.

根据你方要求,我方提供你方1000打放大镜,每打30美元,CIF 旧金山,九月装运。

NO.包装

在产品包装方面,大多数情况下强调对产品的保护功能和性价比。

● Our packing is strong enough to withstand bumping and rough handling under normal conditions.

我们的包装足够坚固,正常情况下经得起碰撞和野蛮搬装运。

● The cartons lined with plastic sheetsare water proof.

内衬塑料袋的纸箱可以防水。

● All the goods will be packed according to the special way you require.

所有货物根据你方要求的特殊方式包装。

● Cartons are less expensive, lighter to carryand cost lowerfreight.

纸箱相对便宜,轻易搬运和运输费用低。

NO.不降价

当客户要求的价格低于我们可以接受的范围时,我们往往需要强调价格的合理性。

● I dare say that the price we offer compare favorably with any quotation you can obtain elsewhere.

与你从其它任何地方获得的报价相比,我敢说我们的报价是最合理的。

● Our offer might be a bit high, but you will soon make bigger profits when market fluctuation  stopped.

我们的报价也许有点高,但你很快会发现当市场波动停止时你会获利颇丰。

● The present market situation is on the upward our trend ,so you don’t have to worry about the profit.

当前市场趋势是上升的,所以你不必担心利润。

● There is so many rich people in your area ,to them a high price means a good quality product.

你所在的区域有这么多富人,对他们而言,高价格意味着产品高品质。

● Your bid is obviously out of line with the price ruling and the present market.

你的报价明显出乎了当前市场主流价格。

NO.降价

毫无条件的降价当然不可取,大多数外贸人在降低价格时,会伴随订单量的限定、付款方式的要求。此外,我们可以通过生产期的安排,运输方式的不同,便于自己的安排,节约交易成本,弥补降价损失。

某些客户为了获得低价,甚至可以接受某个零部件或加工步骤的替代。当然,为了保证建议的可取性,需要外贸人对产品生产细节和市场环境的熟练把控。

● If you increase your initial order to 30,000 , I suppose we could consider reducing the price to 32$ per unit.

如果你将订单增加到 30,000 的话,我想我们的单价可降到 32 美金。

● If you double the order, we may consider giving you a 8% discount.

如果订单翻倍的话,我们可以考虑给你 8%的折扣。

● Inorder to windup this transaction with you, we are ready to take 3% off this original quotation.

为了和你加强联系,我们已经在原来的报价上降价3%。

● Considering your substantial order we can give you this exceptionally treatment.

考虑到你的有效订单,我们对你做出特别对待。

● As a special accommodation we are agree to your D/P payment terms, but only for once.

作为一个特例,我们同意你方的 D/P 付款条件,但仅有一次。

NO.催单

当所有细节商定后,客户迟迟没有下单,常规的催单方法包括对报价有效时间的限定、生产时间的安排等。

● Our product is in great demandand supplies is limited so we would recommend that you accept this offer as soon as possible.

我们的产品需求量很大,供应有限,因此我们建议贵方尽快接受这一报盘。

● The sprices is steady raising , we’d advise you to place your order without delay.

价格正在稳步上涨,我们建议您尽早下订单。

● If we can receive your order within the next 10 days, we will make you a firm order at the prices quoted.

如果我方能在 10 天内能接到你方订单,我方将按所报价格确定订单。

● I’d to remind you that we have to withdraw our offer if we don’t hear you by next Monday.

我们要提醒您,如果我们到下周一还没有收到答复,我们就不得不撤回报盘。

与客户的沟通是一门学问,尤其在价格的拉锯方面,更需要外贸人对产品和市场有清晰的了解,而不仅仅作为boss的“传声筒“。相反,专业有效的沟通让客户即使没有下单,也留下”值得联系“的印象,这就增加了一个高质量的潜在客户。

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