買家詢盤：Dear XXX, I'm interested in your product(s) I want to buy 100g per short pvc injection molding machine Give me price and full details
供應商回盤：Dear Mr.XXX： I’m pleased to serve you. I regret now we don’t produce plastic injection machine. Those products usually come from Ningbo City, Zhejiang Province, China. You may contact with those factories. We are a manufacturer. Our main products are kinds of pipe production line, conical twin-screw plastic extruder, shredder, waste plastic /PE recycling pelletizing line etc. If you need them later, pls contact with us. We may give you good quality, reasonable price, good after-sales service…. I hope we will cooperate with you in the future. Best regards!
回盤備注：我們公司網(wǎng)站上放了這個產(chǎn)品,但我們并不生產(chǎn)這個,以前幫別人代銷過. 以前也碰到過關于這個產(chǎn)品的詢盤,一般我都回復,只是剛開始時回復的比較簡單,并沒有向客人推薦寧波生產(chǎn)這類注塑機的比較多.這次客人回復了,問我們啊生產(chǎn)破碎機,干燥機.我回復是有的,并按他給的規(guī)格報了出廠價,因為他的量,付款方式都沒確認.(阿里上顯示注冊地是中國,IP是斯里蘭卡,我查了下是有這么家工廠,是生產(chǎn)塑料制品之類的,但可能比較小).客人說產(chǎn)品是好的,但價格比其他人高,CIF科倫坡XX美金還和我拉關系,說中國人一直很幫助他們的.我也就和他套近乎,然后說 In the business the purchase price is one of the most important factors. But I think the price is not the only determining factor. The dryer and crusher are durables, they must be used as long as possible. We usually suggest our customers to place a trail order. And let them experience it is worth-while to buy our products.. Now we all want to sincere cooperation, but your price is too low. It’s lower than our cost price. Can you tell me your quantity and payment term and delivery? I will try to discuss with my director then offer you a more favorable price. We take a step back each other, OK? 他的回復只有兩句,這次只要進這兩種設備,一種一個(其實這個我報價時就猜到了),二是兩個星期內(nèi)把錢匯過來. 再接下來我說Glad to receive your email on sunday!But I have a little disappointed that there is no information about the price. This morning I have said that your counter-offer is too lower. It's lower than our cost price. As a buyer,everyone hope to get a low price,I can understand you. But we are alibaba's gold customer of four years.We can't reduce the product's quality in order to do the business. Hope you to understand us,our offer is based on reasonable profit,not on wild speculation s. I said I sincere wish to cooperate with you. Although your order is a small order. But your country is a beautiful country, you usually pay attention to etiquette. I like it. I'll discuss with our director to offer you a more favourable price. Certainly it's higher than your price,USD XXX C.I.F Colombo. I offer you a ex-factory price yesterday,we'll spend USDXX to transport the product from factory to port,not even other charges.Do you understand? Business is possible if you are appropriate to raise your price. 感覺這封郵件失敗).第二天早上我又重新報了價格,客人就I will bu another party , If I want another machine I write to you 我想問老師的是,對于這兩種產(chǎn)品很簡單,沒有多少技術性含量,可以說同行間要比的就是價格.但后來我們給的價確實便宜.這個客人是周五詢盤的,我估計還沒有多少人向他回盤,他還需要比較.但是在最后收到他郵件我是這樣回的,OK! I'm pleased to serve you ! Good luck with your business! 想請問,一是在最后我上面兩份回復的郵件中,怎么回比較好,會讓他有可能回過頭來找我. 二是,象這種沒有競爭性的產(chǎn)品,該如何留住客戶呢? 謝謝老師!!!!
專家點評：
你們的回復并沒有明顯的失誤，業(yè)務跟進本來就是隨機性比較強的過程，我看下來倒感覺是客戶自身的需求定位的問題。
機械類產(chǎn)品應該不是你所說的很簡單沒有技術含量吧，多少都會有差距的，包括材質(zhì)、零部件、性能等都會有。如果前面先具體了解下客戶的期望值會比較好，不一定客戶都是想要質(zhì)量好價格低的，也有可能是質(zhì)量差一點價格低一點的，這樣跟進起來目標會更清晰。另外，你所說的便宜，也可能只是你自己的感覺，真正準確的把握還要對產(chǎn)品的成本構成比較清楚，同時市場上原材料，同行產(chǎn)品情況等也要有比較專業(yè)的了解，才知道價格是不是真的便宜。即使同樣的產(chǎn)品，不同的工廠在不同的成本控制情況下價格也會不一樣，有的大廠確實有實力壓低成本。在談判價格的時候，你做得不太好的地方是只從自己入手講解價格的合理性了，并不客觀，如果能夠明確地說出自己的產(chǎn)品和同行產(chǎn)品的對比，能做比較完整的價格拆解的話會比較好些。即使從專業(yè)度考慮客戶也容易認可。
還有一點，客戶最后的郵件也可能只是一種還價的策略，逼你降價而已。但因為客戶已經(jīng)說了從其他供應商購買了，就得以客戶描述的事實出發(fā)，你再去信的目的就不能是怎么挽回這個單子（不然就顯得你不信任客戶的說法了），而是跟客戶保持溝通，了解下對方的整體業(yè)務什么的，讓客戶感覺是你在尋求另外的合作機會。這樣如果他還想跟你談價總會多少表示出來，然后你再根據(jù)我上面的幾點提示去做。
