Foreign trade quotation strategy: tail-end virtual offer and market dynamics analysis

In foreign trade transactions, quotation is not only an important part of establishing cooperative relations with customers, but also a key step in promoting transactions. Quotation is not a simple list of numbers, but requires comprehensive consideration based on market conditions, customer situations, and business strategies. This article will introduce in detail the concept and application strategy of “leaving tail stocks” and combine them with market dynamics analysis to help foreign trade salesmen better grasp business opportunities.

Leave a blank offer: respond flexibly to customer inquiries

When first contacting a customer, it is often difficult to achieve the desired results by directly quoting a fixed price. Therefore, “leaving the tail to empty the market” has become an effective strategy. This approach not only demonstrates sincerity by giving a reference price and explaining the variability of the price, but also leaves room for subsequent negotiations.

Leave tail at low price and leave tail at high price

According to different situations of customers, foreign trade salesmen can choose different tail retention strategies:

• Leave tail at low price: Suitable for larger and powerful customers. By quoting a low price close to the cost price and stipulating a larger minimum order quantity to attract customer attention. When customers ask why the price is low, they can explain that the price will rise when the order quantity is insufficient, providing a reasonable basis for subsequent price increases.
• High price with tail left: Suitable for middleman customers who are not familiar with the market or don’t know much about the product. By quoting a higher price and stipulating a smaller order quantity, and promising a discount for exceeding this quantity. When communicating, you can introduce the technical situation and industry trends of the product to increase customers’ understanding of the value of the product.

Length of understanding and communication: the cornerstone of determining the quotation range

Customers who are new to you or have a short communication period need to be treated with caution and avoid providing all product quotations at once. You can first recommend hot-selling products in the local market to demonstrate your understanding of the market and professionalism. For old customers with long-term cooperation or previous orders, all product quotations can be displayed more openly, reflecting trust and depth of cooperation.

Customer identity: an important basis for customized quotation strategies

Customer identity is also an important consideration in formulating quotation strategies. For large enterprises or important customers, they often prefer to obtain quotations for all products at once to save time and energy. Therefore, after confirming the customer’s identity as a major customer, we can proactively provide comprehensive quotation information to meet their needs for efficient decision-making.

Strategy for new and old customers: respond flexibly and retain suspense

Whether they are new customers or old customers, they need to use quotation strategies flexibly. All product quotations should not be shown to customers at once. Even if they have been agreed to provide, some styles should be retained as bargaining chips for subsequent communication, which will help reactivate cooperation intentions when customers lose contact or respond slowly.

Market dynamic analysis

Before quoting, you also need to conduct market tracking research and understand the latest market trends. Due to the high transparency of market information and rapid changes in market prices, exporters must report prices based on the latest market information and “follow the market” to ensure successful transactions. At the same time, only by understanding the real needs of customers can we draw up a good and targeted quotation.

Product extensions: Increase customer interest and trust

In addition to price factors, foreign trade salesmen should also try to include detailed information about the product when responding to customer inquiries. For example, provide product packaging, container conditions, product pictures, etc. This information can not only help customers better understand the product, but also increase customers’ trust in the salesperson and the company, making it more likely to facilitate transactions.

Foreign trade quotation is an art, which requires salespeople to respond flexibly according to market conditions and customer situations. By adopting the strategy of keeping tail orders and flexibly adjusting quotations, foreign trade salesmen can better grasp customer needs and market dynamics, and improve the success rate of transactions. At the same time, by adding product information and proactively communicating customer needs, it can also increase customers’ trust and satisfaction in the company, laying a solid foundation for future cooperation.