Detailed explanation of Alibaba International Station RFQ quotation strategies and techniques

When faced with numerous RFQs, sellers need to quote for RFQs with clear procurement requirements after analyzing the RFQ details and buyer information. The rights that can be responded to every month are limited, so sellers must carefully select the appropriate RFQ to respond to.

Operation skills

Analyze RFQ

First, pay attention to the title, purchase quantity, country, remaining quotation seats and other information on the search display page. The title can determine whether the buyer’s needs match the seller’s. If the remaining quotation seats are zero, there will be no opportunity to quote unless you have unobstructed travel permission. In addition, it is necessary to check whether the P is consistent with the location, whether the company name actually exists, and whether the RFQ details are detailed. By analyzing buyer information, you can learn about the other party’s gender, position, purchasing practices and company situation, thereby better grasping buyer preferences.

RFQ quotation

After analyzing the RFQ and buyer information, select the appropriate RFQ and start quoting. Click the Quote Now button to fill out the quote form. The quotation form is provided by the Alibaba platform and is a fixed format for responding to RFQs.

• Product name: The name must closely match the buyer’s RFQ name. The title should be distilled to the essence and attract the buyer’s attention. It is best not to exceed 50 characters. In the title, you can indicate that you are a factory, ship quickly, factory price and other information to increase appeal.
• Product details: It needs to include a complete product description, the selling points and advantages of the product, and answers to special questions raised by customers, as well as clear and concise layout. Be careful not to completely copy the product details and descriptions, just refine the essence based on the buyer’s needs.
• Images: Although not required, in order to increase customer appeal, you should upload clear and customer-friendly images whenever possible. It is appropriate for the picture to be square (1000 pixels x 1000 pixels), otherwise the picture will have symmetrical white edges when displayed, affecting the aesthetics. You can add up to 6 attachments, and the size of each attachment does not exceed 5MB. Pictures of the front, side, details, materials, etc. of the product can be placed in sequence.
• Price: Fill in the quotation based on the terms and payment methods proposed by the customer. If the customer does not specify, fill in the quotation based on product export practices. Note that the quotation validity period must be filled in, but it should not be too long. On the one hand, when industry prices or exchange rates fluctuate greatly, the longer the period, the greater the risk; on the other hand, it also implies that customers place orders early to avoid price increases.
• Samples: Providing samples is an effective technique to enhance the competitiveness of RFQ quotations. If you can provide samples, it is best to fill them in. This is also an advantage of RFQ quotation. After selecting the “Yes” option, you can fill in the sample cost, freight and sample delivery date.
• Message to the buyer: It can be written in a counter-offer format, explaining and supplementing the buyer’s needs. You can also ask the buyer about the value of the first order to encourage the customer to place an order. It can also reflect Company strengths and advantages. Be well organized and organized, and avoid being overly polite and overly long.
• File upload: If the fields specified by the platform still cannot fully express our advantages, you can choose to upload attachments, such as company-related product catalogs, information that buyers are concerned about, company strength display materials, etc.

Notes

Professionalism

The salesperson must be familiar with the attributes and characteristics of the company’s products, be able to analyze the RFQ in detail, extract the main questions, and answer them one by one. Make full use of attachments and send some of the company’s past cases, especially cases that are highly similar to customer needs, which can greatly attract customers’ attention. In addition, it is recommended to send some company introduction and proof of company strength, such as ISO certification, CE certification and other important certificates, which will also leave a deep impression on customers.

Timeliness

Almost 100% of customers attach great importance to the timeliness of quotations. Therefore, if the salesperson responds quickly and is highly professional, the probability of winning will be higher.

Timely tracking

In RFQ quotations, sometimes customers do not respond. In this case, the salesperson should track the customer in a timely manner and can contact the customer directly via email to ask whether the customer has received the RFQ quotation. You can repeat important parts of the RFQ quotation in this email to attract the customer’s attention.