Effective strategies and methods for cross-border e-commerce B2B inquiry and quotation
In the context of cross-border e-commerce, B2B inquiry and quotation are not only an important part of communication between salesmen and customers, but also one of the key factors in reaching a transaction. In order to improve the effectiveness of quotations, several main quotation methods and strategies are summarized below.
1. Simple quotation method
The conventional quotation form is mostly a quotation sheet, which usually exists in the format of electronic documents (such as .ppt, .doc, .xls, etc.). On the quotation, the price of the product and related transaction terms (such as insurance, transportation, payment, delivery, etc.) will be listed one by one and sent to the customer via email. However, some salesmen only send a quotation when quoting. This method is relatively simple and is not recommended unless the customer requires a quick quotation.
2. Formal quotation letter with quotation method
In practice, it is recommended that the salesperson write the specific product parameters and transaction terms in the email content when quoting, and attach the quotation at the same time. This approach not only facilitates customers’ reading, but also facilitates customers to save quotation information, making communication more effective.
3. Consider the customer’s purchase intention
When formulating a quotation, it is crucial to understand the customer’s actual needs and purchasing intentions. Customers may consider price as the most important consideration, so a reasonable quote should be based on an in-depth analysis of customer needs. After the customer inquires, the salesperson needs to carefully judge whether to give a compensatory trial quotation (virtual offer) or a formal quotation (firm offer). Mr. Zeng from an import and export company in Guangzhou pointed out that they usually do a full demand analysis between customer inquiry and formal quotation, so that they can propose a more targeted quotation.
4. Understand market conditions
Market information is highly transparent and prices change rapidly. Therefore, sellers need to determine their quotation based on the latest market conditions. Nowadays, some powerful foreign companies have offices in China. It is a basic requirement for salesmen to understand the domestic and foreign market conditions and market environment. Salespersons should regularly collect market prices, and at the same time analyze industry development and price changes for long-term specialized varieties, so as to “follow the market” to increase the possibility of transactions.
To sum up, cross-border e-commerce B2B inquiry and quotation must not only be carried out in the form of clear documents, but also need to be combined with customer needs and market information to achieve effective communication and successful transactions.