In foreign trade transactions, quotation is an important part of establishing customer relationships and facilitating transactions. For customers who are in contact for the first time, how to grasp the scale of the quotation, so as to attract the customer’s interest and not lose the profit margin, has become a challenge that foreign trade salesmen need to face. This article will explore how to use the strategy of “leaving a tail” virtual quotation and the skills of flexibly adjusting the quotation according to the customer’s situation to improve the success rate of the transaction.
1. Leaving a tail virtual quotation: Flexibly responding to customer inquiries
When facing inquiries from customers who are in contact for the first time, foreign trade salesmen need to be cautious about quotation issues. Because the specific needs and psychological price of customers are not yet understood, it is often difficult to achieve ideal results by directly quoting a fixed price. Therefore, the use of the “leaving a tail” virtual quotation method can not only show sincerity, but also leave room for subsequent negotiations.
The core of leaving a tail virtual quotation is to give a reference price and supplement the variability of the price. For example, a minimum order quantity can be stipulated, or it can be stated that the price will be adjusted according to the order quantity, delivery time and payment method. This quotation method can not only attract the interest of customers, but also flexibly adjust the price according to the specific situation in the subsequent negotiations.
2. Low price and high price: quotation strategies for different customers
In actual operation, foreign trade salesmen can flexibly choose the quotation strategy of low price or high price according to the customer’s situation.
For customers with large scale and strength, the strategy of low price can be adopted. By quoting a low price close to the cost price and stipulating a large minimum order quantity, it can attract the attention of customers. When customers ask why the price is low, they can explain that the price will rise accordingly when the order quantity is not enough, so as to provide a reasonable basis for the subsequent price increase.
For intermediary customers who are not familiar with the market or do not know much about the product, the strategy of high price can be adopted. By quoting a relatively high price and deliberately stipulating a small order quantity, and promising a discount for exceeding this quantity. When communicating with customers, you can take the initiative to introduce the technical situation and industry trends of the product to increase customers’ understanding of the value of the product, so that they are more likely to accept a higher price.
3. Additional product information: Enhance customer interest and trust
In addition to price factors, foreign trade salesmen should also try to attach detailed information about the product when responding to customer inquiries. For example, you can provide the product’s packaging, container conditions, product pictures, etc. This information can not only help customers better understand the product, but also increase customers’ trust in the salesman and the company, making it more likely to facilitate transactions.
In addition, when communicating with customers, salesmen should also take the initiative to ask customers about their specific needs and market conditions in order to more accurately grasp the customer’s psychological price and expected conditions. By deeply understanding customer needs and market dynamics, salesmen can adjust quotation strategies more accurately and increase the success rate of transactions.
Foreign trade quotation is an art that requires salesmen to respond flexibly according to market conditions and customer conditions. By adopting the strategy of leaving a tail virtual plate and the skills of 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 actively communicating customer needs, customers’ trust and satisfaction with the company can also be increased, laying a solid foundation for future cooperation.