In foreign trade business, quotation is an important part of establishing a cooperative relationship with customers. However, quotation is not simply providing a price list, but requires comprehensive consideration based on the degree of acquaintance with the customer, the customer’s identity and business strategy. This article will discuss in detail the three key factors that need to be considered in the foreign trade quotation process to help you better grasp business opportunities and achieve business growth.
1. Acquaintance and communication time: the cornerstone of determining the scope of quotation
The acquaintance and communication time is one of the key factors affecting the quotation strategy. For new acquaintances or customers with a short communication time, we need to be cautious and avoid providing all product quotations at one time. At this time, we can first recommend hot-selling products in the local market to demonstrate our understanding and professionalism of the market. For old customers with long-term cooperation or orders, we can be more open to show all product quotations to reflect trust and depth of cooperation.
In addition, new customers recommended by old customers also deserve special attention. This kind of recommendation often means that there is a certain trust between the two parties, so we can consider giving more quotation information to promote the conversion of new customers.
Second, customer identity: an important basis for customizing quotation strategies
Customer identity is another important consideration for formulating quotation strategies. For large enterprises or important customers, they tend to prefer to obtain all product quotations at one time to save time and energy. Therefore, after confirming that the customer is a major customer, we can proactively provide comprehensive quotation information to meet their needs for efficient decision-making.
However, for customers whose identities are unknown or whose background information is less, we need to be cautious. At this time, we can use company regulations as a buffer to explain to customers why we cannot provide all quotations at one time. At the same time, we can propose to show sincerity through small orders or sample orders, and then gradually build trust and show more product quotations.
Third, strategies for new and old customers: flexible response and suspense
Whether the customer is new or old, we need to use quotation strategies flexibly. An important principle is that all product quotations should not be presented to customers at one time, even if they have been promised. Keeping some styles as bargaining chips for subsequent communication can help reactivate cooperation intentions when customers lose contact or respond slowly.
When customers show interest in new products, we can timely launch previously reserved styles to attract customers’ attention and facilitate transactions. This strategy not only demonstrates our innovation ability and professional level, but also effectively improves customer satisfaction and loyalty.
Foreign trade quotation strategies need to be flexibly adjusted according to the length of acquaintance and communication, customer identity and business strategy. By deeply understanding customer needs and market dynamics, we can formulate more accurate and effective quotation plans, thereby winning the trust and support of customers and achieving long-term development of the business. In future foreign trade business, let us continue to learn and practice, and continuously improve our quotation strategy level to cope with increasingly fierce market competition.