How to attract buyers with quotes

The new customer sent a request for quotation. After you responded in a timely manner, it did not appear below.

Is your quote too high to scare the customer away, or is the quotation too low, so that the customer can see that you are not an expert and you dare not venture to do business with you? Quoting old customers is not easy either. He will press his own strength and put down the price so much that when you receive his enquiry, he does not know how to quote: he is too low to make any money; he is too high to be afraid that he will give the order to him. other people.

How to quote is effective? Experienced exporters will first make full preparations before the quotation, select the appropriate price terms in the quotation, use the payment methods, delivery terms, shipping terms, insurance terms and other requirements and purchases in the contract. Home bargaining, you can also rely on their own comprehensive advantages, take the initiative in the offer.

Full preparation before quotation

First of all, carefully analyze the customer's willingness to buy and understand their real needs in order to come up with a good quotation. Some customers consider the low price as the most important factor. From the beginning, they will report to him the price close to your bottom line, so the possibility of winning the order is very high. Mr. Zeng of an import and export company in Guangzhou said: “We will seriously analyze the customers’ real purchase intentions and intentions before the official quotation after the customer inquiry, and then we will decide to give them a trial offer (virtual). , or an official offer (real offer)."

Second, make market tracking investigations to understand the latest developments in the market. As market information is highly transparent and market prices change more rapidly, exporters must base their prices on the latest information--"according to the market," with only the possibility of transactions. Mr. Sun, an import and export company in Shenzhen, said that the companies that are doing business with their companies are regular and relatively strong foreign companies. These foreign companies have offices in Hong Kong and mainland China and are familiar with domestic and foreign markets and market conditions. And understanding. This requires exporting companies themselves to be well-informed.

The experience of Mr. Sun’s company is that business personnel often go to factories in Zhejiang Province to collect sources of goods, and they are very clear about the selling price of some local manufacturers. At the same time, as a long-term business-specialized professional company, due to its long-term expansion in the industry, it not only understands the history of the industry's development and price changes, but also makes reasonable analysis and predictions of recent trends.

Choose the right price term

In a quotation, price terms are one of the core parts. Because which kind of price term actually determines the rights and interests of buyers and sellers, the division of profits, so before the exporter plans to make a quotation, in addition to trying to meet the requirements of customers, he must also fully understand The true meaning of the price term is carefully selected and then quoted based on the selected price term.

Choosing to trade on FOB prices is beneficial to themselves in the volatile market conditions of freight and insurance premiums. However, there are also many passive aspects, such as: due to delays by importers to ship, or delays in shipping due to various conditions, the name of the ship will change, so that exporters will increase the cost of warehousing and other expenses, or because of late payment Loss of interest. The exporter controls the export goods. Under the FOB price condition, because the importer and the carrier contacted the ship, once the goods were loaded on the ship, the exporter wanted to resell the goods in transit or destination, or take other remedies. Measures will also take some twists and turns.

Under the condition of CIF price export, the problem of convergence between cargo and cargo can be better resolved, allowing exporters more flexibility and flexibility. Under normal circumstances, as long as the exporter guarantees that the goods to be delivered meet the contractual requirements, the importer must pay as long as the documents submitted are complete and correct. After the goods have passed through the ship's side, the importer must not refuse to pay the goods due to damages even if the goods are damaged or lost when the importer pays. That is, an export contract that is sold at a CIF price is a specific type of "sales and purchase" contract. A astute exporter must not only be able to grasp the quality and quantity of the goods he sells, but also grasp every aspect of the process of the arrival of the goods at the destination and the collection of goods.

For the control of cargo loading, transportation, and cargo risk, we should try to obtain a certain degree of control, so that the profit of trade can be guaranteed. Some large multinational corporations are required to obtain favorable conditions in transportation and insurance and require Chinese exporters to deal with FOB prices, that is, to ensure their own control. For another example, most of the goods exported to Japan are FOB prices. Even if exporters provide very favorable conditions, it is difficult to change the price conditions. Therefore, whether it is to cater to the needs of buyers or adhere to their own principles, it is very necessary for exporters to be more cautious when making quotation.

Choose the right price term

In the present situation where export profits are generally not very high, it is more important than ever for each link in the entire trade process. Some domestic export enterprises have good export profits. Their approach is to report FOB prices first, so that customers have a comparison of the company’s commodity prices, consult CIF prices, and insist on arranging transportation and insurance in the domestic market. They are very candid and say that doing so not only gives buyers more choice, but sometimes they can make a little difference in their insurance premiums.

Use other requirements of the contract

Other requirements of the contract mainly include: payment method, delivery date, shipping terms, insurance clauses, etc. In the factors affecting the transaction, the price is only one of them. If we can discuss with other customers and negotiate with customers, the price flexibility will be greater. For example, for customers in India, Pakistan, and other countries or regions, the conditions under which you sometimes give him a letter of credit for 30 days or 60 days may be of great interest to him.

At the same time, it is also possible to adjust the quotation based on the geographical characteristics of the export, the strength of the buyer, the personality characteristics, and the characteristics of the commodity. Some customers are particularly concerned about the price level, the order will be given to the cheapest seller, then the quoted price will be reported directly to him the lowest price you can provide. Some customers are accustomed to bargaining, the price you quoted, if he is not willing to cut down on it is not willing to, then the first time you can set aside the price he wants to cut.

And if a product is depressed for a period of time, in order to grab the order, you may wish to directly quote your lowest price. For products that are seasonal, such as clothing, promise your customers a quick and punctual delivery date in your quotation. This will undoubtedly allow customers to pay attention to your quotation.

You can also adjust your own bid strategy based on the sales season, the peak season, or the order size. Ms. Meng, an import and export company in Shaanxi province, which is engaged in the export of glass products, introduced that the products they export are of different specifications and specifications. Therefore, different countries and regional markets have relatively uniform prices. When responding to foreign inquiries, they are better handled, but also Make some adjustments depending on the season. In the face of more decentralized orders, their quotations are often based on the assurance of the profitability of the company.

Win with comprehensive strength

Having confidence in their overall strength, it is not necessary to pleasing customers at a low price. Mr. Zeng said: "The quotation should be as professional as possible. We must try to raise some professional issues before the quotation or in quotation and show that we are familiar with the product or industry and are very professional. Therefore, before the quotation, we must consider the credibility of the client. On the other hand, we must have confidence in our products and quality.When dealing with new customers, it is very important for customers to understand their situation. For example, ask them to go to the factory and let them know their operating procedures so that when customers place orders, It must be much easier to resolve.

At the same time, from your quotations, foreigners who are well-acquainted and familiar with the industry can perceive whether or not you are a veteran in the industry and judge your credibility. Too low prices make customers feel that you are not credible and professional. . Mr. Sun said, "If the market price is around 10,000 yuan per square meter, you report to customers at 15,000 yuan per square meter, it shows that you are an authentic layman or novice. Foreign investors are certainly not interested in similar quotations. , Which dare to give you an order, so look at what price you quote to know if you are a connoisseur.

Finally, before making a bid for a new customer, be sure to let him know your company's strengths and business operations. Only with full confidence in you and your company can the customer consider your trading conditions, which many unexperienced exporters often overlook. Mr. Sun believes that although many foreign investors are now looking for price comparisons everywhere, the image and reputation of a good company can help you attract and retain customers. It can be said that a good company image is the gold medal that attracts customers.

Choose the right quote channel

When you are trading online, you can quote directly.

When you have interested in buying information, directly fill in the "quotations" to send, in order to allow buyers to quickly receive your feedback, you can use the following methods:

1. Select “Mobile SMS” in the “Quotation List” to send your quotation content to the other party's mobile phone, or send a text message to remind the other party to check your quotation. The most rapid communication of your quote information to the buyer and further intentional negotiations. In order to avoid the quotations are not timely, lose potential customers.

2. When your E-MAIL or system message receives the customer's inquiry form, you can choose to directly quote through E-MAIL or reply message.

3. You can use online quotation in a timely manner to grasp business opportunities.

1) If the buyer who asked you is "online", you can immediately discuss with him. Learn more about each other's purchasing needs and further verify the other's identity and intention. You can quote each other at any time and get feedback from the other party on the price!

2) If buyers hold online meetings to discuss business, you can also conduct multi-party business negotiations through online tools. Understand the quotations from peers, combine the company's actual situation and profit space, adjust the strategy in time, make quotations, and ultimately succeed!

4. According to the contact information of the buyer, directly call and communicate with each other to determine the intention of the other party's cooperation, the authenticity of the inquiry, and grasp the customer's needs and budget.