外贸往来能够给相关工作人员带来的收益是非常丰厚的，也正是因为这种原因，在当下不仅有很多外贸企业从事这一类型的工作，更有很多个人也会展开相应的工作，个人如何做外贸soho呢，这是一些新进入该领域发展的工作人员非常关心的话题。
个人在做外贸工作时，一定要关注到和用户的沟通模式，对于如何获得潜在用户有大量的文章作过相关介绍，因此我们在这方面不需要花费太多的时间讲解，重点关注沟通要点讲解，在获得潜在用户之后必然会涉及到用户询价以及工作人员产品报价等相关问题，在沟通过程中的一些技巧使用是否到位，直接影响着后期是否能够和潜在用户达成合作关系。
Mr. Alessandra:
I'm glad to receive your inquiry letter. Our company sells many kinds of products, but the price is very favorable. The rosewood black acid branch multi-layer solid wood composite floor you want to order is 415 yuan per square, the red oak composite floor is 370 yuan per square, and the Nordic whole house lamp sets are 17 pieces, 1531 yuan per set, and the simple solid wood cabinet is 2300 yuan per set. Fully automatic heating toilet is 7300 yuan per piece, quartz sink is 1474 yuan per piece, Pavilion expansion staircase is 2700 yuan per piece and solid wood bathroom cabinet is 2450 yuan per piece.
If the total price of your products reaches more than 1 million yuan, you will be given a 3% discount. If you purchase more than 5 million yuan, you will be given a 7% discount. In the course of the sale of this product, both land and sea transportation costs will be borne by our company. Our company accepts payment modes such as letter of credit and wire transfer. If you are satisfied with the price of our products, you can make a detailed ditch thereafter. The mode of payment and related issues such as transportation products, shipping date, etc.
In the previous correspondence, you asked if you could get a certain discount in the long-term trading process. For a long time, our company will give a certain amount of discount to the old customers and a price reduction for new products. If you can conclude this transaction with our company, we will include your company in the category of old users after the decision of the board of directors in the subsequent trading process. Greater concessions will be granted.
亚历桑德拉先生：
很高兴能够接到您的询价函，我公司所销售的产品类别较多，而在价格方面都是极为优惠的，贵公司所要订购的紫檀黑酸枝多层实木复合拼花地板每平415元，红橡木整体拼图复合地板每平370元，北欧全屋灯具套件共计17件，每套1531元，简约实木橱柜分体式每套2300元，全自动加热马桶每件7300元，石英石水槽每件1474元，加厚阁楼伸缩楼梯每件2700元，实木浴室柜组合套装每件2450元。
如贵公司订购入我公司产品总价格达到100万元以上，会给予3%优惠，如购入产品达到500万元以上会给予7%优惠，在本次产品销售过程中，陆路以及海运费用皆由我公司承担，我公司接受信用证付款以及电汇等付款模式，如贵公司对我方产品价格满意，可在此后详细沟通付款方式问题以及运输产品，海运日期等相关问题。
在之前的信函沟通中贵公司曾问长期交易过程中是否能够获得一定的优惠，我公司长期以来都会给予老客户一定额度的优惠以及新品样品价格减免，如贵公司能够和我公司达成此次交易，在之后的交易过程中我公司会在董事会决议之后将贵公司列入老用户范畴之内，将给予更大额度优惠。
从如上内容中可以发现在信函沟通中该业务人员关注到了“During the sale of this product, both land and sea transportation costs are borne by our company. Our company accepts payment modes such as L/C and T/T. If your company is satisfied with the price of our products, you can communicate in detail the payment methods, transportation products, shipping dates and other related issues thereafter.” 部分从业者在相关业务展开中和用户沟通时，往往不会关注到这一类型的问题，在和国外用户进行沟通过程之中，个人从业者能否将实力展现出来，是业务能否继续洽谈的关键所在，在上述这种信函沟通模式之中该工作人员所谈到的这些核心焦点问题，无一不是在彰显企业实力，虽然这名工作人员很有可能只是独自作业，但从其所关注的重点上可以发现，他很有可能是挂靠在某个外贸公司之中的，即使没有挂靠企业这样的沟通方式也能够给对方企业留下深刻的印象，能够提升信赖度。
之后在信函中该工作人员提到了“For a long time, our company will give old customers a certain amount of discount and price reduction for new products. If you can conclude this transaction with our company, we will include your company in the category of old users after the board of directors'resolution in the course of the subsequent transaction, and will give you a greater amount of discount.” 可以看到这也是在彰显企业实力，而且也在暗示对方在此后长期交易过程中能够以更低的价格拿到产品，但是需要注意，这样的沟通模式不能够照本宣科的进行模仿，为什么说不能够这样模仿呢，原因很简单，个人如何做外贸soho，和产品销售价格也有密切联系性，上述案例中的工作人员必然给出的产品报价很低，因此可以作为卖点，明确表示此后交易中产品价格已然能够下降必然有诱惑力，如果个人外贸从业人员销售产品无法达到这样的价格底线，使用上述案例沟通模式必然不妥当。
