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    Mr. AlexPreviously, we made an offer to discuss in detail the price of replacing. 贵公司一直经营汽车刹车油及各种机动车刹车油辅件,对于产品价格的变化应该非常熟悉,近期阶段刹车油更换壶价格呈上升趋势,很难在270元以下购入产品,因此对于我公司产品的优惠应该了然于心,在附件之中有我公司全类产品的图片、说明及产品价格,希望贵公司能够在第一时间与我公司取得联系。

    多数的外贸业内人士对于发盘后跟进的技巧和注意事项都是非常关注的,为何对于这种类型的问题外贸人要深入进行分析呢,原因非常简单,如果想要获得潜在用户,除了前期阶段要进行这一类型的用户搜索之外,后期阶段如何才能够将潜在用户发展成为用户、后期将其培养成企业的粘性用户,这直接影响了企业的产品销售额度是否能够提升起来,也正是因为这种原因,发盘后跟进的技巧是非常重要的。

    Mr. Alex

    Previously, we made an offer to discuss in detail the price of replacing brake oil kettles with your company. At the previous stage, the price of each kettle was 257 yuan. At the present stage, our company is promoting sales, so the price will have some preferential space. For example, if you have the demand for purchasing products and return letter to contact our company, in addition, this time, we will contact our company. In the process of purchasing products, if your company purchases more than 1.5 million yuan of products, our company will be responsible for the full cost of land-related transportation.

    Your company has been dealing with automobile brake oil and various accessories of various automobile brake oil products. We should be very familiar with the change of product price. In the recent stage, the price of brake oil replacement kettle is rising, and it is difficult to buy products below 270 yuan. Therefore, we should be aware of the preferential price of our products, in the annex. There are pictures and price descriptions of all kinds of products in our company. I hope you can contact us at the first time.

    亚利克斯先生

    此前曾发函,和贵公司详细讨论过刹车油更换油壶的价格问题,此前阶段每个油壶的价格为257元,目前阶段我公司正在进行促销,因此价格会有一定的优惠空间,如贵公司有购入产品的需求,可回函和我公司联系。另外在本次产品购入中,如贵公司购入产品超过150万元,我公司将负责陆路相关运输的费用。

    贵公司一直经营汽车刹车油及各种机动车刹车油辅件,对于产品价格的变化应该非常熟悉,近期阶段刹车油更换壶价格呈上升趋势,很难在270元以下购入产品,因此对于我公司产品的优惠应该了然于心,在附件之中有我公司全类产品的图片、说明及产品价格,希望贵公司能够在第一时间与我公司取得联系。

    这家外贸企业对发盘后跟进的技巧和注意事项都了解的非常透彻,前期阶段发出报价之后先抬高行业底价,之后以降低价格吸引用户的关注,此外附赠运输费用,总体来说这样的做法还是非常合适的,虽然在这一类型的交易中,其外贸企业很可能获利微博,但在初期打市场阶段,这一类型的做法拉拢潜在用户效果还是非常理想的,方法也非常简单,例如上述这家公司必然会涉及销售汽车刹车油多类型产品,但是在产品销售过程之中和用户沟通时,以某一种类型产品低价销售为主,这一类型的产品或者能够获得微博收入,甚至是亏本销售,但通过这种方式能够吸引用户,如果该用户购入这一公司产品总价达150万,自然不会只购入特价产品也会涉及其他产品,这样该外贸公司在产品销售中就能够获得回报了。

    Mr. Ebert:

    Our company sells these products at the lowest price, which has reached an irreducible level. If you want to conclude this transaction, then you can buy the products at the existing price. Otherwise, our company has no way to do anything. Now it is very difficult in the industry competition. You can go to check it out. The price of the same kind of products sold by other enterprises can get a profit from the sales of building materials industry, but it is only about 5%~7%.

    In your reply, you mentioned that it is very difficult to enjoy a 3% discount in the process of purchasing these products. Although the quantity of your products is more than 1 million yuan, even in this state, it is still very difficult for our company to make profit to your company, because the profit is very low.

    埃博特先生:

    我公司所销售的这批产品已经是最低价了,达到了降无可降的程度,如果贵公司想要达成这笔交易,那么就按照现有的价格购入产品,否则的话我公司也没有任何办法,现今行业竞争之中难度是很大的,贵公司可以去查一下其他企业所销售的同类型产品价格,就目前建筑材料销售行业来看,能够获得收益不过是5%~7%左右。

    在回函中贵公司提到,希望能够在这批产品购入过程之中享受3%的优惠,这一点也是很难做到的,虽然贵公司购买产品的数量超过100万元,但即使是这种状态之下,我公司依然很难给贵公司让利,原因就在于获利低。

    看似非常诚恳,但是这样的做法是有问题的,为什么说这样的做法有问题呢?因为没有关注到用户的实际需求和感受,虽然这家外贸企业的信函撰写实事求是,但是却没有关注到对方的直观感受,如果有竞争对手的话,即使是同样的价格,这家外贸企业能够在竞争中胜出的概率也非常低,和国外企业沟通过程之中相应的沟通技巧以及注意事项等非常关键,直接影响其业务能否达成。


    原文来自邦阅网 (52by.com) - www.52by.com/article/27852

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