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做外贸,别一下就把话聊死……

2022-08-13
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作者:轻松外贸
来源: 微信公众号

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小编刚在网上看到一个新人的救助:

I just saw a question from a newcomer on the Internet:

客户要求的产品内包装是要定制的。

The product packaging was required to be customized by the customer.

可是数量才500个。

But the number was only 500.

公司直接就拒绝了。

The company refused directly.

说这种包装至少要6-7万个才会给予定制。

It is said that this kind of packaging can be customized with at least 60-70,000.

已经回复客户包装将无法制作。

I have been replied to the customer the impossibility of his request.

客户的意思是解决了包装的问题,他将会下订单。

The customer means if the packaging problem was solved. He would place an order.

可是客户的包装数量真的太少。

However, the customer's packaging quantity was really too small.

想请问各位前辈,我应该怎么回复客户,如何和客户说。

I want to ask you guys, How should I respond to my customers? How should I tell that to him.

我的想法是把我们公司产品的内包装的图片发给客户看看,然后再告诉他,按他的要求,我们真的是无能为力。这样说是不是不太好啊。

My idea is to send a picture of the inner packaging of our company's products to customers. Then tell him, according to his request, we really can do nothing. Isn't that good to say this?

如果按这个小伙伴这么直白的回复的话,然后多半是没有然后了!

If you reply so straightforwardly to him, there is no any answer!

我们要分析这个问题到底是需要我们解决什么问题呢?我们最终的目的是什么呢?

We have to analyze what problem is to solve and what is our ultimate goal?

首先我们不能停留于表面,就这是单单就是包装的问题,而是直接影响我们能不能成单,难道包装做不了,我们生意就不做了吗?不是的,产品才是我们销售的根本,包装只是附属品。

First of all, we can't stay on the surface. This is just a matter of packaging, which can directly affect whether we can make deals. Does the deals fail to be made just because of the packaging? No, the product is the basis of our sales, and the packaging is only an accessory.

而包装不能做的原因是什么?是这个包装因为技术问题做不了还是量少价钱贵的问题?

What is the reason why packaging can't be done? Is this packaging because of technical problems can not be done or a small amount of products?

很明显,这个包装是因为量少价钱贵,所以一般供应商不想做。阿连认为,只要有钱,没有什么是做不了的,可是我们最终的目的不是这包装能不能做得了,而是怎么样说服客户下这张订单给我们做。

I think that everything can be done only if there is money. But our ultimate goal is not whether the packaging can be done, but how to persuade the customer to make this order for us.

我们需要了解清楚几件事,第一是这款包装的起订量和价钱,第二是如果按客户要求的数量能做的话是多少钱(你只要愿意给钱,一个都会有人给你做。)

We need to understand a few things, the first is the order quantity and price of this package, and the second is how much money should be paid according to the amount requested by the customer (someone will do it for you if you are willing to give money. )

知道这两个已知条件后就可以去跟客户谈了,首先告诉客户这个包装的起订量和如果达不到起达量的话将会需要付多少钱,同时把你公司的产品包装提供给客户参考,让客户对比两款包装的成本将会是相差多少。

After knowing that these two conditions are met, you can talk to the customer. First, tell the customer the amount of the package and the amount of money that will be paid if the amount of the package is not reached, and provide the product packaging of the company to the customer. For reference, let the customer compare the difference cost of the two packages.

如果客户不缺钱当然是最好。但从贴子上可以看到这种包装最低的起订量是6-7万个,而客户要的数量才500个……

If the customer is not short of money, of course it is the best. But from the post, you can see that the minimum order quantity for this package is 60,000 to 70,000, but the number of customers wants to be 500...

在成本面前很多人不得不低头,所以这时候可以给出几个建议给客户:

In the face of cost, many people have to give in and can give a few suggestions to customers:

1、选你们的包装(最省成本)。

Choose your packaging (the most cost effective).

2、按最低起订量定制包装,多余的可以留着以后的订单再用。(可以留住客户长期合作)。

Customize the package at the minimum order quantity, and the excess can be used for future orders. (You can keep customers long-term cooperation).

3、如果客户的订量不多的情况下,客户可以考虑自己在当地订制包装,后期再进行包装。(但客户后期的人工费用也是不可忽略的成本。)

If the customer's order quantity is small, the customer can consider customizing the packaging locally and then packaging it later. (But the labor costs of the customer later are also non-negligible costs.)

4、也可以由客户定制包装后寄由你们进行打包。

It can also be packaged by you after custom’s packaging.

虽然这种回复,不能说客户100%就会把订单下给你,但你给了建议就有了让客户回复的理由和思考的余地,更重要是让客户有了选择你的机会!

Although with this kind of reply, you can't 100% sure if the customer will give you the order, at least you are professional! It will not end the conversations at once and the customer has the opportunity to choose.

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