Foreign Trader: How do you respond to foreign trade customers’ requests for price lists?

My daily job as a foreign trade person is to receive inquiries, reply emails and quotations, but is your quotation effective? If the customer asks you for a quotation sheet, will you give it? Not afraid of losing a customer, but even more afraid that the customer will not reply. How do you deal with inquiries that are not valid or valid every day?
Maybe a lot of people do this:

Foreign Trader: How do you respond to foreign trade customers' requests for price lists?
Foreign Trader: How do you respond to foreign trade customers’ requests for price lists?

1. honestly do pricelist, try, anyway, no loss, maybe is your future customers

2. Let customers go to their websites and then tell you what products you are interested in and quote again.

3. Send him an electronic catalog so that he can choose his own products and report them again.

4. Select the most competitive products to quote to customers In general, customers ask for pricelist only in one of the following situations:

1. Be interested in your products and have a general understanding of the market situation.

2. I have been dealing with other related products for many years and feel that there is room for your products in his target market. I would like to know about the price to see if there are new business opportunities.

He has customers making this kind of products, and he needs the price of the supplier as a reference to calculate the profit (operating in the form of middlemen or commissions) 4. His competitors are entering related industries, and he needs to follow up.

5. I don’t know the product, but I really want to buy it. After asking the price, I am ready to talk about the import of trade directly. (This kind of customers are few, ask you the HS code of your goods, and some may even be confused about FOB and CIF) 6. Customers are not familiar with the products in the local bidding plan. They want to see if you have the same or similar products.
This kind of products are being imported. I would like to compare the prices with the existing suppliers and see if there are any new products in your quotation sheet that interest him.

For the first case, your quotation is meaningless.

For cases 2-6, your quotation is meaningless if he has not fully studied your products, understood the local market, coordinated the import and export trade terms with you, solicited his own customers with your side of the information, determined which kinds of products are mainly imported, did not have a good understanding of the profit margin, or was confused by your quotation sheet.

For the 7th case, if he compares the prices and finds that your Price list is not attractive (the more products you quote, the lower the price competitiveness), or the specifications you quote do not meet the requirements of his market (unprofessional), then your quotation is meaningless.

Therefore, the above situation shows that it is not the best policy to report directly to the customer price list.

In fact, the first step after receiving the inquiry is to analyze whether the customer is a real buyer, which is the most important. First of all, we should know whether the other party is a real customer, and then analyze whether it is big or small, professional or not.

Generally speaking, whether a customer is a real customer or not can first be seen from his website.

If there is no clear answer in the website and you want to know whether the customer is a real buyer, then you should use customs data to investigate and study the customer and analyze the customer.

If, after customer analysis, it is still uncertain whether the customer is a real buyer, then you can choose several questions to ask the customer:

1)FOB or CIF ? Which port you usually buy from ?

FOB or CIF ? Which port do you normally buy from?

(Judge where the customer’s supplier is located. For example, in the non-woven fabric industry, the ports are basically Wuhan and Shanghai ports. For plastic products, there are basically Shenzhen, Wuhan, Qingdao, Zhangjiagang and Shanghai ports.
If your customer tells you that he bought goods from Dalian port, then it can be basically concluded that the customer does not know the industry very well and must be buying goods from Dalian’s foreign trade company.

Sometimes the customer will reply to a FOB Felixtonwe, which reveals that the customer does not know much about the trade terms, and may have imported less or none, or may be a novice purchaser. ) 2)For this industry, what’s the main products you are buying ?

( for this product, what’s the main specification you are buying ? what’s the packing way ? ) What are the main products you purchase in this industry?

(What specifications do you mainly purchase for this product? What is the packing method? ) According to your experience and whether the customer’s reply is specific or not, judge the authenticity of the customer.

For example, a customer in Dubai told me that we buy all of these products.

The fact is that it is impossible. According to preliminary judgment, the authenticity of the customer is discounted. We should only ask the price in general terms.

You can modify the quotation based on other customers in this market and send it to customers.

(A really interested customer will reply to your question and he expects you to give an attractive price after you know more about the situation. ) If the customer replies: wemainlybuynon woncaps, pegloves, pesleeves, peapron, vinylgloves mixed intocontainer.

Or: weusallybuyxxx with the specs: 18 “,single elastic, white, 100pcs/bag, 10bags/ctn.

According to experience, the information returned by this customer is true. These products are products that are in greater demand in this market (the specifications of this product are the more common specifications in this market. ) [Question]: I don’t know much about foreign markets and market conditions. How can I get to know the market conditions of foreign markets?

[Answer]:
1) Ask old customers or find benchmarking customers in the industry Many customers are generally more open than we expected, so you can ask your old customers about the market situation.
Of course, if you have one or several industry benchmark customers in the customer market, then you don’t need to ask already. If you don’t have such customers, look at the websites of the top 5 companies in this market and study those products.

2) Study B2C websites in the customer market, the purpose of which is to know the common specifications of the products in other local markets, the price range of the final retail price, the packaging method, which brands (and thus the companies that find these brands) and whether there are more suppliers (market competition) Methods: Before, websites of every country were published every week. You can choose shopping websites from the website classification and look for websites (generally large comprehensive shopping centers or large online shopping centers) Take the United States as an example: Amazon, Walmart, eBay, Best Buy, Nextag, Bizrate, Grainger …

(PS: Many brand customers can be found on retail websites) 3)GOOGLE Search Price+ Product English Name+Website Country Limit For example: price+ product English name+site: … us Price+ product name+site: … in Other non-English speaking countries use local languages, such as Spain: precio+ Spanish product name +site:.es In this way, many local online shops and retailers in the online industry can be found out so as to learn about product specifications, retail prices, packaging methods and other information.

According to the customer’s reply to your question, consider it, then select products according to your needs, foster strengths and circumvent weaknesses, and report the products you have advantages. There is no need to make a pricelist.

Some customers will tell you honestly that they have never bought such products before, but the company is ready to develop the business of such products.

For example, the customer replied: We are a trading company, and your products are still a relatively new concept in our market. We very much hope to introduce your products into our country’s market, but at present we are not sure which of your products has more potential, so we hope to get information about all your products so that we can make a comprehensive promotion.

You can tell your customers which products in your market sell well and what specifications and styles sell well, and provide some professional opinions. (Sorry ! ! I have stressed many times! ) It can even provide customers with websites of customers whose businesses in this market are mature. Let customers study them first, then determine which products they are interested in, and then give detailed quotations.

 

Original Artical,Author:China Trade Agent,if repost,please give references :https://offers-bg.com/respond-to-foreign-trade-customers/

Like (1)
Previous November 12, 2019 3:24 pm
Next November 12, 2019 3:42 pm

Relevant Recommendation

  • A new scam is coming! Foreign Traders Should Be Alert

    The flowing water pattern, the iron-clad deception. Some swindlers are setting a trap by taking advantage of the seller’s eagerness to make a deal. Please keep your eyes open! Today, let’s list some tricks, hoping to avoid unnecessary losses for everyone. 01, cheat test fee The fraudster posing as a Malaysian buyer is currently experiencing a fierce “performance” attack. Several foreign traders reported meeting him at the Fubu Forum. Some people are alert and some have already been recruited. Specific typical “set up” way is like this: The swindler claimed to be a Malaysian buyer and showed his purchasing intention. He asked you to send a catalogue to order a cabinet after specifying a product and asked you to send samples to a testing company in Guangzhou for testing. The samples are worthless, and the cheater’s main purpose is to cheat the testing fee. Some sellers are eager to make the order. Even if they have doubts in their hearts, they feel that the inspection fee of 1,000-2,000 yuan is not a big problem, so they pay for the inspection….

    November 12, 2019
    1.5K0
  • How to win the price war among foreign trade peers?

    A foreign trade friend told me that the customer said our price was too high, and another factory offered him a price lower than us $20, lower than our cost price. I believe most foreign trade people will encounter such problems. Price war has become a battlefield in foreign trade, so how to fight this battle? My friend sent me their chat content and found that after the customer asked the price, the friend and the customer began to bargain. The customer said “I’ve got $60 from other supplier” A friend replied, “that’s impossible.” The customer immediately replied, “you feel free to support us.” every feeling strong ones will make good and successful business cooperation. please let me know your opinion”In the price war with their peers, some foreign trade people will think that the price is simply impossible and will directly conflict with their customers. They even tell their customers that there must be a problem with the quality of their peers and there must be some moisture. In order to prove that they are right, they argue with…

    November 9, 2019
    7700
  • Flow Value must be Understood in Foreign Trade

    The study found that [guess you like] on B2C websites can make maximum use of the value of each traffic. Because it can use the web page framework to expose more goods, it can retain the remaining non-jump traffic to sell goods again and realize the maximization of traffic value. You may only feel that there is an extra module for pushing content, but behind it lies a lot of user analysis and research. Online shopping is lonely, but the feeling that can be fed back to the user [guess you like] is the friend of the user after browsing the website. It is the highest level of user experience to brush up the sense of being and let the website interact with the user all the time. Then how will you be able to perfectly present [guess you like]? How to use this function? The scenes we use include the following pages: commodity details page, shopping cart page, purchase success page, member personal center, etc. Product details page The purpose of browsing the product details page is to have…

    November 9, 2019
    6780
  • Some Basic Knowledge about Foreign Trade

    Basic knowledge of foreign trade: customs declaration, customs clearance and customs clearance Customs declaration: refers to the declaration of goods, luggage, postal articles and means of transport to the customs by the owner or his agent when entering or leaving the customs territory, submit the required documents and certificates, and request the customs to handle the relevant import and export procedures. The customs of our country stipulate the documents and certificates that should be paid when declaring at customs. There are: import and export goods declaration form, import and export goods license, commodity inspection certificate, animal and plant quarantine certificate, food hygiene inspection certificate, bill of lading, shipping bill, bill of lading, invoice, packing list, etc. Customs clearance: import goods, export goods and transshipment goods must declare to the customs when entering the customs territory or border of a country, go through various formalities stipulated by the customs, and fulfill obligations stipulated by various laws and regulations; Only after fulfilling all obligations and going through customs declaration, inspection, taxation, release and other procedures can the goods be released, and the…

    November 9, 2019
    8490
  • What are some tips for foreign trade enterprises to participate in various exhibitions?

    I. Details of Pre-exhibition Work No matter what we do, we will not fight unprepared battles. Before we take part in the exhibition, we need to do the following work: 1. Notify new and old customers to participate in the exhibition Contact your new and old customers one by one and inform them to come to the exhibition. Can improve the relationship with customers, show their strength, can also introduce their new products to new and old customers. 2. Contact with strange customers Before each exhibition, we need to find out our unknown potential customers three to four months in advance and invite them to participate in the exhibition. Due to the distrust of strangers, we invite each other to participate in the exhibition three or four months in advance. During this period, we can pass on our product advantages, company advantages, help customers solve problems, etc., so that customers can have initial trust in you, and then invite them to participate in the exhibition, which can further promote the transaction. 3. Understand the advantages of the exhibition and the…

    November 12, 2019
    7440
  • To do foreign trade, one must finish reading this article and avoid detours for three years

    First of all, foreign trade can only be carried out persistently, and it usually takes 2-3 years to precipitate. Whether to give up or not, and whether to stick to it, also depends on the specific situation. For example, how does the boss of the enterprise treat you? Is there a reliable manager who is taking you to know your business bit by bit? Is the enterprise’s own product competitive? If not, change to another company, do not want to do foreign trade, just change the industry. The advantage of being young is that you can make mistakes and keep trying. At the same time, what is persistence? Persistence is not to sit in an office chair for eight hours, but to find one’s own shortcomings through failures and setbacks, and to do everything possible to improve and upgrade oneself. For example, if you find that your English level and expression ability are insufficient, then you must make some changes, practice English every day, practice thinking if your expression ability is insufficient, and find some routines in some industries to…

    November 9, 2019
    7100
  • How can foreign trade make customers repeat orders?

    There are tens of millions of ways to do foreign trade, but if the foreign trade customers can make one order after another, the foreign trade people need to make more efforts, study strategies, and use unique ways to do foreign trade to tap the customers’ potential orders. Some people once said that foreign customers are hens, orders are eggs, and foreign trade salesmen are breeders. The breeder usually expects the hen to lay eggs every day, so he will often touch the hen’s bottom to see if the hen can lay eggs today. However, it is not enough to touch the bottom of the hen to lay more eggs. The breeder may have to make the hen eat better, let a cock keep company with it every day, or turn on the lights before it is light … The same is true for foreign trade salesmen. If foreign customers want to place more orders, they must pay more attention, study strategies and take some measures to tap their potential orders.Actively recommend other products to customers Top Sales: after new…

    November 12, 2019
    7440
  • How does rookie receive orders for foreign trade? Look here

    Is it really difficult to receive orders for foreign trade? YES …… but when you have your own methodology of foreign trade, things may become much easier. Now Elva will teach you how to make it easier to receive foreign trade orders. Here are 7 ways to use them: 01 Make good use of social APP to dig up customer information Apps such as Facebook and Linkedin … foreigners like to fill in their company name/position/hobbies, etc. It’s actually quite easy to find target customers on social platforms! If you can’t find it on the social APP, Google won’t let you down-as long as you do the search, the company name/email address of the other party, you will get unexpected results, maybe his registration information in a forum, maybe his company’s recruitment information … as long as you are willing to work hard, you can still dig up the information of most customers! 02 Distinguish the Decision-making Power of Customers After digging up the customer’s company information, you also need to know the customer’s position in the company. Is he…

    November 9, 2019
    7290
  • Foreign trade salesman must know foreign trade finance knowledge

    The requirements of sales personnel and sales management personnel engaged in foreign trade are: in sales activities, the calculation of payment for goods should be accurate, the settlement of payment for goods should be timely, and the clearance of arrears should be vigorous. The final result of sales activities will be reflected in financial data. As a salesperson (especially a sales manager), in the process of carrying out sales work, he or she will inevitably encounter problems related to finance, such as payment, settlement, budget, etc. Obviously, a good financial knowledge background will help him or her to carry out all kinds of work smoothly. Therefore, we want to remind everyone that mastering the following foreign trade finance knowledge can make your foreign trade work more smoothly. Common means of payment and settlement There are the following common means of payment and settlement in China: Bills of exchange: including bank bills and commercial bills (commercial bills also include bank acceptance bills and commercial acceptance bills).Bank promissory note: includes fixed bank promissory note and non-fixed bank promissory note. Cheques: including cash…

    November 9, 2019
    6760
  • What materials should be prepared for the construction of foreign trade websites?

    Many foreign trade partners are planning to build a foreign trade website, but they have no way to start. The most frequently asked question is, what information should they prepare? Today, I’d like to talk with you about what materials need to be prepared to build a foreign trade website. I. Establishment of Foreign Trade Marketing Station-HomePage 1. Banner Design of Website Banner Design Concept: Beautiful and atmospheric, because the first thing customers usually see when entering the website is Banner. A good-looking Banner can highlight the brand value of the enterprise and make customers feel professional. Banner size: suggested size is 1920px*460 or 480 or 500px Number of Banners: There is no need to design too much, because customers don’t spend much time watching Banners and mainly look at the content introduction at the bottom of the website, so three (or even one) is enough. Banner content: can show the company’s advantages (industry experience, production capacity, quality control, etc.), but also can show products (product appearance advantages, quality advantages or price advantages, etc.) Collation of Banner Data: Create a…

    November 12, 2019
    7380