在外贸行业中,良好的沟通技巧对于建立和维持与客户的良好关系至关重要。今天小编根据过往的资料整理的一些实用的外贸沟通话术供大家参考:
一、承诺
在客户确认样品达到预期后,给客户适当的承诺有利于打消客户疑虑,促进客户下单,尤其针对某些注重品质的客户。
I guarantee that there is no difference in quality between the products we send you next month and what’s samples you saw just now.我保证在质量上,我们下月发给你的货物和刚才你看到的样品是一样的。
Our products are always good as the samples we send ,I can promise there will be not debasement of quality.我们的产品一直如我们发给你的样品那样好,我能保证将不会降低质量。
二、报价
标准的报价往往包含以下信息:品名、价格有效时间、可供应的数量、交货时间等,但在实际与客户的沟通过程中,有经验的外贸人为了留下讨价还价的余地,往往会漏掉某些信息。
We are pleased to quote you for 1000 dozen man shirtsas for the sample you send before at price 5 / piece CIF New York for promote shipment.我们很高兴向你方报1000打男式衬衫的样品价格,5元/件,CIF纽约,以促进装运。
In compliance with your request we are now offering you 1000 dozens magnifiers at 30$ per dozen CIF San Francisco September shipment.根据你方要求,我方提供你方1000打放大镜,每打30美元,CIF 旧金山,九月装运。
三、包装
在产品包装方面,大多数情况下强调对产品的保护功能和性价比。
Our packing is strong enough to withstand bumping and rough handling under normal conditions.我们的包装足够坚固,正常情况下经得起碰撞和野蛮搬装运。
The cartons lined with plastic sheetsare water proof.内衬塑料袋的纸箱可以防水。
All the goods will be packed according to the special way you require.所有货物根据你方要求的特殊方式包装。
Cartons are less expensive, lighter to carryand cost lowerfreight.纸箱相对便宜,轻易搬运和运输费用低。
四、不降价
当客户要求的价格低于我们可以接受的范围时,我们往往需要强调价格的合理性。
I dare say that the price we offer compare favorably with any quotation you can obtain elsewhere.与你从其它任何地方获得的报价相比,我敢说我们的报价是最合理的。
Our offer might be a bit high, but you will soon make bigger profits when market fluctuation stopped.我们的报价也许有点高,但你很快会发现当市场波动停止时你会获利颇丰。
The present market situation is on the upward our trend ,so you don’t have to worry about the profit.当前市场趋势是上升的,所以你不必担心利润。
There is so many rich people in your area ,to them a high price means a good quality product.你所在的区域有这么多富人,对他们而言,高价格意味着产品高品质。
Your bid is obviously out of line with the price ruling and the present market.你的报价明显出乎了当前市场主流价格。
五、降价
毫无条件的降价当然不可取,大多数外贸人在降低价格时,会伴随订单量的限定、付款方式的要求。此外,我们可以通过生产期的安排,运输方式的不同,便于自己的安排,节约交易成本,弥补降价损失。某些客户为了获得低价,甚至可以接受某个零部件或加工步骤的替代。当然,为了保证建议的可取性,需要外贸人对产品生产细节和市场环境的熟练把控。
If you increase your initial order to 30,000 , I suppose we could consider reducing the price to 32$ per unit.如果你将订单增加到 30,000 的话,我想我们的单价可降到 32 美金。
If you double the order, we may consider giving you a 8% discount.如果订单翻倍的话,我们可以考虑给你 8%的折扣。
Inorder to windup this transaction with you, we are ready to take 3% off this original quotation.为了和你加强联系,我们已经在原来的报价上降价3%。
Considering your substantial order we can give you this exceptionally treatment.考虑到你的有效订单,我们对你做出特别对待。
As a special accommodation we are agree to your D/P payment terms, but only for once.作为一个特例,我们同意你方的 D/P 付款条件,但仅有一次。
六、催单
当所有细节商定后,客户迟迟没有下单,常规的催单方法包括对报价有效时间的限定、生产时间的安排等。
Our product is in great demandand supplies is limited so we would recommend that you accept this offer as soon as possible.我们的产品需求量很大,供应有限,因此我们建议贵方尽快接受这一报盘。
The sprices is steady raising , we’d advise you to place your order without delay.价格正在稳步上涨,我们建议您尽早下订单。
If we can receive your order within the next 10 days, we will make you a firm order at the prices quoted.如果我方能在 10 天内能接到你方订单,我方将按所报价格确定订单。
I’d to remind you that we have to withdraw our offer if we don’t hear you by next Monday.我们要提醒您,如果我们到下周一还没有收到答复,我们就不得不撤回报盘。
以上话术仅供参考,这些话术可以帮助你在与客户的沟通中更加自信和专业。记住,在每一次沟通时都要真诚、尊重并且保持耐心。此外,根据不同的文化背景适当调整沟通方式也是很重要的。与客户的沟通是一门学问,尤其在价格的拉锯方面,更需要外贸人对产品和市场有清晰的了解,而不仅仅作为boss的“传声筒“。相反,专业有效的沟通让客户即使没有下单,也留下”值得联系“的印象,这就增加了一个高质量的潜在客户。