New customers send inquiries, and you reply in time, but there is no following. Is your offer too high to scare away the customer, or the offer is too low, let the customer know that you are not an expert at first glance, and dare not risk doing business with you? It is not easy to quote old customers. He will succumb to his strength and press the price so badly that when you receive his enquiry, I don’t know how to quote: it’s too low, no money to earn; it’s too high, and he’s afraid he’s given the order. other people.
How to quote is valid? Experienced exporters will first fully prepare before the quotation, select the appropriate price term in the quotation, and use the payment method, delivery date, shipping terms, insurance terms and other requirements in the contract to bargain with the buyer. Take advantage of your own comprehensive advantages and take the initiative in the quotation.
Fully prepared before the quotation
First of all, carefully analyze the customer's willingness to purchase and understand their real needs, in order to prepare a good quotation. Some customers consider low prices as a more important factor, and report the price close to your bottom line at the beginning, so the chances of winning an order are high. Mr. Zeng Haojun of Guangzhou Textile Industry Union Import & Export Co., Ltd. said: "We will carefully analyze the true purchase intention and intention of the customers during the period from the customer inquiry to the official quotation, and then we will decide to give them a tentative offer. Disk), or official quotation (solid)."
Second, do a good job in market tracking and research to understand the newer dynamics of the market. Due to the high transparency of market information and the rapid changes in market prices, exporters must rely on the newer information to issue prices--"going on the market". Mr. Sun Fuqiang from China Silk Import and Export Corporation said that now they are doing business with their company, which are regular and more powerful foreign companies. These foreign companies have offices in Hong Kong and China, and they are in both domestic and overseas markets and market environment. Very familiar and understanding. This requires the export company to be well informed.
Mr. Sun’s experience is that business people often go to the factories in Zhejiang to collect the supply, and the selling prices of some local manufacturers are very clear. At the same time, as a professional company with long-term business-specific varieties, it has not only understood the development of this industry and the history of price changes, but also made a reasonable analysis and forecast of the recent trend.
Choose the right price term
In a quote, the price term is one of the core parts. Because the price term used actually determines the responsibility and profit of the buyer and the seller, so before the exporter prepares a quotation, in addition to trying to meet the customer's requirements, he must fully understand the various The true meaning of the price term is carefully selected and then quoted based on the selected price term.
Choosing to trade at FOB price is beneficial to the market conditions where freight and insurance premiums are not volatile. However, there are also many passive aspects. For example, due to delays in the dispatch of the ship by the importer, or delays in the loading period due to various circumstances, the change of the name of the ship will cause the exporter to increase the expenses of storage and other expenses, or the late payment of the goods. Causing interest losses. The exporter controls the export goods. Under the FOB price condition, since the importer and the carrier contact the ship, once the goods are loaded, the exporter even wants to resell the goods in transit or destination, or take other remedies. The measures will also take some trouble.
Under the condition of CIF price export, the problem of cargo and cargo connection can be better solved, which makes the exporter more flexible and maneuverable. Under normal circumstances, as long as the exporter guarantees that the goods delivered are in compliance with the contract, the importer must pay as long as the documents submitted are complete and correct. After the goods have passed the ship's rail, the importer shall not refuse to pay the goods due to the damage of the goods even if the goods are damaged or lost when the importer pays. That is to say, an export contract that is sold at a CIF price is a specific type of "document sale" contract.
A savvy exporter must not only be able to grasp the quality and quantity of the goods he sells, but also grasp every step of the process of collecting the goods to the destination and collecting the goods.
For the loading, transportation and risk control of goods, we should try our best to obtain certain control rights, so that the profit of trade can be guaranteed. Some large multinational companies, in order to obtain favorable conditions for transportation and insurance, require Chinese exporters to trade at FOB prices, which is to guarantee their own control. For example, most of the goods exported to Japan are FOB prices, and even if the exporters provide very favorable conditions, it is difficult to change the price conditions. So in the end is to cater to the needs of buyers, or adhere to their own principles, the exporter is more necessary to consider when quoting.
In the current situation where export profits are generally not very high, it is more important than ever to carefully calculate every aspect of the entire trade process. Some export enterprises in China have good export profits. Their approach is to quote FOB prices when making external quotes, so that customers can compare the prices of their products, and then ask for CIF prices, and insist on arranging transportation and insurance in the domestic market. They are very honest, saying that not only can they give buyers more choices, but sometimes they can make a little difference in the insurance premiums.
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