Making use of business-to-business foreign trade to grasp the quotation skills

When the new customer sent the inquiry form, you reply in time, but there is no following. Are you quoted too high scare off the customer, or the price is too low, so that customers see that you are not an expert, and do not dare to risk business with you? It's not easy to quote old customers. Price pressure is very bad, do not know how to quote: reported too low, no money to earn, the newspaper too high, afraid of losing the order. How to quote only effective, foreign trade platform? Experienced foreign trade salesman first will be fully prepared before the quotation, select the appropriate price terms in the quotation, at the same time select the appropriate channel, using the contract payment method, delivery, shipping terms, insurance clauses and other elements of bargaining with the buyer, but also by virtue of their comprehensive advantages, in the offer to master the initiative.

　First, fully prepared before the quotation

First of all, careful analysis of the customer's willingness to purchase, to understand their real needs, to a targeted good price list. Some customers make the price low as a decision factor, so it is more likely to start by giving him a price close to the bottom line and winning the order.

Second, do a good job of market tracking research, clear the latest market trends. As the market information transparency, market price changes rapidly, therefore, must according to the latest market quote "market fluctuation" price, only the possibility of a deal. Now even a lot of formal, more powerful foreign businessmen in the domestic and foreign markets, market environment are very familiar with and understand.

Therefore, the company must also know the information. At the same time, as a long-term operating specialized varieties of professional firms, because of long time in the industry to expand, not only to understand the industry development and price change history, but also to the recent trend to make reasonable analysis and forecast. Speaking of market analysis, import and export data is a very good reference tool, because it has regional characteristics and industry-specific, so that you in the quotation targeted. At present, the data query service, in addition to the annual purchase, but also the emergence of a number of pay-per-view new model, such as IBU Global commerce and Export database, a wide range of coverage, according to the HS code, countries and regions and other conditions to filter inquiries, convenient and practical.

　Ii. Choosing the right price terms

Price terminology is one of the core parts of quotes. Because of which price terminology, free foreign trade business-to-business, in fact, determines the buyer and seller's responsibility, profit division. Therefore, in order to a quotation, in addition to try to meet the requirements of customers, they should fully understand the real connotation of the various price terms and carefully select, and then make a quotation.

If you choose to deal at FOB prices, in the freight and insurance premiums fluctuations in the market conditions in their favor. However, there are many passive aspects, such as: Because the importer delayed the ship, or due to various circumstances caused by the delay in loading, ship name change, will allow exporters to increase the cost of storage and other expenses, or so late payment caused interest loss.

If we choose to export at CIF Price, the problem of ship-to-cargo cohesion can be better solved, which makes the exporter have more flexibility and maneuverability. In general, as long as the exporter warrants that the goods are delivered in accordance with the contract, the importer must pay as long as the documents are complete and correct. In other words, an export contract with a CIF price is a specific type of "document-buying" contract.

Profits are generally not very high, so it is more important to be prudent in every aspect of the trade process than ever before. Some domestic enterprises export profit is good, their practice is, the foreign quotation, the first quoted FOB Price, so that customers of the enterprise's commodity prices have a comparison, and then inquire CIF Price, and insist on the domestic market arrangements for transportation and insurance. In this way, not only can give buyers more choice, and in the delivery of premiums can also earn a little difference.

　　Iii. use of other elements of the contract

Other elements of the contract include: Payment method, delivery date, shipping terms, insurance clauses, etc. In the factors affecting the deal, the price is only one of them, if it can be combined with other requirements and customer negotiations, price flexibility will be greater.

At the same time, can also be based on customer's geographical characteristics, buyer strength and character characteristics, commodity characteristics to adjust the offer. Some customers pay special attention to the high and low price, the order will be given to the cheapest seller, then quote directly to him you can provide the lowest price. Some customers are accustomed to bargaining, then, the first time the price can be reserved margin. And if a product in a period of time the market downturn, in order to seize the order, it may be possible to directly quote the lowest price. For the clothing and other seasonal very strong goods, to the customer commitment to fast and punctual delivery, no doubt you can let customers note your quotation. According to the sales light, peak season, or the size of the order can also adjust their pricing strategy.

Making use of business-to-business foreign trade to grasp the quotation skills