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【外贸干货】万能开发信模板

2021-02-22
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02/22

谈价篇

01重心转移式谈价

Warm Tips:

此模板可用于有些客户一直拿着其他家价格来压价,在此之前却没有测试和实际了解你们产品之前,可以先从侧面先转移客户重心,让客户先测试样品,再来谈价。

Hi Janson,

We firmly believe you can get better price from others.

However, what you request price we really don't know how to go head.

Let me show you something different between our company and xxxx company. Firstly: Quality Assrance

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Secondly: The third party certification

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Thirdly: International office to support you fast after-sales service

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Fourthly: photos show you the truth

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx , pls check the attachments.

Dear Janson, we believe that you will be very happy to cooperate with such a company who can take more responsibility, better quality assurance and more convenient service, right?

Last, but most important for you. If you can order 8tons in a time, we can give you an absolutely attractive price and competitive quality. So, could you test our sample at first? so that you can check which one is really better for you, how’s your idea?

Sincerely

02价值主导型谈价模板

Warm Tips:

强调价值,谈价值而不是一味的跟客户谈价格,说你的质量好、服务好,务必要做到具体化,量化,细化!

Dear Alice,

Tks for kindly to copy Tom's email to me. Yes, it's not your mistyping. And this is really the best BCD Silicone can support you even without any profit.

coz, they want to win a new opportunity.

But we don't think it's a long time business relations, no one can do business without any profit forever, for the first or two times that is ok. And stands on this eyes, it's easy to find we really give you our best support.

And yes, this is the truth at moment, comparing to BCD and EFG, our RTV-123 seems the highest price at moment. But my friend, Dear Alice, when you buy a product, the most important for you it's to get its value not just a price, right?

Here, I can make example for you—

BCD Silicone: 20.12$/kg---> 1500 copy times

EFG Silicone: 20.25$/kg---> 1200 copy times

ABC Silicone: 20.98$/kg---> 2000 copy times

That mean, if you want to get 6000 copy times, you will take--

80.48$ for 4kg BCD Silicone;

101.25$ for 5kg EFG Silicone;

62.94$ for 3kg ABC Silicone;

May we know which one is really cheaper for you?

Further more. below is our unquie advantages:

xxx

xxx

xxx

Dear Alice, you are such wise business man and strong& professional in silicone filed. We think the most important for you is to buy a reassurance &stable quality, especially for chemical products, right?

And I trust you will chose the most suitable & valuable silicone for your market, yeah?

Pls post your idea, tks!

03间接让步式谈价模板

Warm Tips:

1.此谈价法,是本身价格已经无法再降,为了保证长远利益,也为了第一次合作,则可从运费或付款方式上做让步;但是价格坚定立场。

2.有条件的让步

3.从运费或付款方式上让步

Dear Jim,

Yes, FOB Shenzhen 20$/kg is really our bottom price, as nothing is much more important than the practical values that our products can bring your market. Yes? If we could not cooperate just because of the price, we think it is really a big pity for both of us for the long term business relationship.

For us---we will lose a potential &valuable customer.

For you--you will lose a stable and believable supplier.

As we both of us pay a lot of time and energy to reach the cooperation. So, shall we make a compromise to start the first cooperation?

If you can enlarge your qty from 800kg to 1000kg, we can bear 100$ for the shipping cost and support you this payment terms 50% T/T in advance and the balance against the B/L copy at sight. How's your idea?

Waiting for your comments soon.

04直接让步式谈价模板

让步式谈价核心点:

不卑不亢,友好和谐

同时也可留给客户一点紧迫感,促进双方合作步伐

Dear Gehard,

Good Afternoon&Thanks very much for your call in the morning!

Regarding to your worries on the costings,we sincerely understand your position on this tough point. With our communications via phone calls&emails, especially your visit to our factory, I think you and our company are already very good friends. Personally speaking, I do not want to make my customers feel disappointed. As to make a friendly start on our long-term co-op, we'd be happy to reach a compromise on the price for our last further step on negotiation---

FOB Shenzhen xxx USD/KG basic your qty=5tons

Package:

Expiring Time:

Delivery Time:

Validity: 15 days

urrently Exchange Rate:

ear Gehard, pls kindly believe that the price is really our bottom breaking price.

As you know, we have to protect every customer's interest and meanwhile to avoid the vicious price wars, each company has to fix a local price rule on the products for every single target market, including ours, Yes?

Pls sincerely understand our tough position.

Furthermore, a decision from our board of directors will soonly come into being. Due to the continuous increase on our Chinese Currency, we are going to re-adjust on our dollar-denominated price in the coming December, 2014. Pls kindly be noted. Thank you!

Dear Gehard, Wishing our friendly business talk this time will lead us to final co-op.

However, if bottom price still can't acceptable at your side, and you can find some other suppliers who can offer you cheaper price but satisfactory quality, pls just feel free to let us know. We will also be happy for you, even though it would be a pity for us both sides. As we can be good friends, and we are already good friends since our last friendly meet in our factory, right?

Pls advise your idea. Thanks!

05折中法谈价模版

折中法谈价:

1.用客户目标价+我司报价/2

2.从视觉和理性的角度给客户一个折中的让步感觉

Dear Gary,

Good afternoon&Thanks veny wk tor your call in the morning!

Regarding to your worries on the costings, we sincerely understand your position on this tough point. With our communications via phone calls & emails, especially your visit to our factory, I think you and our company are already very good friends. Personally speaking, I do not want to make my customers feel dispointed. As to make a friendly start on our long-term co-op, I have try my best effort to apply my company to reach a compromise on the price for our last further step on negotiation—

Rince your target price is 20.28$/kg, while 20.88$ is our best price, right? (20.18+20.88)$/2=20.53$/kg

So, 20,53$/kg will be the reasonable price to show both side's sincerity for the cooperation.

Pls post your idea. tks in advance!

06二选一式谈价模板

Warm Tips:

当谈价几个来回之后客户依然坚持,为打破这种僵局可采用多重组合或二选一的方式来促进订单进展。

Dear Sherif,

We totally believe that you can find cheaper price from China, as there are really some new companies showing up. Meanwhile, as for the increasing cost of raw material and labor, and the decreasing exchange currency rate, the rise of the price is a tendency. It means the best quality would need the highest-quality labor, the best equipment and raw material.

And also we definitely believe you would agree that there is no cheap pricing for best product, since there is no deal if there is no profit, right? Just like Dow-corning silicone, who is the famous brand with good reputation & high price in the world, but it's also a perfect quality.

Dear Sherif,

1.As we know your month consumption is 2T/month, right? So, if you can increase the trail order from 1.5T to 2T;

we can support CIF Manila xxx$/kg to start our first cooperation and support you as the experiential marketing, so that you can have enough samples &time to test it.

2.If you stick to YY$/kg,we have another kinds product can meet your requirements, just color and duplication times will be little lower than the first one.

Pls post your idea, tks in advance!

07客户鉴证式谈价模板

Warm Tips:

1.所鉴证客户一定是要不在同一个市场同时跨区域很远

2.所鉴证客户最好把客户抬头信息隐藏起来

3.此客户如有签协议是不能用来做客户鉴证的

Hello, Dear Jim,

Honestly, this price is really very reasonable basic on this nice quality silicone. Since you know high quality products need high quality material,advanced equipment, hi-tech talents technical, excellent workers etc. This is why we become more and more popular in the market.

Attached is the Pl&bank receipt from one of our customer who is the 2nd big distributor in USA and he always order from us 8tons/month as the same silicone you wanted. It's easy for you to find which FOB Price is 20$/kg. We know Asia is different from USA market, and you need a better price that customer can accept it.

Jim, my dear friend, our profit is really very low based on your quality, now if you cut 1$/kg, we will no any profit and it will be rejected by our financial dept. coz, it seems no meaning to accept this order, which not only makes our workers tired but occupy capital. If we force ourselves to accept this order, we may have to bring down the quality to average our cost.

So, Dear Jim, 19.58$/kg is already our best price, pls kindly evaluate our price again.

08借力or换身份谈价模板

Warm Tips:

学会借力,以经理身份跟客户谈价,告诉客户你们最后能给的价格,同时给出一点小技巧让客户尽快确认订单。

Dear Stefan,

Good morning!

This is , Ms jesse's manager from ABC Silicone Co, Ltd.

Thanks very much for your kind support to our company and our work!

We feel greatly honored to have the chance to offer you service on RTV-2 Silicone Rubber Material.

Thanks for your good news on the sample test. Nothing is much more important than the practical values that our products can bring your market, right?

Regarding to the Quotation Record Jesse discussed with you on last week —

EXW 20.18xx $/kg basic on your qty=3tons

To be frank, Jesse already did her best to support you. Since the 3rd plenary session of the 18th of Chinese CCP just finished, and there are a very important new policy for us. In order to keep Chinese silicone supply of essential, government will restrict silicone and its export amount from next year. So all export tax rebating os silicone will be canceled. Thus,all the price of silicone raw material will go up on Jan of 2014. In order to survive, we also have no choice to adjust the price from 1st of Jan, 2014, and I think you can find a large scale suppliers relative silicone filed increasing his price under this policy, pls kindly noted.(虚实结合给客户紧迫感)

We know your big holiday Xmas is at hand, so, time is urgently for both of us to confirm this order. Here, as a sales manager, I don't want to discuss more abt this price with you. EXW 19. 08usd/kg is the bottom price I can give you directly If you can order before23 rd December(有条件的让步)

Pls post your idea, tks in advance!

Warm Tips:

对于一些大客户,一直谈价的,可以总经理的身份、以公司名义给业务员的邮件,制造一种我们内部沟通的假象。让客户相信这个价格真的是最低价,有一种赚到的感觉、一种贏的感觉。

Translation in English

From:“总经办 nfo@XXXXX.com”

To:“@xxxxx.com”

CC: "Sophie<sophie@xxxx.com”

Sent:“2014010-0211:59:34 ”

Subject: About the price offer to xxxxx LIMITED

Good morning!

I was heard that you have won the No. 1 Sales team on last month.

Congratulation!

Abt your application of special price to support Sophie's 3A customer xxxxx LIMITED.

I know as a sales manager, you always want to try the best support for your team's work. However, it's hard for me to accept this special price even I'm the General Manager.

After much cogitation of all the changeable cost, pls offer XXXXXX LIMITED YY$/KG based on 6 tons. Although it's still a bit far away his target price, but this is best efforts even for 10 tons. (为避免后面客户再次谈价做铺垫)

And explain to Mr. Steven, what we could do better in future is to provide them better quality, better service and more excellent technical supports.

I will close this case for another important meeting with Sam in USA. (给客户紧迫感)

Last,pls send my best regards to Steven and XXXXXXX LIMITED

Mr. Cheng

General Manager

收款篇

01做PI后确认账号

Warm tips:

1.做PI后,付款账号的多次重复,与核实非常重要

2.澳大利亚和科威特客户被骗案例

Hi. Jan,

Attached is the Pl, pls check & confirm it.

Once you make the payment, pls send us the bank receipt so that we can arrange the goods for you without delay.

And pls kindly noted below is our bank account, and don't trust any changed information abt the payment.

BENEFICIARY:

BANK ACCOUNT:

BENEFICIARY BANK NAME:

SWIFT CODE:

BTW,when will you arrange the transfer? pls advise! then, we'll call you to confirm the bank information again so that avoid any cheated by hacker or others(电话再次确认再次保证无误,同时也可以迂回的确认客户付款时间的)

02间接式催款

通过船期安排间接式催款:

Hi Jan,

Hope you doing well!

Considering we are in busy season and your latest shipment is--

Closing Date: ETD:

May I know have you make the payment yet?

If so, pls send me the bank receipt so that we can arrange the production immediately.

通过价格提醒间接式催款:

Hi Jan,

Hope you doing well!

All of your raw material have ready, may I know have you make the payment yet?

If no, hope you can transfer the money before this Friday so that we can keep the best price for you.

If so, pls send me the bank receipt so that we can arrange the production immediately.

迂回式间接式催款

Hi Jan,

Good day!

We just got a payment this morning, which is very similar to your total amount. May I know is that yours?

If so, pls send me the bank receipt so that we can arrange production without any delay.

运输篇

1告知客户船期

告知客户船期安排:

1.Closing Dates=Cut-off--截关日期

2.ETD: estimated time or departure 缩写预计开船日期

3.ETA: estimated time of arrival 缩写预计到港日期

Hi Jan,

There liner is twice a week, below is the shipment details--

Closing date--Wednesday (11th of Oct);

ETD--Thursday(19th of Oct);

ETA--on abt 13days( 1st of Nov)

Closing Date-Monday(9th of Oct)

ETD--Friday(13th of Oct):

ETA- on abt 13days(25th of Nov)

In order to catch your peak sales season, hope you can confirm this order before this Friday.

So that we can arrange the fast shipment for you.

Waiting from you soonest.

2告知客户已发货:

Warm Tips:

告知客户发货的同时最好附上图片以便于让客户感受到进展的真实性;

做好提前量;发货后一般要一周的样子货代操作那边才会跟你要补料做 B/L;

提前跟客户确认好收货人和通知人的信息以避免出现急匆匆跟客户确认但(客户放假,出差等)造成信息确认不到的情况。

Hi Jan,

Your goods have delivered out this morning, attached is the goods pictures, pls check it.

And pls kindly to confirm some information as follows so that we can prepare to make the documents for you without delay.

3告知客户已发货加分小技巧

Hello Dear Ben,

Tks a lot for such kindly reply.

Here in order to make you checking the goods details more convenient &clearly, I have make some tables with the useful information in the attachment. pls check it.

Should you any other questions welcome to me anytime.

收款备货

1.收到客户付款底单后,记得第一时间核实底单信息确认无误后,马上回应客户,如有问题要及时跟客户讲。

Hi Jan,

Tks for your bank receipt, once we got the transfer, I will let you know.

The goods will be arranged in production line immediately.

2.收到客户货款后, 也要及时跟客户说以免客户担心,同时再次 告知客户大概备货情况,运输安排。

Hi Jan,

We just got your payment this morning.

Your goods will be prepared well next Monday.

And we'll delivery it out on Tuesday so that it can catch the latest shipment of next week.

Any update news I will let you know.

4和客户确认单据

Warm Tips:

1.单据最好一次性把B/L,FE,CI,PL,一次性跟客户确认好,而不要今天让客户确认提单,明天让客户确认FE;

2.很多时候我们都会答应客户在大货中付一些免费样品:对于 像印尼,俄罗斯,南美等很多海关特别黑的地方一务必要把免费样品作为客户购买的产品平摊费用进去以免不必要的麻烦;

3.其次,如果有的客户是有拿发票到海关备案,那么他对单据的要求是所有Invoice上的抬头,单价都必须跟Pl上的完全一致,这时候如果你有寄样品,就需要跟客户确认好要怎么做这个Invoice;

4.多用 In order to 的句型, 让客户更容易接受

Hi Jan,

Your goods is still on custom clearance. If everything it will be released out next Monday, attached is the documents of B/L Form E, Invoice Packing List, pls check & confirm it.

PS: Dear Jan, in order to help you make custom clearance more convenient &smoothly in Jakatar, your FOB unit price will be little changed on the invoice, as we take the free samples shared the cost equally.

Are there any questions welcome to me anytime.

Your urgently confirmation will be highly appreciated.

5单据派送

Warm Tips:

1.单据派送时,虽然提单上有清楚的开船时间,也要再次告知客户船期动态以及到港时间,以便于客户更清楚的了解货物情况。

2.单据派送时,务必再次扫描附上所有正本原件给客户,并告知客户你寄了哪些单据,以便于客户查收。

3.同时告知客户单据收到时间。

Dear Jan,

The goods have departured on Monday, it will arrive on 18th of Nov.

All of your original documents of Invoice, Packing List, B/L, FORM E have sent out by UPS today. pls find it in the attachments.

The tracking No is XXXXXXXXXX, it will arrive to your office within 2days.

It will arrive to you on abt 9th of Nov, you can go wwwups.com to follow it. Once you get it, pls let me know. tks in advance!

Cheers

6单据送达确认

Warm Tips:

1.单据是否被客户收到,一定不要忘记查收快递并告知客户再次确认。

2.如果是第一次做进口的客户,务必提醒他们把所有单据收好并保管好,特别是提单的重要性,一定不能遗失以免造成不必要的麻烦。

捷克客户遗失提单案例:

Dear Jan,

I just check the UPS, documents have receipted by Nancy on the afternoon, 9th of Nov.

Have you got it?

If so, pls take over it well especially don't lose the original B/L, as it the property certificate of your goods! Shipment will arrive on abt18th of Nov.

Pls ask your agent to prepare everything well for you to pick up the goods in advance.

Any questions pls don't hesitate to contact me anytime.

Cheers

7货到港提醒

Warm Tips:

货快到港的前一个星期的样子,务必再次通知客户,特别是对于船期很久的客户,再次告知客户当地代理信息,以便于客户提前准备,同时也显示你专业的售后服务。

Dear Jan,

Your goods will arrive on 18th of Nov (this Thursday): pls ask your agent to prepare everything to pick up it in advance.

Below is local agent information again, pls check it—

Xxxxxxxxxxxxxxxxx

Xxxxxxxxxxxxxxx

Xxxxxxxxxxxxxxxxxx

Once you get the shipment, pls check if it's in good conditions, especially package and qty. Should you any questions welcome to me anytime.

朗读
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