①常规的跟进,询求客户对价格的看法,记得长话短说。
Can you please let us have your comments on the offer we sent on +月日?
②如果客户继续不回复:
May I know if you get my offer on+月日?I am attaching again herewith the offer for your reference. Hope to get your feedback soon.
③继续不回复,利用报价的有效期说事。
Friendly reminder on the validity date. Can you please further advise if the price is workable for you? Price will be invalid on+时间
④继续不吭声。发最新产品/宣传册子,最新出货记录照片,尺寸要控制在1MB以内/目录控制在3MB以内。
Here is our newest model which will be in the market soon. 或Just shipped
container to your country and please see some photos for your reference. Any news from you?
⑤也可以发展厅样板照片,并说:
Well organized showing room and free samples are ready for your quality checking.
⑥对于有潜力或者比较大的采购商,可以主动表示提供免费样板。
⑦同行刺激效应。
此方法不是首选,而且不建议对欧美比较严谨的客户。可以对付印度,非洲客户。
⑧低价诱饵效应。
可对印度,中东,南美那些无限追求低价的国家客户。
可以探下他们的目标价 Can you please advise your target?
如果你的价格很有优势很可能就拿下单子。但是如果价格低到你做不下去,也要在下封邮件展开攻势,highlight出产品的优势和卖点,并表示price will be more competitive if you can allow to adjust the quality 这里面两个意思,一分钱一分货,你们价位高是因为这些优势,第二个意思他愿意妥协质量,价格可以再优惠 。
⑨雷打不动,可以开门见山:
Much appreciated if you can further offer some comments. Then I can know if you still get interested in our products. Otherwise I will stop to bother you.