Quotation Tips for Price-Sensitive Customers
As the saying goes, we should shop around before purchasing. So consumers often like to do various comparisons in the process of purchasing and they hope to buy cheap and fine products. In order to attract different consumers, merchants often adopt different price strategies. This phenomenon is also very common in the process of international trade, especially for some customers who are sensitive to price. What should we pay attention to when making a quote?
Before offering a quote to a customer, we need to know as much as possible about the customer's situation, such as the country from which the customer came from. If it is a price-sensitive market like India, when recommending the product, you can choose to recommend some cheap products. And the price is more advantageous, first attract customers' attention from the price, and gradually recommend other styles or products in the process of further in-depth understanding. If you give the customer a high price at the beginning but there is a product that is more suitable for the customer later, the customer may lose interest in continuing to cooperate because of the high price, so pay attention to the order of recommendation of products. If the customer belongs to a relatively large company, when recommending the style and quotation, the range of the style of the gradient can be appropriately provided for the customer's reference, such as the styles of low, medium and high grades, and displayed to the other party according to the gradient of the price. Because even large company customers may purchase basic grade products or purchase products with different price gradients, so you can provide different grades of products for customers, and attract more attention from them.
In another case, if the price of the cooperated customer needs to be adjusted, especially if the customer is very sensitive to the price, you must pay attention to thoroughly explain the reason for the price adjustment and convince him. For example, the reasons for price adjustment are analyzed from the external factors such as raw material price adjustment and labor cost increase. Otherwise, he may be expected to think that the supplier wants to obtain high profits, so he has a bad impression on the supplier and affects the future cooperation relationship.
I recently encountered this situation in the price communication with a partner customer:
Mr. A took a fancy to one of our new models and asked about some special configurations of this product during the inquiry process, but the customer’s previous order did not involve the relevant special configuration, so these special configurations were not included in the quotes provided to the customer. However, after Mr. A reported the price to the upper-level leader of the company according to the special configuration, I immediately came to realize that the customer's request was in accordance with the new standard after he let us provide the relevant certificate of special configuration. However, the price of the special configuration was quite different from the standard configuration, the other party was very angry about this and thought that we should not mislead if we did not know what they were asking for. It also made customers have a lot of negative impressions on us. One of the warnings given to us through this incident is that even if some customers are already cooperated, when the customer mentions the special circumstances of the product, we must first confirm with him and then make a precise offer to make it.
Every day, we may respond to the inquiry and quotation from different customers, but only by analyzing the situation of the customer and prescribing the right medicine can we cooperate with the customer as much as possible.