如何应对客户说价格高？

本文从以下几个方面分享：

1. 当客户说价格高，或超出预算，他们供应商那边的价格更便宜

2. 当客户说你报的价和我们现在供应商要高

3. 如何巧妙降价，用不同材料有不同价格

   
   

当客户说价格高，或超出预算，他们供应商那边的价格更便宜

1. 开门见山。因为贵与否是相对的，需要参照才能比较得出结论

Thanks for your feedback. Please advise the details as follows:

1) You mentioned price is too high, please help advise "compared to what"? 或者compared with what? Can you please explain? 直接问客户价格贵是和什么做比较？

2. When is the last time you purchased or inquired? 上一次采购或者询价的时间是什么时候？

Let's review what you have purchased and see if there's a better option for you. 以此委婉圆滑地表示：我们才能参照你购买地标准来重新核实下是否有更好地方案给你。

3. You said that the price is too high. I'd really like to work with you on this, so help me to understand- what exactly are you comparing this price with? 你提到价格很贵，我想我们得进一步做做功课，所以请你指明，具体把这个价格和什么做对比呢？

4. Please share with me what the price difference is, we will review and do our very best to narrow the gap. 请您告诉我差价多少？我们会重新核实，尽力去靠拢你的目标价

5. 如果你们是做中高档市场，价格合理，核心竞争力是质量，那么可以这么回复：

I completely understand. Price is extremely important to you and I know we're not the cheapest out there. Please let us know your budget and we will work on the solution for you. You deserve good value for your money, it's our common goal. 我非常明白价格对你而言是至关因素，我们的价格确实不是最便宜的。请告知你的预算，我们会研究下相应的方案给你，物有所值是我们共同的目标。

6. Yes, I understand that price is very important factor, but if you calculate all costs including maintenance and service you will see that in reality our products are cheaper. 是的，价格是很重要的因素，但是当你核算下连同维护和服务等附加费用，你会发现我们的价格更便宜。

再通过图文结合的方案，才能更加直观地和客户表达we are worth every penny

1. Our staff is well-trained and educated in this industry. We will save you money in the end because of our efficiency and know-how. 我们员工在这一行都是训练有素，受过良好教育的。因为高效和专业，我们会帮你节省不必要的开支。（突出人工费用）

2. We have been in business for 10 years and thanks to our R&D department, we always catch the latest trend in the market. 我们在这行10年了，在研发部门的支持下，我们总是在市场流行趋势的前端。（突出研发投入）

3. With required certificate and experience after-sales service, there was no clearance issue in the shipments we have arranged. 相关的资质证书和富有经验的售后服务，我们安排的出运没遇到过清关问题。（突出公司在资质认证的投入）

当客户说你报的价和我们现在供应商要高

Hello XXX,

Thanks for your email.

Due to Chinese New Year(long holidays), many pending-delivery orders are busy handling so we work 12 hours daily recently, not alone the workers work more time. After CNY, the labor cost is rising and 10% higher than last year. It's the same situation for raw material factory.

All these factors are driving our costs higher so as to influent prices. We believe our prices should be competitive. WHY?

1) In our local area, there are many raw material manufacturers and we keep good relationship with them. We have large and stable purchase quantity from them monthly.

2) We have sales records of all our customers. In EU markets, 40% are importers and brand/brand manufacturers, which means our prices are well accepted in the EU.

3) You are far away from customer complaints.

Our products are produced in anti-dust cleanroom workshops and with 100% new material. Some hand-made products we even make 100% inspection. Many of our customers are in food & catering industry, they have high requirement on cleanliness.

But anyway, we will recheck our prices and send you for evaluation again. My suggestion is we can know detailed item of your order and quality, so we can try to make efforts on the prices of your order items. Because without quantity, our prices are just for your reference.

Waiting for your comments.

如何巧妙降价，用不同材料有不同价格

Hi XXX,

We've checked your samples carefully, we found the reason why our price is always high for you. Please check the details below:

Usually we have different grades of material: A and B. B grade material was manufactured by various of China manufacturers, quality is ok. A grade material was manufactured by German- imported machines, quality is better. Also there is C grade material which price may lower, but it's not available for exporting. Customers cannot bear the quality, so I will not mention it again.

The fabric material of your lab coat sample was made approximately by B grade, it's nearly ok for your market. What we quoted to you was A grade, which is obviously better than your sample.

Anyway, we quote both prices for your reference: 

1) Based on your sample, B grade material, FOB Shenzhen: 20.30 USD/CTN  

2) Based on our A fade sample, FOB Shenzhen: 23.4 USD/CTN

We are making samples of these two types, once you receive them, we will discuss next step then.

Best regards,

今天就到这啦，上班搬砖了~