ZDN

2023-02-06 14:21

屡次要降价的客户，怎么破？

产品Auto Electrical System

金额$2000-10000

国家荷兰

客户背景：荷兰的一个中小老客户，职位是老板，他网站的产品跟我们产品十分匹配。

客户性格特点：我已跟客户合作3年多，每次出货他都很计较运费，他是个能省则省实用型的客户。

春节假期我收到客户一封邮件如下，他说他有个小订单，他让我度假回来后给他报价。附件有他的PO。

Hi Belle,

I have a small order, I know you are not there enjoy your holidays☺

When you are back again let me know the price below from the monitor.

Met vriendelijke groeten,

Koen

好家伙，客户在PO上附上了去年的产品价格以及产品重量体积等信息。可见他也是个做事很有原则，很谨慎的人。我报价的产品信息变化可能都会逃不出他的火眼金睛。

收到他邮件，我没有及时给他报价，原因是我看了他给的价格跟我能报价给他的价格相差有些大，需要他增加数量才能得到他想要的价格。因此我想拖一拖他，并回了他一封邮件如下。

我说很感谢他的新订单，我需要跟我团队讨论下给他最好的价格，我将在29号回复他。

Dear Koen

Thanks for your new order, i need to double check with my team and give you best price. We will back to you on 29th.

Thanks in advance

Belle

等到29号上班，我回复了客户一封邮件并给他报价了。但是我邮件说了我遇到了困难并列举出来，需要他帮忙解决。这个困难就是必须增加产品数量才能得到他想要的价格。

Hello Koen

I am back to work today.

Hmm, i meet a diffculty for your new order, and i need you help to settle.

1、Please can i know A can be added to 300pcs? I want to double check with my team if we can keep you $17.99/pcs but i need your quantity to support me.

2、Please can you add B and C more than 300pcs? I am sure that we will have best price for more than 300pcs.

The prices are for your reference.

Thanks in advance

Belle

客户当天就回复我了，他问我上个月我们还有买100pcs送5pcs的活动，现在他买240pcs A产品没有5%的折扣了？

Hi Belle,

Just a month ago you mailed, buy 100 and get 5 for free, now you are adding it.

Now I buy 240 cameras without the 5% discount?

Bye,

Koen

我回复客户如下，我说那个买100pcs送5pcs的活动已经过期了，你能增加A产品到300pcs，我相信你能做到，我明天给你回复价格。

Hello my dear Koen

The promotion of buying 100pcs and get 5pcs for free was expired.

Please can you add to 300pcs A? I am sure you can do that. I will check the price and back to you tomorrow.

Thanks in advance

Belle

客户回复我说这个活动是没有法律效应。意思还是要我降价给他。

I am sure an expire date is something you from your selves, there is no law☺

Bye,

Koen

第二天，我回复了客户的报价，把数量提高了，价格也更新了。

Hello Koen

Please check the updated prices we give you as below.

We also want to hear your suggestions.

Belle

果不然，客户第二次跟我讨价还价，他的意思是他上次有个项目，他才下了300pcs A。现在他想要下200pcs A, 他接受折中价格， 18.5usd。

It’s Ok,

Last time I had a project, this time it’s just stock so I don’t know how long it takes

Do the 200 pcs for USD 18,50 and we meet in the middle

When I ordered 4 weeks ago you would have done 18 ☹

Bye,

Koen

我回复客户，运用了朋友发给我汪老师课程中的这段话。我说，什么？18.5usd 我们做不到，我老板会杀了我的。后面我还很诚恳说了我给了他的价格很低了，再问他能不能现在发PI给他？

My Koen

What? $18.50 for 200pcs，Nooooo, i can not do that , my boss will kill me, i really give you the lowest price.

Please let me work with you for loooooooong time, i like to work with you.

By the way, do you want to use your agent to send or our FEDEX? and how to pack? I want to check the cheapest shipping cost for your reference and send PI to you.

Thanks in advance

Belle

客户第三次再跟我讨价还价，他要B的价格是3.95usd，而不是我报的4.35usd。

Ok, but then make the cable price same as last time 3,95 and not 10% more expensive

Bye,

Koen

客户没有增加数量一个订单里的三款产品都跟我讨价还价了呀。此刻，我唯有打感情牌了。我跟客户说我们已经合作了3年多了，你知道我的做事风格，我不喜欢抬高价格去谈订单，我真的遇到困难了，我需要你增加数量支撑我去跟公司要更好的价格。

Hello Koen

Please can you add the cables to 300pcs? I really need big quantity to support me to negotiate price with my company.

I've been working with you for over 3 years, and you know my style, i don't like to raise the price to do business. You like to work with me, me too.

What I have given you in recent years is the company's floor price. If I can still apply for the price,i will try my best. But I do have some difficulties this time, i hope you can understand me.

Thanks in advance

Belle

最后客户妥协了。

Hi Belle,

The total number of cables is 350 pcs so I don’t understand your question about 300 cables quantity?

Bye,

Koen

我发PI给客户了。因为这个客户经常会纠结运费，为了夜长梦多，我先把订单接了，后面再另外做PI为运费。

Hello Koen

Thanks very much, i know you always the best.

Please can i send PI as follow items now? The shipping cost will be in next order, is ok?

Thanks in advance