外贸人如何争取要低价的客户

如果客户因为别人价格更低，找别的供应商下单，我们还有机会吗？要怎么争取呢？先看看下面的邮件，看看怎么能再努力一点….

Dear xxx

Greetings.

We would really love to help you on this project to start our first cooperation, let’s do something to strive this order.

Could you please help me on it? (we trust lower prices usually have some reasons) Would you please help me to ask your supplier who can offer you only $xxx with xxx(product name) and send one sample to us?

Then our tenical can find out difference and we will try to make it clear if we can do better price for you with exactly the same quality.

We will pay for this sample and the delivery cost, just need you ask them to send it to my house address. like this way, your supplier won’t be hesitated, they don’t doubt it would send to their competitors.(这里要样品的时候，其实我们也可以用自己另外一个邮箱去跟客户的竞争对手要，但是为了多找机会跟客户沟通，我们就请求客户去跟供应商给我们寄样品).

We need your help really, it’s very important for this project. we are so confident in our price， we sure this would bring mutual profits for both of us.

Thanks for your time and hope get back from you.

Yours xxx

很多时候我们碰到一些新客户，他们会要求我们给他分享当地成交的一些客户信息，如果是真实的客户，对于这个问题，我们可以分情况来看。一般是拒绝，说这是公司的规定，这些已成交的客户我们都会有自己的保密协议，不能随便透露相关信息，你如果在我们这里成交也是一样，我们也会替你保密，这样才公平。

Dear xxx

Greetings.

Thanks for your ideas, sure we can understand it.

We have made many projects in Europe, here kindly check some real pictures sharing from clients.

In fact, we met many clients who asked the same questions like you. but according to our company rules, we need to keep secrect for all the clients who bought from us. Everyone would be the same way, as your reliable supplier, we should keep your right on it, you information too. Hope you can understand.

In the future, when others ask me about your information, we will also refuse to share it. we trust you can understand my concerns.

You can come to our factory to check product quality, or you can go to the local site to check our project(before doing it, we will notice our client first, if they agree)

Thank you so much for your support all the time.

Best regards

xxx

曾经，一个印度的客户，他还没开始作图就要求我提供当地成交过项目的客户信息，被我拒绝之后再也没出现过。也有另外一个客户被拒绝了之后很诚恳的说只是想看看我们产品的质量，因为疫情无法来访工厂，说只要看了我们做过的项目质量ok就会下单，当时我有点怀疑，也问了一些朋友，他们都说不要跟印度人合作，超级麻烦，不要相信他们说的话。因为我一直有跟这个客户沟通开来，他是一个很自律的人，每天五点半就起来练瑜伽，还会经常礼佛，于是我选择相信他一次，我就收集了一些客户的项目图，整理成PDF文档发给他，一开始并没有给他地址，PDF里面只是产品的图片。

后来也发了视频，但客户还是坚持要求要地址，当时就在想，如果他能下单，我还能做点什么？是否多做一点，希望就更大一点呢？我就跟其中一个客户商量，说有个新客户，新的场地需要开展，看上了您这边的设计，特别喜欢，想借鉴这个主题，但会用另外一个风格，我也把新的设计发给老客户看，最后咨询这个老客户，能否让新客户过来您项目场地考察一下，如果您这边同意我就把地址给他，没想到老客户表示热烈欢迎，征得同意之后，把地址发给新客户。

这个客户最后真的下单了一个半柜，一栋三层楼全部安排上我们的产品，后来我问了老客户，那个客户是否去看了？老客户回复说没有人联系他…..

所以有时候，客户就是图个安心，照片和视频都无法判断出你产品的质量，就是要看你做出来的东西，论样品和实物的重要性！

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