How should I reply to the customer's inquiry?

Idle is also idle, business is difficult to do, and it is easy to catch a customer. How can I let him run away easily (with a ferocious smile)?

First, you must bid. The scale of the quotation is judged according to the customer's inquiry. The price of conventional products is moderate, and the new products are slightly higher.

For the first time, it is best not to use formal words such as "quotation" to make an offer. An understatement of "price" is enough. Even the word "price" did not appear.

Key point: Be sure to leave a tail to "catch" customers.

1. Specify a minimum order quantity (as one of the bargaining chips in the future).

The most important thing is to add a note at the back, "The above prices are for reference. As you can understand, depending on the order quantity, delivery time and payment method, the price will vary greatly-sometimes there will even be a discount as high as 10%. "Yun Yun, of course, is empty.

3. In addition to the quotation, try to attach some information about the product in the reply, such as packaging, containers, pictures of the product and so on.

Our philosophy is, first of all, let customers have a concept of the price and the basic information of the product, so that customers can strongly feel that they are in contact with you and can understand the product information regardless of whether the transaction is completed or not. This is "worth contacting". Secondly, without knowing the psychological price of customers, at the same time, we leave the interest and space for bargaining.

Just like fishing, you can't just throw bait in vain or throw empty hooks coldly.

In short, dealing with customers for the first time is second, and it is most important to arouse customers' desire to "keep in touch" as much as possible.

Ps: the so-called clear intention

You can't just sit still and wait for the customer to express his "clear intention", but try to induce the customer to tell his purpose.

For example, after quoting a general FOB price, tell the customer, "Please tell me the destination port you need, and I will be happy to convert a CNF price for your reference."

Or "please tell me the possible order quantity and delivery time, and I'll see if I can give you a good price or discount"

After the customer gives you these materials, you can ask the boss for instructions with these materials.

Otherwise, the salesman becomes a sandwich biscuit: if the boss doesn't quote, the customer won't give "intention"; The customer will not reveal the details, and the boss will not let go. Business is deadlocked.

As a salesperson, you should not only fight with customers, but also deal with the boss. You can't just wait for opportunities.

As mentioned earlier, it is a common trick to leave a "tail" when quoting to catch customers.

The so-called low price refers to the quotation that is close to the cost price and the profit is not high, which is maintained by running volume; A high price is a price at which higher profits are expected. As a novice, it is difficult for me to estimate the cost price, and the boss is always evasive, avoiding the heavy weight and simply flipping through the transaction data of old customers. Old customers usually have low profits, and the real transaction price of old customers is often close to the boss's psychological bottom line.

"Tail-guaranteed low price" means to quote a low price, but it doesn't matter if you order a large quantity, even much higher than your estimated customer's possible order quantity. The key is to arouse customers' interest with low prices and provide a basis for future price increases-if the order quantity is not enough, it will of course be more expensive (Cantonese accent).

"Leaving the tail at a high price" means that after the high price is quoted, a small order quantity is deliberately specified (it is estimated that it is not difficult for customers to reach), beyond which the price will be discounted. In addition, as mentioned in the previous post, that is to say, according to the different payment methods, you can give greater discounts. In short, the price is too high, but customers are encouraged to pay back the money on the spot.

Whether to use the low-price method or the high-price method depends on the customer's situation or the salesman's "feeling". The accuracy of this "feeling" depends on the temperature. It is cooked slowly and cannot be rushed. But generally speaking, you can check the customer's situation online first. If you find that customers have large-scale websites and branches, or disseminate purchase information online, such customers had better use the low-price method, because you will have many competitors, and customers will ignore you at the beginning with high prices. On the other hand, for those middlemen who are not familiar with trade, they can use the method of high price to introduce the technical situation of "expert" products actively in communication, deliberately complicating the situation and giving customers the feeling that "this product is very particular and amateurs are easy to fall for it". Finally, try to make use of the customer's mentality of "spending money to buy a safe one" and earn more.

When we were junior salespeople, the quotation process was usually simple:

1. The customer asked about the price, the boss said 5 yuan, and the customer said it was too expensive.

2. Report to the boss, and the boss said 4.50 yuan at most. The customer still refuses.

The boss was annoyed and said, "Ask the customer how many orders they are willing to place". The customer either didn't hear from him or answered "How about $2.80"?

4. The boss said that the cost of 2 yuan and 8 yuan is not enough, and the customers are simply fooling around ... not after 4 yuan and 2 yuan.

5. The customer ran away as soon as he heard it ... We worked for nothing, and we still have to rely on the basic salary of 1.5 thousand this month ... It happened that my girlfriend's birthday was on the 20th ... The house leaked and it rained.

Bosses and customers are generally uneducated. If they are always allowed to do it, they will never be able to do it. Therefore, when a salesman reaches a stage, he must strive for a higher level, gradually change from passive to active, and try to "guide" customers and bosses to promote business.

The "Guide" is based on three concepts:

1. The price is alive. There will be great differences according to the size of the order, the arrangement of production cycle, the mode of transportation and the mode of payment. At the same time, the cost composition of a product is complex, and the change of a part or processing step will often bring considerable cost changes.

2. Customers may not know/insist on their product requirements. Especially consumer goods and handicrafts. For example, it was originally planned to order 65,438+0,000 units. If the talks are good and customers are confident, it may eventually increase to 5000 units. In other words, the customer originally wanted all-metal products, but in the end, for the sake of low price, he might accept a suggestion similar to "outer metal, inner resin/plastic".

3. The boss may not know/insist on the so-called product price bottom line. Especially in companies/factories with many product styles, the boss can only estimate the approximate cost in advance. But in fact, the variables are very large. For example, next month is a production gap. In order to maintain production, we may take orders with low profit or even flat cost. Or the funds are tight, and a capital turnover or a letter of credit loan is urgently needed.

Of course, to change from passive to active, first of all, salespeople should be familiar with their own products and factories. It is not difficult for a shrewd salesman to survive for about a year.

With the above ideas, don't mechanically convey the boss's intention when quoting, and easily say "no" to customers. Therefore, we business veterans always have the same tone: "This thing is usually at this price ... but if you really want to be cheap, you can do it ... and help you find a way." For the boss, it is: "Let me have a look at this customer. Is a long-term buyer. This is worth following up ... let's find a way to do it with him first. "

The difference is clear at a glance: novices simply send messages, and veterans use their brains to design solutions for customers and bosses to promote transactions.

When doing it specifically, pay attention to the following points:

1. "Low price" is possible, but it is mostly tied to conditions such as "large quantity", "large advance payment", "timely and safe balance" and "long delivery time". Notice why "long delivery time" is a convenient condition. Because this can be arranged calmly and can be used to fill the production gap. In addition, you can choose to deliver the goods when the freight rate is low, or to assemble the goods on the way, which greatly saves the cost.

2. Take the initiative to give advice to customers, such as the trick of cutting corners mentioned above. Many times, customers are distressed by money, not quality. Providing alternatives within the bank's ability is welcomed by customers.

3. Communicate with customers more to understand their real thoughts. For example, when the customer's counter-offer is too low, find out the reason from the side, whether the customer doesn't know how to do business and can't calculate, or whether your competitor is not good and disrupts the market. So as to deal with it in a targeted manner. By the way, even if competitors disrupt the market, unless you know that the other party is cheating, the principle of squid is not to speak ill of competitors to customers, just to hint-they are all in the street, leaving each other with face.

4. Similarly, communicate with the boss more, explore ways to cut corners, find more supply channels for spare parts and try to cut costs. Learn as much as possible about the production and financial situation of the factory, share the worries for the boss and promote the possibility of trading with low-priced customers.

The more business information you collect, the better. I have seen a tragic case: a famous big buyer made an inquiry, but the novice salesman didn't know the origin of the other party, and the boss didn't know the details and didn't pay enough attention to it. As a result, I missed the opportunity to enter this big buyer supply system because I was greedy for a little profit. It should be noted that for many big buyers, entering their "system" is very valuable. Once they have a good trading record, the future road will be much smoother. Moreover, these big buyers are not easy to make inquiries, and most of the time they only send them out occasionally when they are in a hurry to replenish goods, which is a rare opportunity for the new factory. In this sense, when encountering such a good opportunity, we should do it even at a flat cost and sacrifice a little profit to buy road money.