询盘之印度篇

—本帖被4008261688★执行提前操作(2012-02-20) —

做过外贸的朋友们大部分都会觉得印度买家太难搞了，特别喜欢砍价，即使你在报价之前已经深思熟虑一番，甚至连退税等等微薄小利也都考虑进去了，价格已经非常的低了，买家收到之后还是会说give me lowest price or give me 30%-50% discount，更有甚者要70%的折扣，让大家都很头疼。我之前在一家印度老板的公司工作过，后来跳槽到一家做电子产品的公司也接触过几个印度客户，做成了几个的单子，今天就自己跟其中一个客户的成单的过程及对于印度买家的一些了解分享一下：

买家12.1日询盘

Hi Alisa,

We are a leading distributor of electronic components, give me the price of your ite ms

EL435,EL456,EL528 EL367 each item 1000 pcs for trial order, remember give the lowest price we have large order yearly and would like to do long business with you.

what is your terms & conditions, payment mode. give me complete detail asap

Regards

Basit Abdul

Xxx company

Tel:+91 11 xxxxxxxx

Fax:+91 11xxxxxxxx

Website:

从买家询盘来看，跟大多数印度客户一样，以big order 为诱饵，要求the best price ,the lowest price, the cheapest price 典型的价格导向性买家，之前给2个印度客户报价我就实在一次的把价格降到底线，结果1个买家回复说：your price is too high, give me lowe r price，另一个说：your quotation is creazy我就傻眼了，总结了一下给印度客户报价的3点经验：

1、印度客户特点就是喜欢砍价，这次我给自己预留了点还价空间，没在邮件中会说lowes t或best price，为降价做铺垫

2、因为该买家没有选择哪种交易方式，报价我选择FOB交易方式，FOB报价会显得价格比较低，

3、这个买家有网站去了解一下公司产品的信息，做到知己知彼，加上印度人有天生的文化优越感，学会赞美和恭维客户很重要，适当的让他觉得很受重视

12.2我回复客户：

Dear Basit Abdul,

Thanks for your inquiry for our Item dated 1st,Dec

From your website we know you are a well-known distributor in India, and we woul d like to establish business relationship with you.

I quote the items you need as follows:

Price is valid till 15th Dec

Payment term is T/T 30% advance，and 70% before shipment

Please contact us for any question, we will always give you prompt attention.

Best Regards,

Alisa

第二天客户就回复了

Hi Alisa,

Your quotation is too high, kindly I want to ask you to get me a discount for it, be cause I receive an similar products from other company similar products at 3 0% lesser than present price,

I really want to buy products from you, please recheck and give me the best price, wait your reply.

Regards,

Basit Abdul

买家想通过竞争对手价格来压价，刺探一下我们这边的反应，印度买家的讨价还价是没有成本概念的，哪怕你给了他成本价也会说高，另外就我对这个市场和产品的了解，我们价格在同行中还是比较有优势的，除非一些核心的部件做更改，所以我决定给客户出两个方案，原来的产品维持不变，价格维持不变，告诉客人为什么要这么贵，给客人简单分析成本构成，用事实来说明，另外给予一定的优惠，但提高订单量第二对产品做部分更改，降低成本，给买家做参考，

针对印度市场报价，一定不能很轻易的降价，否则前一天你给他优惠了隔个一天，他会再过来问底价，所以这次我决定给客户一个最低价格

于是我给客户回复

Dear Basit Abdul，

Thanks for your prompt reply.

As you know those Items key part is chip, all our product Toshiba original chip, thi s chip cost is 10% higher than other brand, all of them are 100% new& original, a nd we will give you 2 years warranty.

As this is our first order, and we want to do long business with you, I reply a VIP price for you, the lowest price depending on quantity as follows:

If you need low price product, also we can do, but we need change FSC chip, ea ch Item $0.5 lower, but only 1year warranty.

Please inform us the quantity and quality you need, I will prepare PI for you.

Best Regards,

Alisa