如何获得金属网格板印度订单

Writer： admin Time：2014-08-26 00:37:58 Browse：976℃

连粉们看完阿连的印度手记后，纷纷要求阿连多多介绍如何跟印度人打交道。和印度人做生意，阿连是又爱又恨。以下又一例子：

 

阿连对印度当地一个采购量非常大的A品牌很感兴趣，是我们公司多年来一直想合作的品牌。年初时客户选过一款样板寄出了，但是后来他看样之后说咱们的质量不够好。那时候我忒想说，都想找价格低又要质量好的产品。不过也可以理解就像我们自己逛街买东西，那也是喜欢价廉物美的嘛。所以我就发挥我的三寸不烂之舌好说歹说。最后他竟给我说要SKD,OMG，小心脏有点受伤了，本来对他期望蛮高的，现在没办法了，这压根就没法做了嘛。手头上有其他客户可以跟进，暂且放放……

 

最近我们推出新产品，碰巧新款出来又是他们市场热卖款的。我马上点开让我念念不忘的A品牌网页，看看他们的产品，希望从中寻求新出路。网页上的产品也不至于款款低端啊，于是，我马上调整策略，推荐我们新款的高端产品给他。

 

而且幸运的是这次A品牌那边跟我谈判的是副总裁，那说话可是响当当的，并且眼光也独到些，对市场的触角是没得说，聊起来感觉有效果多了。

 

不过虽说是副总裁，我这边刚报出去的价格，他那边是马上回话：你家价格太高了！做采购的是不是都这样啊，价格高这句话就是他们的口头禅了。心里想想，这是大客户呀，阿连我可是不会轻易放弃的，还遇上个说话管用能拍板的人，太幸运了，一定要好好把握，直接用上了我们外贸连“马拉松式”报价中的一招，着重指出质量比价格的重要性，跟客户详细介绍产品每一样材料的质量和成本价，让客户知道这是一款性价比很高的产品，定这款产品是很有市场会大卖的产品，重点是这个价是超值的！客户也不是不讲道理，听完就要了这款的样板，价格方面就没有再提及了。阿连心里美滋滋的，马上趁势推荐A品牌市场热卖的款给客户，报价后他也直接说也要这个款的样板了，订单指日可待……

 

有报价，就会有还价，这是个斗智斗勇的过程。这和MM们商场挑衣服或阿姨买菜一样的道理，让客户觉得值了就皆大欢喜。当然在外贸行业当中坚持好心态，目标明确找对目标客户也很重要，坚持最终才会是胜利的！

 

此外，细节也决定成败，你要尽可能先从多方面了解客户的情况。然后在沟通过程中，表现专业：能对产品了如指掌，拆分到每一环节来介绍质量和报价，就是彰显你的专业性，给客户留下极佳印象，相信并选择你。

 

 

My friends ask me about how to deal with Indian customers after they read the article of our fair experience in India. I have a love and hate relationship with the Indian customers.Here will be another sample:

 

I had been interested in an Indian brand A, which sold really well in India, and our company always wanted to cooperate with it. At the beginning of the year this customer had selected a product and we sent the sample, but they said the quality was not good enough. At that time I was upset by these customers who wanted good-quality products with low prices. But it was understandable, because it was just like we went shopping ourselves, and we all wanted something good at a low price. So I persistently tried to convince the customer to make orders with us, but after all he said he just wanted our SKD. I was so frustrated, because I had such great expectation for this customer. Now it was no way to make the deal. Anyway, I had other customers to follow up with, so I just left him alone for a while…

 

Recently we had launched a new product, and coincidently the type of our product happened to be the kind that sold well in the Indian market. I opened the website of brand A right away to check on their products hoping to figure out a tactic to cooperate with them. Their products in their website were of quite good quality, so I adjusted my strategy and decided to recommend our new high-end products to them.

 

Luckily this time it was their vice CEO who talked to me, whose voice was loud, whose taste was good, and whose perception for the market was wonderful. I had a great conversation with him.

 

But even a vice CEO could be tough on the price. I made a quotation and he replied immediately, "You price is too high!" It is purchasing people's pet phrase, isn't it? But I thought to myself: there is no way I should let this big customer go like this, and luckily this man had a say over the cooperation, so I must seize this opportunity. I used the tactic of making the quotation "marathon" and pointed out the importance of quality in comparison with price, and told him the details about the quality and cost of all the material to let them realize that our products are highly cost-efficient and would definitely sell very well in the market. I emphasized that the price for the product was absolutely worthwhile. The vice-CEO was reasonable person, and he asked for samples of the product after my introduction and made no argument about the price. I was so glad, and further recommended the product that also sold well in brand A's market to him. After my quotation he asked for the sample of this product too, so the orders were coming soon…

 

You make an offer and the customer makes a counter-offer—it is like fighting a battle of courage and wits. It works like girls buying clothes or moms buying food. As long as the customers consider the price as reasonable there will be a happy ending. Of course when doing foreign trade we need to hold a positive attitude, and it is important that we make clear our goals and target the right customers and we will succeed with persistence! In addition, details play a decisive role in the result. We need to learn about the customers from various aspects and try to behave professionally when dealing with the customers: be well-acquainted with the products and be able to introduce the quality and cost of the products part by part. These are how you show that you are professional and how you leave the customers with a good impression so they will trust you and choose to cooperate with you.

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