I know that many of my friends are anxious to listen to me about how to promote and find customers. The reason why I am not getting into the topic is not to like everyone’s appetite like Mr. Shu, but I hope that everyone understands the rhythm that I am currently mastering. It is a foreign trade salesman. The rhythm that should be mastered: Prepare your skills and skills before you sell your products.
I also emphasized in many help posts that when I found out that the price of the newspaper was not answered, I must summarize the reasons for this:
1) How to write the mail, I will talk about it later;
2) The basic format of the quotation: whether the price terms, delivery time, packaging method, warranty terms, payment methods, etc. are complete;
3) The later consideration is whether the price is suitable for the market demand, too high or too low, which will cause doubts for the customer.
In addition to the above points, there is another core that is how to avoid risks when quoting:
1) Exchange rate risk: Considering the foreign trade from the quotation to the order to the actual shipment, there are about three or four months in the middle, so the cost to be considered is not the current cost, but the receipt after three months of shipment. The cost of time. So if the quote is USD, then I generally have a 1-2% downside;
2) Sea freight risk: Unlike many factories, I prefer to make CIF prices. However, the current sea freight rate is often raised every month, so we must consider the height of the sea freight that may be raised when shipping, and reserve one to two hundred dollars for ourselves. Of course, when there is a miscalculation, for example, the shipment is delayed one month or for some reason, the sea freight rate is greatly increased, such as the impact of the tax refund policy at the end of June.
3) Risk of rising raw material prices: This should be summarized according to the rules of its own products, or consult with the old salesmen and bosses;
4) Validity period of the quotation: Each quotation is better, there is a quotation validity period, but please note that this validity period refers to the time limit for the customer to place the order, not the shipping period, so although you give the customer a three-month validity period, you have to budget Rate changes after four to five months. If the customer request is valid for at least one year, I will usually make a 5% discount on the current exchange rate of USD. The cost of sea freight and raw materials will be the price of the next high level.
5) Don't count the tax rebate: I believe that many people suffer a lot from the tax refund policy at the end of June, because some companies rely on tax rebates to survive, so once the tax refund is almost zero or directly zero, the profits are lost or even lost. Other costs are rising at the same time).
I have always disagreed with vicious low-price competition. Therefore, after this round of tax rebate adjustment, it is gratifying to note that those small-scale peasants who once screamed in front of me that "only earn a tax rebate" are enough to finally close them. Respecting the mouth, so that this adjustment is also a celebration and cleaning that deserves to be celebrated.
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