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春节前外贸牛人都在干什么？

外贸知识课堂 · 公众号 · · 2025-01-17 10:00

正文

1. 利用人性，节前催单

1.One thing is for certain: Business activities in China will be paralyzed throughout February. The impact is far-reaching: Capacity reduced, Raw materials falling short, Commodity price soaring, Lead time postponed, Shipping space fully booked...

有一点是肯定的：整个二月，中国的商业活动将陷入瘫痪。其影响是深远的：产能减少、原材料短缺、商品价格飙升、交货时间推迟、运输空间被预订一空...

2.In one word, your supply chain will be disrupted, costing you extra on purchasing with eroded margins, and worse, driving your customers straight to the door of a competitor. 一言以蔽之，您的供应链将被打乱，使您的成本增加，利润被侵蚀，更糟糕的是，您的客户将直接转向竞争对手。

3.The market will be undertaking a slow recovery after 2nd March but it will not be fully vitalized until 12th March. 3月2日之后，市场将缓慢复苏，但要到3月12日才能完全恢复活力。

4. Smart dealers have started making a strategic annual order plan upon this reminder so as to avoid an annoying supply chain disruption. What about you?

精明的经销商已经开始根据这一提醒制定年度战略订货计划，以避免恼人的供应链中断。你们呢？

5. In case those dreaded delays hit, make sure you're super prepared. Stock up on all your best-sellers, and don't forget to grab some of those less popular items that might unexpectedly fly off the shelves.

万一遇到可怕的延误，一定要做好充分准备。囤积所有畅销商品，同时不要忘记买一些可能意外脱销的次畅销商品。

6. As CNY holiday is approaching, freight fluctuates heavily during this period. To avoid overpriced logistics and shipping delays, please place orders by this week.

因为春节快要到了，运费在这段期间会波动得很厉害。请在这周内下订单，避免过高的运费和货运延误。

思路剖析：

因为拖延而带来的不良结果；

描述近在眼前的收益。

利用人性，放大恐惧感，同时也放大眼前的诱惑。

应对客户砍价，有效谈单

1. Are you open to consider a new payment term for a discount? I could offer you some xx% discount if you could consider a 60% pre-payment.

您是否愿意考虑新的付款期限以获得折扣？如果您能考虑预付60%，我可以给您提供xx%的折扣。

2. Yet, please understand that our offer is based on the actual cost of the material quality we have used and we are happy to explain to you further.

但是，请理解我们的报价是基于我们所使用的材料质量的实际成本，我们很乐意进一步解释。

3. I understand exactly how important that is to you, but let us just set aside for a minute and talk about the other issues. Tell me about the specs on the products.

我完全理解这对你来说有多重要，但让我们先搁置一下，谈谈其他问题。请告诉我产品的规格。

4. A greater investment in any outcome makes it more likely that those outcomes will be obtained. A smaller investment almost always means reduced outcomes with more problems.

对任何事情的投入越大，获得这些结果的可能性就越大。投入越少，几乎总是意味着结果越少，问题越多。

跟进客户的金句

Can you share with me what is preventing you from moving forward? 你能和我分享一下是什么阻碍了我们进一步深入合作吗？

When would be a good time for me to follow up with you? 什么时候来跟进您最为合适和方便？

You are not alone. We will get through this together. 你并不孤单。我们会一起度过这个难关。

I am not a stalker. 我不是一个跟踪狂。

We are definitely leaving too much money on the table. 我们一定是错过了大好的赚钱机会。

How would you feel if we agreed to work with you exclusively in your city for the next 6 months? 如果我们同意在接下来的6个月内只与你在你的城市合作，你感觉如何？

How would you feel if your local competitor got the similar product to market before you? 如果你的本地竞争对手早于你将相似的产品推向市场，你感觉如何？

Plan Ahead and Get the Last Laugh! 提前布局，笑到最后！

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