When you find that your regular customer finds your competitor and by coincidence, this company knows customer’s brand and know your great business relationships with it. Your competitor quotes a very low price to grab your customer and makes samples which are diffult to make because the materials are unattainable. At this moment, what can you do to handle this competition?措施一 Measure 1
For starters, inform your factory and tell them how severe it can be then sign a confidentiality agreement with it. However, it’s not enough. You’d better converse with plant and emphasize that they should keep other foreign trade company members from visiting those classified areas, such as warehouse and wrapper stacking area.
If your company is great in strength and your customer is a big deal, you can rent a little warehouse and ask package plant to make paper boxes then do it yourself. If it can’t be put into practice, you can put shipping marks on the packages outside the warehouse.
When you don’t have offshore company and the plant is your dedicated supplier, you can register an offshore company which has a similar name with the plant. It can be used to gain customer’s trust and it’s more convenient to have customer visit the plant.
Although you may have a supplier who has cooperated with you for several times, you should still need to develop some fresh suppliers. With situation like this, it’ll be a good chance for you to find a better plant with good attitude.
Supposing your competitor quotes a low price and your customer comes to bargain with you, it’s high time for you to make good use of your language techniques and EQ. For example, when your customer demands a lower price, you can say that:你应该要知道在中国没有最低价,只有更低的价格。 You may know that there is no lowest price in China, only the lower.基于我们产品的质量,我们的利益是不多的。如果我们每箱减去0.70美元,我们将不能保证我们的合理利润而我们的财务部门将不会接受这样的订单。因为接受这样的订单毫无意义,这只能导致我们的工人的白白劳累和资金占用。
Based on our quality, our profit is very low. If we cut 0.70 USD/CTN, we cannot keep reasonable profit then order will be rejected by our financial dept. Because it's no use of accepting this order, it only makes our workers tired and occupy capital.如果我们必须接受这个订单,我们可能不得不要降低质量来平衡我们的成本。If we force ourselves to accept this order, we may have to bring down the quality to average our cost.所以请你再次好好的考虑我们的价格,如果这对你来说难以接受,我们希望我们可以在下个订单上好好合作。感谢你的支持。So please kindly evaluate our price again. If it's really hard to work, we hope we can work with you for next order. Appreciate for your support.
你们要告诉客户:“If we force ourselves to accept this order, we may have to bring down the quality to average our cost.”他就害怕了。要知道客户宁愿买贵一些,但质量一定不能差。否则买过去以后,客户会陷入无休止的客户投诉,经济和声誉都受损。 Once you tell your customer that “If we force ourselves to accept this order, we may have to bring down the quality to average our cost.” he will reconsider it in any case. After all, they regard quality as important even though the price is little higher. Otherwise, they will be very confused for those endless complaints and losses of finance and reputation.
还可以告诉他:You can also tell him that :
Low prices always accompany with high risk, maybe quality, quantity or reputation. We cannot bring down our quality to get advantage on prices.
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当然也不要忘记对客户进行安抚,虽然他可能价格上得多付出点,但是可以得到的更多:
Of course, don’t forget to comfort your customer that he may pay more in price but get more such as:
1、好的质量保障,XX和XX认证。 Good quality assurance, XX and XX authentication.2、避免客户的质量投诉,节省你的精力和时间no complains no arguments Keep them away from customers’ quality complaints and help save their energy and time.3、建立起口碑和良好的形象,并促进销售量 Establish word of mouth good reputation and then promote the sales.4、当地市场优质客户更多的合作机会 More opportunities to cooperate with local customers.
一条一条分析给他看,这样也是会觉得你是在为他的考虑,好感分增加,胜算加大。 They will think that you care them by analyzing these one by one then you will be more likely to win them back.
但如果那个外贸公司价格只是价格便宜2-3%的话,放心,客户是不会轻易更换供应商的,只会来压你价格。 But if that foreign trade company just reduces the price for 2-3%, you can relax because your customer won’t change supplier so easily and they’ll only ask for some discount.
中国市场之大,对手会遇到是难免的,再说被一两个大客户拿捏住是很痛苦的事情。所以外贸小伙伴还是要多学些外贸技巧,多分析客户遇到问题也能灵活应对。 China market is so large that it’s easy to confront with competitors and it’ll be very terrible to be controlled by some large customers. Therefore, it’s necessary for foreign traders to learn some foreign trade skills and you can settle the problems more flexibly.