瑞诺国际分享如何把印度客户的订单拿下

red2008

想必大家都还记得去年11月份开始印度实施货币整改政策，废除面额为500和1000的卢比的新闻，导致货币紧缺，整个市场几乎陷于瘫痪状态，各商家叫苦连天，货物严重积压。
You must remember that on last year’s November, Indian government declared that Rs 500 and Rs 1000 rupees par value of the currency were abolished which led to the shortage of money. The whole market was paralysed and the goods overstocked.


春节过后，距离印度现金问题已经过去差不多3个月的时间了，市场开始慢慢回暖，不少客户纷纷都表示现在销售额开始逐渐上升，却不巧的是，因为环保的原因，国内查环境污染企业，导致大批工厂关门，或者不敢开工，原材料紧缺，价格飙升，当然结果就是意味就要对客户加价。对于以“喜欢讨价还格”而著称的印度客户而言，无疑又是另一记打击，真可谓一波未平一波又起。
After the Spring Festival, it has been 3 months since this event. The market recovers gradually. However, China begins the environmental pollution inspection and many factories close down. The raw materials are out of stock and the price raises crazily. The consuquence is that we have to raise the price. For Indian customers who love to bargain, it is quite a deadly blow.


最近有的公司收到不少印度客户的询价，不少合作客户也都有翻单的意向，这确实是个好兆头，但渐渐地发现，不少报了价的客户很快便没了下文，或者一拖再拖迟迟不肯确认订单，这其中最大的原因就是价格，很多客户表示价格太贵，或者因为价格上升，心有不甘，持继续观望态度的。但是我们都很清楚现在国内的情况肯定是越早确认越好，但客户却不一定能理解或者明白，不紧不慢的态度确实令人着急。这种情况下，我们就有必要跟客户好好分析现在的情形，让客户明白现在的紧急情况。
Recently, I have received lots of Indian enquiries. Many customers also have the intention to place another order. But I find that many customers make the offer but nothing happens next. The main reason is the price. Many customers think the price is too high so they don't accept. We all know that it’s better to confirm the orders in advance but customers don’t always understand. Their attitude makes us impatient. In this case, we need to analzye present sitauation to them.


对于新客户，如果客户觉得价格高，重点应该是让客户明白产品价值的所在，产品有哪些突出的优势，为什么这些优势值这个价位，只有令客户明白了才有接受的可能。大家都说印度客户都很注重价格，只会买最便宜的产品，但是有的公司产品定位是中高端，却有着一批很稳定的印度客户，其中不少购买高端款式的客户。所以就算是再低端的市场，总有一批优质的资源，能否让客户购买你的产品，将取决于能否让客户认同你的产品价值。同时也要让客户明白现在的材料供应情况，并催促客户尽快确认订单。
For new customers, if customers think the price is unreasonable , we should let them know the value and advantages of our products. Only if they know these details can they accept our quotation. We all know that Indian customers pay high attention to price and they only buy the cheapest products. But my company’s market positioning is high-end customers and we also have many stable Indian customers. There are lots of customers who buy high-class products. Whether you can have your customers buy your products or not depends on if you can have customers approve your product value. Meanwhile, weshould have them know the material supplies and urge them to confirm the orders.


而对于翻单的客户，尽量提前提醒客户今年因受材料影响，交货期将会有所延长，同时材料价格也在持续上升，因此提醒客户尽早翻单，以免因交货延迟而影响销售。如果因为价格上升的原因没有确认订单，则要详细地为客户解释清楚上升的原因，以及多出来的价格从何而来，是哪些材料的价格上升了？还是人工上升了？因为现在原材料紧缺的问题已经是全国性问题，广交会旺季的到来，价格还会重新调整等等，其实这些都是很好的理由，让客户明白现在下单的迫切性。最后，因为客户已经购买过我们的产品，相信也是认同我们的质量才会有翻单的意向，可以重新强调我们的质量，让客户更加坚信产品值得购买。
For customers who reorder, we should remind them that influenced by materials, the date of delivery will be delayed a little. Meanwhile, if order is stopped because of the raising price, we should explain to our customers in detail and explain whether it is the labor cost rise or the material and which part of the cost raises. For now it has become a national problem, the coming peak period of Canton fair andreadjustment of price are the good reasons to make customers realize the urgency to place orders. Finally, the customers reorder because they accept our products so we can reemphasize our product quality to make them firmly believe our products are worth to buy.
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kf_douzi

基本都是价格问题，阿三那边都是这样的