No clear response on price
even if they ask for a quote at the beginning. Among all the quotation suppliers, the one with the lowest price may be eliminated directly, because these customers know that "you get what you pay for". If the quotation is too low, they will think you are cutting corners; if the price reduction is too easy, they will doubt that you cannot guarantee the quality. For example, customers of large equipment dare not look for manufacturers with too low prices, fearing that corners will be cut on the equipment phone database materials. Even if such foreign trade customers ask for a quotation, they will not talk about the price immediately, but conduct an initial screening first. If your product is positioned in the middle and high end, or your target customers are from developed countries, don't rush to reduce the price or rush to quote. Not all products are suitable for bidding strategies, and not all foreign trade customers will be scared away by high prices. If your target is low-priced customers, then stick to the bottom price strategy; if you hope to find high-profit, high-quality customers, then quote according to different people.
- Discuss quality first, then price
After getting a preliminary quote, foreign trade customers who put quality first will continue to discuss details such as product performance and testing, rather than talking about price right away. This shows that they want to confirm whether the quality is worthy of the quote. In the negotiation, let the customer talk more and capture their interest before talking about the price.
How to deal with it