文 | Tess
Official account: Tess Foreign Trade Club
Recently, the prices of many products have risen, and although some customers are unhappy, they will bargain.
Some customers are very resistant, they think that the supplier's arbitrary price increase puts them in a difficult situation, and they can't explain it to their dealers, and resolutely refuse to accept the price increase.
At the same time, suppliers insist that there is no room for their prices to be reduced.
I have a supplier who was unable to negotiate with a customer recently because of the price, and it happened that the supplier's goods had some quality problems, so the customer wanted to change the supplier in a fit of anger.
Here's what the customer said at the time:
If I say OK at that time, I will change the supplier, and I will hit it off with the customer.
However, instead of doing that, I wrote an email to the customer, and when he saw it, he stopped worrying about the price.
Here I send out the email for your reference.
Dear XX：
For your side, I fully understand the contract you sign with your clients, and I also know the European business rules， that once the contract is signed, any party cannot change it at will.
From your point of view, I fully understand the contract you sign with your customers, and I also know the rules of business in Europe, that is, once a contract has been signed, neither party can change it at will.
About the price,when you placed the order in April , XX proposed a price increase,after some bargaining, they accepted and decided to raise the price partly for the time being.
Regarding the price, when you placed the order in April, XX had already offered a price increase, and after some haggling at that time, they accepted only a partial price increase.
In fact, you should have requested a price increase from your distributors at that time.
In fact, you should have informed your distributor that the price was about to increase.
You have been working with Chinese suppliers for many years, except for large manufacturers like XX and YY, who can strictly abide by business contracts, even if the order is a loss-making one.
the principle of doing business for ordinary factories is based on profit. They will not take orders that do not make a profit, even if you signed a contract with them.
You have been cooperating with Chinese suppliers for many years, except for large factories like XX and YY that can strictly abide by commercial contracts and do even if the order is at a loss, the operating principle of ordinary factories is based on profits. Even if you sign a contract with them, they won't really take orders that don't make a profit.
As for me, working as your agent, I should fight for more rights and interests with the factory , But I cannot completely ignore China's business rules and business practices.
As your agent, I should fight for more rights and interests in the factory on your behalf, but I can't completely ignore China's business rules and business practices.
Just like now, XX showed the price charged by their suppliers, and make an comparasion with the price they charged to you, I can see the difference, and know they do bear some cost.
Just like now, XX showed the price that their suppliers charge and compared it to what they charge you, and I can see the difference and know that they do take on some of the costs.
In this case, I believe that as long as I stick to our target price, they will eventually compromise,
The pitfall, however, is that they may sacrifice quality. Because they can't do business at a loss, and they can't have a business that is not profitable or less profitable than expected.
The consequences of this will cause you endless trouble and damage your brand value.
This is the fundamental reason why I stopped bargaining with them after they showed their suppliers' prices yesterday.
So next step, should we start to looking for some alternative suppliers and get more samples to test?
That's the fundamental reason why I stopped bargaining with suppliers yesterday after they showed them prices.
So, the next step, should we start looking for some alternative suppliers and get more samples to test?
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Regards!
Tess
PS: The above translation is translated by our little mouse, do you think the level is still very OK
After reading this email, the customer replied to me with two points:
- Accept the new price and place a new order
- Find new suppliers and buy test samples.
For me, whether it is now or in the future, it will not affect my order, after all, the customer's order is my order, and he is not me.
Hopefully, this article will give you a little inspiration when negotiating with clients.
By the way, if some lecturers from institutions that sell courses want to use this email to sell classes, please wash the manuscript.
Don't be like last time, I posted a price increase notice on the official account the first day, and the next day you put it in your courseware as it was, and you were ashamed to say that you wrote it yourself in class.
And there happened to be a foreign trade salesman who paid attention to the official account at the scene, and they took a video and sent it to me, which was more embarrassing。。。。。
Related reading: The scene of a "large car accident" caused by a price increase notice is too tragic。。。。。 （https://mp.weixin.qq.com/s/wMpOATEm9nO9CcRymJkwwQ）