外贸运费高?教你五种和客户谈判的技巧

本文概要:

1)当新客户抱怨运费高:

2)当新客户不同意支付样板运费:

3)当新客户嫌样板运费太高:

4)当和老客户的订单卡在运费上:

5)当老客户嫌运费高,延迟出货:

当新客户抱怨运费高:

Container shortage is amongst one of themajor reasons for swelling freight charges. It cannot be eased in the shorttime. I will check any possible solution to bring the freight rate down andupdate.

集装箱短缺是运费上涨的主要原因。短期内很难缓解。不过我会看看有没有任何方式可以降低下运费。

与此同时,要灵活变通,多询问几家靠谱的货代,海运贵,是否可以考虑铁路运输;空运贵,是否可以考虑走海运LCL.

2. 不妨让他自己去找货代,因为这是整个市场行情都这样,他去问了自然就知道:

We kindly suggest you could work with afreight forwarder in your country. Freight rate sometimes is more costeffective and it will be easier for your local clearance.

我们建议你找找你们那边货代。通常费用会更划算,并且清关方便。

3. 如果客户找了低价的货代,但之前没合作过的,来和你们压价:

Here is a suggestion, don't choose afreight forwarder with a particularly low price. Their shipping may have some illegal operations, which will bring you unexpected hidden risk.

4. 提供客户货物包装信息,以便客户和其他货代询价:

Please check the following details and geta freight quote from your forwarder:

*Total Cargo volume_总体积

*Port of loading装运港口

*Port of destination目的港口

*Total weight(kgs)_总重量

*Total Package_总包装件数

*Delivery incoterm运输条款如FOB

信息透明化,节省沟通成本,也能让新客户增添好感。

5. Actual Weight is exactly what the product weighs including packaging. Dimensional weight takes into account the volume, including length, width height of the package that you are shipping.

重货是产品加包装重量。抛货则是按长宽高的体积重量来计费。

(跟不明白体积重为什么那么高的客户解释)

6.Do you have any other cargoes from China? So we can send to your supplier's warehouse for consolidating the shipment.

你在中国还有其他货吗?我们可以送过去你其他工厂仓库拼装。

(适合体量不大,但是很纠结单独发运的客户)

新客户不同意支付样板运费

不同意支付样板运费的新客户大概有2类:

第一类:大公司大客户,以规模大为由,不愿意承担样板费和运费。

应对方式:可以先问Do you have DHL/Fedex account No.? 询问对方快递account, 然后寄付。

如果对方不肯提供,样板货值不高,运费也不高。且对方经过简单的背景调查,是大公司。可以征得公司同意后投入下。
原因是大公司费用审批都需要走流程,而且长久的供应支持,他们大多也被惯坏,比较强势。这个时候他们可能会倾向配合度更高的供应商。

第二类:玩套路想白PIAO的客户:这类客户往往样板寄出之后,再无音讯。

对于此类客户,一般可以说:

It is our company policy that we do not support freight charge on the sample. Offering you sample free of charge is already the best we can achieve.

对于样板货值很低,可以免费提供的,可以表示我们公司规定,运费无法免除。免费供样已经是我们能做的最大限度了

当新客户嫌样板运费高:

如果产品有一定的价值或者价值不低:

比如雨伞,马克杯,多功能插头,甚至比较昂贵的产品,告知客户,大货可退。有的客户可能会因为运费望而却步。毕竟运费远远高于产品货值,有的客户觉得不划算。

可以以静态图片和动态视频结合,发送给客户看不同角度产品的结构,以此确认是否是客户要求的样板。:

比如是雨伞,可以拍图片或者小视频给客户看伞柄,伞帽,伞架,而伞布单独寄快递给客户。比起整把伞快递,单纯伞布寄出,大大节省快递费用。

而对于无法进行拆分寄出的产品,在做完对客户性质和背景分析调查以及沟通中的意向判断后,可以和客户说运费在大货中抵扣:

We will credit the difference when you place the additional order.

如果客户要求定制类样板,涉及到诸如打样费printing charge, 开机费set-up charge, 制版费cylinder charge, 开模费mold charge的:

可以在和客户沟通清楚要求后,开单发给客户sampling order.

并表示样板费在大货抵扣或者货值到达什么程度时,样板费或运费可以退:

Sample charge will be refundable upon confirmation of the order..订单确认后,样板可以退返。

We will deduct the sample freight charge from thefuture order if the order value is over USDXXX.

当订单货值达到XXX,样板运费是可以抵扣大货货值的。

通常要求定制类产品并且愿意支付开模费,打样费的客户,属于意向比较大的客户。因为他肯定是通过一定筛选后做出的选择。

如果是常规产品,也可以建议客户在自己区域的C2C比如Amazon下单产品看质量。

并且表示:

This is exactly same as what we offer. This is supplied by us. You can order one online directly for quality checking.

或者直接随他在中国的大货走:

If you have any other bulk orders inChina, we can dispatch the sample there.

或者找最便宜的邮寄,并且告知需要一些时间才能到达。换位思考,一些新客户在运费方面很迟疑,这样的心理活动可以理解。例如有时国内网购,我们也会更倾向包邮的一方。

和老客户的订单卡在运费上
把高额的运费摊到产品上:

When the freight charge split into eachunit of product, there is USD XX extra comparing previous quote.

It does notmake big difference as the goods are not bulky. Please consider and schedule earlier to avoid freight increase.

运费分摊到每一件产品上,比之前的报价多出USD×X。这批货不是体积货,其实没什么很大差别。请考虑下,早点规划,避免接下来运费涨价。

(适合数量多的订单)

2.调整报价结构,调高货值,适当降低一些运费。体积大的产品,客户很难接受一个柜子装柜数量不多,运费却如此高昂。货物涨价客户接受度会比运费疯涨的接受度高。

点。

除此之外,还可以这样去沟通:

1. Freight rates are increasing day by day, you can plan your shipment in advance. This will help you save your time aswell as a considerable amount.

运费一天一价,每天都在上涨,你可以提前计划你的货物。不仅能帮你节省时间,而且还能省下很多费用。

2. Planning your shipments early is probablyone of the most effective ways to combat the soaring shipping prices.

提前安排你的出运计划可能是对抗飙升的运费最有效的方法之一。

3. We have worked with our forwarder for more than 10 years. Their rate is very competitive as we have good shipping volume. And With a reliable freight forwarder, you can be assured of your timely shipments, and you do not have to handle everything yourself.

我们和自己的货代合作超过10年了。因为我们货运量很高,他们的价格是非常有竞争力的。而且有了可靠的货运代理,不仅可以确保及时发货,你这边也可以省心很多。

4. We sign fix note with our forwarder toensure the shipping space and there will not be increase on freight rate in 2 weeks. You can also compare with your forwarder and if yours is cheaper, we can try to negotiate or you can go for yours.

我们和货代签订了锁定运费和舱位的协议,2周内运费不会有变动。你也可以和你的货代对比下运费。如果你这边的便宜点,我们可以去议价或者你可以直接安排走你这边的货代。

5. I will keep you updated when the freightrate us normalized.

等运费正常些,我会更新给你。

运费上调是整个市场的行情。而且不仅仅是运费上涨,疫情使得全部供应链几乎都处于价格上行状态,因此羊毛出在羊身上,运费高了,客户在终端市场也会调整价格。

有的客户说运费高只是不订购的理由,尽全力去谈,平常心。

老客户嫌运费高,延迟出货

1.We will update when freight rate is on adownward trend. But kindly clear the balance payment first. Our sub-vendorfactory are chasing us for the balance payment. The cash flow is stressing usout.

当运费有下调,我们会更新给你。但是麻烦把余款清了,我们供应商(工厂)在催尾款,现在我们现金流压力很大。

要明白,客户因为运费延迟出货很正常。但是,要尽可能把尾款催回来。否则时间越久,弃货可能性越大。

2. Please help settle balance payment forgoods by this week. And we won't charge you extra storage fee will keep yourgoods well.

请于本周内把尾款付清,我们不会收取你额外仓储费,并且会妥善保管你的货物。

3.There will be extra warehousing fee since 10th Feb Each day USD XX /cbm.

Attached is the file for your reference. Please clear the goods as soon as possible.

从2月10号开始,每天每立方货物会收取Xx美金,附件是参考文件,请尽快处理货物。

如果老客户柜量大,尽量帮他同货代或者船东拿到一手价。或者可以从利润贴补,帮他一起承担部分运费。这么共进退,老客户和你的关系只会更密切。

本文转载自知乎用户@索菲外贸笔记

文章地址:https://zhuanlan.zhihu.com/p/484359697

原创文章,作者:贸易工坊,如若转载,请注明出处:https://www.maoyigongfang.com/148.html

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