一封外贸邮件的记录学到的外贸技巧

在环球外贸论坛里我看到了很多关于如何回复外贸邮件的技巧和知识。今天我给大家带来一份外贸邮件回复实例，希望大家看完之后能有所收获！

首先是客户的询盘，我们可以回复之前给大家介绍过的回复询盘的格式：

Dear XX，

Thanks a lot for inquiry, to comply with your request. We would like to give you an offer as follows:

Name of product（产品名称）：XXX

The price and the trade terms（价格及贸易术语）：XXX

Packing unit and the capacity of containers（包装单位及集装箱容量）：XXX

Validity of price（价格有效期）：XXX

Times of shipment（装运时间）：XXX

（请去附件下载我们近三个月的COA和最新的包装照片，装箱照片。我知道孟加拉必须用信用证结算，我们接受信用证，请告知，你们是选择SGS还是BV检验。）

于是客户回复:

You have been in the market of Bandladesh for many years, right? You know the rules very well. But I am sorry to say that your offer is too high, our target price is XX. Can you accept it?

这个时候我们的回复邮件就要让客户明确的感受到我们经常做这个市场，而且很了解地方的规律，一来客户会对我们产生信任，二来客户会觉得跟我们沟通不再复杂：

回复客户 Replied：

Yes,we have been in the market of Bandladesh for many years.Every month,we export ** about 8 containers.All to Chittagong.The payment is LC. About the third party pre-inspection I advise SGS.SGS Shanghai is very fimilar with our products.BV may not make the inspection about the quality.

在这之后的邮件往来都是客户在和我们砍价了，阿连整理了一部分可以借鉴的内容。比如客户回复：1020usd，能接受，我们就合作，不能接受，就没机会！

我们可以回复拒绝接受这样的低价的理由，展现我们的优势：

1.我们做孟家拉很专业，懂你们国家的很多规矩。

2.我们做信用证很专业，让你们尽快拿到单据，尽快提货。

3.我们的产品绝对保证质量，因为我们自己生产，自己也要使用，我们不可能生产次品让我们自己的生产流程受害，质量绝对是同行业中优等品。

4.我们的装箱，操作很专业，你也看到照片了，很多客户直接把我们的装箱照片给他们的客户看，因为您的终端客户会因为你们使用了高标准的原材料对您更有忠诚度。

所以，我相信您一定会选择我！

客户回复 Customer replies:

Your competitor offered a price of 1050usd, if you agree, we can sign the contact now, but if not, I am really sorry.

我们回复 Our reply：

I believe what you need is a Partner not a seller!Please have some further discussion with the companies who are offering 1050usd some questions: can they accept LC? Are they professional in LC? Are they good enough not to make some troubles to you because of LC?

The faith of our company is to get the market by professional operation，not by low price. We will make every customer assured.I believe our faith is the same.

客户继续砍价:

Yes, to some extent, we just attach importance to the price and overlook other problems, but price is really an important factor, isn’t it? How about 1060usd?

我们回复：

we really have given you big concessions. Privately speaking, I want to decrease some for you. But I am not the boss. I have to apply for you again. I will give you our boss' decision later

大致上的回复就是这样，根据以上的邮件来往我们可以总结出以下几点：

1.专业很关键，客户能从你的字里行间感觉到；

2.了解客户所在的市场很关键，就如同这个客户，我们可以很明确的告诉他，孟加拉的很多政策规定之类；

3.要给客户一个确切的理由，为什么选择我们，这个理由可能是价格，可能是专业性；

4.永远不要说公司规定之类的话，因为客户可能也会抬出公司规定来压我们。