23 老客户用竞争对手来压价怎么办.doc

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1、第二十三期：老客户用竞争对手来压价，怎么办客户背景介绍：老客户想再次返单，量增加一倍，但测了竞争对手的样品，想利用竞争对手来压价。案例全过程：老客户返单利用竞争对手压价说服保持原价成交。可学习邮件：共 1 封。过程复盘：请配合音频学习，重点思维会在音频中强调。老客户再次下单前这样写邮件给我Hi SarahKevin here from 客户公司名, how are you?We would like to place an order for kg(比以前的量多了一倍多) of our usual silicone. Could you please confirm the price?How

2、ever I should tell you that weve tried samples from 竞争对手 for rubber that is cheaper and it seems to work ok.Could you please confirm a better price?Many thanksKevin关键词：seems这个词看得出质量并没有我们的好我回复Dear Kevin,Thanks for your email. Well keep the same price as before. P.I is attached.Dear Kevin, I am apprec

3、iated you tell me about竞争对手. Yes, I know them, you should know that they are just a trading company, theres no quality assurance as us. Besides, my customers has issues with them if you want to know.(因为我有其它客户对他们的投诉截图，所以才这样说)You can compare more with shelf life( ours * months), duplication times, col

4、ors etc. Pls always be careful to alternative a supplier. And I think our prices is not high too.Yes?We will guarantee quality as usual. Quality is our life. Weve cooperated for * years, I hope you trust us enough. We had no quality issues since we started cooperation. Pls dont worry.Yours,Sarah点评：1

5、）虽然客户有说从别的公司测样问我价格，但我就直接给PI过去，没必要折腾来折腾去浪费时间。2）要对自己公司的产品有信息，不怕竞争对手，竞争对手除了价格没有别的能吸引客户，但价格不是唯一因素。客户回复如下Thank you for your assurance SarahIn general we have been happy with both the rubber and also the excellent customer service. Also we find that shipping times are often quite quick.We will make payment very soon.RegardsKevin