涨价真的是个尴尬的话题,产品的价格很难长时间一成不变,跟客户开口说要涨价,客户很难一下就接受,搞不好客户还会转投其他供应商的怀抱,但是不涨价的话我们也就没利润,说不定还会亏本,因此即使难以开口也要好好跟客户说。
大部分客户都不是胡搅蛮缠的类型,我们要涨价的时候就要跟客户说明要涨价的理由,要是什么理由都不给,就直接说涨价,任谁也不会买账的,最好能详细跟客户说清楚,说说过去和现在的原材料成本,以前和现在的工资,每种产品的水电费和工厂租金,关键是公司受汇率影响很大;
这些东西都最好能拿出数据来说明,附带一些国家政策的新闻也是极好的,写邮件的时候要谨慎,说明实际情况,不要无中生有。
举个我觉得不错的例子给大家看下:
DearXXX,
Many thanks for your email.
Re the new price for ceramic bowl, frankly speaking, it is really very hardproduct for us now. Because it is all made by hand, the labor cost is go upsharply from last year.
Every worker can make about 1500pcs per day, we paid them usd 3.5 per day oneyear before, it is mean usd2.3/1000pcs, now, according to the law of thegoverment, we at least pay them usd 7.9 per day, it is mean usd 5.2/1000pcs, itis about usd 2.90 difference per carton.
Re the exchange rate, in your last order dated June. 25, 2017, the exchangerate is USD1 : RMB6.54, today, it is USD 1 : RMB 6.30, it is mean 3.8% rise inthe exchange rate, the price for your last order is usd 25.7/ctn, it is meanusd25.7 x 3.8% = usd0.97/ctn. ( RMB is unit for Chinese curancy )
the new price should be usd25.7 + usd2.9 + usd0.97 = usd29.57/ctn, anyhow, tocooperate with you. we share some cost, we offer usd28.5/ctn fob shanghai. wedo hope you can give us your kindly understanding and confirm the price.
When we receive your kindly confirmation, we will prepare the P/I for youwithout any delay. Thanks in advance.
Best regards,
xxx
外商大部分很看重质量和合作情况,如果是老客户的话更是不会轻易换掉供应商,一般情况下是不会因为一两次的涨价就放弃合作的,但是也不能因为一次成功涨价就后续不断涨价,这样客户很反感的,一看就觉得你是在讹人,要涨价的话就最好一次解决,算好成本,保证产品在短期内不会再涨价了;
对于那些本身我们赚取利润就很少的合作公司来说,我们更是要狠下心来涨价,做生意都没了利润,还要那么坚持做什么呢?
还不如把精力放在更值得维护的客户身上。
许多外贸小伙伴怕涨价伤害到和客户的关系,但是我们不可能委曲求全牺牲公司利益去维系客户关系,客户如果看中的是质量和服务的话,是不会因为涨价而随便就放弃,在成本已经上升的情况下,一再和客户说明都没用的话,这种客户其实我们也不怕说再见的,因为再合作下去也没钱可赚了。