1. Pre-emptive ——Quote based on me
Business people in printing companies should use some methods of commercial distribution when negotiating orders. For example, in shopping malls, specialty stores and other business places, such notices are often seen: this product does not participate in discounts, bargaining is free, it is already the lowest price, bargaining is free, if someone wants to bargain when shopping , Its salesperson pointed out: Sorry, we do not bargain here. If the customer repeatedly asks whether it can be cheaper, in the end, a few hundred yuan of goods will only have a small concession of more than ten yuan. In this way, a verbal battle with customers is easily avoided.
In addition to indicating the processing price rules like this to prevent customers from bargaining, you can also refer to the preemptive approach in the following responsibility.
1. Explain to customers the factors that affect price customization, for example, they are quoted based on the standard of printing prices set by the price department, rather than their own pricing, etc., indicating the reason for the high price, so that customers feel that they are indeed dealing with orthodox manufacturers Although there is not much room for bargaining, the processed products are guaranteed by quality and time, and are worth the money.
2. It shows that the operation of these batches of processed products does not make any money. It is entirely based on the old relationship that has been cultivated with the households for many years. I only took over this business. I hope that this time the customer can also help, take care of, and show that it will definitely In the future cooperation with other varieties, make up and give preferential processing.
Of course, there must be a prerequisite for adopting this pre-emptive method, that is, the products to be processed by customers are tightly traded and have high quality requirements, or large batches, complicated processes, etc., he came here because of the high price. And directly affect the customer's final transaction success, otherwise, the customer will be rejected thousands of miles away.
Second, post-emptive-see the machine to act to quote
In the undertaking of printing business, it is often the ringing of phone calls that ask for prices, and there are many indirect and direct customers who come to ask for prices. The quotation work was a time-consuming and labor-intensive task, and I was busy for a while, but after a period of inquiries, I could not see the text and the client never looked back. It was a headache. In general, the customer asks mainly for two purposes: first, he is really interested in looking for manufacturers to process products, asking prices to understand the processing price base; second, he has no intention of processing products with you, by asking this machine to learn about Compare the price base of processing and make a comparison, that is, to explore the truth and reality. In addition, there is a situation in which some old customers will use bargaining as an excuse to refuse or terminate the continued cooperation and make a price that we simply cannot afford.
In view of the above situation, we must first find out the true meaning. Manufacturers and business people should not ask customers to call for prices or see customers come to ask for prices, there is a fear that they will not be able to retain customer orders, and actively report the price, and The price is reduced as soon as the customer bargains. If it is easily lowered again and again, it will make the customer feel that the quotation is too humid. It is best to first report a price by the customer, explore the price in this way, make correct judgments by acting on the opportunity, clarify the real purpose of the customer's inquiry and bargaining, and decide whether his illiteracy should offer him a rough offer or a fine offer. Only by grasping the endeavors of customers can we report the price that is both bargaining and attractive to customers.
3. Outstanding advantages-bargaining at high-end prices
First, carry out persuasion work to highlight the company's own advantages. For example, first briefly introduce the company's good reputation and economic strength, with first-class equipment, complete processing technology, reliable quality assurance and on-time delivery guarantee. Second, highlight the comprehensive supporting service projects. Enthusiastically help customers to complete the process requirements, material use, labor cost, etc. called the rules; help customers to make new processes and materials, improve the form of the product, without increasing costs; Purchasing paper and materials, sending manuscripts, sending products to your door, etc. can meet their requirements and provide attentive service.
Let the customer sincerely produce a feeling that dealing with such a company is the only one, there is no branch, and the price is higher and it is worthwhile. Otherwise, the result will be persuasion and high price. Winning the trust of customers in this way effectively avoids intense bargaining and enables transactions to be completed at high-end prices.
Fourth, review the situation-flexible use of quotation skills
To quote prices that are both bargaining and attractive to customers, clever and flexible quotes are key.
First, pay attention to the rational use of quotation skills
For those customers who are not familiar with the printing price market, they can report high prices and leave some room for bargaining; for customers who do not know the specific printing price situation, but know the general pricing rules of printed sheets and color orders, they should quote moderately. For those customers who know the specific price and have many dealings with the printing unit, they should try to lower the processing price and keep the customer without losing money. In short, for different types of customers, quote different prices.
The quotation for printing and processing is a serious matter. We should choose to conduct it in a more formal place such as a business negotiation room. Especially new customers should not leave them with a casual and hasty feeling. When negotiating, generally explain to the customer that the quotation for printing and processing is based on the uniform price standard of the industry. At this time, you can report a vague price to the customer, so that he has a rough price impression of the product to be produced. When the customer makes up his mind to sign the order, he will quote the specific price. Here we must also pay attention to who to quote. The price is more sensitive in business communication. If you are inquiring about the price by telephone, or if the average person comes to ask for the price and speaks three-thirds, it can only be sold out in case of the customer's business executive. Reporting wages to those who ca n’t do the Lord is not only futile, but sometimes even makes the results counterproductive.
Second, pay attention to the way of processing prices
1. Quotes vary from person to person. Some customers are used to pricing based on printed sheets and color orders. At this time, you have to quote according to the printing price list. They are complicated and troublesome. In view of this situation, the unit price of printed sheets and color orders can be converted to quote.
2. Report the price of the smallest unit. In commercial transactions, feed, beer, food, etc., usually quote the price of 1 bottle, 1 pack, and 1 box. If it is a tens of hundreds of thousands of yuan in the total amount of processing capital, the customer will feel that the profit is large, and the psychological defense line is easy to break.
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