课程内容

案例61老客户要求降价

问题:有个老客户要求我们有款产品降价10%,我们给客户做了份2021年度营销计划, 是订单增长多少年底返利多少折扣,现在客户不买帐,去年的也要我们10%的返利,被我拒 绝了,客户一直追问我们没有帮助到他,问我们还能为他做什么支持?

回复思路:

1. 关于折扣的具体定论,为什么给他们这个折扣的原因。

2. 我们能为客户做些什么?

回复话术:

Dear Fredrik,

I am sorry but I have to say that there are some misunderstanding on our discount 7%, because I don* t know why you want us to give you such discount for 2020 year order, it is beyond my image, because we are not easy actually.

7% discount doesn' t means that we have such profit and it has to arrived the annual order until US$xxx that is total quantities xxx pcs.

In fact, in order to avoid the risk of coming 10%-15% risen from March, so we should prepare and plan in advance, then we discussed with our all material suppliers and pushed them keep same cost or lower during the whole 2021 year, but the term of total quantities should be arrived the one they required, otherwise, we can not get such material benefits.

We are always thinking how we can help you more and share our both marketing strategy in 2021 each other, so ,we would love to feedback your support and offer as below annual order:

300% increasing : 7% discount

200% increasing : 4% discount

100% increasing : 2% discount

Besides, please also kindly consider our below benefit, whether have any interesting ?

1) all gifts ,brochure and bags with your brand, moreover

2) A11 new products provide free small order goods to your company.

3) We supply your a warranty service of 2 years instead of 1 year

4) We pay air tickets and hotel fee when your team visit our company.

I would like to wait for your any kind comments.

Thank you very much.

Best regards,

Xxx

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