客户嫌报价高，梯度式报价敲定订单
询盘来源：韩国
产品行业：铝材
买家询盘：
Dear ##
Here are more detailed files.
I am just starting this business, it would be great if you could give me a good price for the jobs.
If all goes well, there will be more orders.
Thank you. I hope to hear from you soon.
供应商回盘：
Thanks for your kindly updates and attention!
This is Amy Chen from Fanglv, after carefully study your files and notes, I can say confidently we are the right one you look for!
At the same time, we found it is almost impossible finish this small but delicateky item by al-7075, if someone say yes, I guess he is lying, I just wander is it OK use material AL-6061?
If OK, pls kindly take my below rough quotation as reference:
Mould Fees: USD ##
MOQ: 500 PCS: USD ##
50 PCS: USD ##
Surface treatment: anodize sliver
Material: AL-6061
Kindly remind, in your drawing, the surface treatment is "anodize silver" but in your notes, you said milling the outside then polish? Above quotation is based on anodize silver.
If you have any concerns, pls note me freely!
Looking for your kindly feedback!
买家再次询盘：
Thank you for the quote. I'm sad to say that I can't can't afford your price. I thought it was only a machining job, not needing molds. The production cost will be more expensive than the estimated selling price of the units to be made.
Thanks again. My apologies for taking up some of your time.
供应商再次跟进：
Thanks a lot for your kindly feedback!
YES, I believe this price is a little higher, cause it is for trial order of small qty, not mass production price. Do you have any idea of further mass production qty? then I can offer you a more competive price based on mass production qty, you know, like these CNC machining products, we need obtain very high etra cost for small qty.
For the mould cost, sure, we can purchase aluminum bars & tubes from market, then machining it as drawing, but there will be one problem, we can't gurantee all the bars and tubes buy from market has the same Chemical composition & Mechanical properties.
What's more, we have 9 extrusion machines, we extrusion all the raw aluminum profiles by ourself (attached pic for reference), won't buy it from market, you may konw, our china market has varied levels, it is not economy and reliable purchase aluminum profiles from market.
So if there will be big demand for this product, we recommend you open moulds and extrusion profiles by ourself, I will discuss with our boss and see whether we can get some discounts. What's your opinion?
Thanks again for your attention, if you have any concerns, pls contact me freely!
专业点评：
首先和您探讨下第二个客户的询盘。
第二个客户表示价格高，主要因为要开模而且MOQ少的原因，这个您这边也很详细地解释了。后续跟进可以从两方面去给客户提供参考。
一方面了解一下其他铝型材企业要生产出符合客户要求的产品是什么价格，是否也一定要开模。有的买家对价格敏感，而有的买家对质量敏感，需要区别对待。好的报价需要数据支撑，只要心里有底，您跟买家的谈判就不会被动了。如果实在是没有什么价格优势，就要突出别的优势！比如说，能给客人好的付款方式，这样就可以淡化价格的纷争。
了解之后可以给客户发第二次报价，这次的报价可以采取梯度式的报价方法，随着MOQ的增加，单价降低，这样可以在买家没有明确采购量的情况下，给到买家一个价格范围。
做来样/来图加工，专业度非常重要，只要您能给买家解答技术上的问题（不一定所有的买家都很专业的），并且给予合理的建议或者替代方案，就算这次买家没能下单，下次如果有类似的需求，还是会第一时间想到您的。
梯度式报价举例
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