合作多年的客户,一直合作愉快,最近客户说汇率动荡不平对其利润影响很大,要求降价5%,可是我们利润也有限,想放弃这个客户又舍不得，怎么办?
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方案一：
货币下跌是企业不可控制的而且对于双方都很可怕的事情，这种情况下，想要客户让步太难，因为客户不可能赔钱来采购你的东西。所以不妨重新进行成本核算，看看在满足客户要求的情况下，需要客户达到一个什么数量。到时候再拿这个数量和客户谈。
方案二：
先跟客户诉诉苦，说中国的原材料，人工费都涨了，其实你们也没多少利润，让他理解：你们是在做亏本买卖，现在只是维持公司运营；你们也很理解对方的处境，为了双方的利益，能否请对方适当地增加数量，你这边再维持公司成本运营的基础上给他优惠点。客户也不会轻易因为价格的原因换掉你们这样的供应商的，你可以把实际情况告诉他，既然都是生意人，他应该会理解的。
方案三：
和客户强调你向来很重视的一点是一个长期合作关系，而不是一次性生意，而且一次优质的采购过程除了产品价格外，还需重视的一点是产品质量和售后服务。在确保自身产品质量和服务的前提下，和客户强调现在给客户的价格已经是按最优惠的价格给客户的，价格没办法再降了，这时候立场要坚定，不能再继续降价。最后如果客户还是要求要低价，你在表示完态度后，先松一松，过些天再联系客户。
三个方案可综合使用。当然即使买家没有强烈的降价要求，为了避免汇率波动带来的损失，特别是在每笔交易数额都很大，而且汇率明显不稳的情况下，最好提前向银行或第三方服务平台（如蓝海骆驼）要求锁定汇率服务，把可能存在的风险降到最低。
Recently, the customer, who has been cooperatingharmoniously with us for years, required a 5% reduction because of the greatimpact on their profits caused by the fluctuating exchange rate. But ourprofits are also limited, and we are not willing to give him up, so what shouldwe do?
Don’t worry! Let me help you! Look here, which onesuits you best!
Option 1:
the falling currency is uncontrollable forcompanies and it’s also terrible for both sides. In this condition, it’s verydifficult to make customers compromised, because they couldn’t lose money topurchase you products. So, you might as well redo the cost accounting, to seewhat quantity should the customer purchase in the case of meeting hisrequirements. Then you can negotiate with him using this quantity.
Option 2:
you can pour out your woes first, by saying thatyou also have limited profits due to the rising raw material costs as well aslabor costs, to make him understand: you sell at a loss and now you just keepthe company in business; meanwhile, you also understand their situation, thusfor our mutual interest, whether he appropriately increases the quantity, andyou also give him a discount based on maintaining the working capital of yourcompany. Indeed, the customer will not easily look for another supplier becauseof the price, so long as you tell him the physical truth, since both arebusinessmen, he will understand.
Option 3:
emphasize to the customer that you value thelong-term cooperative relationship instead of the one-time business, more over,in addition to the product price, the quality and after-sale service are alsoimportant in a high-quality adoption process. Under the premise in ensuring thequality and service, you can emphasize that the price you offer now is the mostfavorable price, and it can’t be reduced anymore. And you have to stand firmlyat this point - you can’t go any further. Finally, if he still insists on alower price, after showing your attitude, you could take a relax, then contactwith him a few days later.
The three options can be used in combination. Ofcourse, even if the buyer does not have a strong desire for a lower price, inorder to avoid suffering from the exchange rate fluctuation, especially for thelarge transaction amount, when the exchange rate is obvious unstable, it’s bestto ask the bank or the third-party service platform (such as Seacamels) inadvance for locking in exchange rates service, to minimize the potential risks.