外贸报价出错后如何巧妙应对与解决
不同情况下的处理方案
在日常外贸操作中，报错价是常见且可能致命的错误。如果一不小心给客户报错了价格，应该如何巧妙应对并解决呢？以下为不同情况提供解决方案。
01
若错误报价过高会吓退客户，过低则可能导致无利润甚至亏本。及时发现错误而客户尚未回应时，应直接追加邮件解释并道歉。
对于这种情况，一封参考邮件如下：
Dear XX,
I am Aaay, the general manager of XXX Company. I must apologize for our fault.
When coco sent you the last offer, we made a serious mistake. The price for XX product should be 105 USD, not 85 USD.
I was on a business trip when coco telephoned me to get the offer for it. I should have checked the offer again before sending it to you.
Sorry for any trouble caused. To show our sincerity, I would like to give you our bottom price at 100 USD mt.
Waiting for your feedback.
Abby
乐观情况下，客户会接受这样的解释并进一步洽谈合作。
对于较苛刻客户，可采取以下方式：
- 打电话询问客户意图，并重新核算成本和利润给出最大折扣。
- 按客户目标价位推荐其他款式并给予一定折扣。
- 继续核算，要求客户增加订购数量以接近错误报价。
02
若报出极低价格后客户第一时间接受，可采用以下策略：
- 成交——赔也做，赚个好名声：给出承诺后承认错误，坚持遵守报价以建立长期合作关系。
- 向客户解释原因并重新报价：真诚道歉且不能仅限于道歉，需提出解决方案如给予最低价或调整付款方式。
- 开出客户难以接受的其他条件（不推荐）：通过设置T/T预付款等方式让客户为难，以便保留下次谈判机会。
总结来说，出现报价错误时不能选择逃避，应及时提供解决方案。
04
以下是报错价格后的邮件沟通模板供参考：
参考一：
Dear XX,
So sorry for this abrupt email. I am quite sorry to inform you that we made a mistake in our offer. Kindly check the enclosed correct quotation.
Meanwhile, attachment 1 is our official apology letter. Attachment 2 is our formal analysis report and corrective action.
In order to make up for this issue, we would like to offer a 3% discount.
Last but not least, we are sorry for any inconveniences caused by this.
Best Regards
参考二：
Dear XX,
I am so sorry to inform you that we offered the wrong offer in the previous email. Kindly check the attached final correct version.
Due to my personal carelessness, I made a wrong calculation and feel quite ashamed about this but will never make the similar mistake in future.
In order to make up for this issue, I have done my best to make this order lead time 3 days ahead of time.
Last but not least, we are sorry for any inconveniences caused by this.
Best Regards,
如何避免报错价格
- 第一步：计算必须仔细，考虑到所有成本。 牢记公式，报价须为美金价格，书写格式为“$数字+@FOB(CIF...)+港口”。
- 第二步：审核，倒推成本是否与出厂成本一致。 可根据经理提供的CIF价格减去各项费用得出大概出厂价，以此核对差异。
- 第三步：所有报价单都必须加入有效期。
通过海关数据调查国外采购商背景
利用海关数据，外贸企业可以跟踪分析现有客户的交易记录，了解其除自己企业以外的供货来源及情况。通过对比分析竞争对手，找到自身优劣势，进一步巩固关系、扩大订单份额。