存在价格劣势但措辞不当
当客户提出价格过高并要求降价时，有些外贸人常回复：“Our prices are higher than our peers, but there are suppliers who are more expensive, so you can ask around.”
这种回应看似合情合理，实则容易引发客户反感，甚至会给客户一种推卸责任或暗含讽刺的感觉。
自夸式回复
常见的一些自夸话术包括：“We have 15 years of experience.” 或 “xxxx ranked in the top 10”。
这类没有实际依据的自吹自擂，往往无法打动客户。客户更关心的是你能为他们带来什么实际、可量化的价值，而不是空泛的经验和排名。因此，在价格劣势明显时，我们可以从价值、成本、品质和服务等方面着手，而不是一味辩解或者试图证明自己。
如果非要强调经验，可以通过列举一些知名合作商来展示你的产品质量和公司的实力。这样既能为产品质量背书，也能间接为价格做出合理解释。
实战技巧
一封合适的邮件，既要传递核心信息，解答客户疑虑，还要避免激起客户的负面情绪。邮件中的语气和措辞需要巧妙把握。以下是一个参考模板，供大家参考：
Dear [xxx],
Thank you for your inquiry. I understand that our pricing may be higher compared to some competitors, but I believe it is reasonable and competitive when comparing like-for-like.
1. Proven Expertise: We are ranked among the top 10 manufacturers in this field, with over 15 years of experience. I will follow up with our detailed vendor profile in a separate email.
2. Commitment to Quality & Responsibility: We prioritize not only product quality and competitive pricing, but also social and environmental responsibility. I will send you our factory audit report in the next email for your review.
3. Efficient Process Management: Our comprehensive approach includes meticulous material procurement, order follow-up, quality control, inspection, and loading supervision. A trial order would demonstrate our ability to deliver on these promises.
Additionally, we invest heavily in research and marketing to help our clients effectively segment the market and position their products. I am confident that this will provide valuable support in optimizing your sales and marketing strategies.
Let’s explore the potential for a long-term partnership. I look forward to discussing how we can work together to achieve great results.
Best regards,
XXX
这封邮件的结构设计充分考虑了客户的需求和关注点。第一段表明理解客户的关切，同时合理解释价格。
第二段虽然提到了经验和行业排名，但更多的是为客户提供了实际可供参考的详细资料，增强了说服力。
第三段通过多维度展现公司优势，避免了空泛的自夸，同时承诺提供更多的资料帮助客户判断。
第四段则强调公司在管理流程上的专业性，展现公司实力。最后，通过建议客户先试单，传达了对产品质量的信心，比单纯的“我们客户忠诚度很高”更具说服力。
做外贸时，写邮件的重要性不仅在于句子优美与否，更多的是思路的清晰。站在客户的角度看问题，理解并解决他们的疑虑，是写好邮件的关键。虽然这封邮件不是“完美”的，但它绝对能打动客户，让他们感受到专业与诚意。
