我们外贸人一直关注如何回应国外客户的询盘，拿下订单！却不了解国外客户也在反向操作，研究着如何向我们询盘！
今天小编和大家分享一篇索菲老师拆解国外客户与我们中国供应商询盘的心理，正所谓知己知彼，百战不殆，只有更好的了解客户，才能拿下客户~
国外客户原来是这样询盘的
昨天在网上看到一篇英文文章，"如何和中国供应商询价？" 点击量很高，很值得回味。
和大家分享下，顺便附上我的翻译，以及文后对这篇文章的复盘。（一定要看到最后！）
An importer asked me what he should do when Chinese factories ask for his "price targets".
一位进口商问我，当中国工厂询问"目标价格"时，他该怎么办。
I think it is a legitimate question from factories (when it comes to trading companies, though, it makes sense to be suspicious).
我认为工厂提出这个问题是合乎情理的(不过，如果指的是贸易公司时，持怀疑态度也是可以理解的)。
Here is the sequence I advise importers to follow, when they source new suppliers:
以下是我建议进口商在寻找新供应商时应遵循的顺序:
Get in touch with at least 10 potential suppliers, and ask some questions (about their main market, their size…) to evaluate if they are good fit for your needs.
与至少10家潜在供应商取得联系，询问一些问题(比如关于他们的主要市场，规模……)，评估他们是否符合你的需求。
Request quotations (FOB, in USD) from them, to get a first pricing (without giving any target).
和他们询价（FOB价格，报美金）然后拿到初步的报价（不要给他们任何目标价格）
Be in touch with them briefly on the phone, if possible. Human contact will show them that you didn't sent that RFQ to 100 suppliers, and they will be more inclined to give a fast response.
如果可能的话，与他们简短地电话联系下。与人通话，显得更加诚意，让他们知道你并没有给100家供应商发过RFQ，他们才会更快速回复你的报价。
You will likely see several very similar quotes: that's the "market price". Eliminate all the "outliners" that gave prices 20% higher or lower than the average. (If you are consciously looking to buy above the market price to get above-average quality, keep the highest quotes).
你可能会看到几个非常相似的报价: 这就是"市场价格"。排除所有高于或低于平均水平20%的"异常价格"。 (如果你有意以高于市场价位的价格购买，以获得高于平均水平的质量，那就保留高价的那几家)。
If you have a team on the ground and if all candidates are in the same area, this is the best time to visit their factories.
If this is not easy, continue discussing via email and phone, and pay for factroy audits once have narrowed your search down to 1 or 2 candiates.
如果你在中国当地有团队，并且如果所有"候选者"都在同一个地区，那这是参观他们工厂的最佳时机。
如果这样协调起来并不容易的话，那就继续和他们通过电子邮件和电话讨论。一旦你将目标工厂缩小到1或2家，你可以请第三方来验厂。
Give more information about your product and your quality requirements to the most interesting candidates.
Don't hesitate to give them your target price if it is very different from what they offer you. Ask them to justify their price level precisely.
最后向最感兴趣的几个工厂提供更多你的产品信息和你对质量的要求。
如果他们的报价和你的目标价格相差还甚远，这时候不要............. 原文转载：http://fashion.shaoqun.com/a/1192031.html
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