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今年以来，海运费一直居高不下，近期又受到“拉闸限电”等影响，很多原材料暴涨，使不少外贸企业本难上加难，稍有不慎就会亏本，因此，对于外贸企业来说，涨价已是无奈但无可避免的选择。

那么如何写一封让客户能接受的涨价函呢？下面就向大家介绍下。

1、给客户涨价预期

作为外贸人一定要及时关注原材料的最新行情，现在原材料涨价整个行业都知道，老客户自然也会有所了解，毕竟大家都在这个市场上做事。所以，在你提出涨价前要跟老客户打声招呼，给客户一个提前备货的机会和缓冲期，等你正式下发涨价函时，客户也不会有很大的心理落差。

在向客户提涨价时，不要一上来就给客户道歉，或是把姿态放得很低，这是行业趋势，你并不是过错方。这样才能不至于后面有理也不占理，如果客户趁机提出一些不合理要求，你还要怎么拒绝？但是也要注意，需要注意语气，做到不卑不亢，有礼有节。

2、涨价要有理有据

虽然涨价的原因大家都众所周知，但给客户发送邮件时，最好有数据表现，如汇率涨了几个点，海运费涨了多少钱，产品涉及的主要原材料分别涨了多少？这些都要在邮件中有个概述，最好能用直观的图表来说明，这样客户也能心中有数。

3、涨价要一步到位

涨价需要一步到位，虽然目前原材料一天一个价，但是我们在与客户发送邮件时也不要今天通知客户涨3%，看到客户没有强烈抵触，没过几天你又给客户涨2%。这种涨法，脾气再好的客户都会愤怒。

如果担心成本继续攀升，不妨在报价单中列明报价的有效时限，或者约定一些条款，比如人民币再升值x个点，报价即失效等。

4、根据客户有的放矢

针对不同客户，涨价函可以从其最关注的地方入手来陈述理由。

比如比较重视价格的，那么就给他算账，把增加的成本一笔一笔算清楚；

更重视质量的，就要向他证明，为了维持原有的品质，涨价是必然的结果。

关于涨价函一些好用的金句整理如下：

Step 1   简述涨价事实

例1   I'm writing to let you know that our prices will be increasing by 几个点 with effect from 何时.

例2   We would like to inform you that the price of certain goods will be increasing due to the sudden increase in the cost of the raw materials we use in our production process. Since we still have a limited stock of those raw materials, the price increase will not be made until 涨价日期.

例3   Please be advised that our prices will be increasing the prices by 几个点 effective 何时. Be assured we have enacted the smallest increase possible while continuing to ensure the quality of all our products.

TIPS“甩锅”的一种语法用主动语态传递积极消息，用被动语态传递消极消息。
简单来说，就是好事是我做的，坏事是被逼的。比如以下两个例句，请注意分辨哪个会让客户心里更舒服一些：

×We will be increasing our prices…√Our prices will be increasing…

Step 2 简述涨价原因

例1  汇率上涨

Over the past few months, we have all experienced the value of the US Dollar fall significantly against the China Yuan. The yuan has risen more than 9% against the U.S. dollar since last June. 

We have absorbed these currency fluctuation up to this point. However, this downward trend in exchange rates has forced us to re-evaluate our situation.

例2  海运费上涨

The global shortage of shipping containers has led to a sharp rise in freight costs from Asia to both Europe and the US. 

China-U.S. West Coast prices (FBX01) increased 5% to 4,571/FEU（美元）， This rate is 213% higher than the same time last year.

China-North Europe prices (FBX11) dropped 1% to 7,946/FEU（美元）, which is 449% higher than the same time last year.

China-Mediterranean prices (FBX13) increased 2% to 8,066/FEU（美元）, which is 283% higher than the same time last year.

*FBX指数即波罗的海货运指数，航运界的最权威、最重要指数之一。

查询官网：https://fbx.freightos.com/

例3 原材料上涨

The cost of 某种原材料 has continued to increase at an unexpected rate of 几个点 since 从何时开始 and some of the 原材料 suppliers are now releasing limited amounts of 原材料 into the market. In addition, other raw material costs are increasing. 

We have seen product costs pushed to historic level and we are unable to mitigate the current costs any longer.

TIPS如何寻找具体原材料涨价的实锤

工具：Google或http://Bing.com国际版（更有利于英文搜索），以关键词“hike price +原材料名称”或“price increase +原材料名称”开始搜索“新闻”，就能够获得大批资讯，以时间排序，筛选出你要的素材即可。

Step 3 结尾留下沟通渠道

例1  Thank you for your understanding. We appreciate your support and look forward to continuing to work with you in the future.

例2   If you have any questions or concerns about the increase, please feel free to contact us. Our sales teams are happy to discuss this situation with you.

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