How to deal with the situation where the customer asks for free shipping but the quotation does not include shipping costs?

introduction

In the increasingly competitive foreign trade market, customers' demands are becoming more and more diversified, especially the requirements for freight are getting higher and higher. Many customers want to include freight in the quotation, that is, ask for free shipping, but in the actual quotation, we often list the basic commodity price separately without including freight. This contradiction frequently occurs in foreign trade transactions. As an experienced foreign trade person, I have the obligation and necessity to share some practical methods to deal with this situation, so as to help my peers better deal with customers' free shipping needs.

Part 1: Identify the specific costs and impact of freight

In order to effectively respond to the "free shipping" request, we first need to fully communicate with customers and clarify the specific costs and components of the freight. In the quotation process, we often involve multiple factors, such as the volume and weight of the goods, the distance to the destination, and the selected mode of transportation. By communicating with customers in detail and providing a transparent freight structure, we can effectively reduce customers' concerns about prices.

For example, if a customer asks for free shipping when asking about the price, I will immediately reply with the specific amount of shipping costs and the difference in costs caused by choosing different shipping methods (such as sea freight and air freight). Listing the shipping costs separately from the actual sales price can not only reduce misunderstandings, but also enhance customer trust.

Part 2: Fully explain your freight policy in your quote

In order to avoid misunderstandings of the quotation, I suggest adding a statement of freight policy in the quotation, stating that "the quotation does not include freight, and the freight will be calculated based on the actual situation." This simple statement can significantly reduce the cost of subsequent communication.

In addition, I will also clearly state the freight calculation method in the formal business contract. This is not only to protect the customer, but also to protect the company, to ensure that there will be no disputes over freight in the future. You can consider adding a freight calculation formula to the contract, such as "Freight in XX area = ABC * Commodity weight + ZX", so that customers can see it at a glance.

Part 3: Understand market freight practices and adjust pricing strategies

By conducting market research and understanding the freight payment practices in the industry, I will appropriately adjust pricing strategies when providing quotes to customers to ensure that we have a competitive advantage when competing with our competitors.

For example, if the industry generally adopts the free shipping strategy but we do not do so, it may lead to customer loss. Therefore, I will consider building the impact of shipping costs into product pricing, and appropriately increase product prices to cover shipping costs, thereby achieving the effect of "free shipping". To this end, regular data analysis will be very important, combining sales data with market dynamics to continuously optimize our pricing strategy.

Part 4: Building Good Customer Relationships

In foreign trade, customer relationship maintenance is key. Therefore, I will take a proactive approach to communicate with customers to ensure that they can clearly understand the relevant information about freight. In my interactions with customers, I often provide multiple options, such as preferential transportation methods and possible discount strategies. Through these methods, I can effectively enhance customers' trust and loyalty to our company.

For example, for first-time customers, I will proactively provide a certain amount of freight subsidies to attract customers to place orders. This approach can not only bring short-term benefits, but also lay a good foundation for subsequent cooperation.

Part V: Conclusion

It is not easy to deal with customers who require free shipping but do not include shipping costs in their quotations. However, through a series of measures such as clarifying shipping costs, optimizing quotation policies, adjusting pricing strategies, and building good customer relationships, we can effectively improve customer satisfaction and achieve sustainable business growth. In this process, transparency, integrity, and flexibility are the keys to our success in the foreign trade market.

I hope the above experience can provide some reference for my peers, help everyone better face the challenges in the foreign trade market and achieve a win-win situation.