外贸价格谈判邮件话术模板：守住利润还能留住客户

做外贸的都懂，价格谈判是最磨人的环节——报高了，客户直接流失；报低了，自己白忙活一场，甚至亏本。尤其是面对“只看价格不看价值”的客户，很多外贸人要么硬扛着不降价，最后丢了单；要么一味妥协，压缩自己的利润空间，做着吃力不讨好的生意。

其实，价格谈判的核心不是“降不降”，而是“怎么说”。好的邮件话术，既能清晰传递自己的价格底线，守住该有的利润，又能照顾到客户的情绪，让客户感受到诚意，甚至认可你的价值，心甘情愿接受报价。今天就整理了外贸价格谈判中最常用的5个场景，每个场景都给了可直接套用的话术模板，不用费脑琢磨，改改细节就能发，帮你高效谈判、留住客户。

一、首次报价后，客户直接压价（最常见场景）

这类客户大多是初步筛选供应商，先抛出低价试探你的底线，此时不用急于降价，重点是“共情+传递价值”，让客户知道你的报价合理，不是漫天要价。话术核心是：理解客户的成本需求，解释报价构成，委婉拒绝无理由压价，同时给客户留台阶。

话术模板：

Dear [Client Name],

Thank you for your prompt reply and honest feedback on the quotation.

I totally understand that price is a key factor for your purchasing decision, and we always try our best to offer the most competitive price while ensuring the product quality. The quotation we sent you includes high-quality raw materials, strict quality inspection, and professional packaging, which can effectively reduce your after-sales cost and ensure the goods arrive in good condition.

After careful calculation, this is the best price we can offer for your order quantity. We really hope to establish a long-term cooperation with you, so we won’t sacrifice product quality to reduce the price—after all, stable quality is the foundation of our cooperation.

If you have any questions about the quotation details, please feel free to let me know. We are willing to communicate with you further to find a win-win solution.

Best regards,

[Your Name]

关键点：不否定客户的压价需求，不辩解，而是用“质量、售后”等价值点支撑报价，让客户明白“一分钱一分货”，同时表达合作诚意，避免把话说死。

二、客户拿竞品低价施压，要求你匹配

这种情况最考验外贸人的心态，客户会明确说“XX供应商报的比你低20%，你能做到就合作”。此时千万不要直接反驳“他们的质量不好”，也不要盲目跟风降价，重点是“区分差异+突出自身优势”，引导客户关注价值而非单纯比价。

话术模板：

Dear [Client Name],

Thank you for sharing the information about other suppliers’ quotations. I appreciate your trust in us to let us know this situation.

We have learned about the price you mentioned, and we understand that you want to get the best product at the most reasonable price. However, there are some differences between our products and the ones you referenced—our product adopts [specific advantage, e.g., imported raw materials, advanced production technology, 3-year after-sales service], which can ensure the product’s service life and stability.

Many of our long-term clients have told us that choosing our products saves them a lot of maintenance and replacement costs in the later stage. We can’t match the ultra-low price you mentioned, but we can guarantee that every cent you spend is worth it.

In addition, for your order, we can provide [small preference, e.g., free sample delivery, priority production, flexible payment terms] to show our sincerity. We hope you can consider the comprehensive value of the product rather than just the price.

Looking forward to your reply.

Best regards,

[Your Name]

关键点：不贬低竞品，只讲自身差异和优势，用“长期成本”打动客户，同时给出小优惠（不降价），让客户有“占了便宜”的感觉，既守住利润，又给足客户面子。

三、客户要求降价，承诺“长期合作/加大订单量”

这类客户有合作诚意，但想通过“画饼”压低价格，比如“只要你降价5%，我后续每月都下单”“我这次订1000件，你再便宜点”。此时要学会“有条件让步”，不被空口承诺绑架，让步的前提是“明确合作细节”，确保自己不亏。

话术模板：

Dear [Client Name],

Thank you for your trust and support, and we are very glad to hear that you are willing to establish long-term cooperation with us.

We highly value your cooperation intention, and after internal discussion, we are willing to make a small concession on the premise that we can confirm the specific cooperation details. If you can confirm the monthly order quantity of [specific quantity] and sign a 6-month cooperation agreement, we can reduce the price by 3%—this is our bottom line, as we still need to ensure the product quality and our reasonable profit margin.

If you can’t confirm the long-term order for the time being, for the current order of 1000 pieces, we can provide you with a free set of accessories as a gift, which can help you reduce some subsequent use costs.

We hope to achieve win-win cooperation with you—you get high-quality products at a reasonable price, and we get stable cooperation. Please let us know your decision.

Best regards,

[Your Name]

关键点：把“空口承诺”转化为“具体条件”，让步要有底线，不盲目妥协，同时用“赠品、增值服务”替代降价，既满足客户的心理预期，又守住利润。

四、谈判陷入僵局，客户不再回复（挽救场景）

很多外贸人遇到客户不回复，就会慌神，要么反复发邮件催，要么主动降价求和，反而让自己陷入被动。此时的核心是“主动破冰，给客户台阶，不纠缠价格，转移焦点到合作本身”。

话术模板：

Dear [Client Name],

I hope this email finds you well. I haven’t received your reply for a few days, so I just want to check in with you to see if you have any questions about our quotation or product details.

I understand that price negotiation may take some time, and we are not in a hurry—we just want to make sure that you can get the most suitable solution. If our current price doesn’t meet your budget, please feel free to tell us your expected price and your specific requirements, and we will try our best to adjust the plan (such as adjusting the product specifications appropriately, optimizing the packaging, etc.) to meet your needs without reducing the product quality.

We really value the opportunity to cooperate with you, and we are willing to communicate with you patiently until we find a solution that both of us are satisfied with.

Looking forward to your reply at your convenience.

Best regards,

[Your Name]

关键点：不催单、不降价，先关心客户的需求，主动提出“调整方案”（非降价），给客户台阶，让客户感受到你的诚意，打破僵局，同时守住利润底线。

五、最终定价，确认合作（收尾场景）

价格谈妥后，要及时发送确认邮件，明确价格、订单细节，避免后续出现纠纷，同时强化客户的合作信心，为长期合作打下基础。话术核心是“清晰、明确、真诚”。

话术模板：

Dear [Client Name],

Thank you for your trust and understanding! We are very glad to reach an agreement on the price of this order.

To avoid any misunderstanding, we hereby confirm the key details of the order:

1. Product: [Product Name]

2. Quantity: [Quantity]

3. Unit Price: [Unit Price] (FOB/CIF [Port Name])

4. Total Amount: [Total Amount]

5. Delivery Time: [Delivery Time]

6. Payment Terms: [Payment Terms]

We will arrange the production as soon as we receive your confirmation and the down payment. During the production process, we will send you photos and videos of the production progress regularly, so you can rest assured.

We look forward to the smooth cooperation with you this time, and hope to establish a long-term and stable cooperative relationship with you in the future. If you have any other requirements, please feel free to let us know.

Best regards,

[Your Name]

六、谈判话术避坑提醒（必看）

1. 不轻易降价：降价是最被动的方式，不到万不得已不要用，一旦第一次降价，客户会持续压价，最终压缩你的利润；

2. 不贬低竞品：无论客户怎么说竞品的价格低，都不要说“他们的质量差”“他们的产品不行”，专注于自身优势即可，贬低竞品会显得不专业；

3. 不承诺做不到的事：不要为了留住客户，承诺“最快交货”“最好的质量”却无法兑现，后续会引发更大的纠纷，反而丢了客户；

4. 保持真诚：话术是工具，但真诚才是核心，让客户感受到你是在为他着想，而不是单纯想赚他的钱，才能建立长期信任。

其实外贸价格谈判，从来不是“非赢即输”，而是找到“利润”和“客户”的平衡点。以上这些话术模板，涵盖了谈判的全流程，你可以根据自己的产品、客户类型，稍作修改就能直接使用。记住，守住利润不是硬扛，而是用专业的话术传递价值；留住客户不是妥协，而是用真诚的态度建立信任。

希望这些话术能帮你在价格谈判中少走弯路，既能守住该有的利润，又能留住优质客户，把每一次谈判都变成长期合作的开始。