汇率和海运费在过去的六个月里一直很高。最近原材料的飙升使得许多制造商的微薄利润在这里缩水。如果他们不小心，他们会赔钱下订单。

对于这些厂商来说，涨价是无奈但不可避免的选择。

那么如何写一封客户可以接受的涨价信呢？以下几点。

#几个原则

01 不必抱歉

首先要明确的是，你向客户提高价格，但你不是错误的一方。所以不要一上来就向客户道歉，或者把姿势放得很低，这样以后就不合理了。如果客户趁机提出一些不合理的要求，你怎么能拒绝呢？

涨价只是一个客观事实，需要双方共同消化。在商业上，你对客户没有什么遗憾。

但也要注意，虽然这是事实，但不要冷冷地把它扔给客户：

“This letter is meant to inform you about the recent rise in prices of our products.”

除非你的产品真的不愁卖，否则还是要注意语气，不卑不亢，礼貌有节。

02 有理有据

你不能说因为众所周知，我们要涨价，即使原因真的众所周知。

汇率上涨了几点，运费上涨了多少，产品涉及的主要原材料上涨了多少？这些应该在电子邮件中总结，最好用直观的图表来解释。

03 有些放矢

有了上述证据，你不需要把所有的东西都留在电子邮件里。对于不同的客户，你可以从他们最关心的地方来说明原因。

比如更注重价格，那就给他算账，一笔一笔算清增加的成本； 如果更注重质量，就要向他证明，为了保持原有的质量，涨价是必然的结果。

04 提醒客户你的价值

此外，我们还应该提醒客户，供的价值不仅在于产品的价格，还在于你在其他方面的努力。

其他客户需要考虑的因素包括:

产品质量稳定性；

对市场的了解，公司的专业水平，如新产品、爆款产品的迭代；

解决问题的能力；

对于交期的掌控能力，甚至可以优先生产该客户订单；

合作时间长短，相互了解，沟通成本也是成本。

05 一步到位

价格上涨需要一步到位。今天不要通知客户涨3%。看到客户没有强烈的抵触，几天后你会再涨2%。脾气好的客户会生气的。

如果担心成本继续上升，不妨在报价中列出报价的有效期限，或约定一些条款，如人民币升值x点，报价无效，等等。

06 留出缓冲

涨价生效时间最好长一点，给客户留点缓冲消化。

07 及时逼单

想想那些奢侈品店在涨价前门口排了多少人！你不妨试试看你能不能利用涨价？deadline促进一些订单。

#实战金句

以上要点可以根据客户的属性自由组合，客户可以通过一封或多封电子邮件接受涨价的现实。一些的金句如下:

Step 1

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：

一种甩锅的语法: 用主动语态传递积极信息，用被动语态传递消极信息。

简单来说，好事是我做的，坏事是被逼的。比如下面两个例子，请注意区分哪个会让客户感觉更舒服:

×We will be increasing our prices…

√Our prices will be increasing…

Step 2

例1： 上升

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：

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. This rate is 213% higher than the same time last year.

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

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

*FBX该指数是波罗的海运指数，是航运界最权威、最重要的指数之一。 https://fbx.freightos.com/

例3： 原材料上涨

The cost of 某种原料 has continued to increase at an unexpected rate of 几个点 since 什么时候开始 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： 如何找到具体原材料涨价的实锤

工具：Google或Bing.com国际版(更有利于英更有利于英文搜索)hike price +或原材料名price increase +开始搜索新闻的原材料名称，可以获得大量的信息，按时间排序，筛选出你想要的材料。

Step 3： 我们的努力和我们的价值

例1

We have made every effort to control and absorb the increases over the last X months. It is no longer possible for us to fully absorb the effects as raw material prices continue to rise.

We have no other option than to increase the prices of products and solutions. Our focus remains on delivering value to and serving our customers across the world.

例2

We have tried to prevent this price increase for as long as possible because of course we want to provide our products at a? competitive price.

However,the recent increase in the price of the raw materials is now too great for us to absorb,and we regrettably have no choice other than to implement a slight increase on the items listed below.

例3

We're confident that our prices remain competitive within our sector for the quality of the service that we provide and as always,we're focused on the results we provide to clients.

As you know,we value your business and have enjoyed working with you and achieved some great results along the way.

例4

As you are aware,we have enjoyed great successes working together and truly appreciate your business.

As a business partner,you know that operating overheads surge over time; therefore,these adjustments were necessary to maintain the same premium quality of products that our clients are accustomed to.

Step 4：

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.