客户希望你承担进口关税/清关费用,你如何拒绝又不失合作机会?
作者：微信文章针对 客户要求你承担进口关税/清关费用 这种情况，既要拒绝，又不能直接让客户觉得被拒绝而冷掉合作，我建议你用 三步策略：先表示理解，再解释行业惯例，最后给出替代方案。
拒绝但不失合作机会的示范话术
英文版（外贸邮件/谈判可直接用）
Hi ,
I understand that import duties and customs clearance fees are a concern, especially for international orders.
In our industry, these costs are usually handled by the importer in the destination country, as the rates vary depending on local regulations and policies. If we were to include them, the final price would need to be significantly adjusted, and sometimes it can even cause unnecessary tax duplication.
To support you, we can:
Provide accurate HS codes and product descriptions to help you estimate the exact duty before shipment.
Recommend reliable local brokers who can offer you competitive clearance rates.
Assist with all necessary shipping and customs documentation to ensure a smooth process.
This way, you have full control over the import cost, and we can keep the product price as competitive as possible.
What do you think of this arrangement?
Best regards,
核心逻辑：
先认同 → “我理解这是你的关切”
解释行业惯例 → “国际贸易中关税通常由进口商承担”
抛出隐性风险 → “我们代付反而可能导致重复征税或抬高价格”
提供解决方案 → “给HS编码、推荐清关代理、提前核算费用”
把决定权交还给客户 → 让客户觉得掌控权在自己手里
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