1 通过个人
A专业的LED行业知识——能及时回答客户提出的技术问题并利用所掌握的知识引导客户购买适合市场的产品。 B专业的外贸技能——流利的口语水平+专业外贸贸知识 对货运，报关等流程的了解。
C熟练的销售技巧——掌握常用的销售技巧，并灵活应用。包括电话技巧，邮件技巧及其他谈判技巧。
D热忱的服务态度——时解决客户的难题 提出建设性意见 发节日祝福或者圣诞贺卡之类增进与客户私人感情
2 通过公司平台
产品质量优势 CE RoHS 认证 ISO9001：2000 严格的质量控制体系 QC监控生产每个环节 出货前必经的检测程序+高压 功能 触摸
外观 老化（24小时） Advantage of Quality: C&G has cetificates of CE, RoHS
and ISO9001：2000 Our quality control system is very strict The QC
staff inspencted every procedure of production One product should pass
high voltage test, function test, touching test , visual test and above
24 -hour- aging test before delivery
技术优势 专注研发 研发部技术人员齐备（结构 系统控制 电源 光学 软件 无线控制） 如每个月推新产品 有新产品发布日等 Two Idea
Design Engineers；One System Engineer；Four Electrical Power Engineer； Two
Software Engineers One Optics Engineer；Two Structure Engineers； One
Wireless Control Engineer
Advantage of Technology We focus on research and innovation Our
fully-equipped R&D Department posseses prfossional engineers in
aspect of structure, system, electrical Power, optics, software, and
wireless control We release new products every month and the 28th of
every month is C&G’s New Product Launch Day
产量优势 50K每月 按时的交货 历史优势 最早开始做LED照明的中国厂商之一，在LED照明灯具方面有有丰富的经验； Advantage of
History: We started to making high power led lighting products as early
As 2001 and we are one of the begginers of Chinese manufacturers in the
application field of led lamps 发展优势 销售额从公司成立以来每年递增50%以上 上市 Advantage
of Development Our turnover increases by 100% every year since
establised Our target of turnover in 2014 is 100 million USD In 2015
we will reach 200 million USD and will go to public stock
宣传渠道 专业B2B的推广 We promote ourselves in some professional B2B website and
Magazines like GLOBAL MARKET, GLOBALSOURCES 公司网站的及时更新 网站的完善（设计能吸引人，
资料齐全）
1 老客户对我们的某款产品有很大的需求
a) 首先分析客户与我们以前的合作历史，公司的规模。 一般来说下大订单的客户，客户是在LED 方面有比较强的实力，与我们合作有一定的时间，买过我们的样品，而且测试结果满意。
b) 然后我们需要了解发出此需求人的职位，一般来说，需求来自采购会比较真实。我们需求了解产品将如何销售，是否已找到客户。如果是的，他的客人准备将产品用在那里，将在什么时间需要。如果是真实需求的话， 客人会对这些问题进行详细的答复。
2 新客户对我们的某款产品有很大的需求
A．我们需要详细了解客户的背景，比如客户的类型，LED产品种类，主要市场，规模大小，在中国采购的历史。
B．然后我们需要了解客户为什么对这款产品有巨大的需求，比如主要的购买者是谁，产品使用在那里。以及准备如何推广这个产品，将参加什么展会，将我们的产品做成目录了吗，放在网站上了吗。
1 old customer has big demand for certain product
A Analysis previous cooperation history, company scale,
Generally speaking, customer having big order are supposed to have
strong ability in LED, have cooperation with us for a period, test our
sample and approve our quality
B We need to know the position of the demander Generally
speaking, demand from purchasing is more authentic We need to find out
how to sales product and whether or not there is a buyer If yes, the
buy plan to use product where and when need product If the demand is
authentic, customer will give a detailed reply to our questions
2 new customer has big demand for certain product
A we need to know detailed background, for example, business
nature, range of led products, main market, scale, purchasing time in
China
B we need to know why customer has a big demand for the product,
for example, who will buy this product, where the product is used, how
to promote this product, attending light fair, making catalog, updating
to website
a) 客户的公司规模， LED 产品的种类，公司类型，主要市场。
b) 客户在中国采购的时间，是否在中国有办事处。
c) 客户那些产品在中国采购，每年的采购量，是否有固定的采购周期。
d) 客户LED 产品的销售渠道是怎样的，有固定老客户吗，他的客户是干什么的，
e) 客户主要通过那种途径宣传自己的产品，展会，网站，邮寄目录，LED目录的制作水品， 每年参加那些展会，参展规模如何，网站规模。
f) 客户对我们的那些产品感兴趣，对产品的测试结果是否满意。
g) 客户主要将我们的产品销售向那里，主要客人是谁，每年对产品的需求量是多少。
How to judge customer potential
1 company scale, rang of led products, company nature, main market
2 how many years customer have been purchasing in China and do they have office in China
3 Customer purchase which products in China at the moment, annul purchasing volume, how
Many times they purchase in one year,
3 how is the marketing channel for customer, do they have old customer, what his old customer do
4 how customer promote our product, by lightfair, website,
postal, how is his website, which lightfair he will attend, how is the
catalog
5 customer have interest of which products and how is the test result of our products
6 customer plan to sell our products to where and who will be his main customer and how
much he will need in one year
1 首先表明感谢客户对我方的产品感兴趣。
2 上客户网站了解客户的类型和规模，对大规模采购的，我方应提供一定的价格优势。对于做工程小规模的，则要适当提高价格报价。
3 告知因我司产品品种繁多，问客户具体对我方哪几款产品感兴趣，分别需求量 有多少，按不同的量报不同的价钱，促使客户定更多的货。
4 邮件中客户发CATALOG, 经过个人分析后，可以给该客户报价的，要附上SSC,CREE,TAIWAN LED 的区别，流明值，光衰图。
We appreciate a lot you are interested in our products and asked
quotationIn order to service for you with our best,could you let us
know more about you We could do some special price for you as different
QTY required
Attached is our latest catalog for you,pls let me know what products are
you interested ,and your potential order,so we can make a very
competitive price for you as your special required
价格——客户认为你的价格偏高如何回答
1问客户是要高质量的产品吗 价格与其他供应商比;
2我们也知道价格是三部分组成
3价格与传统灯相比;
4客户需要的LED CHIP是什么
5如果是第一次来买LED 产品的客户时 客户负责的项目是什么 客户是自己卖吗
6如果是数量金额较大的订单时
思路：此工作是游说客户，巧妙地转移话题，抓住他的需求点，合作不单单是价格。
1The product quality is your primary focus, so you can not buy LED product count on only price, In that case your customers will go away from you Most importantly, you should try some samples to compare our products with other suppliers’We always give you the reasonable price, because we know how to control the cost
2You are professional in LED fieldYou know the price consists of main parts: LED chip cost bulb housing(heat solution) electrical circuit (driver) The later two will be controlled by C&G self by R&D and Manufacturing
Just as you said,C&G will get a reasonable profit the same as youSo,we will strategically analyze it
3If you always compare the LED with conventional Bulbs, you will find you have pay much higher for LED bulb than halogen bulbs, also save much more expense on electricity billFor our 31W-MR16,which equals to 30Watts conventional halogen bulb, saving 169USD through LED lifetime
4You know the different price depend on different LED chip, in my opinion,we can offer three level quality LED chip for youFirst choice is Cree,then SSC, TAIWANSo,can you tell me what level of your customersThey are going for high-end products or normalIn that case I can discuss with my manager to give you suitable suggestion
5Can you tell me what kind of project are you responsible for Or whether you sell the LED bulbs through your own marketing channels,such as distributors, retailers,projectsAt beginning,I suggest you try high quality product to test,and show your customer
6Can you tell me when do you want these bulbs Do you want to put your company logo on the box for OEM In order to make you more competitive in your market,can you give me an official order so that I can negotiate with my boss to give you a lower priceThen we can ask for supervisors to give suggestion, even contact with your customer directly
a 告诉客户价格的主要由LED CHIP， 人工，电子元件这3大块构成。
b 在LED CHIP方面，我们主要使用CREE和SSC这两家，因为他们的性价比不错。问竞争者使用的是什么CHIP LED。 如果竞争者使用的CHIP LED是台湾的较便宜的话，告诉客户我们的价格高是因为使用了更好的LED CHIP。
c 如果LED CHIP和我们使用的一样，告诉客户除了LED CHIP外，LED LAMP CUP 的散热结构和电路是决定HIGH POWER LED LAMP质量的关键。我们LAMP CUP的散热结构是由我们自己的工程师设计的，有很好的散热效果在市场上很少有类似结构的灯杯。电路也是我们自己的工程师设计的，在设计中， 我们充分考虑了电路的安全性，使我们的电路完全符合CE的各种指令，并能通过3700V的高压测试。 在生产中， 我们选用的是优良的电子元件， 确保在长时间内电路能稳定工作。
d 我们的研发能力很强，在开发上投入很多。我们的产品在技术，质量上都处于领先地位。因此我们的产品与其他公司的类似产品有很大的差异性。 现在我们推出了可调光产品系列，市场反应很好。客户选用我们的产品将会拥有很大的技术竞争优势，客户不用担心我们的价格比其他竞争对手高会影响销售。 应为我们相信拥有更大的市场是通过先进的技术，而不是低廉的价格
1 Customers say our price is high than other competitor
a Price mainly consists of led chip, labor cost, electronic components
b We recommend CREE & SSC led chip due to high cost performance ratio I would like to know which brand chip led other suppliers use for their lamps
c As you know, the led chip, circuit and heat sink design are crucial to the quality of high power led lamps With following features, our new model products keep ahead of other competitors in circuit and heat sink design
1 Pure Aluminium Lamp Cup
Pure aluminum lamp cup make thermal conductivity improved by 30 percent, compared with normal led lamps
2 Unique Lamp Cup Design
The new model is honeycomb housing design This design can make surface area for heat dissipation double and make air flow through easily and quickly
3 Anodized treatment
Our lamp cup has anodized treatment The anodized treatment will increase thermal radiation of lamp cup and prevent lamp cup from darkening due to oxidation The painting treatment can’t achieve these functions
4 Driver with Isolated Circuit Design
Our new model products have driver with the isolated electrical circuit The isolated circuit can make our lamps pass 3750 high-voltage test, which plays a vital role in human safety
6 High Quality Driver
We choose good quality electrical components for our driver Our driver can provide stable and reliable power supply for led chip In most cases, the lifespan of high power led lamps was determined by the lifespan of driver as led chip has as long as 50,000 hours life longer lifespan of most driver
e we have strong ability in R&D and invest a lot to keep our product prior to other competitors Our products have big difference with other similar products in technology At the moment, we released dimmable products series and get a very good feedback from market Customer don’t need to worry our price higher than others as our products can bring big technical advantage in competition We believe occupying bigger market is mainly through advanced technology, not cheap price
如果客户有某种产品如灯管，LED PANEL LIGHT的固定忠诚供应商 只跟我们买我们的新产品，可以向客户推荐尝试我们的产品, 理由：成熟的买家都会有两家或两家以上的供应商。 Re tube, I appreciate your loyalty, it is respected But base on business security consideration, it is
not very well-advised All eggs can't be put into one basket, if you just have one supplier, once it
perform not well, will affect you seriously Do you think so Of course, you have your own thoughts,
above is just my idea
I understand you have a very stable and loyal supplier of XXX in China But I still would like you to try some of my XXX because a buyer should keep at least two suppliers n one product for in case anything happened And I will be very appreciated if you could regard C&G as a supplementary supplier or even a potential qualified supplier
1 可以建议客户每种多买几个，以便测试时好比较 I suggest you try 10 pcs of each, in this way you can compare them better when testing and you can show to more customers which increase the chances of your future selling。
2 客户买不同的芯片， 进行比较
3 多选几个角度：15 30 45 60 Different kind of lens will creat different kinds of lighting effects If you choose more I think you will have more chances to make your lamps to be used in more applications which request various illumination effects
4 多选几种灯头： GU53, GU10 and E27 are the most common types in your country, you should better try some GU53 and E27 bases too。
5 告诉客户某几种产品在当地（如欧洲）或邻国 卖的很火 建议客户尝试 MR11 is very popular in Europe now and we have sold as many as 100K pcs in Europe by he end of last month I think you can try some MR11 and I am sure you will find the market in your country
6 如果客户订到15PCS 灯管，可以告诉客户是25支一箱。标准的包装会使货物在运输途中更安全。 Our standard package for LED Tube contains 25 pcs I sugest you to buy 25 pcs this time because the standard package will be more secure during long-distance transportation
1 如果只定400个 可以说500个 就免费做彩盒 400个还要收彩盒费用 We have to charge you 200 EUR for the printing of color box if your quantity is 400 pcs But if you can buy 500pcs, we will provide you color box for free
2 可以说如果增加数量到某一个程度，价格就会降低 We can give you a discont of 2% if your quantity reaches 1000pcs for every item Because CREE/SSC provide us a discount if we buy 1000pcs chips at one time Because we can save some cost in purchasing when we have the quantity of 1000 pcs
3 数量增加的话可以赠送其它新产品的样品。
If you quantity reaches 1K pcs, we will send you some free new products you feel interersted
广东地区LED制造商非常多，就说明需求量很大，但是竞争力也很大。
如何成功开发外贸客户？
开发外贸客户是一个循序渐进的过程，它涉及到沟通、谈判技巧、心态、利益、合作问题等，下面就阐述下成功开发外贸客户的三步曲：
外贸客户谈判技巧篇：学会做人，拉近与外贸客户的距离
销售员每天都要与不同的外贸客户打交道，销售员只有把与外贸客户的关系处理好了，才有机会向外贸客户推介你的产品，外贸客户才有可能接受你的产品。作为业务新手，第一件事情就是学会做人，不断培养自己的情商，拉近与外贸客户的距离。
首先业务新手要做一个自信的人。在自己的心目中没有什么不可能，决不怀疑自己的公司，决不怀疑公司的产品，决不怀疑自己的能力，相信自己一定能够征服外贸客户，外贸客户一定会对你另眼相看。当遭遇外贸客户刚开始时的一两次冷眼或者不热情的态度时，业务新手心里要明白：这只是外贸客户还没有或者不完全了解你之前的一种本能反应，没有什么大不了。千万不要因为外贸客户一两次的冷眼或者不热情就怀疑自己能否在这里继续干。如果有这种想法，那结果肯定是在这个外贸客户这里干不下去。
其次业务新手要做一个主动的人。天上不会掉馅饼，业务新手的命运掌握在自己的手中。外贸客户不理采你，你可以主动去推销自己，关心他及他周边的人，用你的真诚行动去感染他及他的家人，如每次拜访为他或者他家人捎点小礼品等等;外贸客户不告诉你的市场情况，你可以主动去问外贸客户一些有关市场的真实情况，你可以主动自己深入到外贸客户市场一线，亲自去了解市场情况;外贸客户没有告诉你他的基本情况，你可以主动地通过其他一些间接手段去了解。
再次业务新手要做一个能吃苦的人。很多外贸客户不认可刚从学校毕业的新手，很大一部分原因是怀疑业务新手不能吃苦。业务新手如果没有吃苦的精神，是不可能获得外贸客户的认可的。因为做销售，业务新手相对没有太多的经验，没有太多的关系网，没有太多的老本吃，唯独的方法是比别人拜访外贸客户的时间更长，比别人拜访的外贸客户更多，比别人拜访外贸客户的频率更高，也就是说比别人吃更多的苦。只有这样，个人的业绩才能提高，个人的销售能力才能提升，才有可能得到外贸客户的认可。
接着业务新手要做一个可靠的人。业务新手除了自信、主动、吃苦还不够，还必须使自己成为一个值得外贸客户信赖的人。业务新手应该严格遵守厂家的职业规范和作业制度，坚决不做任何有损外贸客户与厂家利益的事情，公私分明。同时业务新手还要有诚信，不能做到的事情坚决不承诺，承诺的事情坚决做到。只有这样，才能使外贸客户依赖你，才有可能获取外贸客户最大的支持与配合。
最后业务新手还要做一个好学的人。一是业务新手要养成“多问”的习惯。业务新手既不要形成“自己什么都懂，而外贸客户什么都不懂，外贸客户不如自己”而不值得去问，也不要有“问多了，怕外贸客户嘲笑自己愚笨”而怕去问。二是业务新手要养成“多听”的习惯。倾听，可以使你变得更聪明，更能受到对方的尊重。
外贸客户心态篇：从简单做起，让外贸客户不要小瞧你
很多刚从学校毕业的业务新手，一下市场，就想管理多大多大的区域，就想做多好多好的销售业绩。业务新手有这些想法固然是好事情。由于受社会经验、专业知识、销售技能等因素的制约，业务新手要马上单独运作和管理好一个县级或者市级市场甚至更大区域的市场，难度很大。业务新手刚刚接手业务时，只有从简单做起，从容易做起，做点成绩出来，不让外贸客户小瞧你。
1、从最小的区域市场单元做起。业务新手开始管理的区域不应过大，每个行业、每个厂家都有自己最小的区域市场单元，如快速消费品的最小区域市场单元可能是一条街、一个社区，饲料产品的最小区域市场是一个村、一个庄，业务新手可以选择从厂家最小的区域市场单元做起。选择从最小的区域市场单元做起，对业务新手的成长及业绩的提升有好处。一则管理区域小，业务新手市场拓展与市场管理的目标与思路比较明确，知道应该去做什么，应该怎么做;二则管理区域小，相对更容易操作，操作成功的机会要大些;三是便于业务新手树立信心。
2、从最简单和最基础的工作开始。销售工作是一项复杂且充满挑战性的工作，活动内容主要包括区域市场调查、竞争对手分析、市场开发计划、外贸客户资信调查、外贸客户开发、外贸客户管理与维护、终端网点建设、终端理货与促销、产品投诉处理等等。开发与管理的对象也很多，有一级批发商、二级批发商、零售商、消费者等等。而业务新手要将每项销售活动执行到位，将每个层级的外贸客户开发与管理好，确实有难度。业务新手可以从走访零售店，帮助零售店理货与促销等基础性的开始，一则积累产品知识和销售技能，再发展到开发零售店、二批，二则证明给外贸客户看，你是最棒的。只有这样，才有可能取得外贸客户的认可与信任，最终达到驾驭和管理外贸客户乃至整个区域市场的目的。
外贸客户合作互赢篇：与外贸客户共同销售，用业绩赢取外贸客户充分信赖
通过做人，拉近了与外贸客户的距离。通过从简单做起，外贸客户再也不小看你了。但做销售，最终的结果是销售业绩，是销量的持续增长和市场份额的不断提升。接下来，业务新手还应深入下去，将外贸客户的激情充分的调动起来，与外贸客户共同开发与管理市场，获取良好的市场业绩，最终使自己成为外贸客户的合作伙伴关系，让外贸客户感觉永远离不开你。
1、帮助外贸客户重新调研、分析与规划市场。业务新手通过全面的市场调研与数据分析，评估外贸客户的机会、威胁、优势与劣势，制定外贸客户现在与未来的市场发展规划，包括经营定位、发展区域、网点布局与选择标准、经营产品定位与策略、价格策略、促销政策等等;
2、与外贸客户共同开发与培育网点。业务新手动员外贸客户亲自或者与其业务员一起前往市场一线，根据外贸客户发展的总体规划与要求，搜索、物色、开发和培育新的网点，不断壮大外贸客户的分销网络;
3、与外贸客户共同管理市场。业务新手主动帮助外贸客户管理市场，包括区域市场的渠道冲突控制、价格维护与控制、下线网点的管理、竞争策略的制定与调整等等;
4、帮助外贸客户提高经营管理水平。业务新手除了业务上帮助外贸客户提升外，还应成为外贸客户的经营管理顾问，通过 培训 、现场指导、传、帮、带等方式帮助外贸客户提高其财务管理水平、销售管理水平、人力资源管理水平。
奥道中国整合营销的方法一定能帮助到您。
