上周發(fā)郵件開發(fā)到一個客戶，名叫Lorenzo.

我原本以為他是買產(chǎn)品的，沒想到他是來尋求幫助的。

消息內(nèi)容如下：

Hi! I am looking for a technical person.
we have often used a k8000c controller in the past. we now want to do this again but need a good explanation.we want to run a standard program on this k8000c controller and make an additional controller (e.g. raspberry, esp, arduino) that can send a signal to the k8000c controller to give a command to pause the current program and flash white.

大致意思是，他想找一個技術(shù)人員，想制作一款額外的控制器，通過運行一個標準程序，來為他經(jīng)常用的那款K8000C控制器發(fā)出指令。

然后告訴他有消息之后會發(fā)郵件給他，之后，他也把自己的微信二微碼發(fā)給了我。

然而，當(dāng)我把客戶的問題反饋給工程師的時候，卻被告知做不了。

后來我想了想，覺得也是。畢竟我們是做燈具的，雖然也會經(jīng)常為工程客戶配置控制系統(tǒng)，但對控制器還是不夠?qū)I(yè)。

秉承著“專業(yè)人做專業(yè)事”的理念，也為了節(jié)約客戶時間，最后我建議他還是找專業(yè)控制器廠家來幫他做這件事。

If you need pixel lights or customized items, we can help you. but for controller, it's better to find a controller engineer to help you make your idea come true.

1. 舉手之勞的忙，得幫！

然后客戶問道：

Do you know any good controller engineer?

舉手之勞，我當(dāng)然義不容辭。

于是，我回答：

I'm trying to help you find one.

接著，便把我們常合作的一家比較專業(yè)的控制器廠家的英文官網(wǎng)，發(fā)給了他。然后，解釋道：

This is another controller brand in China, very popular and famous, maybe you can find someone here to help you.

客戶表示了感激：

Ok thnx I‘ll try to contact them and add their WeChat.

2. 一句話，套出客戶的“潛力”!

趁著當(dāng)下客戶對我的“感激之情”正濃，我便趁熱打鐵地繼續(xù)說道：

“Good luck to you!”

“ If you need my help to contact them, I'm pleasure to do so.”

“Also, if any helps on pixel lights, pls remember Elisa, we are more professional on it.”

其實我心里很清楚，既然客戶需要控制器，肯定也是需要我們?nèi)薀艟叩?，因此?dāng)然要為自己爭取一次機會。

這就是我向客戶說出上面這番話的原因和目的。

果不其然，客戶問：

Do you have a complete product catalog? And is your company also able to do customs??Most of the pixel lights are ws2811 or something else. We are looking for a product that has pixel failure detection (ws2815 for example)

而我們公司，本就定制產(chǎn)品居多，這正好撞在了“槍口上”，巧得不能再巧。

我的回復(fù)，如下：

yes, most of our products are customized items.

The chip you require is also available.we did some with ws2815/gs8206/gs8208 pixel lights in the past years.

We have many many products, so complete catalog maybe not available, but I can send you the catalog with normal products, you can check first.

隨后，我便把常規(guī)產(chǎn)品的彩頁發(fā)給了他。

客戶說：

Would be great.I will take a look later. Thanks！

3. 訂單來啦！

第二天，客戶又發(fā)來消息，具體聊天就不發(fā)了

聊天大概的內(nèi)容是，客戶并沒有明確具體數(shù)量，也說了目前暫時不需要訂單，但是他未來會買。

然而，就在昨天，也是我與客戶聯(lián)系的第4天，客戶突然就明確了訂單數(shù)量。

What is the best price you can offer me for 1k pcs, waterproof cable, 6leds, gs8206/ws2818

我便通過郵件，第二天把報價發(fā)給了他。

目前，該訂單仍進一步溝通中，價格已經(jīng)基本確定，還需要確認一些細節(jié)。

成單只是早晚而已，退一步講，哪怕這次成不了單，我也不怕等。

畢竟跟進一年半載才終成單的案例不是沒有，我要的是客戶對我的信任和交心。

更何況，客戶已經(jīng)明確告訴給我了他原供應(yīng)商的價格，我就更不怕最后成不了單！

更多外貿(mào)干貨知識，請關(guān)注微信公眾號：外貿(mào)原力