39问答

关于39问答的思维导图，从这些点出发：判断客户是否行业内客户和段位/level、判断市场需求、判断客户实力、判断客户销售渠道、判断客户的意愿度，一起交流吧。

业务问答

• 判断客户是否行业内客户和段位/level
  • 1. Are you in solar business?
    • Yes, we entered in solar energy business since 2009, solar energy is a kind of renewable, eco-friendly and clean energy which was advocated by many countries all over the world
  • 2. how many years on solar business？
    • Over 13 years, and here is our company profile that you can see our history
  • 3. Which kinds solar product are you selling now?
    • Show the product pictures which match client's market, or provide other suitable products
  • 4. What is your quality standard? / Certificate?
    • IEC, LG, Verasol, SGS or the certificate which suit client's local market like SASO for Saudi
  • 5. Who is your main competitor in your market?
    • Sunking and D-LIGHT. We have cooperated with many famous brand the same like them, such as UNDP, UNICEF, Total Energy, BBOXX
  • 6. What is the most importance factors for you to catch a bigger market share in this field?
    • Mission, Philosophy, Quality with certifcate, Service, Price
• 判断市场需求
  • 1. Is it possible to/ How do you think promote our products in your market?
    • Give standard catalog without price
  • 2. Which models do you think is most suitable and can catch good sales? why?
    • Give product video and test video
  • 3. Who will be the end-user of this products?
    • Show some photos of our end user who use our products
  • 4. How many percent of this kinds people in your Country?
    • 判断客户潜在的需求量
  • 5. Does our product affordable for them?
    • 终端客户买的起，产品才能卖的出去，才是真实需求，可以给适合的产品的标准报价
  • 6. Is there any other function/issue need add/solve by this products?
    • 再次确认是否满足客户市场的真实需求
• 判断客户实力
  • 1. How many years on this business?
    • Give company profile
  • 2. Do you sell under your brand?
    • Give: 我们和国际大机构和品牌公司合作：Total, UN, UKAID, Shell, World Bank. 如过客户订单量大，我们可以给他做OEM或者ODM，中小客户我们可以建议他他小批量卖我们的已有的品牌或者中性产品
  • 3. Do you have office/shipping agent in China?
    • 有办事处的大多是有实力的大客户，有货代的说明进口频率较高
  • 4. What is your main advantage to compete with the competitors?
    • 判断客户有哪些优势资源，可以支撑他做起这个生意 Give: 我们公司的优势，核心竞争力, 全球20%以上的LG认证产品我们研发生产的
  • 5. What is your selling quantity per month?
    • 很直接的判断客户产品销售能力
  • 6. How often do you load container in China?
    • 判断客户采购量
  • 7. Is there any organization/Governmen support your funds on this business?
    • 判断客户是否有政治或者资本上的优势
  • 8. Are you a family group business company?
    • 判断客户企业规模
  • 9. Do you have agent help you clear customs?
    • 清关能力
  • 10. Did you set up after-sales service site?
    • 有设立售后服务的客户，是准备好了长久做这个生意。 反馈：品牌客户也会直接提出来，售后怎么处理，到时候是备品，还是直接整套换，还是让我的工程师帮客户修？
• 判断客户销售渠道
  • 1.How do you plan to sell our product? /What is your main sells channel?
    • 判断客户有哪些优秀销售渠道，小客户可能不会回答
  • 2. How many disctributor you have?
    • 当客户有分销渠道的时候问
  • 3. What is the terms betweeen you and your clients?
    • 通过账期可以判断客户的实力，以及资金链是否安全
  • 4. Is there any good policy support you sell this products?
    • 如果客户对自己国家的相关政策完全不懂，说明是新入行或者打算入行的客户，这类客户要判断其是否有真实需求，订单大小，是否有清关能力再决定是否继续跟进
  • 5. Competitors? Sell challenge? What the supports you want from us to help you better to sell the products
    • 判断客户有没有对自己和竞争对手以及当地市场做过分析
• 判断客户的意愿度
  • 1. Why you would like to enter into solar business?
    • Give: 太阳能行业是当前全球倡导的可再生，环保，绿色新能源行业。
  • 2. Is it possible to promote our products in your market?
    • Give: 标准品目录- 不含价格
  • 3. Which model do you think is most suitable and can catch good sales? why?
    • 客户真想做，就肯定会思考哪个产品有需求，应该怎么去卖? Give: 单个产品视频，质量测试视频
  • 4. How do you plan to sell this products?
    • 有意愿做的话，肯定有想怎么去卖？
  • 5. How about load some quantity in your container for marketing?
    • 最好的机会，最少的成本引入产品到市场。如果客户都不考虑，就是意愿还不够。
  • 6. For samples, the total value is USDxx, can you arrange payment via Western Union? When is possible for you arrange the payment?
    • 只说下单，不付钱都是耍流氓，没意愿。
  • 7. What is the main support you expect from our side on this business?
    • 客户真想做，肯定是有很多支持需要来自供应商的，肯定可以说出个所以然来。