加拿大外贸
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。
1.The 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.
2.You are professional in LED field.You 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 you.So,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 bill.For our 3*1W-MR16,which equals to 30Watts conventional halogen bulb, saving 169USD through LED lifetime.
4.You know the different price depend on different LED chip, in my opinion,we can offer three level quality LED chip for you.First choice is Cree,then SSC, TAIWAN.So,can you tell me what level of your customers.They are going for high-end products or normal?In that case I can discuss with my manager to give you suitable suggestion.
5.Can 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,projects.At beginning,I suggest you try high quality product to test,and show your customer.
6.Can 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 price.Then we can ask for supervisors to give suggestion, even contact with your customer directly.
价格——客户告知别的供应商的价格和我司相比差异很大怎么办？
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.
客户已经有固定供应商的客户，该怎么办？？？
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.
如何引导客户采购更多的订单 小的样品单时，
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： GU5.3, GU10 and E27 are the most common types in your country, you should better try some GU5.3 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.
大的订单
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.
评论
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