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Step 1: Get in touch with brief introduction 了解客户公司初步情况，结合客户产品线并加入相关元素做简单介绍，主要目的让客户知道你并吸引客户进一步沟通。 要点：尽量简短并尽量展现相关性，第一时间吸引客户眼球案例： Get in touch with brief introduction May we take 1/2 minutes from your busy schedule to talk about the way of business growth in XX? With reference to your company portfolio, we could see big potential with XX, as below:
Would you please check, if any interest, more details about our company, products and prices? Step 2: Core competence and value delivery 进一步展现具体优势和能带给客户的价值 要点：研究目标市场目标客户产品线/品牌线/市场和需求痛点，根据客户情况针对性展示你能提供的优势和价值，不比过多，以免过于分散难于聚焦。提供具体化信息佐证你的描述。 Core competence and value delivery We studied your portfolio carefully and here our proposal to help XX grow sales together. XX Current Brands: XX Main items in XX's sales channel: XX Pain-points: 1. The market trend is more tending to high level with latest generation. 2. There is certain lack of competition in gaming segment for XX, it's difficult to build reputation and full market range without competitive solution in high end. What benefits to add with XX?
Step 3: Customized business proposal according to customer's profile 在第二步的基础上对目标客户做深度分析，提供针对性的商业提案。 要点：行业竞争格局市场特性/客户目前供应商/品牌状况及可优化空间/目标市场定位/品牌定位/与客户公司市场匹配度/市场竞争者对比及能带给客户的直观利益 Customized business proposal according to customer's profile As can see, XX covers XX market widely with XX for tire 1/2 market. There are chances for XX to compete tier 2/3 market and reach to wider customer base for XX. XX Positioning with XX: Targeting in Tier 2 market and cost effective segment along with your current brands. More profitable options as supplement to fulfill middle & low budget group and increase sales revenue as well as enhance market competitiveness. More value add to XX: XX's package of [XX] will be quite cost-saving and quality-reliable for XX assembly line. One-stop distribution of relevant products under same brand image and similar customer group as bundle package. Step 4: Company profile sharing 在引起客户兴趣后，适当提供专业的PPT供客户更全面了解公司情况和发展。 Step 5: Product highlights 从专业角度全面剖析产品优势，可以是：产品特性产品参数对比产品测评产品测试报告。 Step 6: Customized product solution 分析客户网站列出的产品/型号，选出相对有优势的做推荐/对比分析，及适当抛出有吸引力的价格做诱饵。 列举具体型号，做直观对比分析：采购价格成本对比分析经销商价格对比分析零售价格 案例： Customized product solution Connecting our experience in XX market and main strength, Following please check highly recommended items with most potential and popularity to enter XX market. Segment 1: Mainstream(items XXX) With biggest volume and demand generated. More competition and price sensitive among Tier 2/Tier 3 brands. Big shortage of chipset in curent market and out of supply from most brands. Segment 2: New generation and gaming trend(items XXX) New trend for gaming enthusiast. More brand oriented by A brands XX. Balance combination of both cost-performance and reliable-quality under XX 14 years craft. Lack of price advantage and supply priority from Tier 3 brands.
Step 7: Case study/project experience 相关市场的大客户背书/项目经验/案例分析/业绩回报分享，以及我们怎么做到的，进一步增强客户信心。 Step 8: Brand positioning & market share reference 植入关于公司品牌信息与价值：品牌定位于匹配度品牌历史与发展市场占有率，尤其突出相关市场的合作情况，利用一切能利用的资源，尤其线上可直接展示与分享的资源 Trade Reference 如有必要。 Step 9: Marketing Construction/Development Plan 销售策略制定、营销计划制定 Marketing Construction/Development Plan Here are some ideas of XX Brand Construction and Sales Strategy with XX. From XX to Target Consumers: From XX to Marketing/End User: Online Preapring (Animated Web Banner/ Product Sales Sheets/ Blog Articles/ Newsletters/ Social Media Marketing) Product Review (Target on high end and new released items) B2C Listing (Cooperation with local Top E-commerce/ User Review with Positive Feedback) XX Sales Strategy with XX: Market Segment: Target in mainstream and entry-gaming which we are really strong in. Select stretegic items with the best combination of market demand and XX strength to attract sales. Excellent Price-Quality: Aesthetic Package: Marketing Construction: Flexible & Strong Terms Support: Step 10: Market Analysis 价值信息传递 Market trend/ market feature/ market potential/ analysis market segments/ main players/ market share of brands/ targets customers/ sales channel/ market pain-points/ company strength and solution to market hot selling items  |
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