如何把“麻烦客户”变成“潜力股”？

上周发邮件开发到一个客户，名叫Lorenzo.

我原本以为他是买产品的，没想到他是来寻求帮助的。

消息内容如下：

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，他想找一个技术人员，想制作一款额外的控制器，通过运行一个标准程序，来为他经常用的那款K8000C控制器发出指令。

然后告诉他有消息之后会发邮件给他，之后，他也把自己的微信二微码发给了我。

然而，当我把客户的问题反馈给工程师的时候，却被告知做不了。

后来我想了想，觉得也是。毕竟我们是做灯具的，虽然也会经常为工程客户配置控制系统，但对控制器还是不够专业。

秉承着“专业人做专业事”的理念，也为了节约客户时间，最后我建议他还是找专业控制器厂家来帮他做这件事。

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. 举手之劳的忙，得帮！

然后客户问道：

Do you know any good controller engineer?

举手之劳，我当然义不容辞。

于是，我回答：

I'm trying to help you find one.

接着，便把我们常合作的一家比较专业的控制器厂家的英文官网，发给了他。然后，解释道：

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

客户表示了感激：

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

2. 一句话，套出客户的“潜力”!

趁着当下客户对我的“感激之情”正浓，我便趁热打铁地继续说道：

“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.”

其实我心里很清楚，既然客户需要控制器，肯定也是需要我们全彩灯具的，因此当然要为自己争取一次机会。

这就是我向客户说出上面这番话的原因和目的。

果不其然，客户问：

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)

而我们公司，本就定制产品居多，这正好撞在了“枪口上”，巧得不能再巧。

我的回复，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.

随后，我便把常规产品的彩页发给了他。

客户说：

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

3. 订单来啦！

第二天，客户又发来消息，具体聊天就不发了

聊天大概的内容是，客户并没有明确具体数量，也说了目前暂时不需要订单，但是他未来会买。

然而，就在昨天，也是我与客户联系的第4天，客户突然就明确了订单数量。

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

我便通过邮件，第二天把报价发给了他。

目前，该订单仍进一步沟通中，价格已经基本确定，还需要确认一些细节。

成单只是早晚而已，退一步讲，哪怕这次成不了单，我也不怕等。

毕竟跟进一年半载才终成单的案例不是没有，我要的是客户对我的信任和交心。

更何况，客户已经明确告诉给我了他原供应商的价格，我就更不怕最后成不了单！

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