B2B competition in the lighting industry is intense, with many salespeople sending dozens of quotations daily but achieving less than 5% response rates. The problem often lies not in pricing but in the professionalism and speed of inquiry handling.
Responding within 1 hour is the golden standard after receiving an inquiry. Classify into A/B/C tiers: Tier A (specific model, quantity, target price) quote immediately; Tier B (product need but incomplete info) respond within 24 hours with technical parameters; Tier C (general inquiry) nurture with periodic new product emails.
Every quotation must include: product spec sheet PDF, certification scans, packaging dimensions/weight, MOQ, payment terms, lead time, and reference images. Never just send a price number. KINXZO provides standardized quotation templates for trade customers, including CE/RoHS certifications and factory photos, significantly boosting customer trust.
Sample fee policy: charge new customers, refund with large orders. Provide tracking number and estimated delivery time after shipping. Proactively follow up 3 days after sample delivery to ask about test results—don't wait for the customer to contact you.
70% of orders close after the 5th follow-up. Use CRM tools to record every communication, send holiday greetings, and notify existing customers of new product launches first. KINXZO (Zhongshan Guzhen factory) supports flexible sample policies to help trade salespeople close first orders quickly.