When the project is not open for bidding, the customer's demand is not clear. Is it appropriate to provide the customer with a solution?

When the project is not yet open for bidding, the customer does not know his/her requirements. Is there any advance in providing solutions and other proposals to the customer? What I just talked about in MSN: it may not be a good thing to do it first. Really?

The first step must be to explore the demand and let the customer speak a little better.

It is because you are worried that the proposed solution will fall into the hands of competitors, which is not good for you.

This is not because the solution represents the implementation of the demand. Even if the requirements are unclear, the solution is meaningless.
When I first met a customer, the first question I like to ask was: "What is your problem ?", This is to ask the customer to express his most desired feeling. Well, it is a feeling. In many cases, the customer can only give one expectation, and hope to improve or make it more convenient, as long as he says this, let's talk about it.
The second question is: "Why do you want to obtain this function ?", This is to guide the customer to introduce his workflow and prepare for demand mining.
In addition, the concept proposed by the customer here is an important factor in the later stages of the promotion, because there is a big problem in the later stages, that is, the customer said: "I have no money ", this is a word that many customers use. In this case, the standard practice is to open a notebook and turn to the first few questions and say to the customer: "Let's study your problem. ", In this way, we can direct the customer's attention to the value he obtains, instead of simply discussing the price. When the customer recognizes the value, it is easier to pay for it.
Of course, every time the customer communicates, there is a question that must be asked, "Why am I ?", This is to let the customer speak about our core competitiveness, while also strengthening the image of our experts in the customer's mind to prepare for the final deal.

This is an experience. It is not necessarily accurate.

China is always engaged in relationship marketing. The marketing methods I mentioned are not necessarily applicable. Sometimes, when we first see customers, directly going to a restaurant may come a little faster.

Demand Analysis is after the contract is signed, not before.
Users won't tell you so much before they confirm that they want you to do it.
Therefore, most things can only be obtained through experience and with the following efforts