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外贸营销|一个老外贸业务员的客户开发和跟进经验

时间:2019-09-17 11:56浏览人数:

外贸四五年,在此跟外贸圈的同仁们分享一些外贸客户开发和跟进经验,请大家多多指教:

开发信模板
we are manufacturer of xxx in Jiangsu for more than 20 years. We can supply customized service and offer best competitive price. Pls kindly reply with further information for specific quotation. If you have interests, pld son't hesitate to contact me. I am hereby for your service. Best regards! Sunny

介绍
Dear xxx, This is Sunny from xxx company in Jiangsu, China. I will be very happy if you accept to start our business together.  To start really business, i am waiting your acceptable for giving me chance to take an idea about what you are searching for. As for your question, pls kindly check our answers here follows: After checking your website(xxx.com), I take the liberty to write to you because you might be interested in our products. we are specialized exclusively in xxx(products). Kindly redirect me to the correct department, if this email inquiry is not correctly addressed, thanks!We can produce xxx. We sincerely hope to have a cooperation with you. If you have any inquiry about xxx, please feel free to let us know. Kindly reply to me for more information. Thank you very much!

跟进
Dear xxx, Good morning! Hope you have got a wonderful weekend!
For several days no news from you, my friend. Now I am writing for reminding you about our order. Have you got (or checked) the email or not? ( Price details). Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on severice of you in near future. Looking forward to your prompt response, Thanks and best regards, Yours Faithfully Sunny

跟进 2
Dear Sir, Now I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will try my best to satisfy you well with comptetitive prices as per your request. By the way, how about your order (or business) with item ***? If still pending I would like to offer our latest prices to promote an opportunity to cooperate with each other. Thanks and best regards, Sunny

之前经常发 email 客户都不回复,但自己发了几份跟踪邮件就词穷了,不知道说什么,现在有了这些,应该会好很多了。
分析下原因,一般情况下我会再写封追踪信给他:


Hope you are fine, my friend. It is regret that I haven't received any information from your side. May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. As we don't want to lost a good customer like you! If there is anything we can do for you, we shall be more than pleased to do so. Hope we can build good cooperation with your.

如果客户还没有回信, 一周后再问客户不回信的真实原因.(一般情况,70%的客人会告诉你他的原因)
Glad to contact you again! Have you kindly checked my offer? Hope they are workable for your market! Sorry that we still don't receive any information from you. I would apprreciate for your any comment about our offer, including price, quality, sercive. No matter if it is positive answer, It is great help for us to meet your requirement.Waiting for your favorable reply soon!

之后的日子里,可以尝试新产品的报价, 刺激下客户的神经. 我通常是这样写的:
good day! my quotation of xxx you might have received and considerated. could you kindly advise your comments at your earlier convenience? if the products is not what your are expecting, pls advise me your details requirement, i will re-offer asap. i am of service at any time!

但是,不同的客户,我会变换着邮件跟进,让客户知道我们公司,产品的存在.但是不要把客人缠得太紧,约十来天给他一封邮件。可以这样回复:
Dear ***, Wish you have a nice day! May I ask whether you have received my quotation? Now I am sending it again, if you have any other ideas. Please feel free to contact me. We will do much better if you can give any advices to us. I am waiting for your reply ASAP. Best regards Sunny

但是,想成功可不是容易的事情.
dear sir, have you received our quotation of ..., if you have any further question, please don't hesitate to contact us. we are waiting for you comment about our quotation. we hope that we can establish a good business relationship with you in the nearest future. your prompt reply will be appreciate.

回复 A:直接去函敦促 Dear xxx, Wish everything well with you and your esteemed company! We are in receipt of your letter dated Aug 10 , and as requested was expressed you 3 catalogues for our xxx goods . We hope they will reach you in due course and will help you in making your selection . Wish we will promote business as well as friendship! Best wishes ! Sunny

回复 B: 先写邮件问清情况  先邮件问清客户不回复的原因,简单的询问,如 HAVE YOU RECEIVED MY P/I, IS THERE ANY QUESTION OR PROBLEM WITH YOU? 再问何时打款.....如客户没回复,那你应该(很有必要)打个电话过去问清情况。是价格问题还是临时发生改变? 客户是中间商,还在等最终客户的确认?还是其它问题?然后根据情况做一些措施看能否挽回这一张订单。
Dear Sir, Good morning! Hope you have got a wonderful weekend! For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of **** dated ** **** according to your relative inquiry. Have you got (or checked) the prices or not? ( 可以强调一下自己的优势). Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on severice of you in near future. Looking forward to your prompt response, Thanks and best regards, Yours Faithfully Sunny

回复 C:如果仍然没有回音的话,可以在一、两个月后再写一封信。 Dear Sir, Now I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will try my best to satisfy you well with comptetitive prices as per your request. By the way, how about your order (or business) with item ***?  I would like to offer our latest prices to promote an opportunity to cooperate with each other. Thanks and best regards, Sunny

催下单
Did you check on the sample? We have a competition in our company during our sales team this month. If you can confirm the order this month I will try to ask some discount for you, OK? Please also kindly help me on this competition. Thank you very much!

交流
We believe this is also your first small order to test with our quality and we also have confidence to offer you best quality and service, as we have in this area for so many years. i know, my friend, but i am just a salesman, if the price been lower, my boss will kill me. But its our first time cooperation, I will try my best to ask some discount for you Do you have a authorized trademark? If you don't have, we are so sorry that we will not make the imitation brand

回复技巧
We may reconsider our offer if your order is big enough you should take the quality into consideration but consider the quality, our price is quite reasonable.

支付
若是信用卡阿里巴巴或者是其他B2B平台订单,可以这样回复:Yes,you can use your credit card to pay throught the link. Your money will go to Alibaba first, not to us. After you confirm you have received the goods, alibaba will give us the money. So this is really safe payment method for you. But Alibaba indeed charge a 5% commission with us. Hope you can understand. if you do not want to pay the comission fee, you can pay by bank transfer(T/T). Of course, it will also have a small commission fee when you go to the bank. So, we still suggest you pay by Alibaba Escrow. Our alibaba membership is already the 7th year. And our factory already stand here for more than 10 years. You have full confidence to do business with us. If you have any more questions,please feel free to let me know.Thank you very much!

2.给未成交客户,
Dear XX, Merry Christmas and happy New Year!
The Christmas and New Year holiday is coming near once again. We would like to extend our warm wishes for the upcoming holiday season and would like to wish you and your family a Merry Christmas and a prosperous New Year. May your New Year be filled with special moment, warmth, peace and happiness, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happiness. It’s my honor to contact with you before, and my duty is to give you our best products and
excellent service.Hope the next year is a prosperous and harvest year for both of us! Last but not least, once you have any inquiry about ****(products)in the following days, hope you could feel free to contact with us, which is much appreciated. Yours sincerely Sunny

3.给已成交客户,
My dearest, Happy Christmas and new year!!!
Many thanks for your contiguous supports in the past years, we wish both business snowballing in the coming years. May your New Year be filled with special moment, warmth, peace and happiness, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happiness. Last but not least, once you have any inquiry about products in the following days, hope you could feel free to contact with us, which is much appreciated.

当然,外贸过程中还会涉及到更多的谈判事件,后面慢慢给大家补充。如有不足之处,欢请大家畅所欲言!!祝大家订单大爆发!