开发信及邮件跟进技巧课件.ppt

1、一、如何写好开发信（一）新手写开发信常犯的10个错误1.邮件写得过长（西欧客户处理每一封邮件的时间大概是23秒）2.没有明确的主题（如：“we are the manufacturer of speedlights”X Re:ABC Inc./B&H vendor-flash/DEF Inc）3.长篇大论的公司或工厂简介(突出公司的优势即可)4.爱炫耀英语水平（简洁简洁再简洁）5.喜欢用奇奇怪怪的字体（Arial,Verdana,Calibri,Times New Roman 较常用）6.主动语态用的太多（主动被动要根据语境）7.经常会问一些毫无意义的话（Do you want our pro

2、ducts?x)8.喜欢用附件和图片（第一次最好使用全文本）9.语气过于生硬（礼貌用词记得使用）10.喜欢插入各种链接（开发信最好不要使用）（二）开发信的几个模板：A A类客户类客户（国际品牌的一级代理商，大部分以高端市场为主，比如国际品牌的一级代理商，大部分以高端市场为主，比如CanonNikonCanonNikon在德国的独家代理在德国的独家代理）。）。Dear xxx,How are you?I am Alisa from Voeloon Company,one of the most professional speedlight manufacturers in China.As w

3、e know,you have distributed the high-grade photography for many years,such as Canon and Nikon.But how about your medium-grade market?I am sure our products could help you expand the market and margin soon if you give us a chance!Look forward to your kindly reply soon!Thanks and regards,Alisa web:voe

4、loonB类客户（国外工贸一体的公司，有自己的品牌）Dear xxx,Good day!I am Alisa from Voeloon Company,one of the most professional speedlight manufacturers in China.You have your brand Simpex in speedlight business,and we hope to get an opportunity with you!We have many years of OEM cooperation,such as with B&H,Yashica.We ha

5、ve confidence to provide you the best products and service.Welcome to test our samples or visit our factory first!Waiting for your kind reply!Thanks and regards,Alisaweb:voeloonC类客户（经销商，中高低市场都在运行，和国内很多工厂都有在合作）。Dear xxx,Dear xxx,Good day!Good day!I am Alisa from Voeloon Company,one of the most profes

6、sional speedlight manufacturers in China.You have many years of experience in doing photography business with Chinese.But we could provide you with more benefits:a.the exclusive distribute right in your country;(price control)b.stable market with good quality and competitive price;c.open mold accord

7、ing to your market need.Welcome to visit our factory or test our samples before you cooperate with us!Thanks and regards,Alisaweb:voeloonD类客户（经销商，还未做我们的这类产品，但是有做同行的产品）。Dear xxx,Good day!I am Alisa from Voeloon Company,one of the most professional speedlight manufacturers in China.We know you never d

8、o the speedlight business before,but why not have a try?I am sure our good quality and competitive price could help you capture the market soon if you try!If you need,i could send you a market analysis sheet of speedlights in Iran!Pls tell me what your think!Thanks and regards,Alisaweb:voeloon（三）开发信

9、中级与高级进阶 开发信群（mail group）Slip mails(开发信不一定是一封信，也可以是2封、3封，甚至更多。)案例：假设我今天通过GOOGLE 发现了一个瑞典专业买家，规模很大，决定向他推销，我会这样写开发信：第一封：简单介绍自己第二封：推荐几款我们欧洲热销产品，根据客户网站推荐适合他市场的产品。第三封：推荐一到两款产品报价，尽量把附件控制在1M 内。第四封：给出我们产品的测试报告，专门写一封邮件增强客户信心。第五封：如果有工厂，附上第三方机构的验厂报告；或者简单介绍自己工厂的优势、年销售额和生产能力、现有的合作客户、或者车间等地方图片。二、询盘处理及回复You should k

10、now that:1:1:不是来的每一个询盘代表客户很有意向不是来的每一个询盘代表客户很有意向（分析（分析很重要很重要）2 2：不是每一个客户要求：不是每一个客户要求P.IP.I就说明下单就说明下单（耐心跟进）（耐心跟进）3 3：所有的客户基本上一开始会说价格贵：所有的客户基本上一开始会说价格贵（先先整理好你的思路而解释清楚）整理好你的思路而解释清楚）询盘处理三过程：回复询盘前 回复询盘中 回复询盘后1：回复询盘前 （BEFORE=分析）A:到底是真询盘还是假的 之前讲了很多，不再细谈B:选择好回复询盘的时间礼拜六，礼拜天 基本上欧美人不上班礼拜五穆斯林国家不上班一般的情况是 HK+TW+KO

11、R 两个小时内，美国询盘下班之前回复，澳洲立刻回复，中东和阿拉伯地区下午2点回复，欧洲基本上大概三点回复 2.回复询盘中A：只是回复客人问过的问题，不用多说或者啰嗦B：附件客人问过的产品C：付款方式+起订量+交货期（客人关注）D：记得你的 sign 在最下面E：客人询盘怎么称呼你，你就怎么称呼他比如 她说dear A,你回复的时候也要用dear 她说HI,你回复的时候也用HI回复询盘中可以考虑的技巧1：专业单词+专业短句2：吸引客户的技巧3：安全感技巧4：销售后服务技巧5：企业规模技巧1：专业单词及短句QUALITY IS OUR CULTURE WITH US YOUR MONEY IN S

12、AFEHONEST SIPPLIERMARKET NICHEFIRST MOVER OR MARKET LEADER YOUR TRUSTWORTHY SUPPLIERWE NEVER CROOK OUR CUSTOMERS2：吸引客户技巧PROMOTION=印度人DELIEVRY TIME=美国人SMALL DEPOSIT=全球SMALL ORDER=英国人FREE SAMPLE=巴西3：安全感合同=德国质量协议=全球保密协议=美国认证=欧美REFUND=中东4：A.S.S 服务销售后服务技巧如何处理一些遇到的问题5：企业规模外国客户反馈哪一些国家比较多客户哪一些产品我们是高手客户本国的客户

13、照片国际名牌1：美国询盘：Dear Alisa,Pls send me your quatation!.回复：Dear Sam,Good day!Quality Is Our Culture!Hopefully to be your trustworthy supplier in China!With us,your business in safe!Pls check attached file(our new products),and hope that you like them!We can accept payment by Paypal.（美国客户喜欢）Pls do not he

14、sitate to contact with me anytime!.2：俄罗斯(sample eng;double language;main info)询盘：Hi dear Alisa,What is your cooperate terms and send me the price of HSS speedlight?。,?HSS?回复：Hi dear Sergey,Thanks for yout kind email,it is our leasure to serve you!About the items you asked,pls kindly check the attach

15、ment of quotation and spec.About other cooperate terms,as the following:MOQ:100 pcs for each item.Hope you like our price and we could start our business in near future!Yout ,?,?,:.?MOQ:100?.?,!(来回邮件七八封后，下了个试单。来回邮件七八封后，下了个试单。)3，印度客户(低价)询盘：Dear Alisa,Pls give me your best price of manual flashes!。回复：

16、Dear Ajay,Thank you for your prompt reply!Because we have not agents in India now,our company agrees to give you the price discount to help you open the new market.The attachment is the lowest price i could apply for you!After check the price,pls tell me what is your interest model.4、澳大利亚，马来西亚等(比较看重

17、人情,合作之前需要很长时间的了解和建立关系）询盘：询盘：Hi Alisa,Do you have cooperators in our country to sell your products now?Pls tell me its name,l want to buy a sample from local store.回复：回复：Hi James,So glad to receive your email!Hope to be friend with you even if without business！Yeah,we have one dealer in Australia now

18、,its name isxxxx.We know you do well in the photography business,and we also hope to cooperate with you!You could buy and test the samples from it.Any other questions,pls contact with me any time!.5.中东客户（用refund来吸引眼球）询盘：询盘：Pls send me the PI without freight of sample V200,V760,one Pls send me the PI

19、 without freight of sample V200,V760,one piece for each item.piece for each item.回复：回复：Thanks for interest in our products!Thanks for interest in our products!Pls kindly check the PI in attachment!Pls kindly check the PI in attachment!By the way,i could apply our company to By the way,i could apply

20、our company to refund your sample refund your sample payment from your first order.With us,you money in safe,you payment from your first order.With us,you money in safe,you business in safe!business in safe!Once you confirm the PI,pls let me know.So that i could Once you confirm the PI,pls let me kn

21、ow.So that i could arrange the samples for you in advance.arrange the samples for you in advance.6.巴西客户(免费样品、突出产品优势)询盘：Dear Alisa,Could you advise me the best product do you have now?.回复：Dear Jorge,Good day!The V760 is our best product,whose functions are similar with the top flash Nikon SB910.(高端产品

22、)We know you have cooperated with Nikon for many years,but still hope that you could try our products.We could provide you with the free sample to test,i am sure its good quality and competitive price will satisfy you!Waiting for your kind reply soon!7.欧洲客户(small order certificate)询盘：hi Alisa,hi Ali

23、sa,Pls send me your price list!Pls send me your price list!.回复：回复：Hi Krzysztof,Hi Krzysztof,How are you today?How are you today?Pls kindly check the price list in attachment(ourPls kindly check the price list in attachment(our hot-selling hot-selling products in Europe)!products in Europe)!All of ou

24、r products get theAll of our products get the CE and FCC CE and FCC certificate!certificate!We could accept theWe could accept the small order small order at the beginning of our at the beginning of our cooperation to help you test the market.cooperation to help you test the market.Any other questio

25、ns,pls feel free to let me know!Any other questions,pls feel free to let me know!3.回复询盘之后，客户却无声无息了，怎么跟进？1.电话跟进call,问客户是否收到我们的回复。2.其他社交工具跟进 3.邮件跟进（跟进邮件模板）跟进第二封：Dear xxx,Good day!Do you receive the email i sent to you last week?Are there any items you have interest?If not,we also develop some new item

26、s recently maybe you will like.Pls kindly check the attachment!Any questions,pls feel free to let me know!.跟进第三封：Dear XXX,Sorry to disturb you again because we sincerely hope to become your honest supplier in China.By the way,we got a big order from xxx company last week,maybe they are also suitable

27、 for your market.Pls kindly check the attachement of specification.Waiting for your kind reply!.跟进第四封：Dear xxx,How are you?As we know,Americane people is very friendly and directly.Could you tell me what is the problem between our cooperations?The price,the MOQ or others?If you really do not have interest in our products,pls reply me.So that we could waste the time of us anymore.Sincerely hope to get your reply soon!.开发过程中必须注意的问题提高自身素质不要试图争赢客户不要随意猜忌对方的采购意图坚持底线，适当妥协避免对未完成的承诺做过多解释学会倾听对方需求注意基本礼貌 Thats all!Thank you!