外貿(mào)開發(fā)信寫作技巧1112

1、LOGO外貿(mào)業(yè)務(wù)開發(fā)手段電話&郵件回復(fù)率：2%-5% 很好 1%-2% 還不錯 1% 需要反思利用外貿(mào)資訊寶去開發(fā)客戶渠道一：尋找概率-廣發(fā)薄收渠道二：找準(zhǔn)客戶-精耕細(xì)作開發(fā)信為什么得不到回復(fù) 買家問題 國際環(huán)境 自身能力案例分析-1ABC inc/VITEK vendor-vacuum cleaners/Ecovacs Co., Ltd 案例分析-1標(biāo)題標(biāo)題ABC inc/VITEK vendor-vacuum cleaners/Ecovacs Co., Ltd.案例分析-1 案例分析-1 郵件地址 案例分析-2 * trading company ltdDear sir,This

2、is Jenny from DEF Co. Ltd. Were so pleased to receive your samples. I already sent them to our factory last week, and was informed the real material is PP, not ABS as you mentioned last time. Whats the matter? Ill give you reply as soon as we get the offer from the factory. It will take several days

3、. Please be more patient. But they also told me, the raw material price increased these days. Could you please confirm the price quickly after you get it? Well purchase the raw material and do the production immediately!Looking forward to your reply. Thank you!Best regards,Jenny案例分析-2Hi Mike,Samples

4、 received and already passed to vendor. The material was PP, not ABS. Offer sheet is preparing and will be sent to you soon.By the way, raw material increased these days, pls make a decision quickly to go ahead after price confirmed. Well arrange the mass production asap.Thanks and best regards,Jenn

5、y 小結(jié)外貿(mào)開發(fā)信寫作的注意事項：1、標(biāo)題要有吸引力2、使用親切一點的稱呼3、切忌長篇大論的介紹4、語言表達(dá)要簡練5、了解客戶的語言習(xí)慣(多使用被動語態(tài)）6、不要問毫無意義的問題7、郵件界面字體統(tǒng)一8、不要帶圖片等附件，避免插入URL鏈接郵件地址 郵件地址如何通過銷售郵箱拿到采購郵箱？ 郵件地址 1、直接發(fā)送郵件，很多小公司的銷售郵箱的使用人就是老板或是老板的人，如果想要更加有效，建議加上一句話，雖然不是特別高，但也能在三成左右：Maybe you are not in charge of purchasing. But as you know ,the raw material of low

6、 price makes your product more competitive in the market. That means it will make your sell much easier.Please kindly forward this email to the manager of purchase. Or if you would like to, Please advise the email of your purchase.郵件地址 2、直接打電話過去問， 成功率也挺高， 如果嫌長途話費(fèi)太高，買個SKYPE充值。郵件地址 3、很多公司都是用公司郵箱 例如我的郵

7、箱是： * 可以嘗試*改成purchase ,order 進(jìn)行嘗試。郵件地址 4、拿著公司名稱去網(wǎng)上搜，看是否有之前發(fā)布的采購信息， 或許會有郵箱，google 的功能是很強(qiáng)大的。 *.com+ email *.com+ purchase 公司名稱+ 聯(lián)系人+ Email 郵件地址 5、蒙混過關(guān)，有時候?qū)懸粋€標(biāo)題:Your purchase manager ask me to send this email 然后開頭就寫： Your purchase manager just called me to send an offer to him, but I tried many times f

8、ailed .Maybe i made a mistake. I checked your webiste to get this email . Could you please tell me his email? He told me he need this offer ver urgently.郵件跟進(jìn)郵件跟進(jìn)客戶如果客戶一段時間還沒回復(fù)你的郵件，你可分析下原因，然后再寫封追蹤信給他：Hope you are fine, my friend. It is regret that I havent received any information from your side. May

9、 I have your idea about our offer? We will try to satisfy you upon receipt of your reply. As we dont 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 you. 郵件跟進(jìn)客戶如果客人還沒有回信，一周后再問客人不回信的真實原因。(一般

10、情況，70%的客人會告訴你他的原因。) Glad to contact you again! Have you kindly checked my offer? Hope they are workable for your market! Sorry that we still didnt received any information from you. I would appreciate for your any comment .about our offer, including price, quality, and service. No matter if it is po

11、sitive answer, it is great help for us to meet your requirement. Waiting for your favorable reply soon! 郵件跟進(jìn)客戶之后的日子里，可以嘗試新產(chǎn)品的報價，刺激下客人的神經(jīng)。 Good day! My quotation of digital photo frame you might have received and considerate. Could you kindly advise your comments at your earlier convenience? If the p

12、roducts are not your expecting, please advise me your details requirement, I will re-offer ASAP. I am of service at any time! 提高開發(fā)信回復(fù)率的建議1.多了解潛在客戶，進(jìn)行分析評價;2.重點開發(fā)和廣種薄收相結(jié)合；3.多熟悉產(chǎn)品，產(chǎn)品知識決定客戶的第一印象是否專業(yè)；4.選擇恰當(dāng)?shù)臅r間點發(fā)送郵件；5.重視電話溝通；6.外貿(mào)開發(fā)信發(fā)送之心態(tài)（積極發(fā)信、耐心等待、精心回復(fù) 規(guī)律跟進(jìn)）；提高開發(fā)信回復(fù)率的建議高回復(fù)率 =Basic Search, Target Right + 避

13、開SPAM過濾詞 + 少圖片少鏈接 + 好的標(biāo)題 + 行文簡潔清晰 + 有吸引客戶的Key Point + 運(yùn)氣or時機(jī)（排最后但是占了不少權(quán)重！）提高開發(fā)信回復(fù)率的建議 Basic Search（初步調(diào)查分析）： 具體怎么了解和分析客戶，講過外貿(mào)資訊寶大家應(yīng)該有一個完整的思路和步驟了。你對客戶有多少了解，你的開發(fā)信中就能多出多少亮點，這些都是可能引起對方興趣的地方。提高開發(fā)信回復(fù)率的建議 Target Right（發(fā)給正確的人）： 有些對口的客戶，只有info,sales這些郵箱的，建議果斷打電話，因為電話更直接。先問到負(fù)責(zé)采購的郵箱，再行發(fā)送。大多數(shù)國外的公司接線員是很友善的。如果電話這條

14、路不通，用google并配合whois信息，盡可能地找出這個公司的其他郵箱地址。再利用人名和郵箱名，去國外社交網(wǎng)站上搜搜，有時候也有意外的收獲。社交平臺沒有任何發(fā)現(xiàn)，再發(fā)送你找到的那些郵箱。 什么樣的郵件會被判定為垃圾郵件？ 國際電子郵件協(xié)會的判定規(guī)則： 未經(jīng)收件人允許的在一段時間內(nèi)發(fā)送頻率過快、內(nèi)容重復(fù)度過高； 對方未訂閱但發(fā)件人發(fā)送附件的，郵件中含有SPAM高頻詞 SPAM高頻詞： Free, Discount, Opportunity , Win, Winner, Cheap, Deal, Debt, Income , Insurance, Loan, Money, Mortgage,

15、Price, Rate, Profit, Save, Merchant, Stock, Act Now , All New, Call Now, Subscribe Now, Million, Dollars, Opportunity, Compare, Check ,Cash, Bonus, Credit, Loans, Buy Direct, Get Paid, Order Now, Specializing , Specialized, Offer, Please Read, Dont Delete, Special Promotion, Satisfaction Guaranteed

16、, Youve Been Selected. 退信提示信息解析與處理方法 退信原因：檢索不到接收方域名的郵件解析（MX記錄）和域名解析（A記錄）。解決辦法：檢查接收方域名是否有效.1、提示信息：Sorry, I couldnt find a mail exchanger or IP address. (#5.4.4)退信提示信息解析與處理方法退信原因：沒有這個主機(jī)。解決辦法：一般是對方郵件地址后面的部分有錯誤,比如把寫成，另外也有可能是對方服務(wù)器有問題或者中間線路有問題，如果名字核對無誤，您只能讓對方解決。2、提示信息：Sorry, I couldnt find any hostnamed X

17、XX.com. (#5.1.2)提示信息解析3、提示信息：Im not going to try again; this message has been in the queue too long. Sorry, I wasnt able to establish an SMTP connection. (#4.4.1) 或者550 System is busy. 退信原因：多次嘗試，但郵件無法投遞到接收方。檢查到接收方郵件服務(wù)器SMTP（簡單郵件傳輸協(xié)議）連接是否正常解決辦法：無法建立SMTP連接或者對方服務(wù)器忙。由于對方某一臺收件服務(wù)器當(dāng)時正處在繁忙之中造成的，請您重新發(fā)送,最好同一封信

18、件發(fā)送兩次，收到的機(jī)率應(yīng)該大一些。提示信息解析退信原因： 連接到接收方郵件服務(wù)器，但投遞地址被拒絕。 連接到接收方郵件服務(wù)器，但發(fā)送郵件失敗。 解決辦法： 一般是由于您的企業(yè)郵局所在服務(wù)器IP地址被國際反垃圾郵件組織列入黑名單，導(dǎo)致您發(fā)往某些地區(qū)的郵件可能被拒絕。 一般是因為接收方根據(jù)郵件附件、內(nèi)容設(shè)置了拒收?？陕?lián)系接收方檢查調(diào)整其郵箱即可。4、提示信息： Connected to remote host, but sender was rejected. Connected to remote host, but failed after I sent the message. 提示信息解析退信原因：您發(fā)給對方的信件大小超過了對方允許的范圍。解決辦法：原因是您的郵件太大,超過對方郵件大小限制,請減小后從新發(fā)送。5、提示信息：552 Message size exceeds fixed limit.提示信息解析退信原因：.對方郵箱已滿。解決辦法：由于對方郵箱超過了允許的容量，您只能讓對方清空郵箱后再接收。提示信息解析6、提示信息：Receptors mailbox is full (#5.5.4)或者Quota exce