219mze 发表于 2024-8-27 17:48:16

主动研发暴强技巧（搜索客户，背景调查及研发信的写法）

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    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs1AxIs4S2UPiaunbhRZQyJIRribmVY5BJZeWxCKLKaXAQ5ZfyvVUHmqeZ3FXyAu6AuiaXHrZG5UNWHzw/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">扫码关注视频号</strong></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">提前预约JAC老师直播</strong></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfOFgA47LictqsQJq3ngzw87jn13F9LmSALSFWhvICQY0l95MkJORq9FQ/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">主动<span style="color: black;">研发</span><span style="color: black;">做为</span>外贸行业获取客户资源的<span style="color: black;">重点</span>途径之一，业务人员都<span style="color: black;">晓得</span>它的重要性，<span style="color: black;">然则</span>业务人员主动<span style="color: black;">研发</span>客户的思路真的清晰吗？不<span style="color: black;">必定</span>！在<span style="color: black;">咱们</span>利贸咨询深入企业做培训的时候，<span style="color: black;">常常</span>会遇到<span style="color: black;">非常多</span>业务人员的反馈：客户搜索的思路不清晰，找不到<span style="color: black;">精细</span>联系人，<span style="color: black;">研发</span>效率低下，不<span style="color: black;">晓得</span>该<span style="color: black;">怎样</span>做客户背景调查，<span style="color: black;">研发</span>信回复率偏低。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对这些问题，<span style="color: black;">咱们</span>深入企业内部做培训的时候<span style="color: black;">亦</span>做过调研，<span style="color: black;">非常多</span>业务人员主动<span style="color: black;">研发</span>客户，只是简单地把<span style="color: black;">制品</span>关键词放到谷歌搜索，找潜在的<span style="color: black;">目的</span>客户，大致浏览一下客户的主营<span style="color: black;">制品</span>，联系公共邮箱写<span style="color: black;">研发</span>信，并且<span style="color: black;">研发</span>信都是千篇一律的思路：简单介绍自己<span style="color: black;">机构</span>，<span style="color: black;">举荐</span><span style="color: black;">制品</span>，期待您的回复进一步沟通。<span style="color: black;">经过</span>调研不难<span style="color: black;">发掘</span>，大部分业务人员主动<span style="color: black;">研发</span>客户的思路单一，<span style="color: black;">引起</span>主动<span style="color: black;">研发</span>客户的效果并<span style="color: black;">不睬</span>想。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWf48T48ga7cUfGvZYia8VH1iabv9ZjiaRCubTCZx2oFmEZSvz8UicXEIyF3w/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">那样</span>问题来了，主动<span style="color: black;">研发</span>客户应该怎么做呢？跟上我的思路，带您揭秘利贸咨询<span style="color: black;">怎样</span>为咨询服务企业<span style="color: black;">供给</span><span style="color: black;">处理</span><span style="color: black;">方法</span>。</span></p>0<span style="color: black;">1</span><span style="color: black;">主动<span style="color: black;">研发</span>之客户<span style="color: black;">源自</span></span>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对客户搜索思路不清晰，<span style="color: black;">研发</span>效率低下的问题，利贸咨询梳理出客户搜索的KCPC模型，主动<span style="color: black;">研发</span>的思路一目了然。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfNLmX2SKXLPOSUiaSUJcAXGKBGy0gpd6m4JD6pTicLUoZhickKDrjsGIHA/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1. 关键词：大部分业务人员在主动<span style="color: black;">研发</span>客户的过程中，<span style="color: black;">常常</span>只是简单地把<span style="color: black;">制品</span>关键词放到谷歌做搜索，关键词单一，针对这个问题，利贸咨询<span style="color: black;">按照</span>咨询服务企业的行业以及<span style="color: black;">制品</span>，梳理出关键词<span style="color: black;">归类</span>：行业关键词，<span style="color: black;">制品</span>关键词，客户群体关键词，<span style="color: black;">制品</span>用途词，<span style="color: black;">关联</span><span style="color: black;">制品</span>词，<span style="color: black;">目的</span>市场词，并且对关键词进行组合，形成客户搜索方案，例如：客户群体关键词+行业关键词（furniture wholesale OR supplier –manufacturer），客户群体关键词+<span style="color: black;">制品</span>关键词（wholesale OR brand "LED panel light" –manufacturer），组合<span style="color: black;">方法</span>较多，<span style="color: black;">这儿</span>就不一一列举。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2. 找购买主体<span style="color: black;">机构</span>：<span style="color: black;">常常</span>业务人员只是采用简单的谷歌普通搜索，除此之外，<span style="color: black;">咱们</span>在主动<span style="color: black;">研发</span>客户的过程中，还<span style="color: black;">能够</span>用谷歌高级搜索，使得搜索的结果更加<span style="color: black;">精细</span>，以及<span style="color: black;">能够</span>用自定义搜索，做定向化搜索，<span style="color: black;">另一</span>，SNS搜索以及海关数据都是找购买主体<span style="color: black;">机构</span>的途径，并且要<span style="color: black;">重视</span>，除了本身经营<span style="color: black;">咱们</span><span style="color: black;">制品</span>的客户之外，<span style="color: black;">运用</span><span style="color: black;">咱们</span><span style="color: black;">制品</span>以及<span style="color: black;">关联</span><span style="color: black;">制品</span>、<span style="color: black;">关联</span>行业的客户都是<span style="color: black;">咱们</span>的潜在<span style="color: black;">目的</span>客户。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfnRSF82Jzr2cMVZvO25nYTw5oicMshWnIicsVENmIsgTzBphARbZJPqqg/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfzNrzRaBIbuee93T7X3RLmqib8tdTgJewuefHSne8xs5wb9ff25sdNeg/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3. 找合适的联系人、联系方式：分享几个实用的<span style="color: black;">查询</span>客户邮箱的工具</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfFbbqTOWYWqEEZYpb7uteJYkX4XQsF08viacKQWB5JN3OAx0XZ1AvuLA/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在这个过程中，<span style="color: black;">非常多</span>业务人员会陷入思维局限，找不到联系人的联系方式就放弃，单一方式联系以及只联系单一的人等等，要<span style="color: black;">重视</span>：找不到联系人的联系方式，<span style="color: black;">亦</span>需要尝试联系已有的公开联系方式，sales邮箱、info邮箱、网站留言等。找到了联系方式，<span style="color: black;">然则</span>客户<span style="color: black;">始终</span>无回复，就要<span style="color: black;">尽可能</span>想办法找其他联系方式，例如邮箱无回复，尝试<span style="color: black;">tel</span>，社交<span style="color: black;">媒介</span>等方式，尝试了<span style="color: black;">各样</span>方式客户都无回复，就<span style="color: black;">能够</span>更换联系人。</span></p>0<span style="color: black;">2</span><span style="color: black;">主动<span style="color: black;">研发</span>之客户背景调查</span>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户背景背景调查<span style="color: black;">亦</span>是主动<span style="color: black;">研发</span>客户过程中比较重要的环节，<span style="color: black;">然则</span>平常工作过程中，<span style="color: black;">常常</span><span style="color: black;">非常多</span>业务人员反馈不清晰背调要调查<span style="color: black;">那些</span>内容，针对这个问题，利贸咨询客户背景调查CCSA模型<span style="color: black;">能够</span>给出清晰的思路。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfN0rJviaNic4jHWS47j187vRERGueiaLMMU54tLxv2VcP5FvpCcXHgfMicA/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户背景调查<span style="color: black;">包含</span>两个层面：</span><strong style="color: blue;"><span style="color: black;">竞争者层面和客户层面</span></strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">竞争者层面</span></strong><span style="color: black;"><span style="color: black;">重点</span>是<span style="color: black;">倘若</span>能够<span style="color: black;">经过</span>海关数据<span style="color: black;">或</span>其他<span style="color: black;">途径</span>能<span style="color: black;">晓得</span>竞争对手的话，就<span style="color: black;">能够</span>从三个维度做比较</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">绝对<span style="color: black;">优良</span></span></strong><span style="color: black;">：<span style="color: black;">机构</span>以及<span style="color: black;">制品</span><span style="color: black;">优良</span><span style="color: black;">显著</span>，<span style="color: black;">例如</span><span style="color: black;">制品</span>的专利，工艺水平等；</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">相对<span style="color: black;">优良</span></span></strong><span style="color: black;">：<span style="color: black;">机构</span>以及<span style="color: black;">制品</span>在价格，质量，货期，售后等方面有<span style="color: black;">必定</span><span style="color: black;">优良</span>；</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">战略<span style="color: black;">优良</span></span></strong><span style="color: black;">：<span style="color: black;">机构</span>在布局市场<span style="color: black;">或</span>针对重点客户，采取较低价格<span style="color: black;">或</span>重点扶持等<span style="color: black;">办法</span>。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">客户层面</span></strong><span style="color: black;"><span style="color: black;">重点</span>是要调查客户的<span style="color: black;">机构</span>层面，<span style="color: black;">制品</span>层面和私人层面</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">机构</span>层面</span></strong><span style="color: black;">：<span style="color: black;">经过</span>调查客户<span style="color: black;">机构</span>规模，<span style="color: black;">重点</span>市场以及客户群体，经营模式等等，<span style="color: black;">认识</span>客户的购买力，<span style="color: black;">制品</span>定位，关注点和决策模式等信息；</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">制品</span>层面</span></strong><span style="color: black;">：利贸咨询<span style="color: black;">制品</span>分析ANA模型，<span style="color: black;">经过</span><span style="color: black;">认识</span>客户<span style="color: black;">制品</span>的外观款式，材质材料，参数功能等信息，从而给出<span style="color: black;">举荐</span><span style="color: black;">方法</span>：竞争现有期望和<span style="color: black;">供给</span>改善<span style="color: black;">方法</span>；</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">私人层面</span></strong><span style="color: black;">：<span style="color: black;">认识</span>客户的职位，性格，兴趣<span style="color: black;">兴趣</span>等信息，从而采取<span style="color: black;">区别</span>谈判策略。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfYiba6HSmsGGNYfNqteiaQpyiciaXuE16rcRrKNOFJy4KFumale513YNiatQ/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfWb4j2XjkxchIoxbR1afQ642JVDfJ5osc7dNcic2S0liaK2gxPvYuaLlA/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfrxtyqXibq2MwUquTwFno7vfO6r02j5ITtoSAnPWAsdPRpGn7khibwgug/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>0<span style="color: black;">3</span><span style="color: black;">主动<span style="color: black;">研发</span>之<span style="color: black;">研发</span>信</span>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">研发</span>信无疑是主动<span style="color: black;">研发</span>客户过程中关键的<span style="color: black;">过程</span>，<span style="color: black;">研发</span>信的质量直接影响了主动<span style="color: black;">研发</span>的效果，<span style="color: black;">然则</span><span style="color: black;">日前</span>比较多业务人员对<span style="color: black;">研发</span>信并<span style="color: black;">无</span>足够<span style="color: black;">注重</span>，单一思路，固定模板化的内容，<span style="color: black;">引起</span><span style="color: black;">研发</span>信回复率偏低。针对该问题，利贸咨询梳理出<span style="color: black;">研发</span>信九大模板，从<span style="color: black;">研发</span>信标题到<span style="color: black;">研发</span>信内容，给予企业全方位的<span style="color: black;">指点</span>。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfovYXXLO9wphUrvtQD0ED0ibejIJOjtO9iaDhxLR74icy37HWyHqWLHOGw/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfZM4TbIzOfoUdUAP7JLF5TMudwoy6VR64g0Y7HmxK4TOB1uKFZ7Ktiag/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfofnvrEZVRoKkU2ZXOibYkLI8kHCt1ibEt33LP6BCHwKOKsVomFNCZkyw/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">主动<span style="color: black;">研发</span>客户，从梳理客户搜索的思路图，设置关键词以及组合搜索<span style="color: black;">方法</span>，找购买的主体<span style="color: black;">机构</span>，找合适的联系人，到全方位的客户背景调查，手把手引导<span style="color: black;">研发</span>信书写，利贸咨询<span style="color: black;">始终</span>致力于为企业<span style="color: black;">供给</span><span style="color: black;">供给</span>更全面，更细致，更具落地性的<span style="color: black;">处理</span><span style="color: black;">方法</span>，而众多咨询服务企业以及学员的好评<span style="color: black;">亦</span>证实了该模式的实用以及有效性，能够有效<span style="color: black;">提高</span>业务人员主动<span style="color: black;">研发</span>客户的积极性，<span style="color: black;">提高</span>主动<span style="color: black;">研发</span>客户的效果！</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWfvLjicONhNhibtBbmWQVhqPiak4k55EzQXr4US69YpElk9KJibOoseeVShg/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/IHxRujKlKs2EzWicxCBaV0UoIz1UwIDWffiadpphoVllGvUEzJsEjrazeqWGLeYts1sCYUvrx7PLVZVskVIw68UQ/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>end<span style="color: black;">企业整体发展规划和落地执行出了问题的时候，其实企业会<span style="color: black;">持续</span>地给出信号，例如员工离职率<span style="color: black;">提升</span>，业绩下滑，员工积极性变差等等，这些都是信号，告诉你该修正了。</span><span style="color: black;">JAC老师的《企业发展战略<span style="color: black;">安排</span>与规划》线下课第9期将于12月14日-15日在杭州开课，课程<span style="color: black;">按照</span>中小型外贸企业<span style="color: black;">实质</span><span style="color: black;">状况</span>和当下市场环境，依托利贸咨询900+家企业咨询管理经验，<span style="color: black;">保证</span>纵向发展方向正确，从企业内部业务、管理、人才等多个横向维度深挖<span style="color: black;">安排</span>，再讲解<span style="color: black;">周期</span>性可实操的规划<span style="color: black;">方法</span>，打开企业发展新局面！</span><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;">
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></p>




1fy07h 发表于 2024-9-25 21:07:22

你的见解独到，让我受益匪浅，非常感谢。

nykek5i 发表于 2024-10-9 00:52:08

你的话语如春风拂面，让我感到无比温暖。

1fy07h 发表于 2024-10-10 21:12:29

我赞同你的看法，你的智慧让人佩服，谢谢分享。
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