外贸业务员到底怎么样加强工作效率？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="http://mmbiz.qpic.cn/mmbiz/ibXE5WHqMKKVLxUx1nR08TneWcibgxgBdZB9EqJzOnUtl9DvORhRdttXKuJXOCSbD1bC3ia9IsAuCgJJZylOKlBuA/0?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=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;"><strong style="color: blue;"><span style="color: black;">加强</span>工作效率</strong></span></p><img src="http://mmbiz.qpic.cn/mmbiz_jpg/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAh5XicW9gebwksOLy0rviay1ab5tQKBfF7icUQdbcFbMcnAl4pxZjcUFR1Q/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">来自料神sam</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">咱们</span>先总体说说时间分配，从一个外贸业务员早晨走进办公室<span style="color: black;">起始</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;"><span style="color: black;">1、</span>先打开网页查看一下汇率<span style="color: black;">状况</span>，<span style="color: black;">通常</span>以中行或央<span style="color: black;">行径</span>参考。</strong></span></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;">做为</span>一个外贸业务员，<span style="color: black;">即时</span><span style="color: black;">认识</span>汇率的动向是很必要的工作。 <span style="color: black;">另一</span>，我<span style="color: black;">通常</span>还要<span style="color: black;">瞧瞧</span>国内的原材料的价格走向。 <span style="color: black;">通常</span>顶多<span style="color: black;">非常</span>钟<span style="color: black;">能够</span>完成。 </span></p><img src="http://mmbiz.qpic.cn/mmbiz_gif/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAhicsu79d0pNcV1h1J69MnqgEWeiapqJd1WQkiafuaH9ZPe5ibeYHrBxcxnw/0?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">2、</span>打开邮件客户端，再打开 客户跟踪<span style="color: black;">状况</span>表。</strong></p><img src="http://mmbiz.qpic.cn/mmbiz_png/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAheZrzU6q5W1KM3G9TAK0TrKaowsicwN5B5kvAsjUsyMBrwV9thNrOmiaA/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">查看一下有<span style="color: black;">那些</span>客户是<span style="color: black;">已然</span>是有一段时间<span style="color: black;">无</span>联系的（<span style="color: black;">通常</span>是<span style="color: black;">根据</span>2-3个星期<span style="color: black;">上下</span>的时间），给<span style="color: black;">她们</span>逐个发<span style="color: black;">有些</span>问候的邮件，邮件的内容<span style="color: black;">按照</span><span style="color: black;">区别</span>的对象<span style="color: black;">选取</span><span style="color: black;">区别</span>的内容。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在<span style="color: black;">机构</span>名的单元格那里，鼠标右键点击一下，<span style="color: black;">选取</span>右键菜单的 “编辑单元格”，选中“本文档中的位置”，在工作表的列表中选中要<span style="color: black;">转</span>到的表名，即建立了<span style="color: black;">转</span>。</p><img src="http://mmbiz.qpic.cn/mmbiz_png/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAhuJBa1icyqYowDfAKLHXemhT0yEK1Qiby9U1LcVrORbibWGicvlXhFiaH9ng/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">这么做的好处：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1） 和未成交客户保持联系，让他始终记得你。这点在客户准备换供应商的时候尤为重要，他会<span style="color: black;">第1</span>时间想到你！ </strong></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;">连续</span>地联系给未成交客户一种感觉，你的服务很好并且有诚意跟他合作，<span style="color: black;">那样</span>当他的老供应商出问题的时候，他会给你机会！ </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">拿个找货代的事情为例。以前<span style="color: black;">咱们</span><span style="color: black;">机构</span>有固定货代的时候，<span style="color: black;">咱们</span>一接到新的货代的自我<span style="color: black;">举荐</span>的<span style="color: black;">tel</span>，都是随便应付几句，恨不得早点挂<span style="color: black;">tel</span>。后来，<span style="color: black;">机构</span>的货代<span style="color: black;">显现</span>了问题，决定更换货代。正好过了两天，接到一个打过好几次<span style="color: black;">tel</span>的货代的来电，于是很高兴，约了时间谈谈。后来货代过来以后询问了一下价格和服务，之后<span style="color: black;">火速</span>就合作起来了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">邮件的内容以简洁、轻描淡写为主，千万别写太长，没时间看！有些业务员，写<span style="color: black;">研发</span>信的时候<span style="color: black;">已然</span>写了一堆介绍<span style="color: black;">机构</span><span style="color: black;">优良</span><span style="color: black;">怎样</span><span style="color: black;">怎样</span>的内容，<span style="color: black;">那样</span>跟进的时候<span style="color: black;">基本</span>不需要再写了！写多了客户会反感。<span style="color: black;">大众</span>虽然肤色<span style="color: black;">区别</span>，但人的心理还是有共性的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Dear XXX, </strong></p><strong style="color: blue;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> How are you ? I hope your everything is going well. </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">I wonder whether you have any pending orders or inquiry recently ?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">If so, please contact me with no hesitate, we are sure any of your inquiry will get our prompt attention & reply. Thanks.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> Best regards, </p> XXX
</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2）和<span style="color: black;">已然</span>成交客户增进关系，展示服务！ </strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户都<span style="color: black;">爱好</span>有跟进<span style="color: black;">认识</span>的服务人员。设想一下，当你从商场里买了一个不知名品牌的电器，买回来用了<span style="color: black;">1星期</span>后<span style="color: black;">忽然</span>有个回访<span style="color: black;">tel</span>，问您<span style="color: black;">运用</span>中<span style="color: black;">是不是</span>有任何问题<span style="color: black;">或</span><span style="color: black;">不方便</span>，您的任何<span style="color: black;">意见</span>都会对今后<span style="color: black;">提高</span><span style="color: black;">制品</span>的品质和服务起到至关重要的<span style="color: black;">功效</span>。你会不会感觉有种惊讶，<span style="color: black;">或</span>说惊喜？不管<span style="color: black;">制品</span>品牌<span style="color: black;">怎样</span>，<span style="color: black;">制品</span>体验<span style="color: black;">怎样</span>，起码服务应该说是比较满意的。对这个品牌<span style="color: black;">或</span>制造商内心<span style="color: black;">亦</span>会打<span style="color: black;">有些</span>分。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其实放到外贸中是一个道理，有些业务员认为出了货，收了尾款这一单就结束了。其实，<span style="color: black;">实质</span><span style="color: black;">状况</span>告诉我，每一次的售后跟进都是客户决定返单的一个机会。这对加强客户对你的印象<span style="color: black;">乃至</span>信任，都会起到潜移默化的<span style="color: black;">功效</span>。<span style="color: black;">这般</span>随手就能发的邮件，<span style="color: black;">为何</span>不做呢？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">邮件的内容简洁点、轻描淡写~ </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Dear XXX, </strong></p><strong style="color: blue;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> Hope this email finds you well. </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> Have you received the goods ? How do you think ? </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">I hope you are satisfied with our quality. If any comments, please let me know. Thanks.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> Best regards, </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> XXX </p>
</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">3） 提醒老客户<span style="color: black;">是不是</span><span style="color: black;">思虑</span>新的订单计划 </strong></span></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;">老客户收到后<span style="color: black;">通常</span>会<span style="color: black;">火速</span>回复你的邮件，<span style="color: black;">况且</span>有些客户会<span style="color: black;">通知</span>你<span style="color: black;">详细</span>什么时候会有新的订单。</span></span></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;">（邮件内容<span style="color: black;">能够</span>同1）</span></span></p><img src="http://mmbiz.qpic.cn/mmbiz_jpg/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAhx0KH7a0c7dic758WRX7m2ib0quriacArTcot7hpO6kyGAqroynlXUnjuQ/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3、</span>查看一下每日工作计划表，<span style="color: black;">瞧瞧</span>昨天的工作有<span style="color: black;">那些</span><span style="color: black;">无</span>完成。</strong></span> </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸业务是一项连续性的工作，比较辛苦，但贵在<span style="color: black;">保持</span>。打个不恰当的比喻，就像农民种庄稼。松土、撒种、施肥、保温、杀虫等等<span style="color: black;">每一个</span>环节都需要去做，等待收获收割的那一天。 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对</span>昨天没完成的工作，大致<span style="color: black;">思虑</span>好今天安排在哪个时间完成。<span style="color: black;">而后</span><span style="color: black;">起始</span>计划今天的工作内容。有些人工作<span style="color: black;">基本</span><span style="color: black;">无</span>计划性，想到什么做什么。忙得不可开交，客户却丢着好几个月<span style="color: black;">无</span>跟进。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这儿</span>我想说的是，<span style="color: black;">咱们</span>做任何事情，其实都反映出<span style="color: black;">咱们</span>的价值观。打个比方，<span style="color: black;">倘若</span>你的想法是迫切<span style="color: black;">期盼</span><span style="color: black;">增多</span>收入，<span style="color: black;">那样</span><span style="color: black;">咱们</span>计划表中重要的事情<span style="color: black;">便是</span><span style="color: black;">思虑</span>做一切能够<span style="color: black;">加强</span>业绩的事情。<span style="color: black;">倘若</span>你的想法是保持生活安定，工作给不了你<span style="color: black;">愉快</span>，接单<span style="color: black;">亦</span><span style="color: black;">无</span>成就感，<span style="color: black;">那样</span>你工作的大部分内容我想是在<span style="color: black;">守护</span>老客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">人的<span style="color: black;">一辈子</span>有<span style="color: black;">非常多</span><span style="color: black;">周期</span>，<span style="color: black;">每一个</span><span style="color: black;">周期</span>的<span style="color: black;">需要</span>都不<span style="color: black;">同样</span>。<span style="color: black;">因此</span>清楚地<span style="color: black;">晓得</span>这个<span style="color: black;">周期</span>的你，最想要的是什么，这个很重要。 </p><img src="http://mmbiz.qpic.cn/mmbiz_gif/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAhicsu79d0pNcV1h1J69MnqgEWeiapqJd1WQkiafuaH9ZPe5ibeYHrBxcxnw/0?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">根据</span><span style="color: black;">每日</span>、每周、每月、每季度计划好工作。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">先列<span style="color: black;">名单</span>： </strong><span style="color: black;">每日</span>先把要做的事情用白纸列一下，<span style="color: black;">而后</span>添加到每日工作计划表中。<span style="color: black;">按照</span>事情的性质分为四类：重要不紧急，重要且紧急，紧急不重要，既不紧急<span style="color: black;">亦</span>不重要。优先处理重要且紧急和重要不紧急两类。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">给工作<span style="color: black;">归类</span>： </strong> <strong style="color: blue;">重要不紧急的事情有：</strong>
</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">研发</span>新客户，跟进未成交客户，<span style="color: black;">科研</span><span style="color: black;">目的</span>市场，学习<span style="color: black;">更加多</span>的<span style="color: black;">制品</span>知识，汲取<span style="color: black;">更加多</span>业务经验，和客户<span style="color: black;">创立</span>信任，制定<span style="color: black;">营销</span>计划和工作<span style="color: black;">目的</span>，改进与供应商的关系，<span style="color: black;">熬炼</span>身体，好好吃一顿午饭，适当<span style="color: black;">休憩</span>等（一切对你<span style="color: black;">将来</span>业绩<span style="color: black;">提高</span>有直接关系的事务）</p><strong style="color: blue;">重要且紧急：</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">跟客户谈判，催客户尾款，给意向客户报价，给客户做PI，准备样品（维持你现有的业绩的事务），完成工作计划。 </p> <strong style="color: blue;">紧急不重要：</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">其他<span style="color: black;">分部</span><span style="color: black;">需求</span>你<span style="color: black;">协同</span>的工作，领导交待的非业务性工作。<span style="color: black;">非常多</span>事情看似很“紧急”，<span style="color: black;">实质</span>上拖一拖，<span style="color: black;">乃至</span>不办，<span style="color: black;">亦</span>无关大局。学会<span style="color: black;">拜托</span>或分配这些事务交给助理、跟单<span style="color: black;">乃至</span>新业务员去做。</p><strong style="color: blue;">既不紧急<span style="color: black;">亦</span>不重要：</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">娱乐，上网，闲聊，消遣。 </p>
<img src="http://mmbiz.qpic.cn/mmbiz_gif/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAhicsu79d0pNcV1h1J69MnqgEWeiapqJd1WQkiafuaH9ZPe5ibeYHrBxcxnw/0?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">平时把<span style="color: black;">重点</span>时间和精力集中于前两类事务，<span style="color: black;">这般</span>，工作时才是真正有效率。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">通常</span><span style="color: black;">来讲</span>，<span style="color: black;">每日</span>固定花半个小时对一段时间未联系的客户say hello ，</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">每日</span>花半个小时时间阅读一下yahoo国际站的英文<span style="color: black;">资讯</span>，对实事多<span style="color: black;">认识</span><span style="color: black;">有些</span>，并且当做<span style="color: black;">熬炼</span>阅读能力。当有客户来拜访时，在路上，<span style="color: black;">最少</span>你<span style="color: black;">能够</span>多了<span style="color: black;">非常多</span>当下热点的<span style="color: black;">专题</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">每日</span>半小时至一小时用来回复老客户的邮件，简洁表达清楚<span style="color: black;">就可</span>。把<span style="color: black;">更加多</span>的精力用来<span style="color: black;">思虑</span>和<span style="color: black;">科研</span><span style="color: black;">怎么样</span>去跟进和回复潜在客户，力求<span style="color: black;">创立</span>起信任。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">每日</span>花半小时的时间来<span style="color: black;">科研</span><span style="color: black;">认识</span><span style="color: black;">目的</span>市场，对一个<span style="color: black;">目的</span>市场的<span style="color: black;">认识</span>起码做到市场<span style="color: black;">营销</span>价格、市场<span style="color: black;">平常</span>品牌、做这个品牌的供应商和其分销商有<span style="color: black;">那些</span>、<span style="color: black;">营销</span><span style="color: black;">途径</span>有<span style="color: black;">那些</span>、<span style="color: black;">目的</span>市场上行业内的标杆客户、<span style="color: black;">重点</span>规格类型、该国最大的几个supermarket、该国最<span style="color: black;">重点</span>的一两个B2B网站等等。</p><img src="http://mmbiz.qpic.cn/mmbiz_gif/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAhicsu79d0pNcV1h1J69MnqgEWeiapqJd1WQkiafuaH9ZPe5ibeYHrBxcxnw/0?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">“</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">著名的80/20法则</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">你<span style="color: black;">每日</span>做的工作内容，<span style="color: black;">仅有</span>20%会和产生利润有直接联系；用20%的成本去<span style="color: black;">守护</span>老客户，将会得到80%的收益；在看我这篇<span style="color: black;">文案</span>的，有20%的人会真正把这些内容去实践，而不是和其他80%的人<span style="color: black;">同样</span>，简单地COPY到WORD里面，<span style="color: black;">而后</span>无限期封藏。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">▲向上滑动</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">想要<span style="color: black;">更加多</span>案例</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">就在这</strong></p><img src="http://mmbiz.qpic.cn/mmbiz_png/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAh7u9IaQaVvIwHUPPvQYYRVvtjCIp5jVIXxAK5eoADZTaVicMqs3jrcJg/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">博主</span><span style="color: black;">微X</span>号</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">长按右方二维码</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">找我拿吧►</strong></p><img src="http://mmbiz.qpic.cn/mmbiz_png/IEmBoUhnjde3cVa7oKiaRHYvTQmgazGAhGpzaNkibY7rFs4HCia7tAic9ytI4lfzBczicm3F9hbpOZJZic3D0Dhxq1FA/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" 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>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="http://mmbiz.qpic.cn/mmbiz/z9433rAGTDcicoVOib0ick6ucBB0LdSBZNeIreOmiapglxY8PEqMRO6yECKb7ouibczfmWLBAqc7zUVkZZY3IHGh7cg/0?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"></p>
你的话语真是温暖如春，让我心生感激。 我们有着相似的经历，你的感受我深有体会。
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