8年外贸经验，3300个客户案例总结，句句干货！
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/eZsd8WfmhnkVMCcjy2w6cIGVL4aJkRwJbrmL2c2gQIQSaeDVKicK0Kff6SKMxibWJ3hO1sFc2dZSEjW43drfLc1A/640?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;">本文招招致命！你将收获：<span style="color: black;">研发</span>客户<span style="color: black;">再也不</span>难，客户下单轻而易举！适合自己的才是最好的！<span style="color: black;">倘若</span>你是外贸人，<span style="color: black;">那样</span>本文需要您认真分析！</span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">第1</span>招：关键词法</strong></span>
<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;">用法之一:<span style="color: black;">选取</span>适当的关键词，直接<span style="color: black;">查询</span>潜在客户发布的求购信息。</span></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;">因为</span>中文词汇丰富，<span style="color: black;">因此呢</span><span style="color: black;">选取</span>关键词的时候，不妨用同义词或近义词。<span style="color: black;">另外</span>，<span style="color: black;">触及</span>到行业的，还要<span style="color: black;">重视</span>英文中的行业术语，以及对这一<span style="color: black;">制品</span>最<span style="color: black;">爱好</span>的表达方式。<span style="color: black;">例如</span><span style="color: black;">果蔬</span>菠萝，<span style="color: black;">通常</span>用pineapple，但<span style="color: black;">亦</span>有不少外国商人<span style="color: black;">爱好</span>用ananas的。多<span style="color: black;">认识</span><span style="color: black;">有些</span><span style="color: black;">关联</span>的行业英文，有助于收信信息。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">判断几个同义词中哪一个更受国际<span style="color: black;">喜欢</span>，更为常用有个小窍门，<span style="color: black;">便是</span>分别去Google搜索，看哪一个得到的网页数量<span style="color: black;">更加多</span>---<span style="color: black;">尤其</span>是专业网站的网页<span style="color: black;">更加多</span>。这<span style="color: black;">不仅</span><span style="color: black;">能够</span>为以后搜索信息作参考，<span style="color: black;">亦</span><span style="color: black;">一样</span><span style="color: black;">能够</span><span style="color: black;">作为</span>日后与外商交流时用词的参考。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">直接用关键词去寻找供求信息，自然比<span style="color: black;">经过</span>B2B网站去寻找得到的信息<span style="color: black;">更加多</span>，更专业<span style="color: black;">亦</span>更<span style="color: black;">仔细</span>。</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;">用法之二:对B2B网站中获取的信息做深加工。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">B2B网站里免费看到的求购信息<span style="color: black;">一般</span><span style="color: black;">无</span>联系方式，但不少会<span style="color: black;">表示</span><span style="color: black;">机构</span>名<span style="color: black;">叫作</span>，<span style="color: black;">那样</span>以这个<span style="color: black;">机构</span>名<span style="color: black;">叫作</span><span style="color: black;">做为</span>关键字去搜索，就有可能找到这个<span style="color: black;">机构</span>的网站，自然了就<span style="color: black;">能够</span>获其联系方式了。<span style="color: black;">乃至</span>，还<span style="color: black;">能够</span><span style="color: black;">按照</span>求购信息的只言片语去搜索。<span style="color: black;">咱们</span><span style="color: black;">晓得</span>，互联网世界的信息是交织沟通的，客户很可能会用<span style="color: black;">一样</span>的信息去<span style="color: black;">区别</span>的<span style="color: black;">地区</span>发布，<span style="color: black;">经过</span>这些只言片语，就可能找到其他<span style="color: black;">有些</span><span style="color: black;">颁布</span>了联系方式的相同信息。</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;">关键词法，<span style="color: black;">能够</span>在<span style="color: black;">必定</span>程度上避开B2B网站对联系方式的限制，让你抓住客户。</span></strong></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">第二招：逆向法</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在国际贸易商中，无论是批发商还是零售商，<span style="color: black;">她们</span>既需要购买进货，<span style="color: black;">亦</span>需要<span style="color: black;">营销</span>出货。这是逆向法的关键。寻找<span style="color: black;">哪些</span>在网站上你<span style="color: black;">营销</span>的商家，虽然<span style="color: black;">她们</span><span style="color: black;">无</span>发布求购信息，但既然<span style="color: black;">她们</span><span style="color: black;">营销</span>，就肯定需要货源。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然，<span style="color: black;">她们</span>肯定<span style="color: black;">已然</span>有了现成的货源<span style="color: black;">途径</span>，但并不<span style="color: black;">寓意</span>着你<span style="color: black;">无</span>机会---事实上机会比你想象的要大，<span style="color: black;">由于</span>即使有了货源<span style="color: black;">途径</span>，<span style="color: black;">都数</span>买家并不介意多寻找合作的供货商，以降低<span style="color: black;">危害</span>，择优比较或讨价还价。更何况，<span style="color: black;">非常多</span><span style="color: black;">制品</span>类别<span style="color: black;">同样</span>而款式<span style="color: black;">区别</span>，你完全<span style="color: black;">能够</span>向<span style="color: black;">她们</span><span style="color: black;">举荐</span>你的多款<span style="color: black;">制品</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">显然，寻找这些在自己的网站或其他网站上<span style="color: black;">营销</span><span style="color: black;">制品</span>的客户，比寻找求购者要容易得多。</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;">独一</span>的<span style="color: black;">阻碍</span><span style="color: black;">便是</span>这些客户在互联网上<span style="color: black;">颁布</span>的，自然<span style="color: black;">都数</span>是客户负责<span style="color: black;">营销</span>的<span style="color: black;">分部</span>联系方式。<span style="color: black;">怎样</span>在与客户<span style="color: black;">营销</span><span style="color: black;">分部</span><span style="color: black;">tel</span>或电子邮件联系的时候，争取<span style="color: black;">帮忙</span>你转到采购<span style="color: black;">分部</span>，这就需要各自为人处事的技巧了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">反过来<strong style="color: blue;">向<span style="color: black;">营销</span><span style="color: black;">制品</span>的客户推销，争取<span style="color: black;">作为</span>其货源，这种逆向法成功的机会比想象的要大得多。</strong></span></p><span style="color: black;"><strong style="color: blue;">第三招：横向法</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">除了专业性很强的<span style="color: black;">制品</span>，<span style="color: black;">非常多</span><span style="color: black;">制品</span><span style="color: black;">尤其</span>是工艺品和家居<span style="color: black;">平常</span>消费品类别，其潜在客户面是相当广的。当<span style="color: black;">咱们</span>获知一个客户信息的时候，即使他采购的<span style="color: black;">制品</span>并不是你生产的东西，但只要类别接近，仍不妨一试，不管是<span style="color: black;">制品</span>功效接近还是材质接近。<span style="color: black;">例如</span>，向求购木相框的客户推介金属相框，向玻璃杯的买家推销彩绘玻璃碟等。横向地开拓<span style="color: black;">制品</span>外延，争取交易机会。</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;"><span style="color: black;">尤其</span><span style="color: black;">重视</span>的是，<span style="color: black;">针对</span>横向法找到的客户，促销方式不宜急切。</span></strong></span><span style="color: black;">因客户已有预计的采购项目，急切反而<span style="color: black;">导致</span>反感。最好是比较平和的<span style="color: black;">供给</span><span style="color: black;">意见</span>和<span style="color: black;">新闻</span>的方式，只做介绍，不急于成交，争取客户主动提出进一步<span style="color: black;">认识</span>的<span style="color: black;">需求</span>，就成功了一半。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">横向法<span style="color: black;">能够</span>和逆向法结合<span style="color: black;">运用</span>，扩大寻找买家的范围。</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;">另外</span>，</span><span style="color: black;"><strong style="color: blue;">对某些<span style="color: black;">制品</span>，横向法还<span style="color: black;">能够</span>直接用于消费客户</strong>。</span><span style="color: black;"><span style="color: black;">例如</span><span style="color: black;">营销</span>钥匙扣或文具，除了专业买家以外，还<span style="color: black;">能够</span>横向思维寻找可能的用户。<span style="color: black;">例如</span>大型企业或品牌商家，<span style="color: black;">她们</span>常常会需要<span style="color: black;">有些</span>纪念品<span style="color: black;">或</span>促销品，类似签字笔，钥匙扣，名片夹等等小<span style="color: black;">制品</span>都是很好的<span style="color: black;">选取</span>。而这些消费大户多半不会在互联网发布什么求购信息。只要你想到了，直接与<span style="color: black;">她们</span>联系，<span style="color: black;">供给</span><span style="color: black;">有些</span>样品，就有机会。而这些潜在的用户，<span style="color: black;">一般</span>都会在<span style="color: black;">她们</span>的网站上<span style="color: black;">颁布</span><span style="color: black;">仔细</span>的分<span style="color: black;">机构</span>以及<span style="color: black;">分部</span>联系方式，便于<span style="color: black;">查询</span>。</span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">第四招：纵向法</span></strong></span>
<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;">纵向法多用于原材料和半成品的<span style="color: black;">营销</span>。</span></strong></span><span style="color: black;">即<span style="color: black;">认识</span>你的<span style="color: black;">制品</span>的<span style="color: black;">最后</span>用途或深加工用途，除了专门的原料采购商以外，寻找<span style="color: black;">哪些</span>在网上发布了这些下游<span style="color: black;">制品</span><span style="color: black;">营销</span>信息的商家，与之联系。<span style="color: black;">一般</span>，<span style="color: black;">营销</span>信息比购买信息要容易<span style="color: black;">查询</span>，联系方式等<span style="color: black;">亦</span>更开放。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">关键词法，逆向法，横向法和纵向法，相辅相成，结合在<span style="color: black;">一块</span>用效果更好。尤其是有机会参加传统交易会，收集了<span style="color: black;">海量</span>名片以后，再<span style="color: black;">经过</span>这几个<span style="color: black;">办法</span>拓展，<span style="color: black;">能够</span><span style="color: black;">极重</span>拓展贸易空间。</span></p><span style="color: black;"><strong style="color: blue;">第五招：<span style="color: black;">研发</span>信----抛向客户的媚眼</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">得到潜在客户的联系方式以后，接下来当然是主动出击，吸引客户，争取贸易机会了。写给客户的<span style="color: black;">第1</span>封信很重要，外贸上<span style="color: black;">叫作</span>之为<span style="color: black;">研发</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;">研发</span>信习惯的格式，<span style="color: black;">首要</span>是说明<span style="color: black;">得到</span>客户联系方式的途径，<span style="color: black;">以避免</span>唐突，<span style="color: black;">例如</span>有幸在广交会上得到您的名片，经同行介绍，在某某网站上看到您的求购信息等等。接下来，简要介绍一下自己的<span style="color: black;">状况</span>，<span style="color: black;">包含</span><span style="color: black;">机构</span>规模，成立时间(国际贸易商<span style="color: black;">喜爱</span>成立时间较久的企业，觉得信用度较高)，<span style="color: black;">制品</span>----<span style="color: black;">尤其</span>是主打<span style="color: black;">制品</span>的简介，对双方合作的诚意以及联系方式等</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">需要<span style="color: black;">重视</span>的是，<span style="color: black;">研发</span>信应言之有物，凸显<span style="color: black;">机构</span>与<span style="color: black;">制品</span>的<span style="color: black;">优良</span>，<span style="color: black;">加强</span>吸引力。但<span style="color: black;">亦</span>不宜太过<span style="color: black;">仔细</span>，长篇大论。须知<span style="color: black;">研发</span>信不是作文比赛，其目的是<span style="color: black;">导致</span>客户的<span style="color: black;">重视</span>和兴趣，引诱客户回复联系。<span style="color: black;">因此呢</span>，有收有放，有所<span style="color: black;">保存</span>，欲知<span style="color: black;">状况</span><span style="color: black;">怎样</span>请联系详谈才是上策。</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;">以下是一封<span style="color: black;">研发</span>信的例子:</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Dear Mr. Steven Hans，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">We get your name and email address from your trade leadon www。tradelead。com that you are in the market for ball pen。We would like tointroduce our company and products， hope that we may build business cooperationin the future。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">We are factory specializing in the manufacture andexport of ball pen for more than six years。We have profuse designs with seriesquality grade， and expressly， our price is very competitive because we aremanufactory， we are the source。You are welcome to visit our websitehttp://www。aaa。com which includes our company profiles， history and somethinglatest designs。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Should any of these items be of interest to you，please let us know， We will be happy to give you details。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">As a very active manufactures， we develop new designs nearly every month， Ifyou have interest in it， it`s my pleasure to offer news to you regular。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Best regards，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Dafu Wong</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">请<span style="color: black;">重视</span>这封<span style="color: black;">研发</span>信的写法。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">做为</span>初次联系的信件，它简洁明了，鲜明地展示了自己的特点:工厂，款式多，价格有竞争力，并暗示<span style="color: black;">意见</span>客户绕开中间商直接跟厂家合作。</strong></span><span style="color: black;"><span style="color: black;">由于</span>不<span style="color: black;">晓得</span>客户的详情，<span style="color: black;">尤其</span>强调有多种品质，<span style="color: black;">这般</span>无论对方是精品路线还是<span style="color: black;">低价</span>路线，都有洽谈的空间。</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;">另外</span>，并<span style="color: black;">无</span>谈论太深，而是引导客户去<span style="color: black;">拜访</span>自己的网站。最后再抛出诱饵，以<span style="color: black;">持续</span><span style="color: black;">供给</span>新款设计信息为由吸引客户回复，而客户一旦回复，就极可能确认了应该联系的人----要<span style="color: black;">晓得</span>，你原先<span style="color: black;">得到</span>的名<span style="color: black;">叫作</span>地址很可能只是个打字员的。</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;">这般</span>的<span style="color: black;">研发</span>信，再随附一张展现琳琅满目款式的<span style="color: black;">制品</span>照片，效果会很不错的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然，<span style="color: black;">研发</span>信要自己写，而不要抄书<span style="color: black;">或</span>网上那种固定的范文。古板雷同的文字只会让客户反感。况且<span style="color: black;">制品</span>种类<span style="color: black;">区别</span>，写法<span style="color: black;">亦</span>不<span style="color: black;">同样</span>。工艺品还是日用消费品，时尚<span style="color: black;">制品</span>等不妨<span style="color: black;">容易</span>活泼，而<span style="color: black;">倘若</span>你卖的是阀门，<span style="color: black;">那样</span>还是严谨专业些比较好。</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;">另外</span>，</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">研发</span>信<span style="color: black;">区别</span>于Trade Lead，为<span style="color: black;">暗示</span>诚意，不宜千篇一律，应该<span style="color: black;">按照</span>客户的规模，国籍<span style="color: black;">区别</span>略作<span style="color: black;">调节</span>，在信件中适合的<span style="color: black;">地区</span>自然地点一下客户的<span style="color: black;">机构</span>名字，暗示这封<span style="color: black;">研发</span>信是专门诚意写给贵<span style="color: black;">机构</span>的，而不是草率地<span style="color: black;">宣传</span>。</strong></span><span style="color: black;">这些小技巧虽然不起眼，但颇能给客户以好感。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">记住，能吸引客户回复的<span style="color: black;">研发</span>信，才是成功的<span style="color: black;">研发</span>信。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">开发信，<span style="color: black;">能够</span>用传真的形式，但<span style="color: black;">日前</span><span style="color: black;">更加多</span>的是采用电子邮件方式。</span></p><span style="color: black;"><strong style="color: blue;">第六招：电子邮件战</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">电子邮件<span style="color: black;">日前</span>是外贸中最基本的联系方式。<span style="color: black;">无</span>电子邮箱，外贸寸步难行。</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;">倘若</span>你<span style="color: black;">创立</span>了网站，<span style="color: black;">一般</span>就会<span style="color: black;">同期</span><span style="color: black;">持有</span>一个网站下的电子信箱。这是外贸的首选，<span style="color: black;">由于</span><span style="color: black;">这般</span>的电子邮箱会以你的网站名字<span style="color: black;">做为</span>后缀名，给人一种正规的，有实力的感觉。<span style="color: black;">同期</span>申请一个hotmail免费电子信箱<span style="color: black;">亦</span>非常必要。Hotmail邮箱是<span style="color: black;">日前</span>应用最广泛，最稳定的电子信箱，<span style="color: black;">由于</span>不受国别限制，<span style="color: black;">很难</span>被电脑病毒侵袭，其稳定性<span style="color: black;">乃至</span>超过你的网站邮箱。但出于形象<span style="color: black;">思虑</span>，仍应以网站邮箱为主，hotmail邮箱为辅。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">论<span style="color: black;">运用</span>的是Outlook Express，还是foxmail来收发邮件，</span><span style="color: black;"><strong style="color: blue;">都<span style="color: black;">意见</span>作个签名档，即固定的邮件落款，以<span style="color: black;">表示</span>正规。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">利用好电子邮件，能发挥出远远超过联系方式这一简单的功效。</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;">首要</span><span style="color: black;">由于</span></span><span style="color: black;"><strong style="color: blue;">电子邮件通讯成本很低，在市场<span style="color: black;">研发</span><span style="color: black;">周期</span>不像传统的<span style="color: black;">tel</span>或传真容易<span style="color: black;">导致</span>客户反感。</strong></span><span style="color: black;">其次，</span><span style="color: black;"><strong style="color: blue;">电子邮件的格式和措辞比较<span style="color: black;">容易</span>，比古板的<span style="color: black;">机构</span>传真<span style="color: black;">更易</span>接近与陌生客户间的距离。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">电子邮箱本身<span style="color: black;">亦</span>能<span style="color: black;">供给</span>信息。假如你收到一封客户邮件，其邮箱为<strong style="color: blue;"><span style="color: black;">a@aa.com</span></strong>，<span style="color: black;">那样</span>，aa.com 可能是某个<span style="color: black;">供给</span>免费电子信箱服务网站，但更可能是客户自己的网站。<span style="color: black;">倘若</span>是后者，直接<span style="color: black;">拜访</span><span style="color: black;">http://www.aa.com，你就能直接查看客户的背景信息了。反过来，除了aa.com这个后缀名之外，</span></span><span style="color: black;"><strong style="color: blue;">国外贸易商很<span style="color: black;">爱好</span>用info，buy，sales等作前缀名</strong>，</span><span style="color: black;"><span style="color: black;">因此呢</span>，当你看到一个客户的网站aa.com，上面并<span style="color: black;">无</span><span style="color: black;">供给</span><span style="color: black;">详细</span>联系邮件(<span style="color: black;">仅有</span>在线留言这种很不<span style="color: black;">靠谱</span>的方式)的话，不妨尝试发邮件给info@aa.com，buy@aa.com等，猜中的概率不低---反正电子邮件不花钱，乐于一试。</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;">另外</span>，电子邮件既然格式不限，</span><span style="color: black;"><strong style="color: blue;">适当用<span style="color: black;">有些</span>缩略语或网络<span style="color: black;">平常</span>符号，能<span style="color: black;">容易</span>气氛，沟通感情。</strong></span><span style="color: black;"><span style="color: black;">例如</span>用hi代替古板的Dear，用:—)<span style="color: black;">暗示</span>微笑等。</span><span style="color: black;"><strong style="color: blue;">但这<span style="color: black;">必定</span>要在<span style="color: black;">创立</span>联系，<span style="color: black;">经过</span>几次信以后再用，否则容易适得其反。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">电子邮件中，最<span style="color: black;">平常</span>的问题<span style="color: black;">便是</span>客户不回信了。<span style="color: black;">研发</span>信如石沉大海，<span style="color: black;">怎样</span>应付</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;">首要</span>，<span style="color: black;">咱们</span>要排除技术故障，弄清楚<span style="color: black;">是不是</span>客户收到了<span style="color: black;">咱们</span>的邮件。</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;">最简单的<span style="color: black;">办法</span>，是在发送邮件的时候，请求阅读回执</span></strong><span style="color: black;">。</span></span><span style="color: black;">在Outlook Express和foxmail软件发送邮件的时候，工具菜单中都有请求阅读回执一项。<span style="color: black;">倘若</span>收到了客户的回执邮件，说明顺利发通，否则就有可能是故障了。<span style="color: black;">另外</span>，<span style="color: black;">倘若</span>用的是网站邮箱，不妨给你自己的hotmail邮箱发一封信，<span style="color: black;">瞧瞧</span><span style="color: black;">是不是</span>能顺利收到，<span style="color: black;">倘若</span>收不到，<span style="color: black;">能够</span>与你的网站服务商联系，说明<span style="color: black;">状况</span>，<span style="color: black;">检测</span>故障。<span style="color: black;">同期</span>尝试用hotmail免费邮箱。</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;">确定邮箱<span style="color: black;">无</span>技术故障，<span style="color: black;">那样</span><span style="color: black;">便是</span>客户不愿意回复了，对付这种无回复僵局，可分步进行:</span></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;"><span style="color: black;"><span style="color: black;">首要</span>保持联系，多发几封邮件。</span></strong></span><span style="color: black;">但不可太频繁，即便最<span style="color: black;">巴望</span>争取到的客户，密度<span style="color: black;">亦</span>不多于每周一封为宜。但<span style="color: black;">重视</span><span style="color: black;">必定</span>不要重复内容。<span style="color: black;">能够</span>采用通报企业动态，交流行业信息，介绍新款<span style="color: black;">制品</span>，通告价格<span style="color: black;">调节</span>等等形式，给客户一种即使暂时不合作，我方<span style="color: black;">亦</span>乐意<span style="color: black;">供给</span>行业<span style="color: black;">新闻</span>给您参考的态度。<span style="color: black;">都数</span>的国际贸易商当然愿意<span style="color: black;">认识</span><span style="color: black;">更加多</span>的行业<span style="color: black;">关联</span>信息，<span style="color: black;">这般</span>做就把多次发邮件<span style="color: black;">导致</span>反感的<span style="color: black;">危害</span>降至最低。当然，这一点<span style="color: black;">想要</span>做好，<span style="color: black;">咱们</span>平时就要多去<span style="color: black;">认识</span>行业动态，做个行家，<span style="color: black;">这般</span>才会得到客户的<span style="color: black;">注重</span>和尊敬。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">接下来，</span><span style="color: black;"><strong style="color: blue;">暂时排除掉死硬分子</strong>。</span><span style="color: black;">屡次发邮件<span style="color: black;">不睬</span>睬的，可以在邮件中加上一句如我方邮件打扰了您深表歉意，请回复空白邮件，<span style="color: black;">咱们</span>将<span style="color: black;">再也不</span>发给您。<span style="color: black;">倘若</span>客户真的回空白信拒绝了，说明暂时无望合作，不必白费力气。只要不拒绝，就仍可继续联系。以保持接触为目的的邮件，<span style="color: black;">尽可能</span>淡化催促订单的感觉，<span style="color: black;">明显</span>信息交流的意思，态度不温不火，不卑不亢。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">联系</span><span style="color: black;"><strong style="color: blue;">一段时间以后，客户<span style="color: black;">亦</span>许会有所松动，问个价什么的</strong>。</span><span style="color: black;"><span style="color: black;">此时</span>候<span style="color: black;">亦</span>不要急，不要<span style="color: black;">表示</span><span style="color: black;">亦</span>大喜过望的意思，平常心对待，周到礼貌，<span style="color: black;">仔细</span><span style="color: black;">回复</span>。<span style="color: black;">倘若</span><span style="color: black;">回复</span>后客户继续沉默，就继续保持联系。此时行文就不妨<span style="color: black;">容易</span>些，逢客户国家的重大节日，<span style="color: black;">亦</span><span style="color: black;">能够</span>发祝贺性的邮件了。</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;">如客户<span style="color: black;">始终</span><span style="color: black;">无</span>动静，则不妨刺激一下以寻找突破口，寻找机会给客户交易报一个超低的成本价。</span></strong></span><span style="color: black;"><span style="color: black;">然则</span>，当然不要以这个超低价格真的与客户交易，<span style="color: black;">能够</span>在客户<span style="color: black;">回复</span>以后，解释说这是某批订单的超额生产余量<span style="color: black;">因此呢</span>低价等。低价的目的仅仅是打开僵局，<span style="color: black;">认识</span>客户沉默的真正<span style="color: black;">原由</span>。<span style="color: black;">同期</span>，<span style="color: black;">做为</span>突破的做法，<span style="color: black;">能够</span>直截了当问客户，<span style="color: black;">始终</span><span style="color: black;">无</span>回复<span style="color: black;">是不是</span>对<span style="color: black;">制品</span>不感兴趣等。</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;">总之，对付沉默客户的原则，一是<span style="color: black;">保证</span>不是技术故障，二是保持无重复内容的联系，三是适当寻找突破口，找出客户沉默的<span style="color: black;">原由</span>。</span></strong></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;">第七招：传统的交易会及后期的网上跟进</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">虽然网上外贸的比重越来越大，但传统的交易会仍是直接寻找客户的主流形式，效果<span style="color: black;">亦</span>更为集中。尤其是广交会，每年春季4月和秋季10月两届，每届<span style="color: black;">根据</span>行业划分两期，每期5天。在这5天时间里，出口商在平均9平方米/间的一间或多间摊位上展览<span style="color: black;">制品</span>，来自全世界的进出口贸易商来参观洽谈。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">参加广交会的门槛很高，以沿海地区为例，<span style="color: black;">仅有</span>上年度成交额达到200～300美元的外贸企业才有资格向当地外经贸<span style="color: black;">分部</span>提出申请。<span style="color: black;">不外</span>，广大的中小型企业，<span style="color: black;">能够</span>采用与有资格参展的外贸<span style="color: black;">机构</span>联营的方式涉足，但<span style="color: black;">花费</span>不菲，数万至十余万不等。当然<span style="color: black;">亦</span>可仅以参观者的身份进去，<span style="color: black;">认识</span>行情动态。正<span style="color: black;">由于</span>参加的成本较高，反过来<span style="color: black;">亦</span>彰显了企业实力，客户较为信任。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">就地</span>展示实物样品，直接洽谈价格和交易细节。这些都是促进贸易的有利<span style="color: black;">要求</span>。</strong></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;">倘若</span>有机会参加广交会，该<span style="color: black;">重视</span>些什么呢？</span></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;">首要</span>，</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">必定</span>要深入<span style="color: black;">认识</span>你的<span style="color: black;">制品</span>，记牢<span style="color: black;">区别</span>的品质与价格---尤其是款式较多的<span style="color: black;">制品</span>类别。</strong></span><span style="color: black;"><span style="color: black;">由于</span>交易会时间紧张，客流量大，客户匆匆而过，<span style="color: black;">倘若</span><span style="color: black;">不可</span>对客户询价<span style="color: black;">就地</span>作出<span style="color: black;">即时</span>的<span style="color: black;">回复</span>，很容易错失机会。更何况价格胸有成竹脱口而出，能给客户以专业的形象，加强客户对你的<span style="color: black;">自信心</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其次，</span><span style="color: black;"><strong style="color: blue;">准备好记录的工具，细致而快速记录客户的询问和<span style="color: black;">需求</span>，</strong></span><span style="color: black;">这一点非常重要，是后期跟进的关键。展会<span style="color: black;">时期</span>，多准备名片以散发，名片上印上你的摊位号码，<span style="color: black;">同期</span>尽一切可能收集客户的名片，这是宝贵的<span style="color: black;">商场</span>资料。<span style="color: black;">另外</span>，利用机会参观同行的参展摊位，<span style="color: black;">认识</span>竞争对手的动态。可能的话，与<span style="color: black;">先辈</span>同行交流一下，互通信息，结交<span style="color: black;">伴侣</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">交易会上，待客热诚周到。<span style="color: black;">倘若</span>碰到几个客户<span style="color: black;">同期</span><span style="color: black;">拜访</span>的情形，<span style="color: black;">重视</span>先一一招呼到，再<span style="color: black;">根据</span><span style="color: black;">次序</span>一个个地谈，不可冷落了客户，但<span style="color: black;">亦</span><span style="color: black;">尽可能</span>不要<span style="color: black;">同期</span>与几个客户谈。<span style="color: black;">针对</span>暂时<span style="color: black;">不可</span>洽谈的客户</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">交易会上<span style="color: black;">常常</span><span style="color: black;">能够</span><span style="color: black;">就地</span>拿到订单合同，但<span style="color: black;">更加多</span>的工作则要后期跟进。交易会结束回来以后，<span style="color: black;">即时</span>整理资料，对<span style="color: black;">拜访</span>过摊位的客户，一一发信问候，确认询问事宜，<span style="color: black;">弥补</span>更<span style="color: black;">仔细</span>的<span style="color: black;">制品</span>资料，<span style="color: black;">促进</span>客户的兴趣变成<span style="color: black;">实质</span>的订单。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">交易会上收集的名片与信息，会<span style="color: black;">作为</span>其后几个月网上工作的重点。<span style="color: black;">火速</span>，下一届又要<span style="color: black;">起始</span>了。</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;">经过</span>本日的学习，<span style="color: black;">咱们</span><span style="color: black;">认识</span>到了网上外贸的<span style="color: black;">平常</span>工作内容，<span style="color: black;">办法</span>与技巧，以及传统交易会与网络跟进工作的衔接与<span style="color: black;">协同</span>。</span><span style="color: black;"><strong style="color: blue;">这一切工作的目的<span style="color: black;">仅有</span>一个:<span style="color: black;">研发</span>市场，找到你的客户。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当客户对你的<span style="color: black;">制品</span>感兴趣，<span style="color: black;">暗示</span>出采购意向以后，外贸前期的道路就铺平了，正式进入技术性工作<span style="color: black;">周期</span>----一个关于<span style="color: black;">怎样</span>完成外贸出口手续的，需要极其<span style="color: black;">小心</span>细致的<span style="color: black;">周期</span>。<span style="color: black;">由于</span>在这个<span style="color: black;">周期</span>里，充满了外贸行业特定的术语和规则，而每一个的错误都可能<span style="color: black;">引起</span>惨痛的损失。正如<span style="color: black;">咱们</span>经常能在老牌国有外贸企业办公室墙壁上看到的类似标语:<strong style="color: blue;">外贸无小事，事事要<span style="color: black;">小心</span>。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">以上<span style="color: black;">便是</span>今天的内容。</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;">认识</span>外贸服务</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸网站建设、海外社媒推广</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">搜索引擎优化、Google Ads</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">学习外贸在线课程</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;">能够</span>在下方扫码添加我↓</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/eZsd8WfmhnkS2JiaLgPl1MibBJicOeDPlBAWI5c0bicT884iblpsk6lzLhpiafXeQ6FGzpQtK7eZVa563K3pz0bDic8cg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&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;">文案</span><span style="color: black;">源自</span>于北京网聚，侵删</span></p>
一看到楼主的气势，我就觉得楼主同在社区里灌水。
页:
[1]