外貿(mào)人：老美教你給激活久不下單老客戶的17個郵件模板

外貿(mào)人：老美教你給激活久不下單老客戶的17個郵件模板！激活好久沒有下單的老客戶模板1

ByDr.MelLuthy,ChiefEditorWevalueallourbusinessrelationshipswithcustomers.Wehaveespeciallyenjoyedsupplyingyourpaperneedsforthelastfiveyears.Youunderstand,then,whyweareconcernedthatyouhavenotplacedanorderforthelastsixmonths.Ifwehaveoffendedyouinanyway,wesincerelyapologizeandwanttoregainyourgoodwill.Wewouldappreciateknowinghowtoserveyoubetter.Wehaveenclosedbrochuresofournewfallproducts.Sincewehaveservedyouforsuchalongtime,wecanofferyoupricesthatcomparefavorablywiththepricesonyourpreviouscontract.Weareconfidentthatbothournewandstandardproductscanmeetyourneedsineveryway.Wehopetohearfromyou.模板2

ByDr.MelLuthy,ChiefEditor

Lastyearwasagreatyearforus.Why?Becausewehadtheprivilegeoffillingseverallargeordersforyou.Wehavenotheardfromyouforseveralmonths,soitseemsthatyouhaveforgottenus.Didwedosomethingtooffendyou?Orhaveyoubeensobusythatyouinadvertentlyoverlookedyourneedtoreorder?Providingexcellentservicetoourcustomersisveryimportanttous.Sincewewouldhatetoloseyouasoneofourmostoutstandingcustomers,reestablishingourrewardingbusinessrelationshipistoppriority.IsthereatimethatImightmeetwithyoutodiscussyourconcerns?Pleasecallmeat555-5555,andIwillfindatimethatisconvenientforyou.Wereyouawarethatlastyearseveralofourproductswonawardsforqualityandaffordability?Andthatwehaveanewlineofcleaningproductsthatisenvironmentallyfriendly,yetpowerful?Pleasetakeamomenttoreconsiderwhetheryouwanttomissoutonthequalityproductswecanprovideatsuchanominalcost.模板3

ByDr.MelLuthy,ChiefEditorOvertheyearsyouhavebeenaloyalDoecustomer,andwehaveenjoyedmeetingyouroffice-supplyneeds.However,wehavenotreceivedanorderfromyouinoverthreemonths,andweareconcerned.Isthereanywaywecanimproveourservicetoyou?Weareawarethatduringthetruckingstrike,manyofourcustomerscouldnotgettheirordersfilledquickly.SincethenwehavetakenstepstoensurethateveryDoecustomerreceivesprompt,reliableservice.Willyoupleaseletmeknowifwecandoanythingtowinyouback?Ihaveenclosedacopyofournewfallcatalog.Callmepersonallyat555-5555ifIcanhelp.模板4

Dearxxx,Verygladtoknowfromyourwebsite,thatyouaretheleadingwholesalerofplasticproductswithmostprestigiousquality.

Tobeevenmoresuccessful,youmightlookforaverycapable&reliableproducingsupplier.XXXisagoodoneforyoutorelyon.WehavepassedISO9001since2005,andourproductshasCEcertificate.

OursatisfiedcustomersincludeDupont,Demag,Weland,Cas,Aliplast.Iamveryconfidentthatwhenyouworkwithus,youwillhavethesamesatisfaction.Canyoudomeafavor?Whatweshoulddotoapplyfor&becomeyournewvendor?Bestregards,XXXX模板5

DearJohn,Goodmorning!Ijustvisitedyourwebsite,andknowthatyouaretheleadingwholesalerinPolandforfashionablegloves,withprestigiousreputationforthequality.Youmaybehappytofindanewreilaiblesourceofgloveswithsuperiorquality&Reasonableprices.YoucanselectfromanabundantvarietyofpremiumqualityJeanswithstylishoriginaldesignsupdatedevery6monthes.OurfactoryhasacapacityofXXXXglovesmonthly,probablythelargestinChina.Since2009,wehavepassedISO9001,andallourproductshasCEcertificate.Iattachthecertificateimagesinthenextemail,pleasefindthem.

OursatisfiedcustomersincludeXXX,XXX&XXX.Iamconfidentthatwhenyouworkwithus,youwillhavethesamesatisfactionlikethem.

Toenableyoutogetagoodunderstandingofourqualityandservice,wewouldliketoextendaveryspecialofferforyourfirstsampleorder,with15%(onlylimitedtothefirstcontainer).Inthenextemail,Iwillattachyoutheproductcatalogs.Pleasetellmewhatitemsaremoresalableforyou.

Bestregards,SamPS:Wearealsoverycapabletocustommakeforyou.Pleasejusttellmethestylesyouselect.模板6

DearXXX,Goodmorning!Iamverygladtoknowyoufromyourprofessionalwebsite,youaretheleadingcompanyinJapanformachinevisionsystem.Ialsonoticethatyoupaymuchattentiontoloweryourcostforqualitymachinevisionsystem.ThatiswhereIcanbeofhelp.

MayIintroducemyselftoyou?IamXXX,fromXXXX.WehavebeeninmachinevisionsystemindustryformorethanXXXyears.Iamconfidentthatwearecapabletomeetyourqualitystandard,whilecuttingyourcostbyatleast10%.Pleasebesure,wearealsoverycapabletocustomproducewithyourdrawings.

Toenableyoutoevaluateourquality,mayIinviteyoutovisitourfactory?(或者：mayIsendyouasample?)

Bestregards,XXXX模板7

DearXXX,Agoodsupplierwillsaveyoumoneyandbefreefromtrouble.Qualitymeansalotforatyrewholesalerlikeyou.Tobesafefromcustomercomplaints,youmayneedaveryreliablesuppliertocounton.Wearearightoneforyou.XXXhasalready20yearsprofessionalexperienceinXXXtyre,&XXXtyre.OurfactorypassedXXXX.CustomerslikeXXXX&XXXXareverysatisfiedwithourtyresformanyyears.

Toletyouhavemoreideasaboutourtyres,inaseparateemail,IwillsendyouourtestingreportbySGS.

Wewouldverymuchwelcomeyourenquiry,surelyyouwillgetourbestprice.Bestregards,XXXX模板8

Re:Loweryourcostforbasketspurchaseby20%more

DearXXX,Goodmorning!Iamveryproudtofindsomebasketsonyourwebsiteareproducedbyus.(先建立同客戶的關(guān)聯(lián)感）Attachedpleasefindsomepictures.(證明可信度）Youmaysavemuchcostbyorderingdirectlyfromamanufacturingsupplierlikeus.(給客戶的好處）Whenyoumakesuchdecision,wewouldbepleasedtoofferyouourhandforyourfirsttimeimportation,whichisrathereasy.（打消客戶的顧慮）WehavejustreleasedabundantnewstylesofGiftbasket/Campingbasket/Picnicbasket,doyouwanttohavealookatthenewdesigns?Bestregards,XXXX模板9

Re:NewEnergySavingIron(或者其他)DearSmith,LeadingcompaniessuchasXXXX,nowuseXXXastheirreliablesupplierforXXXproducts.

ForacostequatingtoXXX,yourcustomerswillbeabletosaveenergycostby%.

TheremarkableXXXXIronuses(工藝)to:同客戶相關(guān)的成果1同客戶相關(guān)的成果2

同客戶相關(guān)的成果3TotestXXX’seffectiveness,youcanarrangeafreeno-obligationtrialnow,byjustreplyingthisemail.Wewillreplyyouimmediatelytoarrangeit.Bestregards,XXX模板10

Re:SavingyourpurchasingcostforqualityXXXXDearJohn,WhenyounextconsideryourarrangementsforXXXproducts,Iwouldwelcometheopportunitytounderstandyourrequirementsandsituation.Ourcustomerinclude(XXX,XXX),whohavefoundourXXXissuperiorinqualitywhilesavingthem%costfromworkingwithus.

Iwillsendyoumoredetailedinformationregardingthisproductinanotheremail.Whenyoureceiveit,canyoupleaseemailmeyourrequirementforthisproduct?Bestregards,XXX二客戶產(chǎn)品線已經(jīng)有本公司產(chǎn)品當客戶已經(jīng)從競爭對手處購買同類產(chǎn)品的時候，好消息是客戶已經(jīng)有需求，及立即的采購計劃。壞消息是，客戶可能對于現(xiàn)有供應商很滿意，并不要更換供應商，此時殺進去難度很大。而且需要經(jīng)過客戶的反復考驗。大型采購商：一般大型采購商對于供應商的管理，會有一個主要的供應商，可能采購量達到60-70%，一個次要供應商采購20-30%，和一個第二替補供應商，采購10%左右。一旦主供應商有問題，采購商會迅速培養(yǎng)次要供應商和第二替補，以免出現(xiàn)供應短缺的風險。對于這類的采購商，業(yè)務員首先要了解自己公司是否有實力成為該采購商的供應商，心中有數(shù)?？蛻艟拖裥?，合腳的才是好的，不是越大越好，以免浪費自己的精力，又搞得自己很沮喪。如果有這個實力，第一步的目標是成為該客戶的10%的第二替補。在此之前客戶可能要反復考察你的質(zhì)量，服務等等。業(yè)務員要有耐心，認真對待每一次打樣，每一個小單子，都是客戶的考驗和測試。要成為他們的第2替補也不容易呢？這初步建立聯(lián)系的時候，要仔細考察客戶的產(chǎn)品，市場定位，市場對于產(chǎn)品的偏好，要求，并考察客戶現(xiàn)有供應商的短板，從以下幾個方面切入：1）不斷開發(fā)適合市場需要的新品，推薦給客戶，如果新品被選中，則可以順利建立關(guān)系。2）考察客戶網(wǎng)站，看看客戶的用戶對于現(xiàn)有產(chǎn)品的反饋和投訴，試圖解決這些不被現(xiàn)有供應商重視或者解決不了的問題，這些應該是客戶很關(guān)注的。3）考察客戶銷量比較大的款式的產(chǎn)品，研究看是否有方法可以在保證質(zhì)量的情況下，大幅度降低成本，通過價格吸引客戶。中小型采購商：相比大型采購商，中小型采購商的數(shù)量要小點。有幾個情況可能不同，一個就是有可能采購者就是owner本人，當然也有很多是專門的采購經(jīng)理的；一個就是很多中小型采購商的細分市場定位。比如有的定位很高端，有的很低端，那么，他們關(guān)注的供應商資質(zhì)和產(chǎn)品也是很不相同的。比如定位高端的，會很注重質(zhì)量，以及產(chǎn)品的差異化。而低端的則更注重價格，對于款式往往是要求最大眾化的。另外，老板本人或者家族成員采購，采購心理同職業(yè)采購經(jīng)理也是不同的。他們更關(guān)注實惠，直接讓他們看到實惠。而職業(yè)采購經(jīng)理，則同時關(guān)注責任的承擔和職務的升遷。不太愿意為了降低一些成本而冒更大的風險。盡量給他們提供更多的說明材料，以便他們?nèi)フf服他們的老板。如果你有產(chǎn)品認證，ISO9000等，他們會覺得他們承擔的風險小很多。這第一封開發(fā)信，一定要突出自己的優(yōu)勢，如果你所能提供的同我現(xiàn)有的供應商一樣，我為何要費那么大的力氣換個供應商？你需要給我充足的理由換你來做。開發(fā)信要開門見山，點出你能給客戶帶來的好處，并且要有充分的令人信服的論據(jù)來支撐你的觀點。推薦新品模板11HiJohn,Goodmorning!

WeareacandidatevendorforXXXcompany,currentlyweareservingXXXX，XXXXcustomers(先給2個大客戶的名字，最好是同目標客戶時同類的。).WehavepassedISO9001,andourproductshaspassedUPCcertificate.Weareveryconfidentthatyoucanrelyonusasacapablevendor.Iamwritingtointroduceanewproducttoyou.Thisproductistargeting20-29years’lady.ThesalesinXXXmarkethaveproventobeverysuccessful.Withinonly2months,thesaleshavereached100000units.Inoticedfromyourwebsite,that20-29years’ladyisoneofyourmajorclientele,sointroductionofproductXXXshouldbeabigsaleshitforyou.

BTW,wehavethesamplesready.DoyouwanttoevaluatethisnewproductXXXX?

Bestregards,XXXXX克服問題模板12HiJohn,

Goodmorning!Ijustvisitedyourwebsite,andstudiedyourcustomers’feedbackonyourproductXXXX.Itsoundsthatyourcustomers(390customersremarkedonline)aredemandingto:XXXXX陳述一下客戶潛在的問題。Wehavesuccessfullyhelped20customerssolvedthisproblem.XXXXX(描述一下細節(jié)，給點具體的信息。不要太詳細，留個伏筆，下次再聯(lián)系他)VerybrieflyaboutABCCompany,wehaveabundantexperienceservingXXXX，XXXXcustomers(先給2個大客戶的名字，最好是同目標客戶時同類的。).WehavepassedISO9001,andourproductshaspassedUPCcertificate.Weareveryconfidentthatyoucanrelyonusasacapablevendor.

Mayyougivemeachancetopresentyoumoreinformationonthis?Iwillbegladtosendyoumoredetailedinformationuponyourconsent.

Bestregards,XXXX降低成本模板13

HiJohn，Goodmorning!WeareacandidatevendorforXXXcompany,currentlyweareservingXXXX，XXXXcustomers(先給2個大客戶的名字，最好是同目標客戶時同類的。).Iamwritingtotellyou,thatweareabletocutyourcostforXXXitemby20%,thankstothecurrentbreak-throughinnovationontheproductionprocess.Thereductionincostwillnotinanywayinfluencethequality.WehavepassedISO9001,andourproductshaspassedUPCcertificate.

Whatproductsareyoucurrentlypurchasing?MayImakeanoffertoyoubasedontheseitemsforyoutocompare?Bestregards,XXXXX三詢問相關(guān)業(yè)務的聯(lián)系人清楚了客戶的興趣之所在，以及自己公司和產(chǎn)品的優(yōu)勢，研究清楚如何引起客戶強烈的興趣后，就要考慮這封信要發(fā)給誰了。找到具體的聯(lián)系人，會讓開發(fā)信的成功率數(shù)倍提高。先在google里搜一下“purchasemanager,buyer,generalmanager,merchandiser等@客戶網(wǎng)站.com”，如果能直接找到采購負責人的電話最好，如果找不到，就直接搜“@客戶網(wǎng)站.com”,找到任何客戶公司任何一個聯(lián)系人，再像他們問采購負責人的聯(lián)系方式，成功率也很高。新手切忌不問收件人是誰，上來就推銷，說一通套話我們是最大的，我們是質(zhì)量最好的，最便宜的。這些太空洞了，而且沒有人會在乎你怎么樣，那跟我有何關(guān)系。推銷會讓客戶很反感。尤其是收信人并不是具體負責采購的人，看到這樣的推銷信，直接就刪除了，或者報告到垃圾郵件箱里了。這封郵件的目的要清楚，就是找到相關(guān)的采購負責人?？蜌舛Y貌地說明來意，郵件可以簡短點。詢問相關(guān)業(yè)務的聯(lián)系人（已知聯(lián)系人，不知聯(lián)系方式）模板14

Re:HiMary,canyoutellmetheemailofMr.XXXX?

DearMary,Hopeyouhaveanicedaytoday?CanyoutellmetheemailaddressofMr.XXXX?

Iwouldverymuchappreciateyourhelp.

Bestregards,XXX

不做進一步說明，這個Mary有很大概率覺得這封郵件來自一個已有的供應商或者熟人。如果對方問起來，你是誰，你再可以解釋一下。詢問相關(guān)業(yè)務的聯(lián)系人（不知聯(lián)系人，不知聯(lián)系方式）模板15

Re:HiMary,mayIaskyouforafavor?

DearMary,Hopeyouhaveanicedaytoday?WeareaqualifiedsupplierofXXXCompany,wecanhelpyoutosaveatleast15%ofyourpurchasingcostforproductXXXXX.

MayIaskyouforafavor?Whoshouldwecontactforevaluatingthisfurther?Iwouldverymuchappreciateyourhelp.

Bestregards,XXX

四客戶產(chǎn)品線里還沒有本公司產(chǎn)品時如果客戶產(chǎn)品線里還沒有本公司產(chǎn)品，對于你來說是個潛在的機會。如果是個大客戶，開發(fā)的周期會很長，因為大公司做決策流程很長，需要不同部門的審批。從客戶的立場來想，當我們不知道這么一個新品的時候，有供應商來找我們。我們會是什么樣的一個判定流程呢？1）這個產(chǎn)品是什么？為什么我要加入現(xiàn)有產(chǎn)品線？2）嗯，這個產(chǎn)品不錯。這家公司資質(zhì)如何？有能力保證品質(zhì)和供應嗎？3）他有能力做，價格是否有競爭力？我是否要比較一下其他的供應商？所以我們初期的目標應該設定為讓客戶接受這個產(chǎn)品，第二步的目標是讓客戶接受我的公司。如果客戶第一步對產(chǎn)品感興趣了，此時要及時介紹公司，證明你們有能力提供高品質(zhì)的產(chǎn)品，保障供應。第一封開發(fā)信需要把新產(chǎn)品介紹給客戶，同時，還要把產(chǎn)品的益處，能給客戶帶來什么商業(yè)利益講清楚。如果有些銷售統(tǒng)計數(shù)據(jù)證明這個產(chǎn)品快速上升趨勢的話則最好。先寫一個，歡迎大家踴躍貢獻。模板16

DearJohn,Ijustvisitedyourwebsite,andfoundthatyouarenot