外贸客户跟进模板
目录
1.询问客户对报价的看法
2. 追问客户的评价，求回复
3. 为保证客户收到了报价，重发报价
4. 利用报价的有效期给客户一点压力
5. 最后一次寻求客户对所询价产品的意见，附上产品目录表
6.待客户在目录表中发现适合他们市场的产品
7.时不时的问下是否有新的询盘或者订单
8.对于意向强的目标客户我们也可以主动提出提供免费样品
9.我快绝望了，你难道真的要继续装作木有收到邮件吗？
10.新产品上市推广
11.告知客户价格表的调整刺激户
12. 看看可不可以转换订单吧
1. 询问客户对报价的看法
Dear xxx,
Hope everything goes well with you!
Have you kindly checked my offer? Hope they are workable for your market!
It is regret that I haven't received any information from your side. May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. 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 and your company.
Best regards
2. 追问客户的评价，求回复
Dear xx
How are you recently?
Several days no news from you, have you got my enquiry for xxxx?
Fully understand that you are too busy to reply us. But we are still
waiting for your comments. We need your feedback to go ahead.
Thank you in advance.
Many thanks and best regards.
3. 为保证客户收到了报价，重发报价
Hello, xxx,
Wish you have a nice day!
May I ask whether you have received my quotation? Now I am sending it again, if you have any other ideas. Please feel free to contact me. We will do much better if you can give any advices to us.
Waiting for your favorable reply soon!
Best wishes
4. 利用报价的有效期给客户一点压力
Hello, xxx,
Hope everything goes well! It’s xxx.
We are in receipt of your inquiry dated on xxx and quote you as follow: XXXXXXX.
pls kindly check whether price is workable ? Because price will be invalid on xxxx.
Wish we will promote business.
Best regards.
5. 最后一次寻求客户对所询价产品的意见，附上产品目录表
Good day! My friends,
My quotation of xxx you might have received and considered.
Could you kindly advise your comments at your earliest convenience?
Enclosed is the E-catalog, please kindly check! If there is any item you are in need of, please contact me! I’ll be more than pleasure to offer the information you want. Thanks…
I am of service at any time!
Best regards,
6. 待客户在目录表中发现适合他们市场的产品
Hello, my friends,
Have u received and checked the E-catalog send in my last email?
Hope they are workable for your market! If you find some product really attractive to you, please feel free to contact us. We are more than pleasure to offer you with more information that you want.
If you want to estimate the products show, yes, sample can be sent for your reference!
We hope can establish a good business relationship with you in the near future.
7. 时不时的问下是否有新的询盘或者订单
Dear xx
I hope you are doing well.
Have you got any new orders? Please keep me posted if yes, I will send you our updated price for your review.
8. 对于意向强的目标客户我们也可以主动提出提供免费样品
Dear xxx,
Free sample can be sent for your reference if you need. How's your opinion?
As our several communications, I hope that we can build cooperation between us.
Waiting for your reply.
9. 我快绝望了，你难道真的要继续装作木有收到邮件吗？
Dear xxx,
I have sent you email many times before but have not received any reply from you so I am guessing the emails have not reached you.
Could you please drop me a short note if you receive this message and also please tell me if you have any interest in our products? I don’t want to keep bothering you if you don’t have any interest
10. 新产品上市推广
Dear xxx
Good morning !
It is glad to inform you that we have launched xxx ,which with xxxx such as perfect design, low noise, light weight xxxx.
Attached with xx and xx for your reference and pls have a try in your market if possible.
11. 告知客户价格表的调整刺激户
Dear xxx,
How are you? Longtime no contact and hope everything goes well with you.
Our products and quotation had updated. Would you pls check our new quotation with new items in attachments? If have any question, pls contact me freely.
Best regards.
12. 看看可不可以转换订单吧
Hello, xxx,
Now I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will try my best to satisfy you well with competitive prices as per your request.
By the way, how about your order (or business) with item ***? If it’s still pending, I would like to offer our latest prices to promote an opportunity to cooperate with each other.
【料S原创】老鸟之路1 外贸业务员怎样提高工作效率？
1）和未成交客户保持联系，让他始终记得你
2）和已经成交客户增进关系，展示服务
3）应对客户的还价
4）回复客户的询盘，仍然不要急于报价
5）出差—不方便及时查看邮件
6）客户不回复怎么办？买家不理睬怎么办？
7）如何判断客户
8）开发信
重要不紧急的事情有：开发新客户，跟进未成交客户，研究目标市场，学习更多的产品知识，汲取更多业务经验，和客户建立信任，制定销售计划和工作目标，改进与供应商的关系，锻炼身体，好好吃一顿午饭，适当休息等（一切对你未来业绩提升有直接关系的事务）
重要且紧急：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。
紧急不重要：其他部门要求你配合的工作，领导交待的非业务性工作。很多事情看似很“紧急”，实际上拖一拖，甚至不办，也无关大局。学会委托或分配这些事务交给助理、跟单甚至新业务员去做
一般来说，每天固定花半个小时对一段时间未联系的客户say hello
每天花半个小时时间阅读一下yahoo国际站的英文新闻，对实事多了解一些，并且当做锻炼阅读能力。当有客户来拜访时，在路上，至少你可以多了很多当下热点的话题。
每天半小时至一小时用来回复老客户的邮件，简洁表达清楚即可。
把更多的精力用来考虑和研究怎样去跟进和回复潜在客户，力求建立起信任。
每天花半小时的时间来研究了解目标市场，对一个目标市场的了解起码做到市场销售价格、市场常见品牌、做这个品牌的供应商和其分销商有哪些、销售渠道有哪些、目标市场上行业内的标杆客户、主要规格类型、该国最大的几个supermarket、该国最主要的一两个B2B 网站等等。
PS：著名的80/20法则：
你每天做的工作内容，只有20%会和产生利润有直接联系；用20%的成本去维护老客户，将会得到80%的收益；在看我这篇文章的，有20%的人会真正把这些内容去实践，而不是和其他80%的人一样，简单地COPY到WORD里面，然后无限期封藏。等等等等。。
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，他会第一时间想到你！
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，写开发信的时候已经写了一堆介绍公司优势如何如何的内容，那么跟进的时候根本不需要再写了！写多了客户会反感。大家虽然肤色不同，但人的心理还是有共性的。
Dear XXX,
How are you? I hope you everything is going well.
I wonder whether you have any pending orders or inquiry recently.
If so, please contact me with no hesitate, we are sure any of your inquiry will get our prompt attention & reply. Thanks.
Best regards,
XXX
2）和已经成交客户增进关系，展示服务
Dear XXX,
Hope this email finds you well.
Have you received the goods? How do you think?
I hope you are satisfied with our quality. If any comments, please let me know. Thanks. Best regards,
XXX
3）应对客户的还价
如果客户告诉你他也不确定采购的量，那么回复的时候可以按照数量区间，给予不同的价格而且实际上，以很低的价格接单，在资源配置层面来看也很不合理：1）占用资金 2）浪费工厂的产能 3）影响后面其他订单的交期
已经记不清有多少次价格谈到最后，我价格坚决不再让步，客户对我说：
If that, we are afraid we will place order to other suppliers.
而我回复：
Based on our quality, our profit is very low. If we cut 0.70 USD/CTN, we cannot keep reasonable profit then order will be rejected by our financial dept. Because it's no meaning of accepting this order, it only makes our workers tired and occupies capital.
If we force ourselves to accept this order, we may have to bring down the quality to average our cost
So please kindly evaluate our price again. If it's really hard to work, we hope we can work with you for next order. Appreciate for your support.
最后客户还是自己找了台阶下，把订单下过来，如：We need shipment on time. If you assure you will make shipment on time, please send PI.
当同一类型产品价格相差太多
要么是你的规格已经跟不上目前的市场变化；
要么是有些同行在偷工减料；
With reference to your target price, we believe we are not talking the same product, maybe different quality or specification. According to our experience, this is frequently happen when price has big gap.
For you to get right cost, It would be better if you could send us your samples. We think it is the best and effective way to avoid any possible mistake or misunderstanding.
然后如果客户不愿意寄样品或者说没有到付账号，可以表现得积极有诚意一些：
If not convenient, we will arrange courier to collect samples from your side.
How do you think?
降价其实有很多理由，但是理由一定要符合逻辑，合情合理，要经得起推敲！别胡乱写个理由发给客户，那样很不可信。
合情合理的降价理由有：
１）你能不能增加数量？
２）你能不能给稳定的订单？
３）能不能同意我方的付款方式？
４）能不能同意我方的交货期限？
5）仓库还有少量存货，能否接受一部分存货？
6）正常我们是产品全检，能否接受抽检？
7）根据客户市场行情，给客户推荐更具性价比的产品规格。
8）请示上级领导给予特别优惠（貌似业务员用得最多，其实不到最后一步，不要轻易扔出这个理由！这应该作为最后的退路。）
降价时注意一个节奏和尺度，不要降价太频繁。降价次数不要超过3次，每次降价，幅度越来越小（漏斗状，越往下越小），最后坚持不降。
第二种情况：客户量大，比较专业，供应商较多。
你的报价是10.83 USD，你最低能接受的价格是10.20 USD。假设你常做的付款方式及最优惠的付款方式分别是：
1）T/T 30%, the balance pay against B/L copy in 5 days. 底线：T/T 20%
2) L/C at sight. 底线L/C 30days
付款方式
I cannot go against our company policy 但是你会跟领导商量。同时问客户能否考虑30%。客户回复I'm not sure but I will try to talk with our CFO. Let's check the price, can you make 10 USD ?
你继续避开价格，还是先谈谈付款方式，在付款方式上继续放信号弹，迷惑对方：
We are investing for our new factory, so this year we met with big pressure on capital. We
buy large quantity of raw material each month, pay 260 workers salary, pay high tax to government... So get money in time is really important for us especially this year. Frankly speaking, we're very hard to meet your price 10 USD, it's really too low, we even cannot afford the port charges.
If you can agree with the payment terms T/T 30%, then I will check with our boss to see whether we can do better on prices.
客户回复，Ok, then check price asap please. usually we pay 20% but I think 30% is not a big problem for us.
然后过一会，再回复客户：I check with our boss, he thanks for your kind understanding on payment terms issue. he finally gave a special discount. The best price is 10.60 USD.
这个时候，别急着答应，找个十分恰当的理由来给自己台阶下：
比如：I understand your have many other suppliers and they may offer you better prices. But under our current cost, we can hardly make that. We produce all products in non-dust workshop, which is much higher costs on maintaining but products are more hygienic and safer. Considering the 0.25 USD difference between us, we afford 0.10 USD as a support. It's really worthy to pay just 1.5% higher but avoid any hygienic risk and customer' complains.
Hope you to get your kindly understanding and support. We would like to expand business with you and have a long-term cooperation relatio nship.
（这时，你已经展现最大努力和一定的诚意。并且暗示价格差异存在的重要价值10.50 USD 是你价格上最大的让步，后面坚持价格不降即可。）
客户回复，Your final best price is 10.50 USD is still a little higher than what we're working with. We can only give 20% T/T, not 30%T/T. It's not attracting if pay more on deposit and pay more on price. Check your price one last time, then we decide whether place order to you or not !（客户以只付20%为要挟，再次试探你的价格。殊不知你完全可以接受20%）
价格上坚持不降，付款方式上装作忍痛让步：
临门最后一脚，你回复：We fully understand your consideration. However, under current situation, 10.50 USD is really our rock bottom price. We already made our best. We really need your trust and a health cooperation at the beginning of business.
If you could kindly understand and place order soon, we will accept T/T 20% deposit. Hope we can reach an order soon.
客户回复：OK, make PI with payment terms T/T 20%.
4）回复客户的询盘，仍然不要急于报价，根据询盘是一般质量询盘还是高质量询盘，一定要设置几个不同的问题来问客户。
之前是否有进口过此产品（由此判断客户是否在国内有其他供应商，客户有可能之前是从当地进口商买货）
FOB or CIF ? 按照哪个港口报价?（判断客户的供应商靠近什么地区）
客户的客户群体，是批发商、分销商OR零售商。（判断客户的价格接受能力）
如：
Thanks for your inquiry.
According to our experience, 35 gsm with velcro is more popular in your market, as 80% of our French customers buy this type. Compared with 40 gsm, it's an economic choice as price is more competitive. ( 或者Compared with 30 gsm, it's superior quality while price just 5% higher)
Is this type more suitable for you ?
For you to get precise costs, may I ask you a few 问题to learn your demand clearly ?
1) Have you ever imported the product before ?
2) You need FOB or CIF ? Which port ?
3) What is your main customer group ? Retailers or Wholesalers or Distributors?
Please kindly get back your comments to us. We are sure any of your feedback will get our prompt attention & reply. Thanks in advance !
如果是一般质量询盘（即产品规格或包装或者数量不具体），则根据缺少的内容去询问客户。We reviewed your inquiry carefully but there are something still unclear for us.
1. 问题1
2. 问题2
We appreciate for your checking the above 问题and let us know to check right cost. Then we will make quotation and send you asap.
或
We reviewed your inquiry carefully while there are something still unclear for us.
1. AAAAAAAAAA
2. BBBBBBB
We appreciate for your checking the above 问题and let us know to check right right cost. Meanwhile, based on my experience, I think 10gsm double elastic is more popular in your market as many of our customers from XXX are buying this type, which is tighter when wearing on but price just 5% higher. Do you have interest in getting price as well?
If so, we’ll make quotation for both types after getting your reply..
5）出差—不方便及时查看邮件
Dear Mr/Ms,
I will be out of office for a business trip during Jun 15th - Jun 25th 2012.
With very limited access to email and voicemail, I cannot check or reply your email in time. If you have urgent matter to discuss with me, please call me at +86-xxx xxxx xxxx.
If you have a question regarding inquiry of product or price, please contact XXX Durling at cdurling@https://www.doczj.com/doc/f615202584.html, or +86-xxx-XXXXXXX.
If you have a question regarding documents of shipment, please contact Cindy Luo at cindy@https://www.doczj.com/doc/f615202584.html, or +86-xxx-XXXXXXX.
Thank you and have a nice day!
出差—但会每天回宾馆查看
放假—不方便及时查看邮件
收到询价，由于XX原因，不能立即报价
出差，但方便及时查看邮件
放假，不方便及时查看邮件
收到询价，由于XX原因，不能立即报价
收到询价，会尽快报价
收到询价，产品种类少，邮件里报价
收到询价，产品种类多，附件中报价表
发送CATALOG
对某些询价的内容不清楚，询问客户
客户还价太多
同意客户的还价
婉拒客户目标价–新客户
Thanks for your email.
We regret that it’s hard to meet your target price. It’s a quite low price and below our cost / make us have no margin profit.
Please note that the material cost rising about 5% per ton
The exchange rate float from 6.34 to 6.20 during last two months
We would like to work with you and we believe we can be good partners each other, but we really need a health start of cooperation and keep that long-term.
Hope to get your understanding and support.
同意客户目标价- 新客户
婉拒客户目标价–老客户
客户已确认价格，需要寄送样品
找客户要快递账号
解释为什么找客户要快递账号
客户发来订单–感谢客户
和客户确认包装
订单预付款收到，会立即安排生产
订单预付款—仍未收到，要求客户发付款水单
订单预付款—到款，无法入账，请求客户银行修改收款人信息
交货期—延误( 原因1. 工厂太忙)
交货期—延误( 原因2. 工厂/原材料厂停电)
交货期—延误( 原因3. 原料太紧俏，不好订)
货好—通知客户，告知指定货代，安排订舱
订单尾款—催客户付尾款—船快到港
订单尾款—催客户付尾款—汇率原因
订单尾款—收到，表达谢意
向老客户推销新产品
6 ※客户不回复怎么办？买家不理睬怎么办？
1）尽量使用企业邮箱发送，免费邮箱只选yahoo, hotmail。
2）第一封邮件最好不要带附件。如图片，报价单之类。
3）利用邮件客户端的定时发送确保在客户上班之前一小时前递送
4）发送邮件，尽量避免使用容易被默认为垃圾邮件的标题，如：we could supply; do you want to buy…之类的。
5）发送的邮件密度也非常重要，如果密度过高，很有可能被认为是骚扰或者垃圾邮箱而将你加入黑名单
最好的邮件密度为：第1天-第2天-第5天-第13天-第25天- 之后每隔1个月
6 ) 如果没有等到客户回复，重新编辑，改变一下邮件内容，再次发送，当做提醒一下客户。邮件加上高优先级。重点提及几个行业内在做的知名客户和质量认证，吸引客户回复。
Hi David,
I wonder whether you received our email dated 16th, Dec 2012 ?
As a professional manufacturer of XX (product ), we are now working with many customers in your market such as 1, 2, 3. Our quality meet ISO, CE, FDA standard and price is quite competitive for your market.
Please kindly review our email. We are sure if price workable, free samples & catalog can be provided for your check.
We appreciate for your prompt reply.
7）如果以上还是没有获得客户回复，果断打电话给客户，询问对自己产品的意向。内容简短有力一些，加深印象
如电话中：
Hi David~
This is Henry from China, we got your inquiry from alibaba and we’ve get back to you yesterday. You can easily find my name Henry911（重音）from the title of email then find our company name ”Supersoft”（重音）. You got my name? Herry911（再次重音~）, I wait for your reply. Ok ? Thanks.
邮件的标题：Re: Herry911 - Armchair manufacturer - Home Depot’s Vendor – Supersoft
8）如果你很不幸，以上还是没有获得客户回复，这里使用一个猛招，报个虚盘：
。比如，此报价故意遗漏材料规格“克重”。
Hi David,
I’m sorry that we didn’t get your reply since we have send a few emails to you for a few days.
Here please check our quote as below:
Product Name
Color: xxxx
Size: xxx
Packing: xxxxxx
MOQ: xxxx
FOB Shanghai: XXX usd/pc
Price valid in 25days.
Price can be negotiated if quantity increase.
Waiting for your prompt reply. Thanks
客户收到以后，根据客户的专业程度，会有两种反应。
如果客户不是很专业，客户会感觉这个价格很不错。尽快回复一下，要点样品来看看。
如果客户很专业，客户会考虑这个价格很不错，不过没写克重。为了不错失好供应上，尽快回复问一下克重。
We are glad to send you samples to evaluate. Samples will be prepared asap. Meanwhile, we also recommend another type that is superior quality, which are hot on sell in your market as well. We would like to send both together for you to compare, how do you think ?
一切的目的都是为了和客户联系起来。谈生意谈生意，邮件有来有往多了，生意就谈出来了。当你和客户来来回回几十封邮件的时候，客户不给个机会给让你寄样品都过意不去。当你和客户来来回回近百封的时候，客户也不好意思不给你订单了。毕竟他投入那么多精力不是白白浪费的。
第二种情况，客户很专业询问具体克重。这个时候老实写上具体克重如9克，并且告诉客户：
The weight is 9 gram.
Usually we supply for your market with 10 gram, but this year more and more our French customers are asking for 9 gram because of highly competition in market. I wonder whether you're facing with this situation as well ? Sometimes it depends on the role of your customers.
My experience that It' s not big difference when using them.
Anyway, here I also quote price for 10 gram as below:
…………
If you confirm prices are workable, we will send samples of both types for you to compare and try on.
Waiting for your comments.
7）如何判断客户
根据GOOGLE搜索，Alibaba中无此公司 google中输入: https://www.doczj.com/doc/f615202584.html,+客户公司名
根据BAIDU搜索：广交会+客户邮箱/ 广交会+客户公司名均没有任何记录
根据GOOGLE搜索出了一些B2B网站记录，客户只询过其他两个不相关的产品。
根据GPPGLE搜索：客户公司名+Exhibitor list / 客户公司名+List of exhibition 客户只参加过当地的一些行业展会
由以上四条，判断此供应商的数量应该不多。更加信心满满。
报价的邮件怎么写我就不陈述了，相信大家都会写。我只说一点，报价时一定要留有余地。
一般来说，我写邮件的风格比较轻描淡写。我一般不会在第一次报价的时候写上best price, best quotation之类的词语，连quote 我都很少用。如果每次降价你都来个best price/best quotation, 客户会觉得你说的价格挺虚。
如果可以不写price, 我连price都不会写。打个比方：pls kindly check the detailed product info as below:
如果感觉价格报的确偏高了一点，可以把MOQ写少点。
在结尾留下余地：price can be negotiated according to different quantity. 鼓励客户增加采购量。
【料S分享】一年十四个新客户- 开发信问题新手解答
Dear Henry,
Glad to hear that you're on the market for xxxx products. We specialize in this field for xxx years, with the strength of 主要产品1,主要产品2 and 主要产品3, with good quality and competitive price.
Should you have any question, pls do not hesitate to contact me. FREE samples will be sent for your evaluation.
Kind regards,,这样的开发信对很多新手来说，算是言简意赅的典范了。但是毫无亮点！
在当今垃圾邮件泛滥的今天，我们需要一些有吸引力的亮点！
下面分享本人常用的开发信模板，觉得好就拿去。回帖是美德~
Dear Henry,
Glad to learn you're on the market of XXX products.
（先淡淡地提到得知客户卖某个产品。虚则实之，实则虚之。让客户搞不清到底是展会上你认识了他还是听同行介绍，回忆不起来你的身份。哦，是不是展会认识的那个SAM ? 这里什么learn you from Alibaba / Google 之类的可以不提。客户对一些未接触过的人的邮件有时提不起兴趣看）
260 workers, 25000 ㎡non-dust workshop, 12 years experience, 3 years' vendor of Wal-mart, ISO, CE & FDA certificated, one harbor reach Wuhan port, this is how we keep superior quality and competitive offers for global valued customers.
( 简洁再简洁地体现公司实力，用数字说话，合作的知名客户侧面印证，获得的认证一个单词certificated高度概括。靠近XX港口，据此内行的客户分析靠近产业集中地，很可能是工厂。突出质量和价格。)
Our main products cover XXX,XXX,XXX,XXXX,XXXXX..
( 简单介绍主要产品，不要写的过细，切中客户行业即好。)
If any product meet your demand, please contact us for further information.
( 有任何需要随时联系，提供更多信息资料。)
We're sure your any inquiry or requirement will get prompt attention.
( 一句话结束)
Best regards,
Sam
没有工厂数据：
如发给意大利客户：
We specialize in this field for 12 years, with the strength of non woven thongs, which are superior quality with competitive price.
Italy market covers our 40%sales amount with 11customers there swallowing approx. 4X40'HQ monthly, customers from SPA, beauty salon and supermakets.
这些从侧面说明你对市场了解，可信度高，供货面广。
客户如果再详细问，一般参考下面：
We have consistently maintained our promise: “don’t sell to our current customer's end-customer”. We will never reveal our customer's company name or purchase scale without customer's permit. We have the obligation that protects our current customers' benefit and trade secrets.
如果有关系比较不错的客户，也可以问问客户是否介意告知我们的客户我们跟他在合作。
每个客户做的客户群体和渠道都是不尽相同的。对于客户来说，你在这个市场上的客户越多，他就越有兴趣去了解你，因为你了解需求和行情。
如何跟进客户的邮件？ 通过邮件与客户取得联系，是做外贸的最主要的途径。 一. 跟进客户的邮件中要注意哪些问题？ 1．简洁：客户上班时间要处理很多事情。80-100个单词，不能太少，也不能太多。最简单的句式表达最明确的意思。突出重点。 2. 专业：英语用词要专业。专业词汇给对方的感觉就是做我们这一行的。如果什么都不懂，这个缩写需要解释，那个也需要，那客户会选择你吗？另外，我们要把产品了解清楚，在邮件中体现出你的专业度。有问必答, 重点突出，意思明确, 思路要清晰。 3. 真诚：回复客户的邮件要注意语言用辞，表示出对客户的尊敬，对待客户一定要真诚，表达出自己以及公司的合作诚意。 4. 及时：回复客户邮件要及时提供给客户准确的产品信息。当天的邮件一定要当天回。如果不能回复，一定要给客户一个回应，告诉他目前不能回的原因和什么时候能够回复客户。注意各国时差，欧洲客户一般下午3点前回复就可以了。美国客户上午一上班或者下午下班前发。 5. 规范：规范的格式（字母大小写，段落，单词拼写，语法检查。）主题：点睛之处；问候语；落款。内容较多时，注意分段或者分序号。 8. 与客户合拍：顺应客户的习惯，使用客户的一些专业词汇表达方式，客户的格式。按客户的格式提供产品资料或者报价。 9. 语气委婉：多用连接词，如As you know, to be honest, frankly, etc. 10. 细心：注意检查是否忘记添加附件，添加后要记得打开再仔细检查一遍。 二．报价后如何跟进？ 一般客户会在第一封邮件中要求提供报价及一些产品详细资料。报价根据不同市场，不同需求推荐不同的产品，价格一般不能太高，也不能太低。给客户报价后，一般分为以下几种情况： 1.报价后，根本无回复。 1. 这时，可以考虑隔1天或2天再给客户重发一次，或者直接发邮件询问客户是否收到报价，是否有任何问题？ （1）通过客户网站或者询盘信息，如果认为该客户为目标客户。多重发几次，重点强调我司产品的独特优势。也可以尝试推荐给客户其他款式的产品，让客户知道我们还有其他很多的款式，询问客户是否对其它款式感兴趣？如果客户再无回复，通过介绍公司新产品，市场动态，行业动态，吸引客户眼球，在节假日的时候及时给客户发问候，争取获得客户的好感，继续跟进，获得客户回复的机率就更高。(2) 如果不是此行业或者询盘内容比较泛，信息不全面，查不到公司网站的客户，建议重发几次，如果还无回复，就可以放弃了。 2. 报价后，客户有回复，但是反映价格太高，或者说现在采购的价格很低。 做为一个业务员，我们经常给客人报完价后，一般客户都会收到客人说价格高，毕竟谁去买东西，都想买到价格便宜,质量好的产品，自己去买东西的时候，同样也会有这样的想法。价格高，这个都是一般客人的第一反应，关键看我们怎么去引导客人，让他觉得你这个产品就值得这个价钱。因为当客户说“你们的价格太高了”时，我们看到的应该是一个可以马上促成的“积极信号”。因为在他的眼里，除了“价格太高”之外，实际上已经接受了除这个因素之外的其他各个方面。 那么面对这样一个问题，我们应当采取何种策略呢？ （1）必须先做自我的心理调整。 (2).运用同理心，肯定对方的感受，充分理解客户。
展会四类客户跟进邮件模版 接待客户时，根据客户的兴趣程度，将客户分成：机会，感兴趣，了解，路人。对于不同的客户，采取不同策略。 1. 机会客户： 客户很有意向，基本属于已经决定要购买，只是决定买什么规格，数量，从谁那里买的问题。这类客户，追踪的时候，要重点把客户的注意力放在规格的选择上，追问客户的需求细节。通过关注具体的细节，把握住客户的注意力，推动客户往前走。 只要客户一直跟你联系，就跟客户越来越熟悉。客户给你的信息越多，同样的信息，他再给其他人解释一遍的成本就越高。如果感觉你值得信任，比较靠谱，他跟别人再解释一遍的意愿就会降低。 在竞争方面，要重点解决，“你为何要跟我买”的问题。价格是一个重要的方面，如果价格比对手高，要主动说明为何你justify这个高的价格，好在什么地方。但价格，甚至质量都不是最关键的地方。客户觉得你是否值得信赖和靠谱最关键。无论是老板自己，还是职业采购人员，都不想冒太大的风险。 Dear Peter, It is very nice to talk with you on Canton Fair. As per your request, I am sending you the detailed specification for XXX model. FYI, we use high-quality imported material with zero lead for this model. It is very popular in European market, as consumers are more demanding for green products. （从细节入手，给客户提供充足的信息，同时暗示你的东西是好的，为何价格会比较贵。即便不直说，客户也清楚了。） Can you tell me how many pieces do you need for this model? And what is your requirement for the package? (通过提问，将客户的注意力放在能够向前推进的细节上。只要客户一点一点地给你提供构成一个完整订单的详细信息，你就在往订单一步步迈进。） Best regards, Kate
发完报价后1-2天没有回复-----跟进邮件1（确认是否收到），有条件的最好发完邮件后直接电话询问如果仍旧没有回复----一周后跟进邮件 2或者电话询问原因仍旧无回复，十天，半个月去邮件联系---跟进邮件 3 跟踪客户没必要非得要求形式，重要的是内容和跟进的点找准。 并非一定要死缠烂打，前提是让客户记住你，还能对你不厌烦；否则你就成了推销保险的了。跟进邮件 1 模板A Dear ***, Wish you have a nice day! May I ask whether you have received my quotation? Now I am sending it again, if you have any other ideas. Please feel free to contact me. We will do much better if you can give any advices to us. I am waiting for your reply ASAP. Best regards Winnie． 模板B Hope you are fine, my friend. I haven't received any information from your side. My last quotation email is attached to avoid you missing it. May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. As we don't 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. 如果客人还没有回信,一周后再问客人不回信的原因. 不同的情况做不同的回复。有客户电话号码的，最好能电话询问。有很多情况是客户出差或者休假，也要看下当地近期有没有什么节日。 跟进邮件2 模板A Glad to contact you again! Have you kindly checked my offer? Hope they are workable for your market! Sorry that we still don't receive any information from you. Your any comment about our offer will be appreciated, including price, quality, service. No matter if it is positive answer, It will be great help for us to meet your requirement. Waiting for your reply soon! 模板B Wish everything well with you and your company ! We are in receipt of your letter dated Aug 10 , and as requested to expressed you 3 catalogues for our refrigeration goods . We hope they will reach you in due course and will help you to make selection. We send the quotation to you on Aug 11, any questions for our quotation. Hope to get your reply asap. Wish we will promote business as well as friendship! Best wishes ! Kevin 如果客户仍旧没有回复，并且电话也无法联系，有可能这个客户休长假，也很有可能客户找到了其他合适的供应商，或者是客户自己的订单没有谈妥。在之后的日子里, 不建议一直纠结原先的报价来问客户。可以把该客户作为潜在客户做维护，一个月或者两个月联系一次。可以就新设计问问客户的建议, 或者是发一些行业知识。重点是让客户记住你，知道你们公司是做什么产品的。同时又不会把你的邮件拉到垃圾箱去。如果客户之后有回复，也可以问问之前报价的情况。 跟进邮件3 Dear Sir, Good morning! Hope you have got a wonderful weekend! For several days no news from you. These days our new design of ceramic mug D-123 produced much favourable comment from European market. What do you think about it for your market? We will do much
一．询问客户对报价的看法 Dear xxx, Hope everything goes well with you！ Have you kindly checked my offer? Hope they are workable for your market! It isregret that I haven't received any information from your side. May I have youridea about our offer? We will try to satisfy you upon receipt of your reply. 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 and your company. Best regards 二．追问客户的评价，求回复
Dear xx How are you recently? Several days no news from you have you got my enquiry for xxxx? Fullyunderstand that you are too busy to reply us. But we are still await for your comments. We need your feedback to go ahead. Thank you in advance. Many thanks and best regards. 三．本着小强精神，保证客户收到了报价，重发报价 Hello, xxx,
Hope you are fine, my friend.It is regret that I haven't receive any information from your side. May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. As we don't 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. 如果客人还没有回信,一周后再问客人不回信的真实原因.(一般情况,70%的客人会告诉你他的原因) Glad to contact you again!Have you kindly check my offer? Hope they are workable for your market! Sorry that we still don't receive any information from you. I would apprreciate for your any comment about our offer, including price, quality, sercive. No matter if it is positive answer, It is great help for us to meet your requirement.Waiting for your favorable reply soon! 之后的日子里,可以尝试新产品的报价,刺激下客人的神经. 我通常是这样写的：good day!my quotation of digital photo frame you might have received and considerated. could you kindly advise your comments at your earlier convenience? if the products isnot you are expecting,pls advise me your details requirement, i will re-offer asap.i am of service at any time! 但是，不同的客人，我会变换着写邮件，让客人知道我们公司，产品的存在．我不会把客人缠得太紧，约十来天给他一封邮件我通常这样回复的： Dear ***,Wish you have a nice day!May I ask whether you have received my quotation?Now I am sending it again,if you have any other ideas.Please feel free to contact me.We will do much better if you can give any advices to us.I am waiting for your reply ASA P.Best regardsWennie． 但是，想成功可不是容易的事情． dear sir have you received our quotation of ..., if you have any further question,please don't hesitate to contact us.we are waiting for you comment about our quotation.we hope that we can establish a good business relationship with you in the nearest future.your prompt reply will be appreciate. 回复A：直接去函敦促 Dear Hugo Chu, Wish everything well with you and your esteemed company ! We are in receipt of your letter dated Aug 10 , and as requested was expressed you 3 catalogues for our refrigeration goods . We hope they will reach you in due course and will help you in making your selection . Wish we will promote business as well as friendship! Best wishes ! Kevin 回复B：先写邮件问清情况。本人觉得先写邮件问清情况，简单的询问，如HA VE YOU RECEIVED MY P/I, IS THERE ANY QUESTION OR PROBLEM WITH YOU? 再问何时开L/C 或汇订金过来.....如客户没回复，那你应该(很有必要)打个电话过去问清情况。是价格问题还是临时发生改变? 客户是中间商，还在等最终客户的确认？还是其它问题？然后根据情况做一些措施看能否挽回这一张订单。 Dear Sir, Good morning! Hope you have got a wonderful weekend! For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of **** dated ** ** ** according to your relative inquiry. Have you got (or checked) the prices or not? ( You can add some
询问客户对报价的看法 Dear xxx, Hope everything goes well with you! Have you kindly checked my offer? Hope they are workable for your market! It is a regret that I haven’t received any information from your side. May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. 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 and your company. Best regards. 追问客户的评价，求回复 Dear xxx, How are you recently? Several days no news from you, have you got my enquiry for xxx? Fully understand that you are too busy to reply us. But we are still waiting for your comments. We need your feedback to go ahead. Thank you in advance. Many thanks and best regards. 本着小强精神，保证客户收到报价，重发报价 Hello,xxx, Wish you have a nice day! May I ask whether you have received my quotation? Now I am sending it again. If you have any other ideas, pls fell free to contact me. We will do much better if you can give any advices to us. Waiting for your favorable reply soon! Best wishes 利用报价的有效期给客户一点压力 Hello,xxx, Hope everything goes well!!! It is Bella. We are in receipt of your inquiry dated on xxx and quote you as follow:xxxxxx. Pls kindly check whether price is workable. Because price will be invalid on xxxx. Wish we will promote business. Best regards. 最后一次寻求客户对所询价产品的意见，附上产品目录表 Good day! My friend, Bella again. My quotation of xxx you might have received and considered. Could you kindly advise your comments at your earliest convenience? Enclosed is the E-catalog of Kington, pls kindly chk! If there is any item you are in need of, pls contact me! I’ll be more than pleasure to offer the information you want. Thanks... I am of service at any time! BR
外贸如何跟进客户邮件最新模版 1.Dear Jain, How is everything going? As the samples were sent out and received last week,may I know if you got the samples yet?How do you like it?We are appreicated your feedback of the samples so that we can go to the next steps. （或者把samples 改成quote,details） Looking forward to your reply. Best Regards and Thanks, Celeste 2.Hi Jain, Do you see my offer?What is your opinion?（Is there any updated information about xx？Do you have any news for xx?Any comment about our xx ?) Is there anything I can do at this stage to support you?we will be obliged if you kindly let us know. Have a nice day.Thanks. Celeste 3.Hi Jain, Glad to contact you again! Sorry that we still don't receive any information from you. I would appreciate for your any comment about our offer, including price, quality, service. No matter if it is positive answer, It is great help for us to meet your requirement. Waiting for your favorable reply soon! Best regards. Celeste 4.Hi Jain, Good day. Still no answer from you,how about the xx samples or quote?Fully understand you are busy,but I need to confirm the xx with you(it is my job responsibilty to follow up you and collect the clients' comment to improve my work and offer you quick response)
报价后好几天没回复。可以询问是否收到，收到了对价格有什么看法?对产品有什么建议?。。。。。。 Sample one: Dear xx Sorry to trobule you. Several days no news from you have you got my enquiry for xxxx ? Fully understand t hat you are too busy to reply us.But we are still await for your comments.We need your feedback to go ahead. Thank you in advance. Many thanks and best regards. xxx 2, sample 1 发出去后如果客户还没回复就这样跟进。因为报价单里面有对价格限制有效期所以可以以此跟踪 Sample two: Dear xxxx Hope everything goes well ! We are in receipt of your inquiry dated on xxx and quote you as follow: XXXXXXX . pls kindly check whether price is workable ? Becasue price will be invalid on xxxx. Wish we will promote business. Best regards. xxxxx 3, 如果碰到节假日也可以跟踪下。 sample 3 wk_ad_begin({pid : 21});wk_ad_after(21, function(){$('.ad-hidden').hide();}, function(){$('.ad-hidden').show();}); Dear XXXX Sorry for re-troubling you. pls find my pervious email below.Could you kindly check by return today ?Because we wil l on holiday from xx to xx and my email access may be limited. Thank you in advance. B set regards. XXXX 4,如果客户遇到客户国家节日也可以借此恭维一番。加深映像。 Sample 4 Dear xxxx Happy xxx and we wish you, your family, company enjoy your holidays. As for xxx, if you need any info,pls contact me at any time. We will try our best to sati sfied with your requirements. May god bless you and have a nice day. xxxxxx 5,然后就是交货期，稍微的给他一点压力，催促他尽快下单。 Dear xxx Hope you everything goes well. I sent you the quotation for xx in last email and the delivery time is xx days .could you pls kindly check and confirm the order soon. We need plent of time to arrange mass prod uction and keep the shipment on time. Many thanks and best regards. xxxx 6, 时不时的问下是否有新的询盘或者订单
不建议一直纠结原先的报价来问客户。可以把该客户作为潜在客户做维护，一个月或者两个月联系一次。可以就新设计问问客户的建议, 或者是发一些行业知识。重点是让客户记住你，知道你们公司是做什么产品的。同时又不会把你的邮件拉到垃圾箱去。如果客户之后有回复，也可以问问之前报价的情况。 思路： 发完报价后1-2天没有回复-----跟进邮件1（确认是否收到），有条件的最好发完邮件后直接电话询问如果仍旧没有回复----一周后跟进邮件2或者电话询问原因 仍旧无回复，十天，半个月去邮件联系---跟进邮件3 跟踪客户没必要非得要求形式，重要的是内容和跟进的点找准。 并非一定要死缠烂打，前提是让客户记住你，还能对你不厌烦；否则你就成了推销保险的了。 跟进邮件1 模板A Dear ***, Wish you have a nice day! May I ask whether you have received my quotation? Now I am sending it again, if you have any other ideas. Please feel free to contact me. We will do much better if you can give any advices to us. I am waiting for your reply ASAP. Best regards Winnie． 模板B Hope you are fine, my friend. I haven't received any information from your side. My last quotation email is attached to avoid you missing it. May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. As we don't 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.
分析下原因,一般情况下我会再写封追踪信给他:Hope you are fine, my friend.It is regret that I haven't receive any information from your side. May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. As we don't 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. 如果客人还没有回信,一周后再问客人不回信的真实原因.(一般情况,70%的客人会告诉你他的原因)Glad to contact you again!Have you kindly check my email? Hope they are workable for your market! Sorry that we still don't receive any information from you. I would appreciate for your any comment about our offer, including price, quality, sercive. No matter if it is positive answer, It is great help for us to meet your requirement.Waiting for your favorable reply soon! 之后的日子里,可以尝试新产品的报价,刺激下客人的神经. 我通常是这样写的：good day!my quotation of digital photo frame you might have received and considerated. could you kindly advise your comments at your earlier convenience?if the products is not your are expecting,pls advise me your details requirement, i will re-offer asap.i am of service at any time! 但是，不同的客人，我会变换着写邮件，让客人知道我们公司，产品的存在．我不会把客人缠得太紧，约十来天给他一封邮件我通常这样回复的：Dear ***,Wish you have a nice day!May I ask whether you have received my quotation?Now I am sending it again,if you have any other ideas.Please feel free to contact me.We will do much better if you can give any advices to us.I am waiting for your reply ASAP.Best regardsWennie． 但是，想成功可不是容易的事情． dear sirhave you received our quotation of ..., if you have any further question,please don't hesitate to contact us.we are waiting for you comment about our quotation.we hope that we can establish a good business relationship with you in the nearest future.your prompt reply will be appreciate. 回复A：直接去函敦促Dear Hugo Chu, Wish everything well with you and your esteemed company ! We are in receipt of your letter dated Aug 10 , and as requested was expressed you 3 catalogues for our refrigeration goods . We hope they will reach you in due course and will help you in making your selection . Wish we will promote business as well as friendship! Best wishes ! Kevin 回复B：先写邮件问清情况。本人觉得先写邮件问清情况，简单的询问，如HAVE YOU RECEIVED MY P/I, IS THERE ANY QUESTION OR PROBLEM WITH YOU? 再问何时开L/C 或汇订金过来.....如客户没回复，那你应该(很有必要)打个电话过去问清情况。是价格问题还是临时发生改变? 客户是中间商，还在等最终客户的确认？还是其它问题？然后根据情况做一些措施看能否挽回这一张订单。 Dear Sir, Good morning! Hope you have got a wonderful weekend! For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of **** dated ** ** ** according to your relative inquiry. Have you got (or checked) the prices or not? ( You can add
Very nice to meet you at Canton Fair(Our booth No. 1.1 D 26) Attached pls kindly see your preferred products. We are looking forward to starting business with you. Best regards Anna 广交会后 Dear....，so pleased to meet you on ...Expo，please check attached quotaion and catalogue! Thank you very much! Hey guy Shenzhen King United Import and Export Co.， Ltd trading here，exporting ceramic with good quality and low price， this year we also join canton fair ours booth number is 1.1 D 26(April 23-27). Call me ，let's talk details Thanks Anna Good quality and low price ceramic for you 很久没有回复的客户 Dear Antonio， How are you? So long since we sent you quote.we arranged a room of production for you but you have been keeping silence about our business.I am afraid we will be forced to change our arrangement if we still can not hear from you.Hope you will understand. By the way，cost of materials of ceramic is increasing quick day by day，we hope we can proceed the business ASAP. Best regards， Anna A 网上询盘回复 Dear sir Thanks for your inquiry at canton fair. We are professional supplier for high quality mug products at competitive price ，located in shenzhen . Here is the attachment with some pictures of our products that may suit your requirements， for more， please check our website， and select the products that you’re interested in. We have great interest in developing business with you， should you have any inquiries or comments，we would be glad to talk in details through MSN：anna94271832@https://www.doczj.com/doc/f615202584.html, or any way you like.
外贸老手的开发信模板 Hi Sir, Glad to hear that you're on the market for fiberglass. We specialize in this field for several years, with the stre ngth of chopped stra nd mat and stitch chopped stra nd mat, with good quality and pretty competitive price. Should you have any questi ons, pls do not hesitate to con tact me. FREE SAMPLES will be sent for your evaluati on! Tks & br, Jack **** compa ny （这里留下公司名、电话、传真、邮件就可以了，正文就可以写的很简单。 ） Tel: *** Fax: *** Mail: *** Website: http://www.####.com （请记住，如果你非要在里面加上网页链接，请放在签名里，不要放正文，让人感觉更像搞推销的，不太好。） 外国人版本Hey guy, XYZ tradi ng here, export ing LANTERNS with good quality and low price in US.
Call me, let's talk details. Rgds, Rick Cell pho ne: *** :开发信后客户没回音，催！！！！ Dear *** Sorry to trouble you aga in! Please find my mail below. Could you please kindly check by return today? Because we'll be on holiday from May.1st to 3rd. Thank you in adva nee! Best regards, Cindy 先写得委婉一点，把你上次写给他的邮件放在下面。如果他还是没回复，那就再重新发一遍，上面加上大写的红色的或者粗体的“ RESEND!! ”如果还是没消息，就打电话吧~ :展会上遇到的客户开发信Hi Alex, How are you doing? Glad to get your name card from HK fair.