开发信 第二封跟进
外贸经验B2B独立开发开发信跟进
一如何搜索客户？这是发开发信的前提，我们必须搜索到大量的相关的公司企业邮箱，才能发送开发信。
那么我们该当如何搜邮箱呢？1. 总结产品关键词，将之翻译成各种不同国家的语言，再用各个国家本土运用最多的搜索引擎搜索。
注意：产品关键词可以使相关产品，好比，买皮革的可以搜皮包，卖面粉的搜面食店，我们要找准好自己的目的市场，这样才能针锋相对，有的放矢。
2. 往往，在谷歌键入关键词后，搜索到的网站链接很繁杂，我们如何去辨别哪个是公司网站，哪个不是，这要自己多多去熟悉，譬如，.Eu是学术性质的，.Org是政府运营的，.Blog就是博客啦，如果搜到这种链接的都是可以直接忽略的。
3. 最好用谷歌浏览器，如果是非英语国家，谷歌浏览器自带的翻译器可以全文翻译，简直太好使了。
4. 打开公司网站，熟悉公司的大体结构，根据网页上的图片，以及公司的产品内容，判断是否可能发展成为潜在客户。
如果是心目中的网站，那么就去打开Contact,寻找公司的邮箱，现成有的话就直接顺手复制过来，要是翻遍公司网站还是一无所获的话，这里有三种比较管用的方法，也可以得到公司的邮箱：①在谷歌里直接键入“*****.com email”, 其中*****.com是公司域名，搜索后，大体是能找到类似于info@*****.***等的邮箱，复制过来就行了。
②在谷歌里键入“已知公司电话号码email”, 这样也能搜索到很多找不到的邮箱的。
③要是实在不行，就直接尝试在域名前加info, office, sales,inquiries, contact等，总有一个是对的。
二开发信系列问题1. 开发信的内容：简单自我介绍和公司介绍，产品范围，图片，结尾，附件一份PDF关于公司和产品，把员工照片放上去，会显得我们很人性化。
2. 开发信的书写：Arial 9号，或者Tahoma 10号，黑色。
段落要拉的很开，即使就四五行的话也要enter 很多行，感觉像是写了很多内容似的，昭显我们的热情。
第一次跟进和第二次跟进
现在是淡季
古语说：天晴的时候是最好修屋顶的时候，等 下雨了再去修屋顶就来不及了！淡季的时候 你会稍微空一些，可以把网上的生意理顺， 等到旺季的时候，你的生意才会更好！我相 信，象您这样的生意人一定也希望有更多的 客户对吗？
照妖镜：
用促销去测探客户，但是要注意的点是： 客户一般都会有兴趣,问我们优惠是什么的，这时候一 定要沉住气，不要随意喷促销，对不是目标的客户随意 喷促销，会浪费自己很多时间，但是可以借这个机会最 后确定客户意向： 参考说辞如下：因为这个优惠是建立在诚信通的基础上 的，所以您是确定下来要合作诚信通了吗？能有这样的 优惠，您还是要支付诚信通费用的，您是真的确定要合 作了吗？ 结果：如果客户是ok的，就喷出促销，现场到单 如果客户是有以前不愿意说的异议的，这时候一 般都会真正内心的真正想法说出的,继续解决异议，回 到流程上。
第一通电话跟进的回顾
开场 核对资料 了解产品 挖需求 介绍服务 试缔结 布置作业（看同行，看买家，看邮件， 上网操作） 一定要建立好跟客户的信任,第一通电话不 要狼性太重.
怎么建立跟客户的信任： 1、详细的了解产品，销售渠道，网络背景 2、通过他的需求告诉他我们能帮他做什么， 再引出这是诚信通的服务，客户都知道要付 费，主要就是在考虑这个费用花的值不值，客 户觉得这个服务有帮助，自然就会问费用。 3、让他认为你是在帮助他的，专业，顾问式 的，由他来选择和决定。
新客户第一通电话目的： 和客户建立好信任ห้องสมุดไป่ตู้了解清楚客户的公 司情况、产品情况、销售渠道等等，介绍服 务，引导客户上网，时布置作同业，预约详 细的联系时间（详细到日期，上午还是下午）
关键词：我们对客户的了解度及对客 户的判断以及引导
老外不回开发信的跟进
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 your.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 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。
开发信发送后如何跟踪
开发信发送后如何跟踪一、开发信的成败判断开发信能联系到客人，其实就已经成功了！客人还跟你讨论具体问题，那已经perfect了！！！接下来能否有进一步发展，就要各方面去把握了。
有可能客人有采购你的产品，但是他一直有主线供应商，只是随便问问，比较一下而已。
也有可能客人仅仅是有那么一点点兴趣，了解一下。
还有各种可能性。
我觉得，你首先要准确了解客人的身份，究竟是importer，还是distributor，还是retailer，针对不同的客人，你的侧重点应该是不一样的！！！我的经验是，如果一个客人和我来来回回写了1个月email，我会觉得成交希望很大；如果和我写了3个月email讨论一个产品或一系列产品，我就有9成把握了；如果一个项目和我谈了半年，来来回回两百多封邮件了，那我想不做都不行了，客人会盯牢我的，订单就是时间问题了。
客人时间很宝贵，如果一个项目和你讨论几个月了，然后没下文了，然后再去和别的供应商又从头来起，再谈几个月？这不可能的！总之一句话，和客人沟通的回合越多，时间越长，拿下订单的可能性越大！！！嘿嘿，这样说吧，拖死他，拖到他不得不把订单下给你为止！二、针对不同的回复如何跟踪1、主要看对方怎么回，如果只一句no, thanks. 那就算了。
2、对于只回了一封，问moq和报价的，QUOTE:例如，开发信后经常会遇到如此电邮的客户： We are interested in your products and pls send us your catalog with price list!直接把价格表给他不好吧（即使在查过此客户的信息后 ...其实有很多这样的客人，有一部分纯粹是吃饱了饭撑的。
另一部分是杂货商，他们平时采购的东西很多很杂，没有时间一类一类去询价，通常会漫天要报价单，然后再考虑并选择供应商~ 这一类通常都是小客人，甚至一些很小很小的零售商。
我个人认为，回还是要回的，怎么说也是个机会。
培训九：如何写开发信,之后如何跟进
新手开发信常犯的几个错误： 1）邮件写得过长。客人的时间很宝贵，每天要收到数百封邮件，你想想，一个不认识的人发
了一封又长又臭的邮件给你，英语表述又不好，还加了好几M的附件，你会不会认真去看？ 而且很多老外的时间观念很强，每天都有几块固定的时间用来处理email（2-3秒），很多长篇 大论的邮件，只要不是他的熟人发的，一般会被直接删除，或者是把你的地址设为垃圾邮件。
3.长篇大论的公司或工厂介绍。例如：“我们是某某直流接触器工厂，地处美丽的长江三角洲东南，
交通便利，风景优美，离上海和杭州仅仅2小时车程，我们公司成立于2002年，具有丰富的生产 和直流接触器开发经验，享誉全球，我们工厂获得ISO9001：2000质量体系，严格按照5S管理， 真诚欢迎您来我厂参观拜访，希望和您建立起长久的业务关系，我们以真诚和服务赢得客户……” 诸如此类的话，客人会看得很不耐烦，即使你是一个很好的公司或很好的工厂，第一次就收到这
开发信模板（ADH系列高压）
主题：To Chargemaster （英国充电桩制造商，目标客户）/ TE(Tyco) ,GIGAVAC type automotive contactor manufacturer/ Zhejiang Aokai Electric 内容：
Dear Sir,
Good day. With great interest from your boss, I write to you this email We manufacturer high voltage automotive contactors, widely used in charging post. They are similar to TE, GIGAVAC type, but with more reliablity and better price. Please reply "ok" for more information. ……………………………………… Best regards 签名
外贸开发信样板
外贸人必备的10封邮件模板1. 新客户开发信主题：Re: New Supplier Offer for XXX From XXXXX/ Name+DateDear XXXWe manufacture XXX products. I believe our price will be cheaper at least 10% than your current supplier for the same quality products.Free samples and E-catalog will be provided if needed.Email me or just call me directly to talk more. Thank you!2. 老客户开发信主题：Re: New Offer for XXX From XXXXX/ Name+DateDear XXX,Long time no your news. How are you doing these days? Hope everything goes quite well with you.Is there any inquiry about cloths, Gloves, Wrist/heel straps, Mat, Sticky mat, Chair, Tapes and some other Products? We would like to send you free samples for most of our products. Kindly please contact us if you are interested in them.By the way, the price for some of products you inquired was updated. Please email me back if you need to know the new price.Thanks in advance and have a nice day!3. 第一次报价主题：Offer+Product Name from +Company Name/ Your Name+DateDear XXXThanks very much for your inquiry and interesting in our products. This is XXX, sales manager from XXXXX, manufacturer of XXX and some other products in China. Here in following is our best offer based on EX-W Terms. 1) Item: Cleanroom Mat此处插入产品图片； 2) Size: Width 1.0m*Length 10m*T2mm3) Unit Price: USD86.3/Roll based on EX-W； 4) Lead time: 2-3 weeks5) Payment Terms: T/T in advance6) Packing: Standard Export Packing （或者写具体的产品包装）By the way XXX（客户名字）, Do you need samples to test ? Our samples are available for free of charge for your evaluation. Your positive early reply will be highly appreciated and thanks in advance.4. 新客户快速报价主题：Re: Offer gloves From XXXXX Manufacturer/NAME+DATEDear XXX,Thanks very much for your inquiry and interesting in our products. This is xxx from XXXXX. We are a leading manufacturer of xxx in china.With quantity of 10,000pcs of .Our best price is USD0.69/pairs, EX-W Terms, Lead time of 1-2 weeks.By the way, XXX, Our samples are available for free of charge for your evaluation if you like. Awaiting for your feedback and thanks in advance.5. 报价后跟进主题：Re: Follow up Offer gloves From XXXXX ManufacturerDear XXX,This is xxx, sales xxx from XXXXX, manufacture of xxx. We appreciated your enquiry about xxx via Alibaba dated on xxxx.I am writing to ask if you have received my quotation. Now I am sending it again as below. Hope you could spare6. 报价后二次跟进主题：Ref 2nd-Follow up Offer gloves From XXXXX ManufacturerDear XXX,How are you doing today? Hope everything goes quite well with you.I am sorry to disturb you but I'd like to have your idea about our offer for xxx products quoted as below email on Jun.th 26th. We can serve you well after knowing your comments, right? Hope there would be good cooperation between our two companies.Your prompt feedback will be highly appreciated.7. 报价后再跟进主题：Re:3rd-Follow up Offer gloves From XXXXX ManufacturerDear XXX,Is there any updated news from you about the Gloves we quoted on Jun. 26th. Your early feedback will be greatly appreciated.By the way, XXX, Any new inquiry about xxxx, Kindly pls feel free to contact us. Thanks!8. 报价后跟进&提供样品主题：Samples available for gloves from XXX+Name.Dear XXX,This is XXX from XXXXX, manufacturer of Gloves.Have you spared your time to check our offer below? Your prompt feedback about our offer will be highly appreciated including price, MOQ, Lead time, Payment terms.By the way xxx, our samples can be available for free of charge for your evaluation if you like. Awaiting for your feedback and thank you in advance.9. 报价后跟进主题：Professional suppler for Gloves.Dear XXX.For so many days no response from you, now I am writing to remind you about our offer for gloves dated on July.25th. We would like to work out a better price for you after feedback by you. Any of your comments by return will be much appreciatedIt will be our big pleasure if we have the opportunity to be on service of you in near future. Looking forward to your early reply.10. 报价后跟进主题：Re: Gloves Manufacturer XXXXX.Dear XXXLong time no news from you, how’s everything going these day?I am writing to ask if the Gloves project still open? Kindly pls keep us posted about that. Thanks.By the way XXX, any new enquiry, Pls do not hesitate and feel free to contact us. Awaiting for your feedback and thank you in advance.外贸寄样邮件模板汇总寄样前：不管是客户是需要某一特定型号产品还是某一类产品，目标产品是否明确，在给客户寄送样品前一定要确认以下这6点：1，产品型号；2，客户的收货地址；3，客户是否支付样品费、运费：如果客户支付，是否会在成单后返还等； 4，运输方式海运还是空运；5，承运快递：取决于预算和收件日期是否有限定；6，支付方式：预付，垫付，到付。
模具行业开发信模板1
第一封Dear Sir or Madam,I am Youmi from Chinese CEMold plastic manufactory, nice to meet you by email.We are a professional plastic injection mould maker in Shenzhen of China. As you know, Chinese mould design and tooling is very developed and here have low labor, low cost. We export moulds and products to Europe, America,some countries of Africa and Asia for decades, We can do including product design, prototype, mould design, moulding and secondary processing; also we are capable of making diecasting, over mould rubber mould. If you need, please send us the 2D/3D drawing design or samples with your requests as mould life ,mould cavities and material, then we will quote for you with a competitive price. Welcome you to our factory for a visit.It is appreciated for your swift response, thanks.Nice every day for you!Best Regards第二封Dear sir/ madamI am Youmi from Chinese CEMold plastic manufactory.Your name and address have been passed on to us by internet,and we glad to forward to you this introductory letter ,hoping that it will be the prelude to mutuallybeneficial relations between us .We are a regular manufacturers and exports of various kinds of plastic mould. As you know, low material cost and cheap labor in china ,so we have the advantage over other exports corporation in priceMoreover the quality of products has the guarantee. Making mould in china can save many capitals in order to give you some idea of our lines , if wemeet your interset ,plase sent your 3D or 2D drawing with your specific enquiry and our offer will be forwarded without delay .Yours faithfully第三封Dear Sir/Madam,How are you! I am Youmi from Chinese CE Mold plastic manufactory.We are a mould and injection products manufacturer in China. Our main business is mould-making, plastic product and diecasting product. With high quality, good price and pro mpt leadtime,we are popular with clients at home and abroad. I have read your basic require ments many times , we believe that we can complete with your satisfied.If you want to learn more about our company, pls visit our website:When you have project fit for us, be free to contact me on time.Best regards,第四封Dear sir,Have a good day ! I am Youmi from Chinese CE Mold plastic manufactoryIt's my pleasure to contact you.I would like tointroduce my factory CEMold to you,which was established in 1994.At present,We have over 200 excellent employees.the capacity is 60 to 70 sets molds per month.We can offer one-stop services to our customers,including:Part design----Mould design----mould making(tunnage less than 40T)----Part injection------Prin ting----Spray-painting----Part assembly-ShippingPlease feel free to contact us if our service meets your requirements.Waiting for your consult and reply!第五封Dear Manager,Have a good day ! I am Youmi from Chinese CE Mold plastic manufactoryWe are a professional mould-maker from Shenzhen in China. Our factory specializes in designing and manufactures various of plastic moulds.CE Mold have rich experience in mould-making, plastic product and diecasting productsI hope we can team up with you and your company. If you have any enquiry, do not hesitate to contact me; and you can also directly send your drawings or other information for quotation.Just reply this email for more detail or keep it for future needs.My Skype ID is CE Mold-Youmi, If you have, please get me in your contact list, I think that will more convenient to communicate.Hope you have a good day.Thank you and best regards,第六封Dear Sir/Madam,You might be busy, so I will get right to it.With reference to your website, I notice your products and we have strong confidence to mak e excellent job for you. As a leading importer like you, you must try to avoid purchasing bad-q uality productions to damage your reputation.We are a mould-making company who specialize in manufacturing plastic injection mould, blo w mould, die casting and relative products, involving in automotive spare parts, motorcycle sp are parts, household spare parts and cosmetic packing. Hope we have the chance to provide you high quality moulds and products with competitive price.Hope you have a good day.Thank you and best regards,第七封Dear SirGood day!This is Youmi, a sales engineer of CE Mold. I am looking for business opportunity.I know your company via internet, and I suppose you will need plastic injection mould to produce the parts you sell. We are a Auto parts plastic injection mould and parts manufacturer with rich experiences in Shenzhen, China. We can offer services such as product design, prototype, mould design, moulding and secondary processing; also we are capable of making diecasting, blow mould, over mould, 2-shot moulding and gas-assisted mo uld. We can provide the mould with high quality and competitive price for you.For more information, pls view our company website: So please contact me without hesitation when you need. Looking forward you reply.Have a good day.Thank you and best regards,第八封Dear Sirs/Madam,First of all, sincerely thanks for your taking time to read my email. I’m youmi, from CE Mold. I know your esteemed company via internet and write to explore the possible cooperation with you.Our company is a professional plastic injection mould maker in Shenzhen China. We can offer hardened molds, prototype and soft moulds with competitive price. Our company is specialized in building moulds with cams, slides, lifters and automatic unscrewing actions.The moulds we made are particularly attractive to customers from American and European markets with the best price and sound quality. We are sure that our cooperation will be as nice as those we have dealt with.You can visit our website as well for more information. If you are interested in our products and wish to step further, kindly please contact us by tel., fax or via e-mail (see below). We shall reply you ASAP with best prices.Your early reply will be highly appreciated. \Best Regards第九封Dear Sirs/Madam,Glad to get your contact info from Internet!We supply plastic injection mold with good quality and very competitive price.Hope to be a partner of your company!E-catalog will be provided if needed.Email me or just call me directly. Thank you!Best regards,第十封Dear Sir/Madam,Are you looking for qualified supplier to manufacture good-quality for your series production? If yes, SHENZHEN CE MOLD is the right one to support you!We have confidence to face any new challenge as we are gradually developed. The molds that we shipped to Europe and North America were praised!Your swift response will be highly appreciated!Best regards,。
开发信中经常遇到的问题
开发信中经常遇到的问题1、开发信的数量QUOTE：我们经理说有的人人家每天发2,3百封，我这么每天都发不了100封啊，找客户信息不好找啊，怎么办？以下是网友的观点，个人的情况也不尽相同我很少很少写开发信，数量极少，但是发一封开发信之前，我会对目标客人做详细的调查的。
这么说吧，写一封开发信只要几分钟就ok了，但是了解这个客人恐怕需要至少一整天的时间来分析。
只有前期工作做好了，开发信才能写的有针对性。
我的开发信永远没有模板，因为每个客人都是不同的，你针对不同客人的开发计划自然也不会一样啊！！！我平均一个礼拜发3-5封吧，刚做业务的几个月因为没有任何平台，所以就只有发开发信，估计总共大概六七十封是有的，接到大大小小的订单四五个吧，样品单不算。
我不知道各位怎么计算订单的大小，我当时的计算方式是，30000美元以上的就算大单了。
后来有了ali，开发信就不用了。
再后来去了展会，ali也用得少了。
再后来主要依靠老客户的订单，再去个几次展会，还有客人之间介绍一些单子给我，主要就是这样做了。
所以总的来说，我做sales的4年多里面，应该就发了100封左右的开发信，但是每封都不一样的！！！回复率大概20%左右，成交率大概7%的样子。
】我觉得开发信还是要有诚意的好一个一个发每一个都用心，针对不同的客户，要搜集它的信息，了解它的业务范围，产品销售范围，公司实力等等，只有你把客户的背景放在自己心中，那么以后谈判的砝码就明显偏向你，你可以针对这个客户专门的回答和有针对性的交流沟通。
你对别人用心别人也会看得到你群发别人一看这个开头就不想打开邮件啦那谈何进一步沟通。
楼主已经很多次告诫大家，做事要三思四思五思六思，只要用心做，多收集，多动脑，最最最最最最最最最最最最重重中之重就是要勤劳。
我也和大家勉励下，少壮不努力，老大徒伤悲。
曾经刚开始做外贸时就用这种方式写的开发信，结果非常失败。
如果说有效，能否拿出一个你用同种方法开发客户获得回复的一个比例呢？及最后成交客户有多少？很正常啊，每个人的实际情况都不同，公司不同，产品不同，行业不同，工作习惯和行文方式也不同，所以开发信并没有固定的格式，我前面已经说过了，每个人的开发信都应该不一样的，要适合自己就可以。