如何接触海外客户

如何接触海外客户本教程为APTCORPORATIONLIMITED所有，洗脑•读万卷书不如行万里路•行万里路不如阅人无数•阅人无数不如成功人士指路前言•准确的客户信息是开展国际贸易的起点，是足球场上的发球。•接触客户就是出口营销的真正开始，是足球场上组织进攻。现状一•现代人力资源管理认为：•没有经过培训的业务员都是在谋杀客户，是企业最大的成本。•销售经理最大的过错就是把工作交给不胜任的业务员，同时又不加指导。现状二•给客户的留言或者邮件没有回音。•发了100份邮件，却只有1-2个客户回复，而且一回复就是报价和寄送样本。•打电话过去，还没有说完自我介绍,前台小姐匆匆挂断电话。问题•难道这些客户真的不需要我们的产品吗？•难道这些客户真的觉得他们已经找到了世界上最好而且一直会是最好的供应商吗？•难道客户对上门“打扰”的供应商都是这种态度吗？•不要忘记：•有无数个竞争对手同时在跟你竞争同一个客户！商业信函写作技巧•Accept原则：•引起注意（Attention)•买家兴趣（Customer-care)•让买家轻松（Ease)•专业原则（Profession)•信任原则（Trust)买家兴趣（Customer-care)•一切从客户角度出发！•写客户想知道的事情，而不是你想说的事情！•要有吸引客户的内容！•如果一味强调你销售的产品，将失去获得客户兴趣的机会。•客户只关心自己的需求和愿望，而不是你的销售。•应该让谈论客户的内容占到一半以上，哪怕是用提问题的方式，而不要过多介绍自己的产品、公司。买家兴趣（Customer-care)•对客户的业务有一定的了解•对客户行业的不利问题有一定的了解•对客户在行业中的地位有一定的了解让买家轻松（Ease)•首次不谈产品销售•文字不宜太多，配图片效果好•客户也是人，需要音乐和啤酒•多用短句，用简单的词汇•不要有错别字•语法也不能错专业原则（Profession)•信函组织：标题、称呼、引言、正文、结尾•标题：MayIhelpyouoptimize**sourcing?•Free**report;Tosave20%moneyon***,•Doyouknow**?专业原则（Profession)•称呼：•DearSir/Madam•DearSourcingManager专业原则（Profession)•正文：•使你的信让人感觉是为了提供帮助，而不是一味地卖东西•结尾：•建议客户立即采取行动。比如留给客户一个网址，鼓励客户到网站上了解更多的信息或者下载某些免费资料。信任原则（Trust)•值得信任的网站•第三方认证引起注意（Attention)•主题吸引古董开发信•DearSirs,•Welearnfrom***thatyouareinthemarketofFruit.Wewouldliketotakethisopportunitytointroduceourcompanyandproducts,with•thehopethatwemayworkwithBrightIdeasImportsinthefuture.•WeareajointventurespecializingintheAgricultureandexportof•Fruit.Wehaveenclosedourcatalog,whichintroducesourcompanyindetailandcoversthemainproductswesupplyatpresent.You•mayalsovisitouronlinecompanyintroductionatHttp://．．．．．whichincludesourlatestproductline.•Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyour•detailedrequirements.•Wearelookingforwardtoyourpromptreply.•Sincerely,改进版•Noonegotfiredforchoosingourcompany（主题）•DearPurchasingmanager,•Yes,likeIBM,noonegotfiredforchoosingus,inChina,weareknownforourservices,weareproudtobethesafechoiceamongourcustomerssince1983.••WeareajointventurespecializingintheAgricultureandexportof•Fruit.Wehaveenclosedourcatalog,whichintroducesourcompanyin•detailandcoversthemainproductswesupplyatpresent.•YoucanreadwhatotherbuyerssayaboutusatHttp://．．．．．whichincludesourlatestproductline.•Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyour•detailedrequirements.•Wearelookingforwardtoyourpromptreply.•Sincerely,试试这封•Iftheearthbreaks,whatshouldwedo?（主题）•DearPurchasingmanager,•Iftheearthbreaks,wecanbonditusingouradhesive,actuallywearebondingmoreandmorestoneswhicharebeingusedtoforallkindsofbuildings.•Justlikeyouknow,allthestoneswillberubbishiftheglueusedforbondingisnotgoodenough.•Wehaveenclosedourcatalog,whichintroducesourcompanyin•detailandcoversthemainproductswesupplyatpresent.•YoucanreadwhatotherbuyerssayaboutusatHttp://．．．．．whichincludesourlatestproductline.•Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyour•detailedrequirements.•Wearelookingforwardtoyourpromptreply.•Sincerely,再试试这封•Ifyoucareaboutthestonequality,youhavetoreadthis（主题）•DearPurchasingmanager,•With20yearscombinedexperiencesindesigningandmakingadhesive,wehaveshippedthousandsofcontainersoverseasinlastdecade.Andtherewas10containersloadofadhesiveshippedtoCanadalastmonthalone.•Justlikeyouknow,allthestoneswillberubbishiftheglueusedforbondingisnotgoodenough.•Ifyouwanttoknowhowwecanhelpyoutoimprovethequalityofstoneyouaremaking,clickHttp://．．．．．Formoreinformation.•Sincerely,老外的邮件看看•Doyouknowwho‘sreadingyourfax?(主题）•Stone,DidyouknowthatyourcurrenteFaxFree®accountofferstheseamazingbenefits?•Faxesaredeliveredprivatelytoyouremail,notlyingaroundafaxmachine,orworse—gettinglost.•Youautomaticallyreceive20freefaxeseverymonth.•Youcankeeppryingeyesoutofyourcommunicationsandpreventunwantedpeoplefromreadingyourprivatefaxes.•»Wanttosendfaxes?TryeFaxPlusforFREE»Forgotyourpassword?Clickhere»MoreinfoabouteFax?ClickhereeFaxQuickTip:Addyourfreenumbertoyourbusinesscardandemailsignaturesootherscanfaxtoyouremail.老外的邮件看看•Stone,HowhighisyourFinancialI.Q.?（主题）•HowhighisyourfinancialIQ?•DearStone,MyyearsofexperiencehaveshownmethatthedifferencebetweentheRich,MiddleClassandthePoorisalmostalwaystieddirectlytotheirfinancialIQ.•HowhighisyourfinancialIQ?Pleasethinkaboutyouranswerstothefollowing4basicquestions:•1.(TrueorFalse)Yourhouseisyourgreatestasset.2.(TrueofFalse)Mutualfundsareoneoftheeasiestwaystosavemoney.3.(TrueorFalse)TheUSdollarisworthless.4.(TrueorFalse)RealEstateandGoldareriskyinvestments.ClickheretoseeRichDad'sanswersandhowyouscored•RobertKiyosaki••P.S.Stone,ClickHeretoreceiveyourFREEintroductiontomycoachingprogram.•老外的邮件看看•Stone,doyouknowthenewrulesofmoney?（主题）•DearStone,•Therulesofmoneyhavechangedandit’stimeforyoutogetsmartwithyourmoney!Theoldrulessaidgotoschool,getagoodjob,workhard,getoutofdebtandsaveinaportfolioofwell-diversifiedmutualfunds.Withtheeconomyinrecessionandconstantturmoil,peoplewhofollowedtheoldrulesarefacingforeclosureandwonderingwhytheycan’tseemtostayafloatfinancially.Whathappenedisthattheruleso