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>
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<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。 “沙发”（SF，第一个回帖的人）
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