写出有个性的外贸开发性.doc

写出有个性的外贸开发性希望大家先有下面的心态，再去看后面的内容。- 思想准备：运气固然重要，努力必不可少，要立足于每天不断的努力，要有长期奋斗的思想准备。- 积极思考：如何找到潜在客户。- 投其所好：适合不同客户的开发信，要有规律，别心急。给自己规定每天有针对性地发10-50封。外贸开发信的成本为零。- 良好心态：生活、学习、工作要有规律，积极做自己能够做的事，对无能为力的事情，要懂得平静对待和暂时放弃。- 每天进步：把你的业务流程持续不断地精雕细琢。坚持学习英语和外贸营销知识，提高自己的推销能力，熟悉和掌握产品的专业技术。- 立志奋斗：你要认真选择在某个行业里努力钻研，争取让自己在3年内成为行家，5年内成为专家，10年内成为权威。“积极发信，耐心等待，精心回复，规律跟进”，做到以上16字，成功就是时间问题了。做最好的准备，做最坏的打算。 大家都知道，外贸业务大部分依靠的还是邮件，除了客户主动询问的询盘，很多人都需要去发开发信，更别提没有平台，没有展会的外贸业务员了，除了开发信根本没有其他的可以依靠。 那么如何才能够写出一封好的开发信呢？我们先来看看一封大众的开发信标题：Titanium DioxideDear manager,Good morning!Glad to know that you are on the market for chemicals.This is Landan form Beijing Juquanxinhe Chemical Co., Ltd, which is a professional and leading manufacturer of chemical raw materials for 15 years in China.Today I would like to recommend our products to you： Titanium DioxideZinc OxideIf you interested our products,pls contact me,let talk the detail information.Your soon reply will be high appreciated.Tks&brLandanMSN:MB:EL/FAXeijing Juquanxinhe Trade And Business Co.,LTDADD: The 7th yard,Industrial zone, Fengtai District,Beijing city,China这是一封中规中矩的化工开发信，我相信很多人不会陌生，也许你也是这样开发的，不过回复率高不高我想用过的应该清楚，作为一封开发信，不知道大家有没有想过，你的开发信是做什么用的？第一：让潜在客户知道你第二：让客户对你感兴趣第三：让客户回复如何做到呢？对于一般确实有采购需求的到处比对价格的采购商，我觉得上面那封开发信可能会带来少量的回复，但是如果是暂时没有意向的呢？或者已经有供应商了的呢？主题：We want to be your furniture supplier内容：Dear Trump,So glad to hear that you are presently on the market for various furniture, and as a specialized manufacture and exporter for this product in China, we hope establish friend business relations with you.Please find the attach some of our most markerable products photos for your reference, hope they will be of interest to you, and any inquiries from you are highly appreciated.Looking forword to hearing from you soon.Best regards,PinkyAddress:123 Industry Rd.,Phone:Fax:Web Address:E-mail Address:这封邮件够简单是非常大的优势，没有用户愿意阅读一封太过复杂的邮件，邮件简单清晰能表达清楚目的和信息就可以了。其他无需太多赘述！笔者本人的意见“告知对方你从哪里获取信息”这点我认为非常重要，因为这不仅让对方感觉你并不是莫名其妙找到他，让对方对你信任的同时，还能提升好感度。如果能加上图片就更好了，因为所有人都是喜欢阅读图文并茂的文章的。再看看2个国外的开发信韩国人的开发信：Dear Robert,Has it been a good time for you?I really have been bothered to feel sticky cause it has been the rainy season in Korea. I wish youve been in fresh atmosphere.Today, I intend to recommend you two companies in Korea. and I think they already have prepared to advance worldwide.And they will meet your satisfaction.Here is their website: www.If you have any questions about their details, please contact me without any hesitation.Best regards.Vivi生产厂家强调产品优势：Is There a Middle Man Standing Between You and Your Product？Get rid of the useless middle man! Especially in this fast changing information age. We finally cut them all two years ago. With less complicated communication, our clients are doing great now. Five years ago, almost all the products we made were exported through those so-called Import & Export companies. Today, we sell directly to th importers like you 100%.First, you can save 10% - 50% of the cut those middle men take in the past.Second, the service you are gettingThird, the products youll seeLast but not the least,销售是王道：每天的工作量：外贸业务员给潜在客户发送开发信，其实就是天天在发广告，广告就是广而告之，当然是多多益善。正常情况下，坚持每天至少要给客户发送10封电子邮件。当然有回复时，不管是什么形式的回复，都要及时跟进。贿赂策略（Bribe the Buyer Campaign）广交会开发信Come to Our Booth in Canton Fair! These is a Special Gift Reserved for You.Dear Big Buyer,We treasure every opportunity to meet with you, our valued customer. Therefore, we have prepared a special gift package for you to take back home. Please come on down and claim this mysterious gift.From 15th Oct to 20th Oct, 2010, we will be exhibiting at the Canton Fair. Our booth number is ABC in Hall 10.1.Please mark down on your calendar. Also, should you have any question, please feel free to ask:AaaBest regards.Your SellerP.S. Please inform us the ring sizes of you and your spouse.围绕问题钓住读着，调动对方的兴趣和激发对方的内心思考，3个魅力问题：- Are you ready to take your business to the next level?- Are you willing to invest in your financial further?- Can you really afford to walk away from this offer?怎样激活已经有回复的潜在客户？一、一旦有询盘，必须马上做出有针对性地问题。二、回复发出两天后，如果对方没有任何是或否的答复，要以同样内容再发一次，提醒跟进。三、如果仍然没有回复，一周以后，以类似内容再发一次。四、如果对方没有反应，要在未来3个月内至少给对方发送7封以上不同内容的开发信。五、如果对方仍然没有反应，要把对方放入进行“持久战”的潜在客户群名单中去，经常发送你的通报。有些潜在客户，可能需要很多年的长久联系，才会在某一天突然与