外贸开发信函

1 / 30 外贸开发信函 We owe your name and address to the Commercial Counselor s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are a state-operated corporation, handling both the import and export of Textiles. In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items sup pliable at present. Should any of the items be of interest to you, please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries, we always adhere to the principle of equality and mutual benefit. It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, Encl. 2 / 30 Mr Smith Wish you enjoy a great day! I would like to introduce myself. I am Stone Lee and I represent Efront Digital Textile company in Hangzhou, China. We are glad to know that you are a large retail enterprise in USA to deal with I was referred by friend in USA retail business who is familiar with your corporation. As a professional manufacturer, I would like to introduce our products to you and offer you a quote. We are a manufacturer of household textile products, including chenille bedspread, Spanish bedspread, tapestry wallhanging, throw, tapestry cushion, chenille carpet, upholstery fabric and more which are all digital jacquard machine weaved by import looms. The catalogue I attached includes just some of our high quality products. Please visit our website at We have passed through ISO9001:2000;ISO14001:XX;ecological textile would be our pleasure to begin a business relationship with you and supply your stores with our quality products,. Sincerely yours, 3 / 30 Mr. Steven Hans, We get your name and email address from your trade lead on that you are in the market for ball pen. We would like to introduce our company and products, hope that we may build business cooperation in the future. We are factory specializing in the manufacture and export of ball pen for more than six years. We have profuse designs with series quality grade, and expressly, our price is very competitive because we are manufactory, we are the source. You are welcome to visit our website which includes our company profiles, history and something latest designs. Should any of these items be of interest to you, please let us know, We will be happy to give you details. As a very active manufactures, we develop new designs nearly every month, If you have interest in it, its my pleasure to offer news to you regular. Best regards, : Good day! This is Mickel from China. We are writing to you to establish long-term trade relations 4 / 30 with you. From your company web,we get to know that your company is an influence company in your business and are dealing with razor barbed would like to take this opportunity to introduce our company and products. We are a leading company with many years experience in wire mesh export business. Our products are razor barbed wire,which enjoy popularity in Middle East & Europe may also visit our online company introduction, which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed look forward to receiving your enquires soon. Sincerely, Mickel Liu Company: Add: Contact: Tel： Fax： URL: 5 Dear Sir, 5 / 30 This is XX from a manufacturer specializing in producing XXX in China. We have been in this industry for over 10 years,please have a look at our website:XXX,you will find there are many products same as the ones you displayed. Anyway,you could find some other items which you can also put on your market. Any inquiries on the XXX please do not hesitate to contact us. We are looking forward to establish win-win business relations with you. Many Thanks & Best Regards 首先是一封来自澳大利亚客户对开发信的建议和意见，然后是几封经典开发信 做外贸的朋友肯定有在尝试写 email 邮件出去，写开发信，写第一封推销信向客户推荐自己产品，我也有过，最郁闷的莫过发 N 多邮件却没有任何客户的反馈。有时候也会收到一些邮件，这个潜在客户回复却是说现有的供应商合作很愉快，不希望有第三者打扰。如何提 高外贸开发信推销邮件的客户回复率呢？以下是一个热情的澳大利亚客户反馈给我的几点指点。 6 / 30 澳大利亚客户教你开发市场，推荐产品。 Hello ， You are quite correct I am extremely busy every day and I would imagine so other business men. I have talked to other men in similar business to us and they also regard all the emails they receive everyday from suppliers around the world as a waste of time and annoying. I m not sure if I can help you but I have a few suggestions re email marketing. ? If you send emails to new companies I would include a list of customers that you currently export to in various countries ? I would also include customer testimonials from your buyers. This are very powerful and give you credibility. ? Try to word your email differently from all the other suppliers. They all look and sound the same so most of them will be deleted or ignored immediately If you want to be noticed and if you want your email to be read you must be different and create an email that is interesting and will catch the attention 7 / 30 of your prospective customer. If you don t then you will be rejected just like all the others. Remember that companies like us and others who import product are very concerned about quality control of products. Unfortunately China has gained a reputation as a supplier of cheap but poor quality products. Price is always important but it is not the MOST important part of a product. Regards, We owe your name and address to the Commercial Counselor s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are a state-operated corporation, handling both the import and export of Textiles. In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items sup pliable at present. Should any of the items be of interest to you, 8 / 30 please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries, we always adhere to the principle of equality and mutual benefit. It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, Encl. Wish you enjoy a great day! I would like to introduce myself. I am Stone Lee and I represent Efront Digital Textile company in Hangzhou, China. We are glad to know that you are a large retail enterprise in USA to deal with I was referred by friend in USA retail business who is familiar with your corporation. As a professional manufacturer, I would like to introduce our products to you and offer you a quote. We are a manufacturer of household textile products, including chenille bedspread, Spanish bedspread, tapestry wallhanging, throw, tapestry cushion, chenille carpet, upholstery fabric and more 9 / 30 which are all digital jacquard machine weaved by import looms. The catalogue I attached includes just some of our high quality products. Please visit our website at We have passed through ISO9001:2000;ISO14001:XX;ecological textile would be our pleasure to begin a business relationship with you and supply your stores with our quality products,. Sincerely yours, We get your name and email address from your trade lead on that you are in the market for ball pen. We would like to introduce our company and products, hope that we may build business cooperation in the future. We are factory specializing in the manufacture and export of ball pen for more than six years. We have profuse designs with series quality grade, and expressly, our price is very competitive because we are manufactory, we are the source. You are 开发信范文： Hi Kelvin, Glad to hear that youre on the market for flashlight and other promotional items. 10 / 30 This is C from * Ltd in China. We specialized in flashlights and premiums for 10 years, with the customers of Coca-Cola, Craft, Pepsi, etc., and hope to find a way to cooperate with you! Please find the pictures with models and different packaging in attachment. An American guy purchased this model in BIG quantity last year. I would like to try now, if its suitable for Europe. FREE SAMPLES can be sent on request. Call me, lets talk more! Thanks and best regards, C * Ltd Tel: * Fax: * Mail: * 澳大利亚总裁教你写开发信 怎么我发了一堆的信，马上收到两封回信了。都是说和他们现有的供应商合作很愉快。不希望有第三者打扰。 这是他今天，附上中文翻译。 Hello XX， You are quite correct I am extremely busy every 11 / 30 day and I would imagine so other business men. I have talked to other men in similar business to us and they also regard all the emails they receive everyday from suppliers around the world as a waste of time and annoying. I m not sure if I can help you but I have a few suggestions re email marketing. ? If you send emails to new companies I would include a list of customers that you currently export to in various countries ? I would also include customer testimonials from your buyers. This are very powerful and give you credibility. ? Try to word your email differently from all the other suppliers. They all look and sound the same so most of them will be deleted or ignored immediately If you want to be noticed and if you want your email to be read you must be different and create an email that is interesting and will catch the attention of your prospective customer. If you don t then you will be rejected just like all the others. Remember that companies like us and others who import product are very 12 / 30 concerned about quality control of products. Unfortunately China has gained a reputation as a supplier of cheap but poor quality products. Price is always important but it is not the MOST important part of a product. Regards, 你说得没错，我确实很忙，而我相信其他的生意人也都很忙。我曾经和我的同行讨论过关于邮件的问题，他们也认为这些出口商的推销信实在令人讨厌又浪费时间。 我不知道我是否可以帮得上你，不过我可以给你在写开发信上提些建议： 1，列出在世界各国中，你和哪些进口商合作 , 2, 写出进口商对于你产品的评价，这是相当有分量的，可以增加你的信用度， 3，写的邮件要尽力与众不同。老调重弹，缺乏新意的信只会被马上拉进垃圾箱。 如果你想引起进口商的注意，如果你希望进口商阅读你的邮件，你要与众不同！让你的邮件显 得有趣，抓住你的潜在客户的眼球。如果你不这么做，你只能和别的出口商一样被拒绝。 请注意，进口商对于产品的质量控制是相当在意的。遗憾的是，中国产品虽然便宜，质量却不过关却是名声在外了。价格很重要，但绝对不会是一个产品的最重要因素。 Regards, 外贸开发信的优劣评判标准 13 / 30 外贸营销人员实际发信情况的调查，大多数人每天发信在 50 封以上。写作得非常好的外贸开发信，应该有 5%以上的回复比例，但是如果是 1%或 2%回复的情况，也算可以的成绩了。如果低于 1%，就值得你好好 进行认真细致的深入检讨，或是花钱请相关专家提供切实的修改建议和意见。 所以，你不要期望通过外贸开发信一朝成就你的外贸事业。很多时候，你发了 100 封邮件才有一个回复仍然属于正常范围。有些人一天发 300 封邮件，但是效果很不明显。如果是群发邮件，出现这种情况也不是特别的出奇。如果你都是一对一的有针对性地发送外贸开发信，有回复的比例应该比较高，至少应该不低于 5%，除了有兴趣的回复，还包括礼貌拒绝的回复。 外贸开发信是否有效的唯一标准是：回复率与下单率。 从外贸实践中看，随着国际贸易竞争的激 烈、外贸开发信的泛滥，导致成功率不断地下降。外贸开发信就象体育比赛一样，谁的进攻能力强，谁就容易得分；谁的防守失误少，谁就容易取胜。客观地讲，外贸开发信是个苦差事，所以基本都是些外贸菜鸟在操作，由于能力缺乏而错误百出。 竞争是个相对的概念，在中国外贸营销的总体水平极差的条件之下，你只有尽量少犯些错，就能超越同行。以下是罗列的是：针对潜在客户的、主动性质的外贸开发信所14 / 30 可能有的错误，以及其扣分标准。若按 100 为满分的话，很多外贸开发信都是负分状态！请对照检查并切实改进。 外贸开发信撰写之 大错： 1）缺失标题，或标题很弱、缺乏冲击力：对方根本没有兴趣点开 2）过于自我的态度，没有突出“ you：被视为没有任何价值、立即被删 3）假大空文风、企业口号式宣传：令人厌恶、被当成骗子或弱智 外贸开发信撰写之中错： 1）低声下气、缺乏底气：清朝灭亡已 97 年了，奴才还占据了 CCTV 的荧屏与很多人的思想。生意不是求出来的，而是积极争取去做出来的。所以，外贸开发信要写得礼貌但不要卑下。 2）缺乏行动召唤：不是报个网站链接给对方就万事大 吉了，要充分说明，对方为什么要看你的网站？ 3）老古董文：见绝大部分外贸函电教材。 4）技术资料堆砌：再便宜再高质，不与对方的想法联系起来，别人不会有兴趣。 5）文体或调子随意而为：外贸开发是严肃的商业行为，要亲切自然但不是率性随便。 6）其它： 15 / 30 外贸开发信撰写之小错： 1）空格错用、乱用 2） s 漏用、错用 3）语法错误 4）拼写错误 5）中式英语 6）内容或事实错误 7）字体、色彩出错 8）其它 外贸开发信改进建议： 1）先做容易的！养成反复检查所有单词、语句、标点符号的优良习惯。细小方面要坚决做到零错误！ 2）再做最有价值的战略研究：对方是谁？对方希望的是什么？ 外贸开发信发送之心态 1）积极发信：在不降低质量要求的情况下，多多发送，天天发送。这是获得大量潜在客户的根本方法。 2）耐心等待：无谓的担心和期盼是浪费时间，发了之后就是等待，收获是自然而然的。要想有多的回复，就只有在深入研究外贸开发信写作技巧的基础上，尽量多发送、不间断地发送，要相信“功夫不负有心人”的古训。 3）精心回复：外贸开发不是一锤子的买卖，第一封16 / 30 开发信得到的往往只是询问式的回音，需要你根据不同的情况，预先组织好相关的文字，再针对对方的询问精心做出精准的回复。细节决定成败，不要让好不容易得来的潜在客户第一声回音，变成最后一次的绝响。 4）规律跟进：需要按一定的时间间隔和内容，不断有规律地跟进客户。注意行业新闻、节假日、客户生日等有意义的日期，这些都是跟进的好时机。作为专业的外贸企业和 外贸人员，你要定期准备联系客户和潜在客户的通讯，用以分享信息、联络感情。 阿里上面需要的是曝光量，你的产品越多，被浏览到的概率越大，收到询盘的概率就越大。可以把同一个产品发好几十遍，但是关键词设置不一样，第一个可以设成cellphone accessory，第二个设成 mobile charger，第三个设成 charger，第四个设成 mobile accessory，第五个设成 promotional charger，第六个干脆设 promotion，第七个设 premium，第八个设 gift，第九个设 promotional gift，第十个设 souvenir，第十一个设 mini gift，第十二个设 usb charger，第十三个设 usb item，第十四个设 promotional item， ?总之一个产品你重复发个几十遍，设的关键词不一样，那不同的客人输入不同的关键词都能搜到你。曝光量迅速增加后，询盘自然大大多起来了 17 / 30 价格谈判： 要你做 sales，价格永远是一个绕不开的话题。老外永远都会嫌贵，做生意的老手更懂得如何一轮一轮砍价，为自己争取最大利益。 我以前听到这句话，总会笑笑，然后对老外说，“ I think so, thats a little expensive, but.” 先同意他的观点，表示价格的确有那么一点点贵，但是 ?。请注意，他说 too，我说 a little，这样一来，你一同意他的观点，你们之间的谈判氛围就会略微不那么紧张。然后等你转折以后，你要做的就是“让他有赢的感觉！”你可以解释给他听，我们的产品为什么要卖这个价钱，差别在哪里，优势在哪里。如果他嫌贵，你可以在改动某些材料、配件甚至包装的情况下把价格降下来，但是你不希望他采 购这样的产品。 然后你可以给他适当的调整一些细节，换一套方案，然后给他有赢的感觉。 价格谈判的核心就在于双方都要有赢的感觉。对方感觉自己赚到了，订单就会给你了。如果你让他觉得吃了很大的亏，那你绝对不是一个谈判高手！ 唉，留一个真实的案例吧，我以前在 skype 上和一个老客人的聊天记录，大家看看： . Frank: C, thats increadible! Your price is too high! 18 / 30 C: Frank, please, that is actually our best offer! I think it is very competitive in Germany. Frank: Joking? You quoted me , but my competitor bought from a middle man in Austria, just ！ C: Hey, I also wanna support you to expand your market, but the price. Could you pls send me a sample for evaluation? Ill check why their price is too low. Frank: C, listen! I dont have time! The promotion date is , we have just two months! C: What about doing a little change? For example, using silk printing instead of heat transfer, and using super heavy duty batteries instead of alkaline ones, the price will be then. If ok, Ill send you PI right now. Frank: Thats great! But if using super heavy duty battery, the quality maybe weak. C: Well, just changing the printing, but keep alkaline ones, /pc, okay? Frank: Please do , Ill give you order! 3,000pcs! C: Give you 3% discount, /pc, 6,000pcs. Frank: You killed me! The quantity is too much! 19 / 30 C: OK, keep /pc, 4,000pcs fixed, but we accept the freight to Hamburg. Frank: Really? CIF Hamburg? But I just can place 3,000pcs. C: No, C&F, you pay the 1% insurance. 4,000pcs will be accepted. Frank: OK, 4,000pcs. Pls help me for the insurance. C: Let me talk with my boss, pls hold on. Frank: Sure. C: Confirmed! Please check the mail I sent you 1 min before, pls confirm the PI by return today! We need to arrange the mass production at once! Frank: OK, Ill confirm soon. C: Not soon, today is a must! Because of the tight time for manufacturing. Come on. Free display boxes will be delivered together with goods. I think thats good for your promotion! Frank: Free PDQ? Thats amazing, thank you, C! I appreciate for your kind help. C: My friend, dont hesitate, sign it right now. Were also pretty busy this month, pls give me plenty of time for mass production. 20 / 30 Frank: Sure, sure, I will. Pls pay more attention to the quality and ETD. Thank you! C: u r welcome. Bye. Frank: Nice talking with you. Bye! .au 这是澳洲本土最大的搜索引擎，相当于百度在中国的实力了 这个是用来搜索美国公司的 这个是意大利的搜索引擎 这个是俄罗斯的黄页，也是有些东西的 这个是德国的 黄页都被人用烂了，那找找小国家的吧，可能还有一点点机会，这个是巴基斯坦的 案例： 这封邮件发出去后，等了整整五天，等得我都绝望了，也没想好是不是要继续跟进一下的时候，客人的邮件终于千呼万唤始出来，还是简单的一句话，但是终于有了个抬头，也让我多烧感觉到有点欣慰。 Dear C, Im sure your product holds high quality, but the price was too high as well. Maybe next time. Rgds, 外贸开发函电需知道的六大要素 外贸开发函电，现在比较流行的有两种形式 一、简短型，就说我是谁，我厂做什么的，我们的21 / 30 网址是什么，你有什么问题就问我吧。 二，长篇大论型， 列举自己的观点以证实自己是比较专业的，比较像购物导购员那样子，通 常把观点集中于 1.通常你们在哪里采购，中国还有哪些地方便宜。 2.价格的变动要素会有哪些。 3 通常超低价的产品会出现的问题。 4. 一些低价出现的成形，例如偷工减料，工人工资低，管理成本低之类，总之就是列出些观点让客户觉得你是足够专业的 . 再下来简要描述一下，影响英文开发函电成功率的 7要素： 1.首先要看你的开发信地址，真实买家 ?还是乱搜索出来的 ? 2.邮箱有效性，就是那个人还在用那邮箱不，还是没有用了。 3.退信问题，这个经常遇到。外贸知识外贸知识 4.邮箱的所有人，是他们的销售人员，还是财会，其他 ?，还是采购，还是老板本人呢 ?前面两种通常通常是不理会你的罗。 5.邮件的内容方面，吸引点是什么 ?你的邮件靠什么吸引了客户 ?你想达到的目的是什么 ?是他浏览你的网站 ?还是他给你加信 ? 6.运气问题。那个采购刚好那个时候有采购任务在身的。要是没有，他当然是懒懒的睡觉去罗。 22 / 30 7.邮件发过去，成为垃圾邮件的机率，这会与你的邮件标题，内容，还有他是否经常把类似的邮件标为垃圾邮件，你的邮件里面是不是带有附件，附件有多大， 都有关系的。 Hi Sir/Madam, Glad to hear that youre on the market for furniture,we specialize in this field for 14 years,with the strength of ERU&USA ANTIQUE FURNITURE,with good quality and pretty competitive price. Also we have our own professional designers to meet any of your requriements. Should you have any questions,call me,lets talk details. Best regards! Leon 外贸开发信模板模板二： Dear purchasing manager, Hello,this Lily Lee from xxx company,our company is a professional xx manufacturer with yearss we want to avail ourselves of opportunity establishing business relation with you. 23 / 30 Please link our company web site:. if you want to know more about our the way, free sample are available. Tahnk you in advance! Best regards Xxx Company name: Tel: . Fax: . MSN:. Skype: . 外贸开发信模板模板三： Subject: XX you need/ XX factory / xx good quotation Dear Sirs: We glad to get your information posted on xxxxxx. that you are in the market for XXXX. We would like to take this opportunity to introduce our company and products, with the hope that we may work together in future . This is from which is specializing in for many years. According to your information posted on 24 / 30 xxxx, wed like to introuduce this item for you, and its feture have XXXXXXXXXXX . If you want to see more items,pls visit our websiteShould any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to hearing from you soon. Best Regards, Your name company date . Hey guy, XYZ trading here, exporting LANTERNS with good quality and low price in US. Call me, lets talk details. Rgds, Rick Cell phone: * 外贸开发信模板模板 五： Dear Mr. Mukund Kamath, Glad to get your contact info from Indiamart! We supply homogenizers and ice cream freezing machine with good quality an