开发信模板之失联跟进&样品篇
9563
失联客户篇
01邮件追踪小工具
1、 was my email read
http://www.wasmyemailread.com/
可追踪到邮件是否已读，对方阅读时的地理位置，并且得知邮件被读几次。
2、 who read me
http://whoreadme.com/
可追踪到邮件是否已读，且邮件的附件被下载时，会收到通知。
3、 阅否
http://www.ifread.com/
当客户收到邮件，你会收到已阅回执。不过有时，并不是特别准，有时对方已读，却没收到回执。
4、 https://www.readnotify.com/
注:此类小工具一般会有时效性,超出时间则不可用。
5、 http://www.getnotify.com/
这些追踪服务，都是应用一个原理：
利用一张追踪图片，这张图片可以是看不见的透明图片、你公司的LOGO或你邮件签名图片等等。当你把追踪图片插入到要发送的邮件内容中，收件人一打开你的邮件，邮件里的图片就会发送一个请求到它们服务器，进而给你发送通知。
02客户未看邮件如何跟进
回盘、现报价、样品、PI等发过去一个多星期了，客户那边一点动静也没有,也没有看到客户有任何阅读回执或查看过邮件的记录，这时候我们可以发以下邮件过去提醒客户查看邮件。
1.From:Send time:Saturday,October 31,3015 09 53 AMTo:Subject:
2.Hi Mike,Could I remind you to check my email dated 3.1st of Oct?Waiting for your reply soon.
3.Hi Mike,It's been a time no any news hear from you.How are you recently?I have sent you a quotation dated 31st of Oct,have you got i?If so, what's your idea abt it?If not.could you take few mins to review it as follows?Your earlier reply will be highly appreciated
客户电话说好的会回复邮件，可是3-4天后还是没有任何消息，可以写封迂回的邮件去催促客户的反馈：
Hi Mike,I'm sorry to disturb you again.However,disturbed is not my purpose.As you know every company has his or her rules for every sales,and we should feedback the valuable customer's feedback on weekly meeting.So that we could help them better.My friend,dear Mike,any of your idea abt our silicone now?Or you have any other worries hope you can be frankly let us know?Waiting for your reply soon.
03客户看了邮件未回复，如何跟进
有时候客户看了邮件隔了1个星期还没有回复,可能原因:A.出差、假期B.对你产品不感兴趣C.邮件没有特别的亮点吸引客户D.不想更换供应商E.报价太高F.付款方式不是想要的G.交期H.需求I.其它:个人或亲人病重等第一种:直接询问式
Hi Mike,
Tks for reading my email just now.
May I know what's your idea abt it?
Your earlier reply will be highly appreciated.
第二种: 从商业角度，让客户坦白顾虑
Hi Mike,
Tks for reading my email.I think you must too busy to reply me or do you still have something into consideration.
It so,could you frankly let me know army of you worries?Such as price,quality,payment terms,demand or others?
So that we could know how ho help&support you.
We are very sincerely to cooperation,no matter your answer is positive or negative.We highly appreciate it,just hope you can open your heart.
Waiting for your reply soon.
第三种: 从朋友角度，让客户坦白顾虑
Hi Mike,
Long time no hear from you, I appreciate for your kindly to check my email again.
I think you should be not convenient to reply my email at moment or do you still have some worries abt our products? Such as price, quality, payment, demand or others.
If so, hope you can be frankly informed me so that we could know how to help &support you. Dear Mike, I really appreciate for the god to let me know you, Business may past, but we still a
good friend, yeah? And I think you will also not refuse a friend to help you by her sincerely heart, right?
Your earlier reply will be highly appreciated.
Sincerely
第四种: 直接罗列解决方案让客户说出自己的顾虑
Dear Thomas,
Tks a lot for kindly to check my email.I think you must too busy to reply me or do you still have something into consideration?
1.If the MOQ problem
-We can support you 100kgs as the first cooperation to try the market
2.If the shipping cost of the sample
-A.You can just transfer us some deposit, we'll return it to you when you confirm the order.
-B.In order to show our sincerity, we can bear half of it and you afford the balance, how's your idea?
3.If the price
You can test our sample at first, after getting the good feedback, shall we discuss price again basic on it’s real values?
4.If the payment terms
We can support you 50% T/T in advance, balance against the B/ L at sight.
Also L/C will be also acceptable.
Or do you still have any other worries, pls be frankly let me know so that we could know how to help you.
案例:
在去年12月份在google上找了一个UAE的大客户，主动开发客户很有意向测样，2月份中旬跟客户确认各方面需求终于把样品发出去，从3月份到6月份进行过样品的各种测试,样品测试非常OK。
原本客户是非常有意向谈合作的，但是鉴于价格问题谈了一段时间双方都做出了让步之后，虽然没达到客户目标价，客户也没有再说价格问题，后面就是他们展会高峰时间，要全球各地的去参展，说等展会回来之后8月份再确认订单。
没想到回来之后他老婆大病一场，我们也不好怎么特别跟进订单的事情，基本上都是Whatsapp上问候客户妻子，后面10月份的时候，我有做一些近期其它市场客户反馈和市场信息的分享信息给到客户，客户在10月底终于查看邮件，但还是没有任何反馈。
后面在whatsapp上得知客户已经回办公室上班，妻子大病已经好很多。也再次查看了一些我们沟通过的邮件，本以为客户要回来谈合作，没想到半个多月过去了还是没任何反馈，后面我就写了这份邮件，客户也很真诚的说出了他目前的一些顾虑和市场上遇到的困难，也让我们找到此次合作的突破口，最终把大订单敲定下来。
Good Morning, Dear Max，I really appreciate for your such kindly to read my email,and I think you should be quite busy recently.On one hand,you should take care of your wife,on the other hand, you have a lot business to do as a big company's boss. So, my dearest friend, pls don't forget to take care more of your health as well. it's the most important :)Honestly, as a sales, I want to do business with you since you are really a nice teacher for. I'm keen to learn from you abt business. As my company, we also hope find such strong&professional distributor like you in UAE.So, Dear Max, no matter what reasons, we are always open the heart to you, hope you did as well.If you should take all the time for your wife and not available to discuss the business at the moment, pls just advise a comfortable time, will not disturb you during this time anymore.If price is still a problem to prevent us go head, hope you can sincerely inform us a reasonable price, then we can discuss it again.If marketing idea problem, hope you can also share your nice business eyes&idea for the market, then I will feedback your comments for our board of direct, or we can visit you for face to face communication if neededIf others……,any problems, your opened heart &feedback will be highly appreciated.
样品篇
1 样品详情确认
产品需求确认
Dear Kevin,In order to send you the best suitable sample for RTV-123,may I confirm some information with you as follow:1.Working Temperature?2.Working Humidity?3.Mixing Ration of Catalyst?4.Color of catalyst?As soon as confirm information,sample will be prepared for you immediately.
送样时间,地址信息确认Dear Kevin,Sample have arranged in our R&D department, and it will finished within 3days.(告知样品目前最新状况)Here in order to send you this sample safety &correctly. May I confirm some information with you as follows:Company:?Address:?Contact: Mr Kevin?Te:?Mob:?Post Code:?Once the sample is ok, I will send you without delay. Cheers
Warm Tips:国外客户一般不喜欢透露私人电话, 我们可以在送样地址信息确认的时候，迂回的问客 户手机号码，这样方便后续加客 whatsapp 或有紧急事件的时候可以直接打电话给客户本人。
2 请客户支付样品费的小技巧
01
客户找你
Dear Kevin,
Sample is no problem, I can apply 2Kg RTV-123 as your requirements. As my company ’ s rules, Sample is in free of charge. Shipping cost will be afford by yourself.
As just checked UPS,it's 100$,or do you have your own account?
Pls advise it, tks in advance!
02
你找客户
Dear Kevin,
Sample is no problem,…同上
As just checked UPS, it's $100, here in order to show our sincerity, I will try my best to apply if my company can share it by half and half, (or go 50 and 50 口语化表达)that mean you only need to afforded $50 as the long time business investment, will be that acceptable for you?
Ps: we support small amount by Paypal&Western Union.
Waiting for your reply soon.
03
价值说服法:Hello Dear Kevin,Personally, I really want to support you. However, every company has his or her rules, we can't break it as only one customer.What's the price you buy the silicone from local market?If it's higher $5/kg or above than us, and you can import 5tons/year, then5*5000=$25,000That means today you just need to pay 50$ which can help you save more than 25,000$ every year at least it's really worth to invest it. Pls kindly to re-consider it again.Waiting for your comments soon.
04
运费返回测试合作诚意:Hello Dear Kevin,Personally, I really want to support you. However, affording half of the shipping cost is the best efforts we can do for you.Giving others opportunity is the same for yourself. And we are regret that we can't go head as just the small amount $50,so,I have another proposal for you?We'll return the rest shipping cost for you if your testing feedback is not good if I can apply successfully to my company. What's your idea?
3 样品派送详情
01样品派送前详情确认:
Hi Kevin,Your sample is ready.Attached is the sample details of its packing picture, sample tag, invoice for custom clearance, delivery note, video, pls check &confirm it.If that is ok, sample will be sent to you within 1-2 days.Waiting for your confirmation ASAP.
02样品派送后通知:
Hi Kevin,Tks for confirmation.Your sample has sent out this afternoon by UPS. The tracking No. is XXXXXXXXXX. You can go www.ups.com to follow it.Normally it can be arrived to you within 3 days.Once you get it, pls let me know, tks in advance.
03样品派送后送达通知:
Dear Kevin,Just checked the UPS, it have received by Jim dated 12th of Oct of 2015.May I know have you got it?If so, does it all in good conditions?Should you any questions welcome to anytime.
Hi Kevin,Glad to hear you have got the sample in good conditions.Here are some warm tips for you---Pls keep all the sample attachments like sample tag, video, COA etc.So that you it's easy&convenient for you to check the sample details.Since addition cured silicone is a very sensitive material, pls test it with condensation silicone separately.BTW, when will you test the samples?(迂回的主动问客户具体测样时间便于下次样品测样情况的跟进)Any help welcome to me anytime
4 测样跟进小技巧
样品收到后一般的询问跟进
Hello Dear Kevin,How are you recently?It's more than 2 weeks past since you have got the samples.Do you have any comments for the feedback? Or do you need any technical support from us? pls don't hesitate to let me know anytime.Hope to hear from you soon.
————————————————————
Hello Dear Kevin,How are you recently?It's more than 2 weeks past since you have got the samples. Do you have any comments for the testing?We really hope you to get your feedback this month so that we can prepare the raw material for you in advance in avoid any delay for our busy season.(迂回的跟进测试结果)
跟进样品进展邮件一Dear Kevin, Beautiful day! I am so happy to share you a good news about one of our valuable customers who like you making artificial stone casting. He is quite happy with our silicone and give us some positive comments. Please check it as follows: XXXXXXXXXXXXXXXXXXXXXXXXXX如果不是同一个国家的可以直接附上客户的原文邮件 My friend, dear Scott, attached is the table of our customer visit & sample trace. If you have any good suggestion for our products, please don’t hesitate to let us know. Best regards,Spark
Warm tips: 虽然自己很想要拿到客户的测试进展， 但不能表现的急于求成， 可以用这种给客户分享其他客户反馈和附上客户回访表，让客户提好的建议给客户一种只是follow 不是push的， 很舒服乐于接受的感觉。
跟进样品进展邮件二Dear Kevin,New week again, wish you have a good start.Glad to tell you that we just researched a new kind catalyst, below is the advantage—1.2.3.If you have any customers in this requirement, we can send you some samples in your future orders.Best regards,SparkWarm tips: 分享新产品信息， 和客户保持适当的联系，同时也可以盘推测敲的知道目前客户样品的情况
以上是本期开发信模板整理，还是那句话：
成功的单子可能千篇一律，但客户的需求总是各有不同。对于外贸新手来说，应该掌握的是【整合】以及【灵活】。
什么意思？
就是在每些模板上，即根据自己的行业、公司、产品情况以及自身的经验判断进行调整和完善，做出一套适用于自己的邮件板，这样能让自己在以后每一次与客户进行邮件沟通的时候都能够高效省时，最大程度上提升客户开发跟进工作的整体效率和效果。
失联客户篇
01邮件追踪小工具
1、 was my email read
http://www.wasmyemailread.com/
可追踪到邮件是否已读，对方阅读时的地理位置，并且得知邮件被读几次。
2、 who read me
http://whoreadme.com/
可追踪到邮件是否已读，且邮件的附件被下载时，会收到通知。
3、 阅否
http://www.ifread.com/
当客户收到邮件，你会收到已阅回执。不过有时，并不是特别准，有时对方已读，却没收到回执。
4、 https://www.readnotify.com/
注:此类小工具一般会有时效性,超出时间则不可用。
5、 http://www.getnotify.com/
这些追踪服务，都是应用一个原理：
利用一张追踪图片，这张图片可以是看不见的透明图片、你公司的LOGO或你邮件签名图片等等。当你把追踪图片插入到要发送的邮件内容中，收件人一打开你的邮件，邮件里的图片就会发送一个请求到它们服务器，进而给你发送通知。
02客户未看邮件如何跟进
回盘、现报价、样品、PI等发过去一个多星期了，客户那边一点动静也没有,也没有看到客户有任何阅读回执或查看过邮件的记录，这时候我们可以发以下邮件过去提醒客户查看邮件。
1.From:Send time:Saturday,October 31,3015 09 53 AMTo:Subject:
2.Hi Mike,Could I remind you to check my email dated 3.1st of Oct?Waiting for your reply soon.
3.Hi Mike,It's been a time no any news hear from you.How are you recently?I have sent you a quotation dated 31st of Oct,have you got i?If so, what's your idea abt it?If not.could you take few mins to review it as follows?Your earlier reply will be highly appreciated
客户电话说好的会回复邮件，可是3-4天后还是没有任何消息，可以写封迂回的邮件去催促客户的反馈：
Hi Mike,I'm sorry to disturb you again.However,disturbed is not my purpose.As you know every company has his or her rules for every sales,and we should feedback the valuable customer's feedback on weekly meeting.So that we could help them better.My friend,dear Mike,any of your idea abt our silicone now?Or you have any other worries hope you can be frankly let us know?Waiting for your reply soon.
03客户看了邮件未回复，如何跟进
有时候客户看了邮件隔了1个星期还没有回复,可能原因:A.出差、假期B.对你产品不感兴趣C.邮件没有特别的亮点吸引客户D.不想更换供应商E.报价太高F.付款方式不是想要的G.交期H.需求I.其它:个人或亲人病重等第一种:直接询问式
Hi Mike,
Tks for reading my email just now.
May I know what's your idea abt it?
Your earlier reply will be highly appreciated.
第二种: 从商业角度，让客户坦白顾虑
Hi Mike,
Tks for reading my email.I think you must too busy to reply me or do you still have something into consideration.
It so,could you frankly let me know army of you worries?Such as price,quality,payment terms,demand or others?
So that we could know how ho help&support you.
We are very sincerely to cooperation,no matter your answer is positive or negative.We highly appreciate it,just hope you can open your heart.
Waiting for your reply soon.
第三种: 从朋友角度，让客户坦白顾虑
Hi Mike,
Long time no hear from you, I appreciate for your kindly to check my email again.
I think you should be not convenient to reply my email at moment or do you still have some worries abt our products? Such as price, quality, payment, demand or others.
If so, hope you can be frankly informed me so that we could know how to help &support you. Dear Mike, I really appreciate for the god to let me know you, Business may past, but we still a
good friend, yeah? And I think you will also not refuse a friend to help you by her sincerely heart, right?
Your earlier reply will be highly appreciated.
Sincerely
第四种: 直接罗列解决方案让客户说出自己的顾虑
Dear Thomas,
Tks a lot for kindly to check my email.I think you must too busy to reply me or do you still have something into consideration?
1.If the MOQ problem
-We can support you 100kgs as the first cooperation to try the market
2.If the shipping cost of the sample
-A.You can just transfer us some deposit, we'll return it to you when you confirm the order.
-B.In order to show our sincerity, we can bear half of it and you afford the balance, how's your idea?
3.If the price
You can test our sample at first, after getting the good feedback, shall we discuss price again basic on it’s real values?
4.If the payment terms
We can support you 50% T/T in advance, balance against the B/ L at sight.
Also L/C will be also acceptable.
Or do you still have any other worries, pls be frankly let me know so that we could know how to help you.
案例:
在去年12月份在google上找了一个UAE的大客户，主动开发客户很有意向测样，2月份中旬跟客户确认各方面需求终于把样品发出去，从3月份到6月份进行过样品的各种测试,样品测试非常OK。
原本客户是非常有意向谈合作的，但是鉴于价格问题谈了一段时间双方都做出了让步之后，虽然没达到客户目标价，客户也没有再说价格问题，后面就是他们展会高峰时间，要全球各地的去参展，说等展会回来之后8月份再确认订单。
没想到回来之后他老婆大病一场，我们也不好怎么特别跟进订单的事情，基本上都是Whatsapp上问候客户妻子，后面10月份的时候，我有做一些近期其它市场客户反馈和市场信息的分享信息给到客户，客户在10月底终于查看邮件，但还是没有任何反馈。
后面在whatsapp上得知客户已经回办公室上班，妻子大病已经好很多。也再次查看了一些我们沟通过的邮件，本以为客户要回来谈合作，没想到半个多月过去了还是没任何反馈，后面我就写了这份邮件，客户也很真诚的说出了他目前的一些顾虑和市场上遇到的困难，也让我们找到此次合作的突破口，最终把大订单敲定下来。
Good Morning, Dear Max，I really appreciate for your such kindly to read my email,and I think you should be quite busy recently.On one hand,you should take care of your wife,on the other hand, you have a lot business to do as a big company's boss. So, my dearest friend, pls don't forget to take care more of your health as well. it's the most important :)Honestly, as a sales, I want to do business with you since you are really a nice teacher for. I'm keen to learn from you abt business. As my company, we also hope find such strong&professional distributor like you in UAE.So, Dear Max, no matter what reasons, we are always open the heart to you, hope you did as well.If you should take all the time for your wife and not available to discuss the business at the moment, pls just advise a comfortable time, will not disturb you during this time anymore.If price is still a problem to prevent us go head, hope you can sincerely inform us a reasonable price, then we can discuss it again.If marketing idea problem, hope you can also share your nice business eyes&idea for the market, then I will feedback your comments for our board of direct, or we can visit you for face to face communication if neededIf others……,any problems, your opened heart &feedback will be highly appreciated.
样品篇
1 样品详情确认
产品需求确认
Dear Kevin,In order to send you the best suitable sample for RTV-123,may I confirm some information with you as follow:1.Working Temperature?2.Working Humidity?3.Mixing Ration of Catalyst?4.Color of catalyst?As soon as confirm information,sample will be prepared for you immediately.
送样时间,地址信息确认Dear Kevin,Sample have arranged in our R&D department, and it will finished within 3days.(告知样品目前最新状况)Here in order to send you this sample safety &correctly. May I confirm some information with you as follows:Company:?Address:?Contact: Mr Kevin?Te:?Mob:?Post Code:?Once the sample is ok, I will send you without delay. Cheers
Warm Tips:国外客户一般不喜欢透露私人电话, 我们可以在送样地址信息确认的时候，迂回的问客 户手机号码，这样方便后续加客 whatsapp 或有紧急事件的时候可以直接打电话给客户本人。
2 请客户支付样品费的小技巧
01
客户找你
Dear Kevin,
Sample is no problem, I can apply 2Kg RTV-123 as your requirements. As my company ’ s rules, Sample is in free of charge. Shipping cost will be afford by yourself.
As just checked UPS,it's 100$,or do you have your own account?
Pls advise it, tks in advance!
02
你找客户
Dear Kevin,
Sample is no problem,…同上
As just checked UPS, it's $100, here in order to show our sincerity, I will try my best to apply if my company can share it by half and half, (or go 50 and 50 口语化表达)that mean you only need to afforded $50 as the long time business investment, will be that acceptable for you?
Ps: we support small amount by Paypal&Western Union.
Waiting for your reply soon.
03
价值说服法:Hello Dear Kevin,Personally, I really want to support you. However, every company has his or her rules, we can't break it as only one customer.What's the price you buy the silicone from local market?If it's higher $5/kg or above than us, and you can import 5tons/year, then5*5000=$25,000That means today you just need to pay 50$ which can help you save more than 25,000$ every year at least it's really worth to invest it. Pls kindly to re-consider it again.Waiting for your comments soon.
04
运费返回测试合作诚意:Hello Dear Kevin,Personally, I really want to support you. However, affording half of the shipping cost is the best efforts we can do for you.Giving others opportunity is the same for yourself. And we are regret that we can't go head as just the small amount $50,so,I have another proposal for you?We'll return the rest shipping cost for you if your testing feedback is not good if I can apply successfully to my company. What's your idea?
3 样品派送详情
01样品派送前详情确认:
Hi Kevin,Your sample is ready.Attached is the sample details of its packing picture, sample tag, invoice for custom clearance, delivery note, video, pls check &confirm it.If that is ok, sample will be sent to you within 1-2 days.Waiting for your confirmation ASAP.
02样品派送后通知:
Hi Kevin,Tks for confirmation.Your sample has sent out this afternoon by UPS. The tracking No. is XXXXXXXXXX. You can go www.ups.com to follow it.Normally it can be arrived to you within 3 days.Once you get it, pls let me know, tks in advance.
03样品派送后送达通知:
Dear Kevin,Just checked the UPS, it have received by Jim dated 12th of Oct of 2015.May I know have you got it?If so, does it all in good conditions?Should you any questions welcome to anytime.
Hi Kevin,Glad to hear you have got the sample in good conditions.Here are some warm tips for you---Pls keep all the sample attachments like sample tag, video, COA etc.So that you it's easy&convenient for you to check the sample details.Since addition cured silicone is a very sensitive material, pls test it with condensation silicone separately.BTW, when will you test the samples?(迂回的主动问客户具体测样时间便于下次样品测样情况的跟进)Any help welcome to me anytime
4 测样跟进小技巧
样品收到后一般的询问跟进
Hello Dear Kevin,How are you recently?It's more than 2 weeks past since you have got the samples.Do you have any comments for the feedback? Or do you need any technical support from us? pls don't hesitate to let me know anytime.Hope to hear from you soon.
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Hello Dear Kevin,How are you recently?It's more than 2 weeks past since you have got the samples. Do you have any comments for the testing?We really hope you to get your feedback this month so that we can prepare the raw material for you in advance in avoid any delay for our busy season.(迂回的跟进测试结果)
跟进样品进展邮件一Dear Kevin, Beautiful day! I am so happy to share you a good news about one of our valuable customers who like you making artificial stone casting. He is quite happy with our silicone and give us some positive comments. Please check it as follows: XXXXXXXXXXXXXXXXXXXXXXXXXX如果不是同一个国家的可以直接附上客户的原文邮件 My friend, dear Scott, attached is the table of our customer visit & sample trace. If you have any good suggestion for our products, please don’t hesitate to let us know. Best regards,Spark
Warm tips: 虽然自己很想要拿到客户的测试进展， 但不能表现的急于求成， 可以用这种给客户分享其他客户反馈和附上客户回访表，让客户提好的建议给客户一种只是follow 不是push的， 很舒服乐于接受的感觉。
跟进样品进展邮件二Dear Kevin,New week again, wish you have a good start.Glad to tell you that we just researched a new kind catalyst, below is the advantage—1.2.3.If you have any customers in this requirement, we can send you some samples in your future orders.Best regards,SparkWarm tips: 分享新产品信息， 和客户保持适当的联系，同时也可以盘推测敲的知道目前客户样品的情况
以上是本期开发信模板整理，还是那句话：
成功的单子可能千篇一律，但客户的需求总是各有不同。对于外贸新手来说，应该掌握的是【整合】以及【灵活】。
什么意思？
就是在每些模板上，即根据自己的行业、公司、产品情况以及自身的经验判断进行调整和完善，做出一套适用于自己的邮件板，这样能让自己在以后每一次与客户进行邮件沟通的时候都能够高效省时，最大程度上提升客户开发跟进工作的整体效率和效果。
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