实战篇：10年印度外贸的邮件沟通经验

从事外贸行业也有快十年了，在这个行业也交到了不少老外朋友。现在除了业务上得往来，我和很多老外私底下聊得也是非常好得，毕竟想要在一个行业做得非常好，不能把客户仅仅当着客户来对待。

除了维系好老客户，还需要开发新客户，但是在现在得外贸环境下，外贸确实越来越难做了，想要客户回复你得邮件也是难上加难，所以我与一个和我关系非常好得印度客户一起探讨了，那些邮件信息更容易被买家看到并且回复。

以下是针对不同情境下得邮件回复模板，废话不多说直接进入主题。

①展会上遇到客户写的开发信

Dear ***,

Sorry to troubleyou again!Please find mymail below. Could you please kindly check by return today? Because we'll be on holiday from May.1st to 3rd. Thank you in advance!

Best regards,

Cindy

先写得委婉一点，把你上次写给他的邮件放在下面。如果他还是没回复，那就再重新发一遍，上面加上大写的红色或者粗体的“RE-SEND!!!”如果还是没消息，就打电话吧~

②展会上遇到客户写的开发信

Hi Alex,

How are you doing? Glad to get your name card from HK fair. This is Sandy

from ***. We specialized in parking sensor system, and all our products with

CE/FCC/FCCID approved!  Regarding the FUN MINI DVR your selected on the fair, pls find the details with best offer in attachment. Hope to get good news from you! Thanks.

Best regards,

Sandy Sales assistant

Sandy，我要说一点，你的情况和其他朋友又不一样了。你在展会上拿到过客人的名片，而且客人曾经对某一款产品感兴趣，那简直是一个相当好的机会!只要你把握住了，成交可能性是很大的!这种情况下，你特别要标注出他在展会上选的东西，而且主动提供详细资料和报价，这一点至关重要!

客人很忙的，他可能在香港展上去过很多同行那边，问同一个产品，他会收到很多很多邮件，恐怕根本没空回复或主动联系你，所以你一定要主动出击，提供完整的资料和好的价格，然后跟进，赢得他的信任!如果像你刚才那样，问他是不是有兴趣，有兴趣你会给他详细资料，客人会觉得很烦的，觉得你怎么需要推一下动一下，做业务要学会主动，客人一个眼色，你就要能完成三四个动作。客人问你价格，你连详细参数尺寸包装材料都一并提供了。

客人问你说明书，你连设计稿和文字都完整无误地给他参考。客人需要彩盒，你不止给了他图片，还有准确尺寸的刀模图，连别的客人的彩盒也一并给他做设计参考。你说，客人是不是会对你印象很好?

③寄样品运费让对方出(到付)的委婉邮件

Hi ***,

Thank you so much for your kind reply! Sure, samples will be prepared soon. Could you pls give me your courier account? Such as FedEx, DHL, UPS, TNT, etc. Each one is ok. I'll inform you the tracking number after parcel picked! Please contact me if further questions. Thank you!

Kind regards,

④客户嫌价格高时，你的回复

政策：让他知道你的价格没有报高，不是人家一说便宜点，你嗖一下给人家少了一半价格，而是改变产品规格，比如包装由好的改次的，长度改短点，重量要少点，或者功率低点。

Dear Kelvin,

Thank you so much for your kind mail!

Sure, our models with top quality, and think all of them meet the quality level in your local market! If the price is not suitable in your price range, could you pls accept to do a little change? The price will be reduced 3%. That is, EUR2.13/pc.

Pls don't worry about the quality. Price is important, but quality counts for much more!

Here is just a little change, the original length of the flashlight is 102mm, and now we just make it short, 89mm instead! And then, the total cost will be reduced 3% because of the material saved!

All the luminosity and the body look the same! I think it's workable for both of us. Any comments?

Best regards,

⑤发了PI后客户没回信，催!

Hi ***,

Sorry to trouble you again!

Regarding the PI dated on ***, could you pls sign and confirm by return asap? Because we need plenty of time for arranging mass production!

It's a long time since I have got your reply last time. How is everything going on? If anything changed, pls keep me posted!

Thanks and best regards,

***

⑥寄了样品，并且感觉客户应该是满意的，但是他没有回音

Dear ***,

Sorry to trouble you again!

Regarding the project we discussed last time, could you pls confirm by return today? Because we need plenty of time for mass production. P/I will be sent to you asap after your confirmation.

If anything changed, pls keep me posted! Thank you!

Best regards,

***

或者简单版

Dear ***,

What about the final decision about our samples? We need your comments to go ahead!

Thank you!

Kind regards,

Renee

*** Co. Ltd.

Tel: ***

Fax: ***

Mail: ***

Web: ***

⑦客人死命砍价时回复的邮件

这时你不能一下子给人家底价，可以用采购数量来给他打个小折，这样就算价格低了，数量上也补点进来。

Dear sir,

Pls find the re-checking the price as follows:

1) Super grade, USD***, give you a special discount of 2%

2) A grade, USD***, similar as super grade, but price much more competitive.

Hope we can deal. Thank you!

Rgds,

***

⑧你客户是中间商，他需要等其客户回应之后才能再和你联系，没事时发个邮件让中间商客户别把你忘了。

Hi Johnny,

Thank you for your prompt reply!

Please keep me posted for further details.

Kind regards,

***

⑨客户要来中国看你们厂了!激动时别忘记发邮件确认彼此联系方式呀!

Hi ***,

I'm so glad to hear that you'll be in China soon, and hope to have a face-to-face meeting with you!!!

Could you pls give me your time schedule and cell phone number? We'll arrange to pick you up from the airport!

My cell phone is ***. Pls call me if any questions. Thank you!

Kind regards,

***

⑩客户给你的价格太低做不了，给他可以选择的方案。

Dear kelvin,

Thank you for your kind mail! But unfortunately, this price also unworkable for us.

I sincerely hope to have business with you, pls realize our position. 2 suggestions as below:

1) everything keep the same, EUR2.45/pc, C&F air Stockholm

2) everything keep the same, EUR2.60/pc, with 3*AAA battery, C&F air Stockholm

Comments, please. Thank you!

Rgds,

⑪客户明确对你说他的订单下给别人了，这时发封信感谢一下吧，生意不成交情在哈!

Hi ***,

Thank you soooooo much for your kind mail! I appreciate!

We sincerely hope to find a way to cooperate with you! If your customer would like to place the order to another vendor, that's ok! But if you have another chance in the near future, pls keep me posted! It's my pleasure to be on service of you!

By the way, will you plan to visit China soon? I really hope to have a face-to-face meeting with you!

Take care! Hope everything goes well!

Thanks and best regards

以上就是外贸业务中各个场景下得邮件模板及分析，上面内容都是举例子说明，具体实践中，大家可以灵活运用。