挖同行墙脚！有稳定供应商的客户怎么下手开发？
4907
今天我们来简单分析不同体量客户的心理需求和关注点，以及应该如何从不同的切入点进行开发。
还有几个情况可能不同，一是有可能采购者就是owner本人，当然也有很多是专门的采购经理的。二是很多中小型采购商细分市场定位，比如有的定位很高端，有的很低端。那么，他们关注的供应商资质和产品也是很不相同的。比如定位高端的，会很注重质量，以及产品的差异化。而低端的则更注重价格，对于款式往往是要求最大众化的。
那么第一封开发信，一定要突出自己的优势。如果你所能提供的和客户现有的供应商一样，那客户为什么要费那么大的力气换个供应商呢？
所以你需要给客户充足的理由，开发信要开门见山，点出你能给客户带来的好处，并且要有充分的令人信服的论据来支撑你的观点。
推荐新品：
Hi John, Good morning! We are a candidate vendor for XXX company, currently we are serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor. I am writing to introduce a new product to you. This product is targeting 20-29 years’ lady. The sales in XXX market have proven to be very successful. Within only 2 months, the sales have reached 100000 units. I noticed from your web site, that 20-29 years’ lady is one of your major clientele, so introduction of product XXX should be a big sales hit for you. BTW, we have the samples ready. Do you want to evaluate this new product XXXX? Best regards, XXXXX
克服问题：
Hi John, Good morning! I just visited your web site, and studied your customers’ feedback on your product XXXX. It sounds that your customers (390 customers remarked online) are demanding to: XXXXX 陈述一下客户潜在的问题。 We have successfully helped 20 customers solved this problem. XXXXX(描述一下细节，给点具体的信息。不要太详细，留个伏笔，下次再联系他) Very briefly about ABC Company, we have abundant experience serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的。). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor. May you give me a chance to present you more information on this? I will be glad to send you more detailed information upon your consent. Best regards, XXXX
降低成本：
Hi John， Good morning! We are a candidate vendor for XXX company, currently we are serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的). I am writing to tell you, that we are able to cut your cost for XXX item by 20%, thanks to the current break-through innovation on the production process. The reduction in cost will not in any way influence the quality. We have passed ISO9001, and our products has passed UPC certificate. What products are you currently purchasing? May I make an offer to you based on these items for you to compare? Best regards, XXXXX
同时反复思考，怎么才能调动引导客户回复？
今天我们来简单分析不同体量客户的心理需求和关注点，以及应该如何从不同的切入点进行开发。
还有几个情况可能不同，一是有可能采购者就是owner本人，当然也有很多是专门的采购经理的。二是很多中小型采购商细分市场定位，比如有的定位很高端，有的很低端。那么，他们关注的供应商资质和产品也是很不相同的。比如定位高端的，会很注重质量，以及产品的差异化。而低端的则更注重价格，对于款式往往是要求最大众化的。
那么第一封开发信，一定要突出自己的优势。如果你所能提供的和客户现有的供应商一样，那客户为什么要费那么大的力气换个供应商呢？
所以你需要给客户充足的理由，开发信要开门见山，点出你能给客户带来的好处，并且要有充分的令人信服的论据来支撑你的观点。
推荐新品：
Hi John, Good morning! We are a candidate vendor for XXX company, currently we are serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor. I am writing to introduce a new product to you. This product is targeting 20-29 years’ lady. The sales in XXX market have proven to be very successful. Within only 2 months, the sales have reached 100000 units. I noticed from your web site, that 20-29 years’ lady is one of your major clientele, so introduction of product XXX should be a big sales hit for you. BTW, we have the samples ready. Do you want to evaluate this new product XXXX? Best regards, XXXXX
克服问题：
Hi John, Good morning! I just visited your web site, and studied your customers’ feedback on your product XXXX. It sounds that your customers (390 customers remarked online) are demanding to: XXXXX 陈述一下客户潜在的问题。 We have successfully helped 20 customers solved this problem. XXXXX(描述一下细节，给点具体的信息。不要太详细，留个伏笔，下次再联系他) Very briefly about ABC Company, we have abundant experience serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的。). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor. May you give me a chance to present you more information on this? I will be glad to send you more detailed information upon your consent. Best regards, XXXX
降低成本：
Hi John， Good morning! We are a candidate vendor for XXX company, currently we are serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的). I am writing to tell you, that we are able to cut your cost for XXX item by 20%, thanks to the current break-through innovation on the production process. The reduction in cost will not in any way influence the quality. We have passed ISO9001, and our products has passed UPC certificate. What products are you currently purchasing? May I make an offer to you based on these items for you to compare? Best regards, XXXXX
同时反复思考，怎么才能调动引导客户回复？
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