开发客户
一、开发信指南
1、对方的邮件是否有效
验证邮箱是否有效网站：https://www.zerobounce.net/
https://email-check.net/
https://mailtester.com/
2、标题
- 形容词+产品+from
- 噱头+产品描述（时间、起订量、货源、设计、货期）
- 产品+用途
- 问句式
- 展现优势/告知消息等（Eg:can you reach your supplier on the midnight?/XXX，are you fine with your suppliers now?）
3、跟进周期
第一周:第一封开发信----开发信的敲门砖
隔天或者第三天：基础跟进
下一周后:提及打电话，争取得到正面回复甚至需要后续更多跟进，尽量避免周一和周五发送邮件
进一步分析总结
1. 如果一个抢眼的标题+吸引力的内容，对应欧美市场通常在4封邮件内会得到回复；
2. 对应非洲市场，在1/2封邮件后直接打1通电话会更有帮助些；
3.对应南美市场，如果转换成当地的语种，会明显改善回复率；
4. 对于大客户开发最好用邮件；对于小客户开发，通过社交平台发送站内信更有效；
5. 开发信外观上只讲究一目了然，排版以简约为主。第1封建议纯文字，第2封可以图文结合。欧美市场也可以以infographic (information+graphic) 的形式，通过图像将文字显得更加生动，吸引力。
这里是几个免费制作infographic信息图的网站：
https://venngage.com/
https://www.canva.com/create/infographics/
https://snappa.com/create/infographics
完成一封完整的开发信要思考一下几个问题
-
为什么要写给对方？
-
写什么内容？要达成什么目的？
-
希望对方下一步怎么做？
-
给对方什么诱因？
明确问题后，开发信的核心内容包括：
- 明确称呼
- 如何获得对方的资讯的
如果有引荐的：{引荐人名字} suggested I contact you.如果是展会上获得的联系方式： It was a pleasure to know you at XXX fair in {城市/国家}或：We met at XXX in {城市/国家} +时间如果是网上获得的联系方式，则要换一个婉转的方式：Noticed you are in the market for {产品}或Glad to know you are in XXX industry.
- 为什么与对方联系
- 提及行动号召----call to action
比如询问客户是否需要产品目录挑选？
比如询问客户是否有时间电话沟通？
比如询问客户是否需要你这边提供样板？
比如希望对方收到邮件后有需求联系你？
还是希望对方给你机会，进一步给他更多的介绍？
不是因为他的产品和你们对口，他是你目标客户，所以你要写邮件推产品给他。而是你的产品/服务给他带去什么好处？同质化严重的市场里，为什么他要换掉供应商？你说服他的理由是什么？
如何抓住客户的痛点
1.总结了一个产品可能体现的亮点
- 原料 raw material
- 性能 performance/funcation
- 最小起订量（MOQ）
- 设计 design
- 货期 delivery date
1)There is ready stock for our regular & hot-selling models. 常规款或者热卖款我们都有库存。
2）You don't need to worry about the delivery date as we just introduced one more production line recently. 不需要担忧货期，我们最近才刚引进一条生产线。
3）In In time delivery will be ensured. Otherwise please claim compensation when it is delayed. 我们会确保如期交货，不然你可以得到延误赔偿。（话说报货期可要多留余地）
- 售后服务 after-sales service
2.售后如何跟进客户，询问反馈
1）Can you please offer any feedback on the recent order? In which areas can we improve? So we'll serve you better next time.最近这个单子能否告知您的反馈，哪些地方我们需要改善，下次我们才能做得更好。
2）We'd really love to know your thoughts on our products. Please help offer any of your comments. A big hearty thank you. 我们很想知道你对我们产品的看法，能否帮忙提供一些您的建议，衷心感谢。
3）Hope your planned launch goes well. How about the market feedback? 希望你计划的产品发布/投放进展顺利，市场反馈如何呢？
4）It's been a very long time since we touched base. Can you please let us know why you don't place the order from us anymore? We treasure your feedback very much. 适合久久没再下单的客户，询问为何不再下单。
5）Can you please share any of your views that why you go for us finally? Your comments are very valuable to us. 适合一直下单，已有交情的客户，听听他们为何选择你们，或者为何放弃以前的供应商。
开发信中各个情境下实用句型分享
介绍产品时：
- I've been working in a company which specializes in XXX. While thinking about you are in the same market, I thought there might be a good fit for your business.
- Our XXX { 产品名字} has gathered a lot of attention in the market place.
- Here is a small case study of XXX and how we help them solve XXX {问题/痛点}
询问对方是否能腾出时间打个电话：
- I'll call you early next week unless another time frame is better for you.
- Can I please phone you tomorrow afternoon, or if another day is better. I'll follow up as you suggest.
- Can I please phone you on Tuesday, unless you prefer another time?
这几句的意思一致，在自己做好打电话的决定，明确打电话的时间后，（争取主动权）也要尊重对方的行程，时间。 这三句的后半句表达都是会让人听起来更加舒服，自在。
当你不确定目标人物是否是负责人时，最好在文末附上：
- Can you please assign this to the person in charge? Thank you for all of your help.
- Much appreciated it if you could assign this to the responsible party.
Please allow me to introduce myself. My Name is XXX and I manage the sales department here at XXX company.
Thank you for taking the time to review our products. Are there any in particular that you are interested in?
Attached is our latest brochure and price list. I would recommend you take a look at XXX and XXX, both are very unique and in high demand.
Any feedback you can give would be greatly appreciated. Let me know if you require samples.
Many thanks,
When would be a good time for me to follow up with you?
What questions do you have for me?
If I can match that price for you, would you be happy to place the order with me today?
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