如何接触海外客户

1、如何接触海外客户本教程为APT CORPORATION LIMITED所有，1洗脑读万卷书不如行万里路行万里路不如阅人无数阅人无数不如成功人士指路2前言准确的客户信息是开展国际贸易的起点，是足球场上的发球。接触客户就是出口营销的真正开始，是足球场上组织进攻。3现状一现代人力资源管理认为：没有经过培训的业务员都是在谋杀客户，是企业最大的成本。销售经理最大的过错就是把工作交给不胜任的业务员，同时又不加指导。4现状二给客户的留言或者邮件没有回音。发了100份邮件，却只有1-2个客户回复，而且一回复就是报价和寄送样本。打电话过去，还没有说完自我介绍 ,前台小姐匆匆挂断电话。5问题难道这些客户真的不需要

2、我们的产品吗？难道这些客户真的觉得他们已经找到了世界上最好而且一直会是最好的供应商吗？难道客户对上门“打扰”的供应商都是这种态度吗？不要忘记：有无数个竞争对手同时在跟你竞争同一个客户！6商业信函写作技巧Accept原则：引起注意（Attention)买家兴趣（Customer-care)让买家轻松（Ease)专业原则（Profession)信任原则（Trust)7买家兴趣（Customer-care)一切从客户角度出发！写客户想知道的事情，而不是你想说的事情！要有吸引客户的内容！如果一味强调你销售的产品，将失去获得客户兴趣的机会。客户只关心自己的需求和愿望，而不是你的销售。应该让谈论客户的内容

3、占到一半以上，哪怕是用提问题的方式，而不要过多介绍自己的产品、公司。8买家兴趣（Customer-care)对客户的业务 有一定的了解对客户行业的不利问题有一定的了解对客户在行业中的地位有一定的了解9让买家轻松（Ease)首次不谈产品销售文字不宜太多，配图片效果好客户也是人，需要音乐和啤酒多用短句，用简单的词汇不要有错别字语法也不能错10专业原则（Profession)信函组织：标题、称呼、引言、正文、结尾标题：May I help you optimize*sourcing?Free*report; To save 20%money on*, Do you know*?11专业原则（Prof

4、ession)称呼：Dear Sir/MadamDear Sourcing Manager12专业原则（Profession)正文：使你的信让人感觉是为了提供帮助，而不是一味地卖东西结尾：建议客户立即采取行动。比如留给客户一个网址，鼓励客户到网站上了解更多的信息或者下载某些免费资料。13信任原则（Trust)值得信任的网站第三方认证14引起注意（Attention)主题吸引15古董开发信Dear Sirs,Welearnfrom*thatyouareinthemarketofFruit.Wewouldliketotakethisopportunitytointroduceourcompanya

5、ndproducts,withthehopethatwemayworkwithBrightIdeasImportsinthefuture.WeareajointventurespecializingintheAgricultureandexportofFruit.Wehaveenclosedourcatalog,whichintroducesourcompanyindetailandcoversthemainproductswesupplyatpresent.YoumayalsovisitouronlinecompanyintroductionatHttp:/whichincludesourl

6、atestproductline.Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyourdetailedrequirements.Wearelookingforwardtoyourpromptreply.Sincerely,16改进版No one got fired for choosing our company（主题）Dear Purchasing manager,Yes, like IBM, no one got fired for c

7、hoosing us, in China, we are known for our services, we are proud to be the safe choice among our customers since1983.WeareajointventurespecializingintheAgricultureandexportofFruit.Wehaveenclosedourcatalog,whichintroducesourcompanyindetailandcoversthemainproductswesupplyatpresent.Youcan read what ot

8、her buyers say about us atHttp:/whichincludesourlatestproductline.Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyourdetailedrequirements.Wearelookingforwardtoyourpromptreply.Sincerely,17试试这封If the earth breaks, what should we do?（主题）Dear Purchasi

9、ng manager,If the earth breaks, we can bond it using our adhesive, actually we are bonding more and more stones which are being used to for all kinds of buildings.Just like you know, all the stones will be rubbish if the glue used for bonding is not good enough.Wehaveenclosedourcatalog,whichintroduc

10、esourcompanyindetailandcoversthemainproductswesupplyatpresent.Youcan read what other buyers say about us atHttp:/whichincludesourlatestproductline.Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyourdetailedrequirements.Wearelookingforwardtoyourpro

11、mptreply.Sincerely,18再试试这封If you care about the stone quality, you have to read this（主题）Dear Purchasing manager,With 20 years combined experiences in designing and making adhesive, we have shipped thousands of containers overseas in last decade. And there was 10 containers load of adhesive shipped t

12、o Canada last month alone.Just like you know, all the stones will be rubbish if the glue used for bonding is not good enough.If you want to know how we can help you to improve the quality of stone you are making, click Http:/ For more information.Sincerely,19老外的邮件看看Do you know whos reading your fax?

13、(主题）Stone,Did you know that your current eFax Free account offers these amazing benefits? Faxes are delivered privately to your email, not lying around a fax machine, or worsegetting lost. You automatically receive 20 free faxes every month. You can keep prying eyes out of your communications and pr

14、event unwanted people from reading your private faxes. Want to send faxes? Try eFax Plus for FREE Forgot your password? Click here More info about eFax? Click here eFax Quick Tip:Add your free number to your business card and email signature so others can fax to your email. 20老外的邮件看看Stone,Howhighisy

15、ourFinancialI.Q.? （主题）How high is your financial IQ? Dear Stone, My years of experience have shown me that the difference between the Rich, Middle Class and the Poor is almost always tied directly to their financial IQ.How high is your financial IQ? Please think about your answers to the following 4

16、 basic questions:1. (True or False) Your house is your greatest asset. 2. (True of False) Mutual funds are one of the easiest ways to save money. 3. (True or False) The US dollar is worthless.4. (True or False) Real Estate and Gold are risky investments.Click here to see Rich Dads answers and how yo

17、u scored Robert Kiyosaki P.S. Stone, Click Here to receive your FREE introduction to my coaching program.21老外的邮件看看Stone,doyouknowthenewrulesofmoney? （主题）Dear Stone,The rules of money have changed and its time for you to get smart with your money!The old rules said go to school, get a good job, work

18、hard, get out of debt and save in a portfolio of well-diversified mutual funds. With the economy in recession and constant turmoil, people who followed the old rules are facing foreclosure and wondering why they cant seem to stay afloat financially. What happened is that the rules of money changed a

19、nd they didnt have a high enough financial IQ to keep up.How high is your financial IQ?A while ago you signed up to learn about my Rich Dads Coaching program, but you decided not to move forward.Id like to ask you why?I know the value of working with a coach. My rich dad was my first coach and he wo

20、rked with me for more than 30 years.I still have many coaches that help me with all aspects of my business and life.Why do I have coaches?Because they help me win and I want to win at everything that matters.The reason I created Rich Dads Coaching is because I want you to have the benefit of working

21、 one-on-one with a certified coach who will teach you, hold you accountable, and help you reach success you never thought possible. There was a reason why you signed up to learn about my programs. Does that reason still exist?My guess is that its probably even stronger now than before.If you are ser

22、ious about becoming financially secure, call 1-800-240-0434, ext.1110 today to get started working with your own certified Rich Dads Coach.Dont put it off any longer.22保险推销信承诺孩子一辈子的爱 （主题）友邦“黄金未来”保险计划 承诺孩子一辈子的爱爱孩子，想在心里，说在嘴上，更要落在行动上。让孩子在未知的岁月里拥有一笔可知的教育及健康保障，保护他健康成长和受教育的权利，一家人从容面对未来任何情况，只需每月强制储蓄几百元，就能确

23、保这一切，让孩子赢在起跑线上吧！他会感恩一生的。友邦“黄金未来”保险计划，就是您爱孩子一辈子的承诺。此保险计划专门为少年儿童设计。首先，该产品保险期间相对较长，保证孩子在人生成长的几个关键阶段能够获得生存现金作为有力支持，充分体现家长对孩子的关爱；其次，该产品在保险期间届满时，增值红利可以起到一定的抵御通货膨胀的作用，增加了客户满期金金额，满期金可以购买年金产品，用稳健的方式帮助客户来积累持续的现金流。此外，该产品可以作为一种强制性储蓄。 请查阅附件，欢迎进一步了解 友邦保险顾问：尹忠强 真诚为您服务电话： QQ：38764384623开发信的原则WII FM1，清晰明确和醒目吸引人2，讲述客

24、户自己的故事3，使用客户听的懂的语言，而不是你技术部门或营销部门的语言24强调自己的USPWhat is USP?Is There a Middle Man Standing Between You and Your adhesive?(主题）Get rid of the useless middle man! Especially in this fast changing information age.We finally cut them 5 years ago, with less complicated communication, our clients are doing gr

25、eat now, 5 years ago, almost all the adhesive we made were exported through those so-called import&export companies, today, we sell directly to the importers like you 100%.First, you can save about 10% to 50% of the cut those middle man taken in the pastSecond, the service you are getting is betterT

26、hird, the products youll seeLast, but not least25强调自己的USPCan you reach your current Chinese suppliers at 4 p.m.?Its a global village but unfortunately we still have time zones, most of the time, if you want to reach your suppliers in China later in the day, you cant get an answer of your questions,

27、no matter how big or small it is, until the next day, when they get up to work.Not me!You CAN reach me any time, here is my always-on personal cell phone. And its your 24-hour hotline, there is no question too small or too big, I will and can do whatever it takes to resolve it as soon as possible fo

28、r you, after all, I am working for myself and your clients are my bread and butter.26假定式You should try this before looking for quality adhesive! (title)Dear Mr. JackI know that youve been thinking about looking for a good adhesive supplier and moving up to a more advantageous position in your busine

29、ss.That is why I am writing to you.27设疑式Dear Mr. Jack,Are you getting some trouble of finding the best adhesive supplier?If the answer is NO, I can help you out, Ive done it for many other companies, I think I can do it for you, too. 28设疑式Are you getting the productivity you want out of your compute

30、r network?Are you getting the quality you want our of your last shipment?Are you getting the convenience you want out of your import delivery?Are you getting the purchasing power you want out of your budget?29贿赂式Come to our booth in canton fair! There is a special gift for youDear Buyer,We treasure

31、every opportunity to meet with you, our valued customer, therefore, we have prepared a special gift for you to take back home.From 15th to 20th Oct 2008, we will be exhibiting at the Canton fair, our booth number is ABCD IN HALL 99,liuhua exhibition gallery Guangzhou China.Please mark down on your c

32、alendar, also, should you have any questions, please feel free to ask: .Best regards.30笑话式出口风险预警信息 亲爱的朋友：预祝节日快乐！ 看到几条爆笑的笑话，好东西要分享: 1. 大一，一次去食堂打包子，谁知划卡机出了点毛病，一下划下去25块3，卖包子的哥哥鼓捣了半天也加不回去，于是可怜兮兮地说：“没事，我记得你，以后常来，直到把多划的钱用完。”我只好同意了。可怜我上顿包子下顿包子地吃了一学期，包子哥哥还欠我2块3最可气的是大学四年我竟然没找到一个女朋友！直到毕业，有一天我走在校园林荫路上，就听后面一帮女生

33、指指点点小声道：“没错，就是他！以后可别找这样男朋友，天天去二食堂吃包子不给钱！”2. 本人姓朱，管理单位机房。有次有人打我手机：“鸡科长，你在猪房吗？”当时狂骂那家伙一顿3. 中午做饭，妈妈给我一盆胡萝卜：“去，把胡萝卜切成肉丁！”4. 记得有一次去买一种叫伊丽莎白的水果，我张口就说：老板，莎士比亚多少钱？老板当场就呆了5. 和领导等众人喝酒，举起酒杯大声道:让我们同归于尽吧!当时脑子太热了. 当然，看完笑话， 重头戏要登场，千万别忘了看附件中的风险预警信息哦！ 31创作开发信 具有引起读者注意的有力的标题具有清楚无误地显示独特优异之处的核心内容进一步证明你所声称的特点和优异之处，通过对事实

34、和实例进行比较、分析、证言、证明 等激励对方思考和回答的召唤，产生实际效果。32技术问题1-字体大小：10号、12号、14号，不要全部用大写或小写。2-字型：用Arial or Times New Roman3-颜色：白底黑字4-强行分行5-段落：一段一个主题，不要太长6-保留原件33标题标题是生命，语不惊人，誓不休标题是广告为了吸引对方来读你的信，标题要提供给对方所期望的东西：通过你的产品服务，他们可以节省、获得、达到、取得什么或者：他们可以避免、降低他们的问题、风险、困难、担心、害怕等34标题做出承诺：Bond your stone more tightly!提出问题：If the earth breaks, what