邮件用语.docx

1、邮件用语第三章 日常客户维护1.客户分类和归档1.1客户分类(建立客户跟踪表)A 类客户1）已经下单客户,经常翻单，并且订单量每年上升2）未下单但是背景调查是优质大客户3）客人卖点或者公司都占地面积非常大，都使用机械化机器来操作产品。4）对市场有很敏锐的嗅觉能力，很清楚那些产品热卖并能顺利拿到订单.5）下单之前都会到工厂做验厂或者拜访展厅.B 类客户1）客人订单相对稳定2）通常都有中国代理人员跟踪订单事宜.3）一般都需要第三方或者代理验货.4）需要和代理搞好关系，打探客人采购方向5）如果是翻单，价格很难涨价.C类客户1）常常对自己要买的产品不明确，或者是新买手2）经常时不时来询价，或者挑选新产

2、品3）一般愿意选择拜访工厂了解工厂才决定下单.4）一个报价经常货比三家，甚至6家，选择最低报价工厂作为配合供应商.5）订单数量一般不大.D类客户1）龟毛，每款都尽力砍价.2）一旦要个样品或者报价，催的紧3）脾气差，订单量小，爱催货。4）对样品品质要求严格。5）客户背景调查一般，一直在吹嘘公司有多大，年订单量多少，。6）偶尔喜欢私下和业务聊天,人品不行的客户。7）数量小的询盘客户1.2客户跟踪1.2.1新客户1）开发新客户的准备工作2）邮件A开发信模板主题: Serve High Quality Canned Mushroom to TESCO TESCO Supplier of Canned

3、Mushroom / OASIS FOOD from China To John, Price Update of Canned Mushroom / OASIS FOOD from China Canned Mushroom Factory for TESCO / OASIS FOOD OEM for Canned Mushroom / USA market / Chinese Factory Appropriate person for Canned Food / Chinese manufacture模板一：Dear Purchasing Manger,I am writing in h

4、opes of talking to appropriate person who handles the Canned Vegetables.This Julie YU from OASIS FOOD, features in Canned Food for 10 years working with TESCO for canned mushroom.1, with HACCP, ISO, FDA, IFS, KOSHER certificated2, our partner: TESCO, COLES, VICTOR3, free design for label artwork, OE

5、M & ODM is acceptable.Hope we can helpe you expand your product range and get highter revenue.More details will be sent after get your short reply.模板二：To purchasing manager;.This is Julie YU from OASIS FOOD, canned fish factory from China. Wed like to offer the newest USA market information and fish

6、 market dynamics to you.Our canned fish be exported to USA more than 100containers every year under *,* brand.Hope you can give us a chance to bring more value information to you.Awaiting for your short reply.模板三：To purchasing manager;.This Julie YU from OASIS FOOD, focus on Canned Food more than 10

7、 years working with TESCO for canned mushroom.Could you please give us a reply that we can update market prices and news FYI ?BTW, well be Gulfood fair in Dubai. Will your company come?B, 如未查看邮件未回复，电话+换标题继续跟进C, 查看邮件但是无回复 (标题中主题要换)模板一：To purchasing manager,Hope I didnt bother you.I just simply want t

8、o send you a quotation for your checking. We just loaded 10containers canned mushroom to Australia this week. Kindly check attached photos.Could you please send us the products you interested?Your kindly reply will be much appreciate.模板二：To purchasing manager, Sorry to bother you again. Attached fil

9、e is our company instruction - OASS FOOD.We also attached a quotation list of popular selling canned food for your reference.Sharing is FUN, please give us a chance to share the market trend with you.Any reply will be highly appreciated.模板三：To purchasing manager, Sorry to bother you again. We just l

10、oaded 10containers canned mushroom to Australia this week. Kindly check attached photos.Could you please give a short reply and let us know the right person we should contact?Any reply will be highly appreciated.(只要有回复就打公司电话找人表示感谢）D客户回复不需要供应商的模板一：Thanks for yourPls kind to let me know how we provide

11、 value to organization similar to yours in near future.If possible , i hope you can send us some of your bags for counter smaples to check our service , quality, workmanship and price also, in order for your future orders as well.Any ways, thanks again for your door opening for xx and xxx.Same here,

12、 whether we will have the opportunity to working together or not in future, xxx door start to opening for your from now on.Contact me if any questions you have! We can help to reduce some cost for you or offer some suggestions to manufacture as well.By the way, we assign a dedicated account manager

13、to your team who will response within 72 hours when alerted to a problem , add to CCThanks and looking forwarder to cooperation with you.Best regard.Dear John,Thanks so much for your email.We understand you already have stable supplier from China.We didnt ask you do business with us now, we wont bot

14、her you a lot.Just let us know your products details, and well regular update prices and market trend to you. One more option for the future is not a lose for you.Hope you can open the door to us. 1.2.2老客户1.2.2.1老客户不回复1)之前下单的客人 有段时间没消息Dear Simon How are u ? Happy Chinese New Year ! Long time no your

15、 news , hope everything is greatto u and your business . Weare soregret we have not meet u in our boothlast Autumn Fair . Anyway , I collect all new top in the attachment and please kindly introduce them to clients . Also it is our pleasure to develop some news top if u need . Thank u very much for

16、your help and looking forward to hearing from u soon Dear Simon,How are you and hows the sales situation of last order?Mackerel price increased 10% in last two month, and may keep increasing.You can plan for next orders now and delivery after.Heres the new prices:XxxxxAwaiting for your kind reply.2)

17、询问老客人已经下单的意向HelloHow are u ? Long time no your news .May I know how is selling for our products ?Also enclosed some popular selling products which we showed in Frankfurt show. You can try these design or do u have any idea to develop new designs?We will be appreciate your early reply . Many thanks 3

18、) 向老客人推销新产品 Dear How are u ? Wish everything goes well to u .Enclosed some table and chair pictures for our Europe customers which are very nice prices and the saving space packing . U can introduce them to your other clients, it could be popular in USA as well.Looking forward to hearing from u soon

19、 4).因为质量问题没再跟客人合作， 一直联系他们都没回复Dear Steven ,How are you?We made big improvement since the quality problem caused in last order.1, Employ new factory director 2, Add 5 Qc workers for the Sample and Mass production dept .3, Set the rewards and punishments for managers.4, Revised factory audit standard.5

20、, BICS arranged by our client from USA -ABC in 2013.Our products be qualified by international inspection company many times and clients are satisfied.Now we have enough confidence to be your partner again. Sincerely hope you can give Newart one more chance to cooperate again . Thanks a lot !Looking

21、 forward to your reply .1.2.3拖延交期 （数量小,且做工难）： 1.2.3.1提前半个月告知Hi , I am very sorry to inform you the order NA* will be delay to *.First lot raw material quality is not qualified, we need remake.And its hand-made craft items, time costing to do a nice item. So sorry for the delay and well make sure you

22、r products is perfect!Highly appreciate your understading.1.2.3.2延期告知Sorry that goods have to be delayed for one more week beacaue. But wewill try our best to expedite it. Thanks for your understanding.1.2.3.3月底船期比较紧张，要督促客户尽快订舱和下单Dear,Happy New Year 2017!If you/your buyer want to ship out before CNY

23、, it need to book the ship line prior. As per our experiences, the shipping room will be limited in the end of this month. So could you please push the buyer and let the forwarder contact us ASAP ? We can book the ship as xxx（日期）. Please kindly note. Thanks for your kindness.And it sincerely hope we

24、 can do more and more business in 2018! Cheers!B. regards!催订舱：Dear Simon,Vessels will be crowd before CNY (18-FEB.), kindly arrange booking now.Thanks.催订单：Dear Simon,Our orders will be very full on Jan. and Feb because everyone wants shipment before CNY (18-FEB.). And material and freight cost will

25、increase day by day.Kindly place order ASAP then we can arrange your orders in priority.1.2.3.4客户浪费很多时间，导致交期紧张I know it takes time to make decision. But coz of your delay inconfirmation of order, there is only limited time for production. Haste causesproblems easily, please understand. 我知道你需要时间做决定，但

26、是你每次确认迟，我们做货的时间就更有限。匆忙赶货很容易出问题的，Hi Simon,We need 30days production to make sure the products quality. Kindly make decision ASAP., otherwise we have to delay the shipment.1.2.3降价涨价邮件1.2.3.1A）一定要让客户清楚，你在价格方面还是可以让步的，但是可能他也要对质量进行妥协。Well further discuss to offer you discount but we are afraid that the qu

27、ality may have to be adjusted accordingly. 或we are afraid that you have to compromise the quality.B）梯级报价，备注数量决定价格Remarks: Unit price is subject to the quantity changes.第三种类型：老客户，比较大的单子，但是他就是要和你死磕到底要你的最低价。一个大单子客户肯定是货比多家权衡考虑的。此时应该开会综合讨论后给出客户合理降价的幅度，同时要注意以下一些谈判细节：可以建议客户增加数量，可以从材料上入手，和客户解释目前材料无库存，再定材料的话

28、，材料供应商有起订量要求。要求客户按照你们公司的付款方式来，有些客户会磨20%定金甚至要求尾款见提单才付清，或信用证只接受不可撤销，不做不可转让信用证，这些细节一定要在确保公司利益的情况下和客户前期沟通清楚。在交货期限方面，客户能不能接受。可以从数量入手，和客户解释数量增加，货期相对要久一些。或从材料入手，需要时间备材料才能生产。新客户，他的地区你们已经有合作开的客户，可以这么回应：我们正在和你们国家的最大的该产品的进口商合作.我们给他的也是这个价格。Though carefully considered your counter-offer, we are very regretful th

29、at we cant accept your price. Indeed, we have good cooperation relationship with clients who are also in your country. They import it from us every month. Price quoted is very reasonable. It comes in line with prevailing market. 标明当前报价很合情合理，符合市场行情。数量少没办法降价You know usfor years and we always keep clos

30、e eye on quality control. 强调下我们合作多年，质量把关上会做足。Considering your current order quantity 500pcs, we cant offer you any more discount. Thank you for your understanding. 但是再次强调，如果是500个的定量，在价格上我们是不可能让步的了。Thanks for your supporting. 1, The sweet corn raw material price increased usd40/ton, that is usd0.125/

31、ctn.2., About the rmb to usd exchange rate, when we offered you dated Jul. 18, 2017, the exchange rate is USD1 : RMB6.75, today is USD1:6.70RMB, its mean usd0.03 rise in the exchange rate.And rmb will keep dropping.Therefore the new price is USD4.255/CTN. In order to close this order, we are willing to bare 0.055usd,so the final price is USD4.20/CTN.Kindly check attached amended two PI. Please arrange the deposit today. We will try our best to put your order in priority.“用数据分析给客户知道价格涨在哪里。1.2.3.2环保问题涨价A）Dear,Ho