开发信.docx

1、开发信Dear Sirs: We have received with many thanks your letter dated 15th, May. 2008. Take this opportunity, we introduce my factory, as one of the manufactures of vehiclein ZheJiang province, China, mainlyATV products. We export large quantity toEurope andother countries all over world, deal to high q

2、uality and reasonable price. Should you have interest of items mentioned above? Kindly let us know by return mail. For getting all the detailed information, you are invited to visit our web site http:Looking forward to hearing from you soon and wish every success in your future business dealing.Best

3、 regards. Sincerely,Looking for your reply Dear Sirs,This is YongKang ChangShun Industry & Trade Co. Ltd, the ATV supplier inZheJiang city, China. now writing for the establishment of business relation.We are specialized in producingATV , Scooter, Mini quad , dirt bikeetc.Perhaps, you had already fo

4、und nice supplier, but we have some advantages instead.1. Weare factory ourselves, not agent, so we can provide high quality equipments and meet your demands which specifications you required.2. We have good service system, offering service for free if you are Within the repair time limitation.3. We

5、 enjoy great popularity in world markets for many years.We would be appreciate if you click our website to get more useful information for youhttp:/ If you find any of the items interesting, please let us know without delay.We look forward to your early reply.Dear We have received with many thanks y

6、our letter. We specialize in ATV as a manufacturer and exporter in China .We also provide such aspocket bike , dirt bike , mini quad and so on .Would you like to let us know the port of destination in your area ? so that we can inform you the shipping costs whichwill bepropitious to work out by you.

7、If you need certificate , please tell us in advance.New herewith enclosed some pictures for your reference,hope you like. For more our products ,welcome tobrowse our website.We will glad to supply the detailed information upon receipt of your asking .Looking forward to hearing from you and wish succ

8、ess in your business dealing .yours faithfully,Dear XXXX,This is 公司名Ltd. co, the largest export 你公司的行业supplier in Wuhan city, China. We have obtained your address from 网站名 and now writing for the establishment of business relations.We are specialized in producing 产品清单 etc.Perhaps, you had already fo

9、und nice supplier, but we have some advantages instead.1. Our banker is Bank of Communications, AXXX Branch, Account NO. isXXXXXXXXXXX, which can provide you information about our character and finances.2. We own factory ourselves, not agent, so we can provide high quality equipments and meet your d

10、emands which specifications you required.3. We have good service system, offering service for free if you are Within the repair time limitation.4. We enjoy great popularity in world markets for many years.We would be appreciate if you click our website to get more useful information for you公司网站If yo

11、u find any of the items interesting, please let us know without delay.We look forward to your early reply. To:客户公司名称Attn:客户人名Re:客户求购的产品名称We are pleased to get to konw that you are presently on the market for产品名称,and as a specialized manufacturer and exporter for this product in China,we sincerely ho

12、pe to establish business relations with your esteemed corporation. Herewith pls find our competitive offer as flws:Product:Specification:packing:Quantity:as per yr requirementPayment L/C sightShipment:promptIf the product we offered above is some different from what you require actually,kindly infor

13、m us in detail,we will be pleased to re-offer you as per yr actual requirements asap.Pls note that the product pictures will be sent to you upon yr request,and a small sample could also be sent to you for yr final checking if the price is finally acceptable.To konw more about our corporation,kindly

14、visit our website:www.Pls kindly check and revert at yr earlist.B.RGDS/落款Co: Add: Tel: Fax: E-mail:几点说明：1，邮件标题只能是客户求购的产品名称，而不要加其它的任何多余语言，这样，客户打开你邮件的可能性一般可达到100%；2，开头语简洁带过证明你是专业而老练的商人，可立即拉近与客户的距离，而对商人来说过多的寒喧实在是多余；不少人喜欢一开始就说从何得知该客户的，我们建议你，一般情况下最好不用提，客户在那里发布过求购信息，客户自己知道，多说多余，不过，如是本网线下转发给你的外商询盘，加一句话也无妨；

15、3，开头语特忌讳主动过多介绍自己，因为会给人一种推销的感觉，给人的第一感觉就不好，事实上，没有几个客户会有耐心来阅读你的长篇介绍的，不主动过多介绍自己将一定反而会给客户一种很自信、很专业的印象，这种印象对你来说是非常重要的；那么，“过多”的标准是什么呢？我们认为，介绍性语言超过两句即是“过多”！4，简洁开头后，你必须立即进入正文，即报价，因为客户最关心的无非是产品规格与价格而已，你如不能提供客户想要的东西，客户回你干吗？立即进入报价，证明你是专业做该行的，你是有诚意、实实在在想做生意的，大家的时间都很宝贵，都不想浪费时间，特别是欧美商人更是如此； 有人说，客户询盘中规格说的不全，无法报价，事实

16、上，没有那个外商会在询盘中一次就把要求说完的，你可估摸着试探性报，报错了没关系，这只是证明你是专业的、多年做该行的，如所报的规格与客户所要的不符，客户一般会很快回复你并详细告诉你他所需产品的具体要求的；有人总喜欢第一次联系客户时就问东问西的，有些国家的客户（如印度、韩国）可能会耐心回你，但对大多数欧美客商（如美国）来说，他们一般是不会回复该类邮件的；5，所报的价必须是实价，必须与现有的市场行情相吻合，价太低，客户知道你不是做该行，不会理你；价太高也会吓跑客户，客户也不会回你，所以，切勿乱报价，应了解清楚了、多比较后再报，对新产品、对外贸公司来说这点尤其重要；6，第一次联系客户时，除非客户在询盘

17、中提出，最好不要主动附上图片，以免被删或被国外反垃圾邮件软件拦截；7，与客户第一次联系最好用HOTMAIL邮箱，或在邮件中另附上你的HOTMAIL邮箱，因为垃圾邮件泛滥的原因，中国越来越多的邮件服务器被国外打入黑名单，你发的邮件可能最终进不了客户的邮箱，或客户回你的邮件你也收不到，这种情况已越来越严重，而用HOTMAIL邮箱一般不会有这方面的问题；8，强烈建议：如你想与本网公布的某外商（特别是C类询盘）联系，如你不能报出有一定竟争力的价格，请最好不要联系客户，既然报不了价自然就成不了，不仅客户很可能不会理你，你又何必浪费你及外商宝贵的工作时间呢？对外贸公司来说，何不在货源上多下点功夫，效果一定

18、好很多！总之，你联系客户的目地无非是为了争取能最终成交，而要能最终实现成交的目地，你起码总要迈过产品规格相符、出口报价适当这两个槛，直接洽谈这两个最重要的问题，不仅外商喜欢，也必能大大缩短成交的进程，大家何乐何不为呢？ 转自：国际进出口贸易论坛Sample reply to an RFI1, Thank you for your inquiry date we are pleased to hear that you are interested in our products. 2, In response, we would like to make the following offer

19、, Product (item):Specifications:Packing (pcs per ctn, ctn dimension, G.W. /N.W.)Price: USDDeliverylead time:Sample lead time & costTerms ofpayment : FOB/CIFIf you find our offer acceptable, pls telex or fax us for confirmation.We look forward to receiving an order from you . / awaiting from your fur

20、ther news.Inability to supply requested productRegarding your telex dated and of today concerning the supply of As you perhaps know, . we are unable to meet your demand as requested.We assure you ,however, that we shall contact you ASAP. Should your customers require .pls let us know.Offering a subs

21、titute productThank you for your effores in marketing our products and regret that we are unable to supply .We would, however, like to take this opportunity to offer, without delay, the following . pls visit our catalog at www. for more information, if you find any product acceptable, pls e-mail us

22、ASAP.Sample reply to an RFSIt is pleasure to know of you continued interest in our products. The samples you have requested are now available and will be sent free of charge. We have sent the package via FedEx, with Airway Bill Number .We hope you find these sample tu your liking , we would like to

23、reiterate that we accept customization of products to suit your requirements.Pls do not hesitate to contact us for any further clarifications.We look forward to doing business with you.Ready to offer a sample, but require payment for shipping It is pleasure to know of you continued interest in our p

24、roducts. The samples you have requested are now available. Samples are free of charge, but according to our companys policy ,the customer must pay the shipping cost.Samples will be sent immediately as soon as the standard US$.shipping payment is transferred to our account NO.at .bank or when you pro

25、vide us with your DHL, UPS or FedEx account number.We hope you can understand our position and look forward to our future cooperation.1、e-mail发开发信：我以前经常用的一种。 找到客户资料之后。首先在网上看客户的经营的产品，我以前说过怎样操作的，不再重复。以前我会告诉客户我是谁？哪个公司？做什么产品的？一大堆介绍自己公司和产品范围的文字，看着就头疼，后来我的开发信进化了十几个版本。看到一封广告信，如果主题不吸引人，一般客户会直接删掉，看都不看。如果主题设置

26、的还可以，那客户会打开看看，如果5秒钟之内抓不住客户的眼球，那就米机会老，我想他也会直接删掉，除了他太需求你的产品，或者你的产品太金贵。所以我的开发信一般只有三句话：1）我是谁，什么公司的，你是从中国进口。产品么？（提问题通常更容易引起关注）2）我研究过你们的网站，知道你们经营什么产品，我们可以提供这种产品而且说明我们在当地的bestseller是什么，可以给你推荐，价格和参数见附件。3）欢迎浏览我们的网站。附件：我会做一个我强烈推荐符合当地市场风格的两款产品的详细参数和价格，一个是低价产品，一个是比较新颖的产品，做成jpg.格式的，不要附产品图片。尤其不要列一大堆产品，只要针对性提供某一种产

27、品就好了。2、传真发开发信，我现在经常用：原因：很多时候可以轻易的找到客户的传真而不是email。前提：要知道传真要给谁，具体名字。传真的内容可以稍多一些，但一定要条理清楚。大致内容和email 的差不多，但是效果却更好，因为知道给谁，而且收传真的人一般都会帮助递送到。尤其适用于世界买家的客户。发过开发信，两天不回，打个电话。（二）怎样恢复询盘？回复讯盘的原则：快、准。一般，我收到一个询盘我会在半小时之内回给客户，当然不含报价。很多人都说回了询盘，报了价，客户却一直没有回音。我通常是这样处理新询盘的。、接到询盘：1）接到询盘，如果内容是一个很空泛的内容，我一般会查一下客户的公司，看一下网站，是

28、经营什么产品？然后给一个简单的回复，说明我们可以提供它们经营的产品，而且对方的bestseller是什么。然后要对方提供需要产品的详细信息，并且跟客户说大家都是经营这种产品的，那么一定知道不同的规格价格一定是不一样的，没有规格是无法报价的。让客户看网站我们，网站上有很多产品可供参考。同时，还可以根据客户网站的产品，给他一个大致的规格，让客户确认是不是涅？如果需要进一步信息再联系。）如果我接到一个规格很详细的询盘。观察对方资料同上。另外我会制作一个精美的excel表格，里面涵盖客户所需产品的详细规格，比客户询盘更详细（没有报价），而且我会把其中一项参数稍稍改动（一定不要是最重要的一项），与客户所

29、需稍有不同，并用有颜色的字体展示出来。我会在邮件中询问客户，我们可以提供的产品与你的要求稍有不同，如果认为可以，我会进一步提供详细信息。这样客户就一定会给我回信，呵呵，而且事实也的确如此。、跟踪：一般上面第二种情况的客户都很快会给我回信，确认是可以的，要报价。这时候，我会给客户一份详细的报价，包含客户所需产品（与客户的参数一模一样的）。会说明这种产品不是我们常规产品（其实我们有这种产品的），但是我们可以做，所以核算了价格一同报过来供参考。、要重点说一下报价。报价一定要中肯，要快。）价格太高或太低都会直接被客户踢出。等于自己忽悠自己玩。2）报价太慢，十天半个月后才报价，也等于自己涮自己。3）怎样

30、做到报价准确（千万不要只听老板的，不知道产品价格构成的业务员，永远都只是传话筒）？两个方法：一是经常刺探同行的价格二是经常跟工厂技术人员接触，知道自己产品生产的每一环节的成本，最好有一个关系很好的技术人员，可以每天和你讨论价格。我通常使用第二种知道了成本，知道了各个环节的利润空间，就不会报出太离谱的价格了。注意：不要太压榨工厂，大家都有的赚才好，这样才会有长期合作的工厂。（三）怎样对付客户的压价？我几乎每一次报价客户都会说高，在最初我对我的产品不是很熟的时候，我只能被动的跟老板讲，老板就马上降价，虽然会说明理由，如，很期望跟您合作，我们很重视您并且愿意跟大公司合作。每次我这样轻易的降价之后，客

31、户依然认为我们的产品价格比别人的高，而且也因此失去了很多客户。后来，我的原则-决不降价。一旦降价极容易失去客户。决不降价的前提是逐渐熟悉自己的产品，熟悉每一个生产环节的成本组成。知道了这些，就知道了价格底线在哪里，就不会盲目报出超高价格。价格一旦报出，决不降价。任何一个客户都不会说“你报的价格好低哦”，既然他们永远都会说价格高，那我们遇到客户说价格高就不要灰心（如果我们的价格的确是高，那我想客户没必要写封信告诉你，直接就把你踢了），慢慢应付就好了。1） 首先，每一份价格都要经过仔细核算，不要报得太离谱；2） 每一份报价单都要做的完整，有公司的抬头等，这样至少客户会认为我们很认真，尤其不要直接在邮件里给一个价格，这样客户也不好保存，也不好查阅。3） 每一给报价单都包含相