今天在外貿(mào)圈看到了一篇文章，寫(xiě)得很好，關(guān)于開(kāi)發(fā)信的，轉(zhuǎn)載過(guò)來(lái)供大家閱讀參考！正文如下 作者C-Chloe
有時(shí)候信心滿滿地寫(xiě)了封開(kāi)發(fā)信，期待客戶給你回復(fù)，
卻石沉大海，無(wú)消無(wú)息，弄得自己抓狂不已。
客戶啊，你怎么就不會(huì)回復(fù)下我呢，要和不要就一句話！
可是，回頭想想，客戶每天收到的開(kāi)發(fā)信那么多，還要一封一封去回復(fù)，
那不得忙死，這樣想想心里是不是好多了？
并！沒(méi)！有！
呃，這就尷尬了，本爸爸就是想讓客戶回郵件嘛！
好吧，今天就說(shuō)說(shuō)如何讓客戶回復(fù)你的郵件。
現(xiàn)看看下面幾條狀況，你中了幾條：
1.你聯(lián)絡(luò)的機(jī)遇是不是太遲了：假如你不是在第一時(shí)刻聯(lián)絡(luò)外商，則回復(fù)率下降是很正常的事，而假如你聯(lián)絡(luò)的外商詢盤時(shí)刻越久，則回復(fù)率自然更低。
2.你聯(lián)絡(luò)的內(nèi)容是不是太偏了：你文中的內(nèi)容能夠與外商所詢的產(chǎn)品需求不符，或你沒(méi)按外商的需求報(bào)盤，客戶不回復(fù)也真實(shí)可以寬恕。
3.你報(bào)出的報(bào)價(jià)是不是太高了：你報(bào)的價(jià)格超出客戶的預(yù)期，郵件中又沒(méi)有有力的產(chǎn)品質(zhì)量說(shuō)明來(lái)支撐你的價(jià)格。
4.你聯(lián)系的方式可能少了要能聯(lián)系上客戶并不僅僅只能通過(guò)電子郵件，電話，傳真，即時(shí)通訊等等其它的聯(lián)系方式你有使用過(guò)嗎？事實(shí)上，本網(wǎng)超過(guò)30%的外商都擁有如MSN、YAHOO、SKYPE、ICQ等等即時(shí)通訊工具，你有試過(guò)利用MSN等手段立即聯(lián)絡(luò)上客戶、立即與外商展開(kāi)洽談嗎？
5.你聯(lián)絡(luò)的郵件過(guò)錯(cuò)甚多：郵件內(nèi)容格式過(guò)錯(cuò)太多，這客戶要回復(fù)你還不知道從何回起。
6.有些詢盤聯(lián)絡(luò)的人太多
7.有些詢盤正本即是“虛盤”
先對(duì)比自己寫(xiě)的郵件看看，有沒(méi)有犯過(guò)這些“錯(cuò)誤”，然后我們?cè)賮?lái)討論如何提高郵件的回復(fù)率，這里是不是心里更有底了？！
如何提高郵件的回復(fù)率？
1.使用統(tǒng)一的信紙，最好有公司的商標(biāo)，主要產(chǎn)品的圖片類別等，很方便就可以做一個(gè)，網(wǎng)絡(luò)下載的信紙不適合商務(wù)使用
2.格式正確，統(tǒng)一，郵件主題合理，拼寫(xiě)無(wú)誤，所有發(fā)給客戶的郵件應(yīng)該采用統(tǒng)一的格式
3.版面整潔
4.拼寫(xiě)無(wú)誤，在每封郵件發(fā)出之前都應(yīng)該利用拼寫(xiě)檢查工具檢查是否全部拼寫(xiě)無(wú)誤
5.表述準(zhǔn)確，能夠準(zhǔn)確表達(dá)我方的觀點(diǎn)，不要使客戶產(chǎn)品任何的歧義，盡量避免有歧義的單詞或者短語(yǔ)，盡量避免使用俚語(yǔ)等。
6.詳細(xì)，能夠提供給客戶非常詳細(xì)的資料，回答他的問(wèn)題，并將沒(méi)有問(wèn)到的問(wèn)題提出來(lái)。有時(shí)候你提出的問(wèn)題會(huì)讓客戶會(huì)覺(jué)得你很細(xì)心，很可靠而且非常專業(yè)，當(dāng)然，詳細(xì)并不是說(shuō)一股腦兒將所有的東西都托盤而出，應(yīng)該學(xué)會(huì)在適當(dāng)?shù)臅r(shí)候談適當(dāng)?shù)氖虑椤?/span>
7.有條理，能夠讓客戶清楚地明白郵件內(nèi)容，談完一件事再談另外一件事，混在一起回讓人頭暈的，很多時(shí)候，用1.2.3.4等標(biāo)出來(lái)你要說(shuō)的東西會(huì)非常有用，客戶很清楚就知道你要說(shuō)或者問(wèn)什么
8.方式多樣，比如配合作圖說(shuō)明，照片說(shuō)明等，往往很多事情用語(yǔ)言很難說(shuō)清楚。但是如果給一張圖紙，或者一幅照片，那就一目了然，比如你說(shuō)如何玉樹(shù)臨風(fēng)，說(shuō)再多什么用，來(lái)張圖片就明白了
9.及時(shí)，做到每天郵件當(dāng)天答復(fù)，在收到郵件后應(yīng)該馬上整理出自己不能解決的技術(shù)問(wèn)題，及時(shí)提供給技術(shù)部門或者供應(yīng)商，要求他們?cè)谑裁磿r(shí)候給予詳細(xì)答復(fù)，養(yǎng)成好習(xí)慣，在早上收到郵件后，整理出哪些需要詢問(wèn)技術(shù)人員或者供應(yīng)商的，將問(wèn)題給他們后，再來(lái)回復(fù)能夠回復(fù)的郵件。如果不能當(dāng)天答復(fù)，給客戶一個(gè)說(shuō)明，為什么答復(fù)不了，并承諾一個(gè)明確的時(shí)間。
10.適時(shí)跟蹤，一般客戶都是同時(shí)詢問(wèn)很多供應(yīng)商，所以要適時(shí)提醒他你把他放在心里，并讓他知道你在等待，比如公司有了什么技術(shù)改進(jìn)或者新的產(chǎn)品開(kāi)發(fā)，可以發(fā)送給很多客戶，或許機(jī)會(huì)就在那里。
實(shí)例助理解
一、寫(xiě)一封開(kāi)發(fā)信給他Hope you are fine , my friend .
It is regret that I haven’t receive any information from your side , May I have your idea about our offer ? We will try our best to satisfy you upon receipt of your reply. As we don’t want to lost a good customer like you !
If there is anything we can do for you , we shall be more than pleased to do so . Hope we can build good cooperation with you .
二、一周后再問(wèn)客人不回信的真實(shí)原因（一般情況70%的客人會(huì)告訴你他的原因）
Glad to contact you again !
Have you kindly check my offer ? Hope they are workable for your market!
Sorry that we still don’t receive any information from you .I would appreciate for your any comment about our offer , including price , quality ,service.No matter if it is positive answer , It is great help for use to meet your requirement.
三、嘗試新產(chǎn)品的報(bào)價(jià)，刺激客人的神經(jīng)。
Good day!
My quotation of digital photo frame you might have received and considerated.could you kindly advise your comments at your earlier convenience?
If the products is not you are expecting,pls advise me your details requirement, I will re-offer ASAP.
I am of service at any time .
四、不同客人， 變換著寫(xiě)郵件，讓客人知道我們公司，產(chǎn)品的存在，約十來(lái)天給他一封郵件：
Dear Sir or Madam:
Wish you have a nice day !
May I ask whether you have received my quotation ? Now I am sending it again,if you have any other ideas .Please feel free to contact me.We willd o much better if you can give any advices to us , I am waiting for your reply ASAP.
五、直接去郵敦促
Dear Hugo Chu,Wish everything well with you and your esteemed company!We are in receipt of your letter dated Aug10,and as requested was expressed you 3 catalogues for our refrigeration goods.We hope they will reach you in due course and will help you in making your selection.Wish we will promote business as well as friendship!
六、寫(xiě)郵件直接問(wèn)清情況。 簡(jiǎn)單詢問(wèn)，
如Have you received my P/I,is there any question of problem with you ?
Good morning !
Hope you have got a wonderful weekend! For Several days no news from you , my friend.Now I am writing for reminding you about our offer for item of ***dated ** ** ** according to your relative inquiry/ have you got (or checked) the prices or not? )(you could add some words to introduce your advantage of your products or something else to attract the customer.)Any comments by return will be much appreciated.It will be our big pleasure if we have opportunities to be on severice of you in near future.Looking forward to your prompt response,thanks and best regards.
七、直接去郵敦促 如果任然沒(méi)有回音的話，可以在一、兩個(gè)月后再寫(xiě)一封信。
Dear Sir , Now I am writing for keeping in touch with you for further business .If any new inquiry , welcome here and I will try my best to satisfy you well with competitive prices as per your request .By the way , How about your order(or business) with Item ***? If still pending I would like to offer opur latest prices to promote an opportunity to cooperate with each other.
