如何接觸海外客戶(hù)

1、如何接觸海外客戶(hù)本教程為APT CORPORATION LIMITED所有，1洗腦讀萬(wàn)卷書(shū)不如行萬(wàn)里路行萬(wàn)里路不如閱人無(wú)數(shù)閱人無(wú)數(shù)不如成功人士指路2前言準(zhǔn)確的客戶(hù)信息是開(kāi)展國(guó)際貿(mào)易的起點(diǎn)，是足球場(chǎng)上的發(fā)球。接觸客戶(hù)就是出口營(yíng)銷(xiāo)的真正開(kāi)始，是足球場(chǎng)上組織進(jìn)攻。3現(xiàn)狀一現(xiàn)代人力資源管理認(rèn)為：沒(méi)有經(jīng)過(guò)培訓(xùn)的業(yè)務(wù)員都是在謀殺客戶(hù)，是企業(yè)最大的成本。銷(xiāo)售經(jīng)理最大的過(guò)錯(cuò)就是把工作交給不勝任的業(yè)務(wù)員，同時(shí)又不加指導(dǎo)。4現(xiàn)狀二給客戶(hù)的留言或者郵件沒(méi)有回音。發(fā)了100份郵件，卻只有1-2個(gè)客戶(hù)回復(fù)，而且一回復(fù)就是報(bào)價(jià)和寄送樣本。打電話過(guò)去，還沒(méi)有說(shuō)完自我介紹 ,前臺(tái)小姐匆匆掛斷電話。5問(wèn)題難道這些客戶(hù)真的不需要

2、我們的產(chǎn)品嗎？難道這些客戶(hù)真的覺(jué)得他們已經(jīng)找到了世界上最好而且一直會(huì)是最好的供應(yīng)商嗎？難道客戶(hù)對(duì)上門(mén)“打擾”的供應(yīng)商都是這種態(tài)度嗎？不要忘記：有無(wú)數(shù)個(gè)競(jìng)爭(zhēng)對(duì)手同時(shí)在跟你競(jìng)爭(zhēng)同一個(gè)客戶(hù)！6商業(yè)信函寫(xiě)作技巧Accept原則：引起注意（Attention)買(mǎi)家興趣（Customer-care)讓買(mǎi)家輕松（Ease)專(zhuān)業(yè)原則（Profession)信任原則（Trust)7買(mǎi)家興趣（Customer-care)一切從客戶(hù)角度出發(fā)！寫(xiě)客戶(hù)想知道的事情，而不是你想說(shuō)的事情！要有吸引客戶(hù)的內(nèi)容！如果一味強(qiáng)調(diào)你銷(xiāo)售的產(chǎn)品，將失去獲得客戶(hù)興趣的機(jī)會(huì)。客戶(hù)只關(guān)心自己的需求和愿望，而不是你的銷(xiāo)售。應(yīng)該讓談?wù)摽蛻?hù)的內(nèi)容

3、占到一半以上，哪怕是用提問(wèn)題的方式，而不要過(guò)多介紹自己的產(chǎn)品、公司。8買(mǎi)家興趣（Customer-care)對(duì)客戶(hù)的業(yè)務(wù) 有一定的了解對(duì)客戶(hù)行業(yè)的不利問(wèn)題有一定的了解對(duì)客戶(hù)在行業(yè)中的地位有一定的了解9讓買(mǎi)家輕松（Ease)首次不談產(chǎn)品銷(xiāo)售文字不宜太多，配圖片效果好客戶(hù)也是人，需要音樂(lè)和啤酒多用短句，用簡(jiǎn)單的詞匯不要有錯(cuò)別字語(yǔ)法也不能錯(cuò)10專(zhuān)業(yè)原則（Profession)信函組織：標(biāo)題、稱(chēng)呼、引言、正文、結(jié)尾標(biāo)題：May I help you optimize*sourcing?Free*report; To save 20%money on*, Do you know*?11專(zhuān)業(yè)原則（Prof

4、ession)稱(chēng)呼：Dear Sir/MadamDear Sourcing Manager12專(zhuān)業(yè)原則（Profession)正文：使你的信讓人感覺(jué)是為了提供幫助，而不是一味地賣(mài)東西結(jié)尾：建議客戶(hù)立即采取行動(dòng)。比如留給客戶(hù)一個(gè)網(wǎng)址，鼓勵(lì)客戶(hù)到網(wǎng)站上了解更多的信息或者下載某些免費(fèi)資料。13信任原則（Trust)值得信任的網(wǎng)站第三方認(rèn)證14引起注意（Attention)主題吸引15古董開(kāi)發(fā)信Dear Sirs,Welearnfrom*thatyouareinthemarketofFruit.Wewouldliketotakethisopportunitytointroduceourcompanya

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

6、atestproductline.Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyourdetailedrequirements.Wearelookingforwardtoyourpromptreply.Sincerely,16改進(jìn)版No one got fired for choosing our company（主題）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試試這封If the earth breaks, what should we do?（主題）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再試試這封If you care about the stone quality, you have to read this（主題）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老外的郵件看看Do you know whos reading your fax?

13、(主題）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老外的郵件看看Stone,Howhighisy

15、ourFinancialI.Q.? （主題）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老外的郵件看看Stone,doyouknowthenewrulesofmoney? （主題）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保險(xiǎn)推銷(xiāo)信承諾孩子一輩子的愛(ài) （主題）友邦“黃金未來(lái)”保險(xiǎn)計(jì)劃 承諾孩子一輩子的愛(ài)愛(ài)孩子，想在心里，說(shuō)在嘴上，更要落在行動(dòng)上。讓孩子在未知的歲月里擁有一筆可知的教育及健康保障，保護(hù)他健康成長(zhǎng)和受教育的權(quán)利，一家人從容面對(duì)未來(lái)任何情況，只需每月強(qiáng)制儲(chǔ)蓄幾百元，就能確

23、保這一切，讓孩子贏在起跑線上吧！他會(huì)感恩一生的。友邦“黃金未來(lái)”保險(xiǎn)計(jì)劃，就是您愛(ài)孩子一輩子的承諾。此保險(xiǎn)計(jì)劃專(zhuān)門(mén)為少年兒童設(shè)計(jì)。首先，該產(chǎn)品保險(xiǎn)期間相對(duì)較長(zhǎng)，保證孩子在人生成長(zhǎng)的幾個(gè)關(guān)鍵階段能夠獲得生存現(xiàn)金作為有力支持，充分體現(xiàn)家長(zhǎng)對(duì)孩子的關(guān)愛(ài)；其次，該產(chǎn)品在保險(xiǎn)期間屆滿(mǎn)時(shí)，增值紅利可以起到一定的抵御通貨膨脹的作用，增加了客戶(hù)滿(mǎn)期金金額，滿(mǎn)期金可以購(gòu)買(mǎi)年金產(chǎn)品，用穩(wěn)健的方式幫助客戶(hù)來(lái)積累持續(xù)的現(xiàn)金流。此外，該產(chǎn)品可以作為一種強(qiáng)制性?xún)?chǔ)蓄。 請(qǐng)查閱附件，歡迎進(jìn)一步了解 友邦保險(xiǎn)顧問(wèn)：尹忠強(qiáng) 真誠(chéng)為您服務(wù)電話： QQ：38764384623開(kāi)發(fā)信的原則WII FM1，清晰明確和醒目吸引人2，講述客

24、戶(hù)自己的故事3，使用客戶(hù)聽(tīng)的懂的語(yǔ)言，而不是你技術(shù)部門(mén)或營(yíng)銷(xiāo)部門(mén)的語(yǔ)言24強(qiáng)調(diào)自己的USPWhat is USP?Is There a Middle Man Standing Between You and Your adhesive?(主題）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強(qiáng)調(diào)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Y(jié)ou 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設(shè)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設(shè)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賄賂式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笑話式出口風(fēng)險(xiǎn)預(yù)警信息 親愛(ài)的朋友：預(yù)祝節(jié)日快樂(lè)！ 看到幾條爆笑的笑話，好東西要分享: 1. 大一，一次去食堂打包子，誰(shuí)知?jiǎng)澘C(jī)出了點(diǎn)毛病，一下劃下去25塊3，賣(mài)包子的哥哥鼓搗了半天也加不回去，于是可憐兮兮地說(shuō)：“沒(méi)事，我記得你，以后常來(lái)，直到把多劃的錢(qián)用完。”我只好同意了?？蓱z我上頓包子下頓包子地吃了一學(xué)期，包子哥哥還欠我2塊3最可氣的是大學(xué)四年我竟然沒(méi)找到一個(gè)女朋友！直到畢業(yè)，有一天我走在校園林蔭路上，就聽(tīng)后面一幫女生

33、指指點(diǎn)點(diǎn)小聲道：“沒(méi)錯(cuò)，就是他！以后可別找這樣男朋友，天天去二食堂吃包子不給錢(qián)！”2. 本人姓朱，管理單位機(jī)房。有次有人打我手機(jī)：“雞科長(zhǎng)，你在豬房嗎？”當(dāng)時(shí)狂罵那家伙一頓3. 中午做飯，媽媽給我一盆胡蘿卜：“去，把胡蘿卜切成肉??！”4. 記得有一次去買(mǎi)一種叫伊麗莎白的水果，我張口就說(shuō)：老板，莎士比亞多少錢(qián)？老板當(dāng)場(chǎng)就呆了5. 和領(lǐng)導(dǎo)等眾人喝酒，舉起酒杯大聲道:讓我們同歸于盡吧!當(dāng)時(shí)腦子太熱了. 當(dāng)然，看完笑話， 重頭戲要登場(chǎng)，千萬(wàn)別忘了看附件中的風(fēng)險(xiǎn)預(yù)警信息哦！ 31創(chuàng)作開(kāi)發(fā)信 具有引起讀者注意的有力的標(biāo)題具有清楚無(wú)誤地顯示獨(dú)特優(yōu)異之處的核心內(nèi)容進(jìn)一步證明你所聲稱(chēng)的特點(diǎn)和優(yōu)異之處，通過(guò)對(duì)事實(shí)

34、和實(shí)例進(jìn)行比較、分析、證言、證明 等激勵(lì)對(duì)方思考和回答的召喚，產(chǎn)生實(shí)際效果。32技術(shù)問(wèn)題1-字體大?。?0號(hào)、12號(hào)、14號(hào)，不要全部用大寫(xiě)或小寫(xiě)。2-字型：用Arial or Times New Roman3-顏色：白底黑字4-強(qiáng)行分行5-段落：一段一個(gè)主題，不要太長(zhǎng)6-保留原件33標(biāo)題標(biāo)題是生命，語(yǔ)不驚人，誓不休標(biāo)題是廣告為了吸引對(duì)方來(lái)讀你的信，標(biāo)題要提供給對(duì)方所期望的東西：通過(guò)你的產(chǎn)品服務(wù)，他們可以節(jié)省、獲得、達(dá)到、取得什么或者：他們可以避免、降低他們的問(wèn)題、風(fēng)險(xiǎn)、困難、擔(dān)心、害怕等34標(biāo)題做出承諾：Bond your stone more tightly!提出問(wèn)題：If the earth breaks, what