出单邮件模板（一）

第一期：如何轻而易举让新客户下试订单

客户背景介绍:在 Google 通过关键词找到客户网站，开始第一封询盘式开发信，此客户为我们行业的终端客户。

案例全过程:从陌生客户一不愿意付样品费一直接下试订单

可学习邮件:共 9 封

第1封 可学习邮件，最简单却最有效，回复率达到90%的开发信。

Hi Sir.Do you sell 客户的产品名? AHi Sir. Do you sell 客户的产品名? Are you a manufacturer or distributor?  Thanks, Sarah

为什么要用Gmall发这样的一封询盘式开发信?

1. 回复率高(为什么回复率高?因为你是以买家的身份去询问，客户会以为你对他们的产品感兴趣。)

2.确认客户以及邮箱准确性

3.引出负责人的联系方式

客户当天就回复了：

Hello Sarah, Thanks for contacting us. We design all the models and we are the manufacturer.  How can I help you? Sam Sales Manager

这封邮件确认了客户是我们的潜在准客户，看署名得知他是销售经理。

第2封  可学习邮件、我们的回邮，表明身份。

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此封正式开发信我有说发免费样品来吸引他注意力，实际上我们后面国际运费还是要收的。

一个幌子，样品不值钱，国际运费值钱。

邮件发过去之后。客户回复他不是负责人。很好心的给了负责人的联系信息:

Hi Sarah, I do not take the subject of manufacturing of molds,the person who manages is Tracy 负责人邮箱 Sam Sales  Manager

回邮

Hi Sam, Sincerely thanks for your information.I will try to contact Tracy and see if there is any possibility to cooperate. Best Regards  Sarah

得到了负责人的联系方式，马上联系写一封开发信：

第3封  可学习邮件，写给负责人的开发信。

Hi Tracy,  Good day! Glad to know you from Sam,this is Sarah from China. I have found you are very professional on **making,we are very happy to have the chance to contact with you,as we are also a leadingmanufacturer of silicone in China.For more details pl s view our website …,would you like to consider one more good supplier? If yes,pl s kindly send me details of the silicone you are using,so I can make a quote. Thanks in advance. Kind Regards,  Sarah

说是Sam介绍的，客户会认真看内容。

果然客户根据我的要求回复了他详细的正在使用的产品信息。

Hi Sarah. This is Tracy from  **factory. We are using currently now ***silicone.Last year our ***kg of  silicone. Our actual providers are 竞争对手，有告知具体型号Do you have some similar products?Could you send for testing  purposes?  Tracy

信息：用量和产品信息清除，更方便报价，客户有兴趣想要样品。

第4封  可学习邮件，样品如何收费。

Hi Tracy  Thanks for your interest in our silicone.Yes,we have similar products as your current supplier.Pls check the comparison as follows. 产品参数此处(略) Advantage(略) The latest Quotation for your reference(略)  About Samples Dear Tracy,sample in no problem! We always support sample free of charge,customer should pay thefreight cost by themselves I ’ve checked the cost with DHL for X kg samples is about ****$. Since it is a small amount,could you send it to below PayPal Account:****Waiting for your reply!  Best Regards,  Sarah

客户回复

Dear Sarah, I have some doubts.It's true that the best we have tried is the 竟争对手 Silicone.Looking at your technical data,and your comparison I think that your silicone is very similar. 竞争对手 costs for 一个小数量KG is **FOB 港口,so your silicone will cost us much more than this.Why I have to change? Why I have to pay for testing something similar?  Tracy

乍一看感觉心灰意冷，但实际这封回邮可以看出一些细节的，客户很直接，提供了竞争对手的价格，且我们知道他说的价格是基于一个不大的量，所以我们有空间在数量上面降价。

第5封 可学习邮件 ，用更多的数量报更好的价格 ，分析出他一年能节省的钱。

Hi Tracy,  Well,surely we know 竟争对手 very well and they are a good company, however,we have advantage on technology. Below are our advantage compare to 竞争对手 1.产品性能上面阐述哪里好 2.质量上面，我们过往都是0投诉 3.提下别人没有的证书 (最后价格上面，基于一个更高的数量给了他比现在供应商更好的价格，此处略邮件内容) As mentioned you can buy **kg/year,that means we can help you save(竞争对手的价格-我给的价格)*一年的用量=一年能节省的钱 per year! You invest only **s shipping fee to have a better supplier, why not have a try? Pls post your idea,tks in advance!  Best Regards,  Sarah

点评：
1.与同行比较时只要说出自己的优势就好
2.根据他的用量，用更多的数量报更好的价格，分析出他一年能节省的钱客户回复

Hi  Sarah. I understand,and I highly appreciate your effort. I could start to work with this condition(**kg)without problems,but need first to make a real test to your silicone.I hope you understand. So,could you be able to send me X kg of your silicone shore **and **?  Tracy

信息：
1.报受了数量，也就接要了价精
2.还是想测试样品

第6封  可学习邮件，坚持收样品费。

Hi Tracy,  Yes,we could send you X kg samples.然后具体说了送哪些样品  In order to send you the best suitable samples,pl s confirm details information as follows: 确认样品信息1(省略) 确认样品信息2(省略) Dear Tracy, samples are free of charge,shipping cost **$ will be afforded by yourself. Here is our PayPal account:***  Once you made the payment,pl s let me know so that samples can be sent without any delay. Best regards,  Sarah

思路：样品没问题，还是坚持收费。

后来客户回复要两个产品各要X kg,一共Y kg (邮件里只说了数量问题，没有排斥X kg的那个样品费),同时也回复了样品信息。那么从 X kg到 Y kg样品，运费肯定是不同的，所以我方回复：

第7封  可学习邮件，客户要求多重样品，如何加收费 用。

Hi Tracy,  Good day! Yes,we can send you Y kg sample for your testing as your requirement. But you should know,Y kg is a big sample quantity for samples.Our company only allows me to send Max X kg for free,so we will charge you the rest X kg with **/kg as batch price. Then the total price including shipping cost is **$  Sample P.I is attached,pl s check it.Waiting for your conformation. Best Regards,  Sarah

客户回复

Sorry Sarah. **$is too much for me to make a test that I don't need. (I haveproviders and silicone tested that works),If you want me to test your silicone,respect me the first price. Tracy

X kg的时候没有明显排压，数量多点然开始排斥样品费了。

第8封 可学习邮件，当客户排斥出样品费时，怎么化解?

Hi Tracy, Thanks for your reply!We really want to support you,however,every company has rules,and we can't send that extra for free.If every sales provide Y  kg per  sample and 5 samples per month free of charge,we'll cost Y kg*30 业务员人数=***kg silicone every month If you are in our situation,will you bear such a big cost every month,pls?So,my dear friend,Tracy,If **$ is a bit expensive for you,X kg is really enough to make a small mold testing. Dear Tracy,we 100% believe that you won ’t regret testing our silicone Today you just need to invest **$.which can help you save  $$/year.It's really worth to try it,don't you think so?Looking forward to your reply. Best Regards. Sarah

点评：
1.分析这个样品完全免费为什么做不到
2.再次提醒他。如果跟我们合作他一年能省多少钱

四天后，没有回复，卡在了样品费，因为液体的快递费是很贵的。所以经过团队讨论之后想出让他不如下个试订单，毕竟海运费不贵，又能测试更多的量。

第9封  可学习邮件，如何让客户先下个试订单， 化解尴尬。

Hi Tracy, Good day! We contact again cause I'm  not sure whether you have read my last email.Besides,we have another proposal,would you please kindly check and consider if it works? How about placing a trial order of **kgs for testing?We could support you price same as ***kgs orders in the future.which will be more economicaland get a Better testing result. Dear Tracy,pl s post your idea on this.thanks in advance！  Best Regards,  Sarah

当天客户便回复

Ok Sarah.Send me proforma for **kg.

总结

1.见招拆招，要善于从客户的邮件字眼里找到突破点信息。
2.不要单看表面意思，遇到问题多方面思考解决方案。有些时候需求是被业务员提出来的.不是客户自己能想到的,也许你提了要求。他觉得可以就做了。如果没提,可能那个问题就卡在那里一直没进展。当然这里不能忽略团队的智慧。
3. 当然跟进的形式和结果都不尽相同。如果客户没有出乎意料的接受我试订单的建议，那么后期实在说不通我还是会给自己找台阶下顺其自然地给他安排样品。因为跟这客户根基还没有打牢，他对我们印象并不是太深刻。我不想太轻易的就答应。就像谈恋爱一样，付出的越多才越在意，所以我还想周旋几次看看。

第二期：如何搞定一个什么都说好的客户

客户背景介绍：客户自己找到并开发。跟进了2年的欧州客户

案例全过程：从陌生客户-计划下单-指定货代已联系-无育讯-以同事名义激活-要付费样品-免费样品-跟踪2年成交

可学习邮件：共14封 。

此客户自己找到并开发，跟进了2年，刚开始开发的时候是直接要下订单的，谈的很顺，发票都做好了，指定货代都联系我了，一度让我以为遇到了一个爽快的客户，后来的历程却是山路18弯，直接不回邮件了，电话也直接挂掉，我请同事以我助手名义重新去激活他。以下为同事 Vivi 给客户的第一封邮件

第1封

Hi David, Good day！ This is Vivi from ABC Company.Sarah's assistant.  May I know do you have a new demand in recent two months?If so, would you like to try our silicone rubber? Our silicone rubber has unique advantages as follows.省略行业优势信息1.2.3 Any interest,more product details and the latest price could be sent for your reference. Best Regards,  Vivi

换了个人跟进，客户回复了

Hi,could you send me a sample? Please send to the address below  ************ Regards,  David

第2封 邮件回复，既然需要样品，那么我们提供免费样品，但收运费。

Dear David. Good day! Thanks for your interest in our silicone.Sample is no problem,could you confirm some information as below? ******** Dear David,we always send the sample for free,and customers take the freight cost by themselves.We've checked the freight cost for Xkg sample by DHL is **$,since it's a small amount,could you send it to below PayPal account:*** We will send out the sample within  2 days once we get your payment, and you will receive it in a week.Waiting for your reply!  Best Regards Vivi

然而客户只回了样品信息，对于样品费没有提，于是我叫同事打个电话过去，电话里很热情说会付，但因为之前的经验知道他是那种什么都说好，就是不行动的人，所以他说会付样品费这事我也是怀疑的。不出所料，一个星期过去了，没有动静，需要再次跟进了，于是发了第三封邮件：

第3封

Hi David, Good day! This is vivi.It seems you are busy with new project,right? Below is the sample information we confirmed with you before,you can check and see If there's anything need to be changed ********** Contact information------  Company Name:***** Contact Person:***** Contact Number:***** Contact Address:***** TDS is also attached for your better understanding---------  Dear David, we have known you for a long time,pl s let me know If youhave any difficulties or any worries,ok?If all things are ok,could you send us **$ freight cost to this PayPal account:****** Waiting for your conformation.  Best Regards,  Vivi

又是一个星期没有回复，我同事再次拿起了电话，客户表现还是很配合说今天会付，我们就没敢指望他爽快的付样品费，第四封邮件：

第4封

Hi Dear David. Nice talking with you on the phone again! Pls let me know after you paid. Sincerely  Vivi

果然，这客户还是没有动静。 一个半星期后，我同事又打电话给他，他同事接的，说他正在付款!!!!我们想应该这次是真的吧，但经过了之前那么多次乌龙之后，我们打算还是主动和客户提免费样品，不想再拖延进展了，第五封邮件

第5封

Hello David, Good afternoonB told me you are transferring money.Hope this time we could really receive it.If not,we are not mind to apply you X grams silicone free of charge. Would you kindly email me your idea? Regards,  Vivi

这么一说，客户回了邮件：

Hi Vivi, Can you please resend the account details for money transfer?  Thanks David

你以为到这里真的看到希望了吗?No.没有further action了，一个星期后，我们给他变了方案，利用客户见证希望他不要测样直接下单，让他在指定的期限内下单可享受免一半的 海运费，第六封邮件：

第6封

Dear David, Good afternoon.I had Just talked with B.Would you like to consider our new suggestion? It takes time and money to test a sample.As I said,we have many customers using our silicone for 客户的行业，company like 客户同行buy **kg s a time from us,I can promise you the quality is definitely good with your application.You can return our goods in local if you found the quality is not good for you.Here Is a chance,If you have **kgs requirements.confirm today or tomorrow.we can save your sea shipping cost USD**,and you only need to pay USD* for the shipping cost. Pls post your idea!  Regards,  Vivi

客户对此没有回复，之后对于这客户的照进频率都是一星期一次，继续跟进一个月没有任何回复后，我接手过来再次自己跟，第七封邮件：

第7封

Dear David, Good day！ Did you still remember me?This is Sarah from ABC Company.We had contact you for over two years,the first time you wanted to order **kgs directly and you asked your shipping agent contacted me.However,you didn't do the payment and no longer in touch.The 2nd time was my assistant Vivi told me you wanted a sample from us,you are going to send the shipping fee but again no news. We are so confused by your attitude to be frank,do you still have any worries?Pls kindly open your heart to us. Kind Regards. Sarah

点评：我也不怕太直白了，问他到底什么意思，如果是一直没有表现出兴趣倒没什么。而他却是一次又一次的给人希望，又一次次的浇灭它。第一次碰到这样的欧洲人，之后我也没有把他放心上了，保持一个月一次的跟进频率。

以 下 是 之 后 其 中 最 典 型 的 7封 单 方 面 跟 进 的 邮 件，基 本 都 是 有 价 值 的 信 息

1.客户见证

Dear David, How are you?Sarah from ABC Company。  Today I would like to share you some of our customer's feedback on our. silicone rubber. If you have further questions,pls feel free to contact me.截图省略 Kind Regards,  Sarah

2.客户拜访信息分享

Dear David, Long time no contact,is everything well with you?Our company is busy with visiting old customers all over the world this month. The good news is ABC silicone has a very good reputation among those customers.Below are some pictures we took.拜访当中从客户那里拍的一些图片还有合照省略 Best regards,  Sarah

3.问他还有没有兴趣测样

Hello David,  Good day! Are you still interested in our sample?  Regards,  Sarah

4.利用Linkedin切入话题

Dear David, Good morning,it's glad to find your Linkedin file,can you accept my invitation on Linkedin?  May I know what's your idea for 我们的产品？ If you don't want to pay the shipping fee，I will think of another way to help you.Pls just kindly let me know your idea, ok? Regards Sarah

5.隔了几个月了，还是打个电话吧，无亲他同事一直说他在忙，所以没有跟他说上话

Dear David,  Good day! Your business must be good as you look busy every time that I have no chance to talk with you.This is Sarah from ABC company,we have contacted so long,I really want to help you save your cost,there's a lot of 客户行业 buying silicone from us.such as客户同行，客户同行 etc,everybody is satisfied with our quality and service.We are wondering what's your idea to test our sample. Looking forward to your reply.  Regards. Sarah

6.原材料涨价信息

Dear David, Time flies,we are going to say goodbye for 2017&hello for 2018!You must can't wait to enjoy the Christmas holiday,right?:-) For your information,our silicone raw material is rising sharply  in  recent months which you can understand in below.原材料走势图省略Our price for US**/kg will be only valid until **,pl s kindly advise.  Regards,  Sarah

7.直接问

Dear David  Good day! This is Sarah from ABC Company,we have contacted for more than 2 years.To make it simple,if you are still interested in our products,give me a reply. If you are not interested,pl s also reply me shortly,we won't disturb you more ifyou are not interested. Kind Regards,  Sarah

客户这下回复了，还是要有点脾气啊

Hi Sarah, Sorry it's taken so long,yes I would like a sample.  Thank you  David

之后样品确认信息的邮件省略，我给他发了免费样品，一个月之后他发反馈过来：

Hi Sarah, Your **is very good.Can we change the colour to blue? And how much for **kg.***kg. Regards   David

总结
1.跟到瓶颈时可以换个人跟进下，每个人跟进的风格不一样。
2.对于拖拉客户，只要他有价值，可以提供免费样品，但是至少要得到他的邮件回复确认。
3. 除了日常的follow up提供有价值的信息，到了一定时候也要下点力，不要一直不温不火就好像业务员一直说没单没单，客户反过来说你问我要单了吗?

第三期： 3年独角戏终于唱下的客户

客户背景介绍：客户是本行业的贸易商，我们希望他代理我们的产品。

案例全过程：独角戏来来回回唱了足足3年，最终成交。

可学习邮件：共12封。

看我跟进了这么久，你的客户又会持续跟进多久呢?

很可惜部分邮件因为邮箱问题丢失了，很早之前有发过我们主打产品的样品给他测试并且测试ok, 但因为价格问题，一直没有进展，为了激活他，于是我从推荐新品跟进找突破点：

第1封

Dear Bob, Good day! This is Sarah from ABC company. Due to the Platinum cure silicone is more popular than condensation silicone in our company,investment in new products has been increased. The good news is new products of transparent silicone now is ready to sell. Any interested,Price&Free Sample will be sent for evaluation.  Kind Regards,  Sarah.

推荐新品邮件没有得到回复，第二天打了个电话，客户让我发第二封邮件：

第2封

Dear Bob, Tks for your time on the phone.Below Is the datasheet you needed.参数省略Price has big advantage which we can talk after the sample test. ( 说这句话是因为之前睿的样品他说我们没有价格优势，所以这个新款出来，我就特意提了下这款是有价格优势的) Together with some regular condensation silicone samples will be sent forfree.We are sure your customers will like more our quality than 竟争对手的 even though the price you think has no much difference with your current supplier. (提到想再给他寄些之前已发过的样品是想让他的客户多测试下.从质量上面去征服他们而非死缠价格.因为价格也没有比他们贵，只是没有比他们更便宜) Have a nice day!  Kind Regards, Sarah

过了四天客户没反馈，我利用原材料涨价这个话题给他写了封邮件，也有逼单的意思。

Dear Bob. Today I would like to share some information about price trends of silicone raw material with you.You could see below that the prices are rising sharply since last year.Not only silicone,but also many other industries has great impact.此处放价格走势图省略 Pls note we'll keep you our regular silicone the same price until the end of this month.Welcome to contact me if you have a new demand. Tks and regards,  Sarah

过六天没有邮件回复，打了一个电话，问他样品信息，没有找到他本人，他同事接的电话。不过难得他主动给我回了邮件:

客户回复

Hi Sarah B said you called. If you are sending samples,please supply the following to evaluate.样品信息省略 Thanks Bob

我回复第三封邮件：

第3封

Dear Bob, It would be safer to  send by DHL. Silicone value:USD**, 00Shipping cost:USD**. 00Total:USD*** At least we will charge the shipping cost to other customers,but we decided to send you all those free of charge because you are so special that we have been contacted for 2 years! 思路：虽然是免费样品，还是想让客户知道我们付出了多少，花一分钱也要让客户知道。 Actually I hope you could have a trial order on our condensation silicone rubber to test the  market.platinum cure silicone sample could be sent together with the trial batch,**kg s is acceptable for a start,the first trial price could be the same as mass production.You must have known that the raw material forsilicone rubber has risen 50%in China.ABC can support you and keep you still USD**/kg for this trial test. 因为在之前已经测试一款产品ok 了，所以有点小心思想让他直接下试单。样品随货走。  How's your idea?  Regards. Sarah

客户回复

My condensation silicone from 竞争对手is still a lower cost. Bob

好吧，打破这个希望，乖乖安排新产品的样品，接下来又进入一个漫长的跟踪历程 .

Dear Bob, PIs find enclosed sample pictures.I will update you the tracking number tomorrow. Regards,  Sarah

第二天

Dear Bob, The sample tracking number by DHL is **** Looking forward to your feedback then. Have a nice day！  Yours. Sarah

一个月后问测试情况：

Hello Bob, How are you recently?I am doing well and extremely busy for contact with you.I guess your customer has finished the test after so long？ PIs email me the feedback.Thank you. Regards,  Sarah

过了一个星期，没有回复，我写给他：

Hi Bob, Good afternoon.Firstly,I want to know if you had finished the test of our new sample. Secondly,we still wonder if there's any chance for us to cooperate with the tin cure silicone.If you missed this chance,we thought we'd have to think another way to broaden our business in客户国家，after 2 or 3 years,we will set up a oversea office,employ local people,start to sell our own brand in the local market.Yes,it's very complicated,but it's also a good way to speak louder for our brand.But if you can be our distributor,we will no longer need to do this. Looking forward to your reply.  Regards. Sarah

点评：

还是想让他考虑把常规单和新单都下给我们，想出一个小点子来刺激他。让他有  危机感，就算他不下单给他现有的供应商，也不会对他造成威胁，而如果不下单给我们的话，我们有可能就成了他直接竞争对手。

过了两天，客户回复了一封长邮件：

Hi Sarah, Thank you for your email.Yes,the trials with your addition cure samples were successful. I will be putting in a small order later in May for some of your condensation cure silicone and addition silicone if your price is still competitive. In the past.I have had issues with consistency and reliable supply with other suppliers,so I will need to be convinced that you are able to do this long term,so my orders will Increase If this happens. We have spoken about distribution in  客家国家on a  number of occasions.but you still  have not outlined  what you mean by this.I have a concern that you will still want to supply everyone else directly rather than through 客户公司. The 客户国家 market is not large for RTV2.I do have a good understanding of silicone.客户谈了些他的个人经历   In  spite  of what you say in your email It is  not viable for you to set up here.At this point,I will need you to confirm your prices and your intentions to客户公司 as your distributor. Are you also wanting to supply  more thanRTV2's?There may be opportunities in other markets for fluids.antifoams,softeners etc In  the future too. I look forward to hearing from you.  Kind Regards,  Bob

此封邮件信息：

1.样品都测试 ok, 好消息，要下试单了；

2.说明下以前有受伤的经历，不敢轻易换供应商；

3.担心我们做他当地的终端客户(这是很多贸易商都担心的问题) ;

4.针对我提的问题。劝我放弃；

5.问我除了现有的产品，有没有兴趣卖其它的产品。

我花了一个小时写完以下回复：

Dear Bob, Tks for your detailed email. Pls kindly find the attached price list for other popular items. (针对问题5的回应)You can find some photos attached to show we are also providing service to other distributors not only you,we had over **distributors to buy **tons per time from us,and never had complains,that's why l am so confident.I think our old customers do not focus on low pricing after work with us is because we really offering good products and services to them in long term. (针对第2点的回复) For your concern,we will NOT supply everyone in 客户国家 rather than through客户公司，because to develop a new customer is very difficult and it takes a long time,like you,we spent almost 3 years,it's tired to develop smallcustomer,we prefer to develop valuable distributor with limited energy,it's a waste of time to contact small end users oversea,we prefer to spend same time on big customers. We are different cause we owe market all over the world,your market is just 客户国家，so we are not your threat.For now,If we havedistributor already in that country,no matter which end users contact us from that area,we will firstly ask where he bought silicone,and qty he used per month,as long as we found he i s our distributor's customer or he uses less than **kgs per month,we will remind and recommend this customer to our cooperated distributor. We promise we will not take your customers away! ( 针 对 第 3 点的回复)Haha….Yes,I know it's hard to set up an office in 客户国家，because we don't know the law,the cost of local labor is also high,and the market is not big enough.You are just the right distributor for us ^-^. ( 针对第4点的回复) I am looking forward to your action in May.  Regards,  Sarah

到了5月初，我在邮件里给他介绍了几个客户，没有直接催单；5月中旬到了，我又给他介绍了一个新领域让他去开发，并介绍了一个相关客户，也没有直接催单；5月24号了，我直接问了：

Hi  Bob, Good morning. Can you email me how many qty you will take for this trial order?I've been waiting for your email. Kind  Regards,  Sarah

客户回复

Hi Sarah, Please confirm your price for 产品型号Bob

然后我写了报价的邮件。客户再次回复

Hi Sarah, I have a current order which is USD$/kg  Kind Regards,  Bob

我的回复

Hi Bob. Dear  US$**/kg CNF港口 ，based on**kg s in the future orders,should this qty ok for you? Of course,I will support you on your trial order too.You can send me the order details now. Kind Regards,  Sarah

折腾了几年，不想再折腾了，所以我说了deal, 但我也写了数量要求。要达到那个数量我才做。两天后没有回复，打电话突然挂了，这态度让我有点懵……

于是我写邮件给客户：

Hi Bob, I don't know why you hung up my phone??? Did l do sth wrong?? … Kind Regards,  Sarah

客户回复

Oh Sorry Sarah, please don't be upset！ We are having lots of spam phone calls today.There is a long delay then people talk.We sometimes have to just hang up they waste so much time.I didn't know it was you.I am just working through my stock requirements (It is nearly the end of our financial year)I am really busy with financial planning and cash flow management with my accountants this week.I will order a trial amount from you soon. lt's OKI am still your friend,sorry to hang up the phone.  Bob

回邮:

Hahaha.….I feel much better now,tks! Yours. Sarah

六月中旬还没有消息，写邮件：

Hi Bob,It's nearly the end of June.ls there any news?  Kind Regards  Sarah

过了一周还是没有消息，于是我拿起电话，客户说我的报价基于的数量太多了，他下不了那么多，最后我同意两款产品混合数量达到他说的**kgs就可以了，毕竟相差不大。客户承诺6月底确认订单的。

邮件确认如下：

Dear Bob. As we discussed on the phone,pl s make at least **kg s per mix order in thefuture.Cause USS**/kg CNF for ***kg s is too low,that's an exception price in your market to be frank.;-((( So please kindly understand our poor situation.You just promised to organize the trial order before this end of June,pl s don't forget about it.:-D Kind Regards,  Sarah

六月过去了，7月也过去一周了，没有消息，追了封邮件：

Dear Bob, Pls kindly reply to me when you will be able to confirm the trial order details.Thanks so much for your kind support. Regards,  Sarah

又过了一周，我也很无奈，追封邮件：

Dear Bob, Can you frankly let me know if we can make a deal now?If not,what else are you concerning?We have agreed to all of your current requirements already,I have no ideal,what i can do nowThe profit for us is extremely low,although the raw material has risen very much,we still continue to import the best raw material. If you would like to have a try,we are welcome you and glad you become our distributor.If not,I am ok.The truth is we had little profit,so even you don ’t work with us,we will not feel sad. Dear Bob, If we can not cooperate in this July,our company will be going to discuss if we should work with others.

点评：

开诚布公的谈，都满足了他的要求，为什么还不能够合作?我已经做到极限了，没有任何空间让步了，爱买不买吧

再次威胁说不跟我们合作，就找别人了。

一周后电话跟进，因与现供商应合作良好，没有理由换，要我等待时机。

等待机会过程中，定期提供有价值邮件内容：

分享去国外再访客户的照片原材料价格变动，调整价格

分析我们的优势，其实除了价格，我们还能带给他多少价值节日祝福

周末祝福

推荐附属产品等等

时隔多月终于这次让我等到了机会，最后因为原材料涨幅已经非常多了，很多同行吃不消不得不涨价。所以以前的价格都是作废的，我大概心里有底同行的价格会是怎样，所以最后在涨价潮当中抛出了一个special price，客户确认了订单~

客户回复

Hi Sarah, Your surprise for today. OK,as I have said l will give you a trial order If your can agree to this at your prices then I am wiling to try your quality and service.订单信息I will need a proforma invoice dated today,please want to proceed. Bob

 总结只要是有价值的客户，穷追不舍，可以不着急他的订单，但要时刻保持联络，不要让客户忘你永远不知道他会什么时候成为你的成交客户。

第四期：客户无进口经验 ，如何顺利成交

客户背景介绍：从谷歌搜索开发，通过电话了解到从未有过进口经验。

案例全过程：从未进口过商品一成交。

可学习邮件：共8封。

第1封  依然是上期说的高回复率的询盘式开发信

Hello.Are you the manufacturer of ***?  Regards,  Sarah

第2封 产品信息 ，隔了一天 ，没有回复 ，直接电话过去 ，执行力第一!电话里客户让我发邮件

Hi Tom Good day! This is Sarah from ABC Company who Just talked to you on the phone, our company is specialized in silicone production for over **years.Below is our best seller 我们产品型号 for 客户产品 compare with those famous brand smooth-on and Dow Coming,however,our price is much better with similar quality. 参数信息省略 our unique advantages--  1.)******** 2.)******** 3.)******** Dear Tom, pls do not hesitate to let me know your further idea,then price&free sample will be sent for evaluation.Hope to hear from you soon  Kind Regards  Sarah

第二天客户回邮

Hi,what is price?Please.  Tom

第3封 立即回邮报价

Hi Tom, Thanks for your interest in our products.Pis check below price-价格表省略 Actual rate:**(1USD=**RMB)Shipping Terms:By SeaPayment Terms:T/T 100% in advance.Delivery Time:Within 5 days after obtaining your bank receipt against the paymentPrice Validity. Within 20 DaysDear Tom,If you want to know the sea shipping cost,pl s let me know which is your nearest sea port,any further idea welcome to contact me!Hope to hear from you soon.  Kind Regards  Sarah

第二天客户回复

Hi,our sea port is *

第4封 立即回复CNF报价

Hi Tom, Thanks for your information.Pis check CNF price as below--- 价格表省略 Actual rate:**(1USD=**RMB) Shipping Terms:By Sea. Payment Terms:T/T 100%in advance. Delivery Time:Within 5 days after obtaining your bank receipt against the paymentPrice Validity: Within 20 Day Looking forward to your early reply.Should you have any questions,pl s feel free to contact me. Kind Regards  Sarah

信息：五天过去了，没有收到回复，只收到了回执，觉得自己不能再坐以待施，于是打

电话。然后知道了客户从来没有进口过，想知道门到门的价格，并且想测试样品。

第5封 可学习邮件，维续跟踪，提供样品

Hi Tom, Nice talking to you on the phoneI will consult our shipping agent about DDU price(door to door service ). pl s wait for few days on this matter.Pls check If below delivery address is correct客户具体地址省略Sample is no problem,pl s confirm below basic Information for sample样品信息省略 We always support sample free of charge,customers should take the freight cost by themselves.The total shipping cost for *kg is *S after checked with DHL.I believe this small investment will bring you lots of benefits in the future.You can transfer it to our PayPal Account*** .Sample will be sent out immediately after receiving your money. Have a nice day! Best Regards  Sarah

客户对地址回邮

Hi,that is correct Tom

第6封  可学习邮件；提供更合适方案。

(DDU的费用肯定会很贵，价格没出来之前我当天想到了另外一个方案给他)

Hi Tom, Maybe you can take my new suggestion into considerationIt's much cheaper and also convenient if you can contact a local shipping agent to help you do custom clearance and send you goods.We have worked with one agent as below. 截图的当地代理信息 How's your idea?  Kind Regards. Sarah

第7封 更新信息，客户几天都没有回复，这时候DDU价格出来了，我写了邮件给他

Hi Tom, Greetings！ We just got DDU cost from our shipping agent,pl s find below detail ****具体价格细节省略May I know how's your idea? Kind Regards, Sarah

几天没有回复，应该是觉得贵了，于是为了清楚他的想法，我又打了一个电话过去。这个客户更喜欢电话沟通，聊了半小时，说了很多，主要是担心：

1. 对流程不清除，ddu 的价格确实太贵了，我建议他找个当地货代就可以解决，他只要两边付钱就可以；

2.没有进口过，对产品质量不放心，我说可以测样品，其中我有做一个客户见证提到一个相互没有利益冲突的贸易商，他知道那家公司，这时候听得出他有些surprise的感觉。

第8封 可学习邮件 ，电话结束后马上写一封电话沟通确认的信息!这点非常重要！

Hi Tom, Thanks for your time on the phone and it was glad to talk with you .As discussed,1kg sample will be sent for your testing.In order to make sure the sample arrive safely and correctly.pl s confirm below information样品信息确认和地址确认省略 Sample will be sent out ASAP upon your confirmationPls send the shipping fee  $***to below our bank account 银行信息省略 Waiting for your early reply.  Kind Regards. Sarah

当天客户确认了样品信息，但付款遇到点问题，需要Paypal帐号客户:

Hi, I tried to put the money in your account today but the minimum amount I can do is $100.So can you send me your PayPal details?  Thanks Tom

立即回复

Hi Tom, Our PayPal information---Account:******  Kind Regards,  Sarah

发样之后就成交了，最后用的客户的货代。

总结：
要主动思考给客户解决问题，因为你才是专业的，如果只是被动等客户消息这个客户是要做黄了的。

第五期：客户有固定的供应商 ，三步引诱测样

客户背景介绍：有固定供应商的贸易商，网站上能看出卖的谁家的产品，对新供应商不感兴趣。

案例全过程：从无兴趣-说服测样。

可学习邮件：共3封，

客户邮件表示，对新供应商不感兴趣

Hi Sarah, Sorry for not replying as we are really very busy.The silicone rubber we are buying from A company is acceptable to our customers & we are trying to avoid too many suppliers as our demand is not big. Thanks. Kevin

第1封 可学习邮件

电话沟通后，虽然客户没意向，但我却套出他的实际用量。第一步，立即回复

Hi Kevin, Greetings. Appreciate your reply. We totally understand you won ’t change your current supplier immediately,we also don ’t like customer easily change their mind,because today you are willing to work with us ,the other day you can be easily taken away by others too.  There is no meaning for long-term business. You are really a good distributor.However,Kevin,I still you should know one more good supplier even not rush for business,because the market is changing.I am wondering if you have met quality problems like thick viscosity,oilbleeding,low duplication times,catalyst smell bad etc...maybe yes or no,but our silicone has none of these quality prob in the past***year. Below are some feedback we received from customers which may help you know more about our quality截图一截图二 Pls let me know if we can be of any help.  Regards Sarah

第二步，

第2封  可学习跟进邮件，做价格对比参照

Dear Kevin, Warm greetings from China. Pls find below ,comparison data sheet and price for your reference 参数表格省略 Brand EXW PriceQTY=**KQ 竟争对手的 大概多少钱每kg 我们的 大概多少钱每kg Dear Kevin,as we talked that you always buy silicone about **kgs/yearfrom 竟争对手，right?That means we will help you save 差价乘以一年的用量=***USD per year at least. Surely,better quality is the most important.We have below advantages than 竟争对手 1.***** 2.***** 3.***** 4,***** Kevin,as I said we understand it's not easy for you to change a supplier,however,every company should not put all eggs into only one basket, what shall you do when risk comes??Who knows what will happen tomorrow,right? You may no need to cooperate with us at once,but we will be your first best choice when you urgently need. Although we are very confident that we can help you better than your current supplier no matter on price or quality,It needs time to verify.So,would you give both of us a chance to try our sample first? Regards. Sarah

第3封  可学习跟进邮件

Hi Kevin, Hope everything is fine with you. May l know how's your idea for my previous email? I have to say *** is a now market for us,we did receive quite a lot of enquire from local end users there,so to find a good distributor is urgent for usindeed. It's so lucky to know you are professional on the silicone industry for many years,If you can work with us in the future,we would like to recommend those end users to you.To test a sample is no harm to you and it won't cost you any cents, would you like to consider? Regards,  Sarah

客户回复

Hi Sarah, Got your email &the opinion,If you can send us at least **kgs sample for testing would be acceptedHope to hear from you.  Thanks Kevin

第六期：巧妙化解客户担忧——害怕大货与样品质量不一样

客户背景介绍：很有潜力的目标客户，之前有过受骗经历，样品与大货不一致，导致赔款赔货。

案例全过程：陌生-测样很好-担心大货与样品不一致-打消顾虑-成交。

可学习邮件：共3封。

很有潜力的贸易商。测试很好，可是担心大货与样品质量不一样怎么办呢?

Dear Sarah， We have tested the sample and the results are positive. Currently we have**drums of silicone purchased from a Chinese manufacturer. We did in advance for this shipment after testing a sample,which like the one you sent us,passed our testing process.Unfortunately,the product that was sent in the bulk shipment was nothing like the sample that we tested.It was totally out of specification,not only did the company refuse to take the product back but also refused to credit the payment.In addition to this problem. we had sent this to some of our customers who had failures and requested a refund.We now have to pay for the product to be destroyed.  How will you guarantee on this regard?  Regards Kevin

我的解决邮件一  老客户下单次数见证以及返单邮件

Dear Kevin, I totally understand your worries.It's true that risk is everywhere i will worry the same if I were you for a new companyMy friend.we ABC is quite different form other Chinese suppliers.We've been in silicone production for over **years.so we have quite a lot of old customers. To help you know better,here I would like to share with you one old customer's order data files for your ref. 1.My 国家 distributor has cooperated with us for **years,*tons/time and*times/year.  附上别的客户每次下单的文件夹，每个文件夹上面都是以下单日期命名的 2.Repeat order this month. 最近客户返单发的邮件截图If our silicone has problem,how can they repeat their order?  Please let me know your idea about the above.  Best Regards  Sarah

解决邮件二  关于确认大货质量的方案

Dear Kevin, Good morning. Have you checked my last email? If you still worry,maybe you can consider my new proposal below. Firstly,we support you payment 50%T/T in advance,balance pay after we send you the copy of bill of lading. Secondly,the sample from the mass production could be sent to you free of charge before shipment. We will only send out upon your confirmation.Besides,P.I could mention  below quality assurance with mysignature and company stamp.  1. Seller ensures that the quality of goods is same as confirmed sample.  2.Buyer should give proper notice to the end-users to take a smallAmount of the goods for a test first before taking into the large-scale application.If products tested with problems,buyer shall feedback tosupplier at once with details.Sellers shall make a replacement at their risk and expense.If buyer without trial firstly,but take into big productiondirectly,it means buyer accepts the shipment without any problem,then anyeconomic losses shall be borne by buyer,supplier will have no responsibility.  3.ATT:All above conditions are based on shelf life in *** Should this OK for you? Regards,  Sarah

注：保证之类的要根据自己行业来调整。

解决邮件三 利用与此客户没有利益冲突关系比较好的客户与他实际沟通，前提是征得客户同意

Dear Kevin,  Greetings. I guess you must too busy with your work,anyway,please reply to me when you get free.ok?ABC silicone has 100%satisfaction feedback from our cooperated customer. If you need to speak with someone of them.I will introduce.  Kind Regards. Sarah

客户回复：

Hello Sarah How have you been?We thank you for all the follow ups. We will soon be placing an order.  Regards Kevin

第七期：发票金额算错了如何补救

客户背景介绍：老客户返单，商业发票总金额写错。

案例全过程：老客户订单一商业发票总金额写错一客户少付款一重新支付差额。

可学习邮件：共2封。

一直想找一个报错价的案例出来给大家参考，但我没有报错价的案例，最近有个类似的案例 大家也可以参考的。老客户的货要发了，做报关资料时发现形式发票的总金额比实际的少加了几百美金，客户钱都付了才发现做错了，苍天啊~~~

以下是我的邮件：

Dear Kevin, Good  afternoon.I found there's a typing mistake on my last invoice,the total amount should be USD***rather than USD***.Pls kindly find the updated invoice attached. I am sorry for the inconvenience and to express my sincerity,I am willing to be charged with all the international transfer fee.  Pls help to make us another USD***.If you have any questions,feel free to contact meKind Regards,  Sarah

客户回复 ：

As we have already made the payment,we would prefer to fix this mistake on our next order.Is that ok? Regards,  Kevin

点评：这里是在询问的意见，言下之意就是有商量的。

我们回复

Hi Kevin, I understand and l wish I could be help,but $***is too much for me.It will be very appreciated If you can help this. Best Regards,  Sarah

客户回复

Hi Sarah, We are happy to pay the difference but with the 客户国家币种to USD conversion,It is very difficult to work out how much to deduct to cover the international transfer fee we will be paying on this second transfer. I would suggest the easiest way for you is to change the  invoice total to ***USD(allowing 35USD for the transfer fee)and I will pay the difference of ***. Can you please make the change and resend the invoice? Thank you. Kevin

事情就这样解决了。

点评：此案例错误不算大错误。我也希望大家不会遇到报错价的时候。因为作为业务人员 报价都是要严格审核的，价格是最重要的东西，如果这都搞错，会影响客户对你的信任，因此丢失客户。

但如果万一发生了，我们要做的是：

1、和上司协商解决，看价格相差多少，如果不亏或者只是亏一点的情况下，建议第一次还是不涨价给他做以示诚意，以上司的名义写一封邮件和客户说清楚。承认自己的失误。也把以后的价格确认下。

2、如果相差比较大，要拿出证据证明你报的价不是常规价，比如把其它客户的发票截取出来邮件截取出来，证明给别人的价格都比他高很多，口说无凭，更要把诚意拿出来，把解决方案最好几个备选方案)拿出来，价格上面让点步或者其它地方让步都是需要的。

3、方案有了，另外语言上面的功底也很重要，站在客户的立场再三斟酌写出去的邮件是否会让客户理解。

第八期：不可避免的5种价格谈判方案

客户背最介绍：不可避免的5种价格谈判案例。

案例全过程：共7个谈判案例

可学习邮件：共7封。

案例一  客户说价格无优势

刚开发的客户说我们的报价没优势

Dear Sarah, Thank you for your offer which is unfortunately not competitive.  Kind Regards. Allen

不要灰心，继续问

Hi Allen, Thanks for your reply. Then what price do you think is competitive?  Regards,  Sarah

客户回

Dear Sarah, We ’re now paying **USD/kg,CIF 客户港口.  Kind Regards,  Allen

客户给的价格和我方相差比较大，我回邮件

Hi Allen *USD/kg is really cheap but we are afraid the quality may be different.To be honest,our price is pretty favorable and reasonable based on our goodquality.Let me explain why. 1.We never use recycled material,all of our raw materials are imported from *** 2. Long shelf life for over **months without getting thicken 3. High duplication times for ***time 4.Never oily  Allen,my friend,our profit is poor,**S less can not be accepted.If we have to accept your price,that means we have to compromise the quality,we don't want to cause it may bring trouble in the future,hope you can understand.Surely,as a friend,I really don't want to make you disappointed,so we had two proposals for you after discussed with my boss. 1.CIF 客户港口**$/kg (在原有基础上有降一点)is our best price for **ton 2. If you can enlarge the qty to **tons,we will support you CIF 客户港□**$/kg. Pls post your idea. Kind Regards,  Sarah

客户回复

Dear Sarah Thank you for your statement and the revised quotation.Please send us **kg sample to the following address:*** Kind Regards, Allen

 总结：

1.客户说价格贵太正常，这时候我们要利用自己的产品专业知识去说明为什么我们的产品贵。

2.第一次谈价格，说完价值也不能铁面无私，硬是不降一点，为了让客户心里舒服点，多多少少还是要合理降给他以表诚息，

案例二  2种老客户用别家供应商压价情况

1、老客户说有别的供应商给他提供了更低的价格怎么办?敲照板！！！

Dear Jason, Thanks for your information. We have a good understanding on China market and I know we're not the cheapest out there.Many suppliers would like to win the market on offering lowprices,However,we do not think It's the right way for long term cooperation without continuous guarantee on quality. For these years,you ’ve been happy with our product quality and excellent customer service,right?So what's more important is a stable supplier like us who could supply you products in good quality to keep your name high in the market and nice prices as well,we stand in the same line,right? Actually,we also have silicone at ** USD(客户给的别人的价格),which seems the same product you ordered in the past,but with lower tear strength which may cause less demoulding time.Shorter shelf life.In this case,we don't want to compromise the quality which may bring trouble. Dear Jason,price are decided by values,only great value could help your business stable and make more profits,right?这段可以根据情况适当找个理由给客户降点价格，如果不需要降价格，就不需要加，后续看客户反应再回应。 结尾We highly appreciate your understanding and your trust in us.And we are sure that the cooperation between us will be better and promising.Looking forward to hearing from you soon.  Kind Regards,  Sarah

点评：
如果自己的产品质量确实有优势，承认我们产品确实不是最便宜的，说明原因为什么,让客户关注到价值上面来，退一步讲我们也能提供他说的那个价格，但说明质量会有哪些不同。 既然是老客户，信任度上面会偏向于老供应商，这时候的策略是看重讲价值比讲价格要好。

2、原材料涨价，老客户说别的供应商价格更优惠

因为环保原因导致价格上涨了很多，如果老客户说别的供应商给他报了一个很低的价格，并告诉你这个价格是多少，让你按这个价格做，你会怎么回应?

Dear Kevin, The USD rates dropping down every day,our cost even more than USD how can others make it?I am 100%sure the quality is different.The material cost is rising every day,besides,It's very difficult to buythe material even if you have money.In this bad situation,we also tested other factory's sample,the result for quality is totally different,and they can't promise the shelf life,they said no more than 6 months.I don't think that's suitable for you,the goods delivery time need almost 1 month to you warehouse.You only have 5month to sell,otherwise, it will become very thick.While our silicone has at least 12 months shelf life,if you stock well,it even can reach ***month. Kevin,I know It's hard to accept that price,our feelings is same as you. But quality is our life,today we can lose customer because of price, cause we still have chance to get him back in the future.However,If we lose customer because of bad quality,we'd never had a chance to continue the cooperation. Anyway,you know I always do my best to help you,we've worked very well during the past years.If you are in my position,you would also do your best.I know our factory is struggling with profit,there's no much space for bargain,so p ls double check your target price,If we can do.We will accept,if we can't make,we have no idea.We'll respect your choice.Looking forward to your reply. Kind Regards. Sarah

点评:
1.强调价值，我们与别人的不同之处；
2.与他感同身受；
3.确实没有什么降价空间时，打预防针提醒他就算是讲价，也不要漫天喊，意思就是我可以接收他还价。但必须是合理的。

案例三  两种请上级配合谈判法

1、报价无法达到客户目标价

发样了的客户，谈订单中，客户的目标价和我们给的价格只相差零点几美金，前面业务员已经降过两次，这时候由上级来写邮件比较合适，最后的杀手铜。

Dear Jason How are you doing?Nice to know you from lris.This is Sarah,Iris'Manager,from ABC Company. Glad to hear the good news on the sample test.Now the problem is we can't make an agreement on the price,right?I think it will be a really big pity for both of us if we could not go ahead just because of the price.We will lose a potential and valuable customer and maybe you will lose a stable and reliable supplier.As both of us spent a lot of time and  energy to come Into an agreement,personally speaking,I do not want to make our customers feel disappointed.So may you look at my advice as follows -----#产品型号--------(客户的目标价+我方报价)/2=最终价格，CNF price based on***kgs,package;25kgs/drum  Pls kindly believe that the price is really our bottom breaking price,it's even lower than our distributor.As you know,we have to protect every customer's interest and meanwhile to avoid any bad price war in each market,pl s sincerely understand our tough position. Furthermore,a decision from our board of directors will soon come into being.Due to the US dollars continuously dropping down(from **to  **now ),we are going to re-adjust price on US dollars in the coming month.Pls kindly noted.Thank you! If you could confirm your order within this month would be a help. Awaiting your earliest comments.Thank you!  Best Regards,  Sarah

总结：
1.情感铺垫；
2.直入主题，拿出方案，客户的目标价和我们最后的报价平摊下来得出两方共同可以接受的价格；
3.给出时间期限以便于他能在本月付款。

2、发了样的大贸易商，价格谈了很多次拿不下怎么办?

还是以上级身份写给客户！！

Dear Ms **, Nice to meet you!This is Paul,General manager of ABC Company,glad to know you from Sarah.  We never doubt your company's ability,that's why we pay much attention to you and regard you as our VIP customer in **market.Honestly,with more and more inquires from **and nice feedback from end users.Developing a distributor is urgent for us and you are Just the best one.  EXW**S/KG Is the bottom price that Sarah could provide In her position.Consider your nice qty,we decided to support you below price after careful consideration. 价格信息省略 Pls post your idea,tks!  Sarah

案例四  老客户想用加量讲价

对老客户比较了解，关系比较好的情况下，可以采取示弱，捧客户的方法

Hi Sarah, I will order like the last,I will double what I had before if you can give me a better price.Please advise. Many thanks  Kevin

回复邮件

Dear Kevin, Thanks for your mall. To understand better,may i know you will like 3 pallets for**kgs or2 pallets for  **kgs? Our product has a long shelf life,Sure it's good to order more so you can save some import charges,I will keep you the bottom price USD**/kg CNF**same as last time,cause the raw materials have been risen sharply and we are going to adjust the price from next month. Dear Kevin,we are friends,trust me on price.My boss actually unhappy for the price l am giving to you as it has no profit.And I do not have any commissions too,I feel sad for my low salary,I have to work crazy hard cause you know house prices in China are very expensive.*_*Hope you understand.Awaiting your early reply.  Kind Regards,  Sarah

客户回复

OK order the 2 pallets please.  Regards,  Kevin

案例五  利润汇率给客户降价

Dear Sarah, Thank you for your reply.Your price is a bit too high.If the price for **kg can be $**/kg,then we will confirm order **kg. Please let me know soon so we can decide. Regards,  Evan 这个目标价和我们给的价格相差0.2USD问题不算大，首先有建议让客户增加订量，客户说 Dear Sarah, We are not able to increase the qty,I am sorry that we can't order from you this time.But we will still check with you If next time we have the order. Regards,  Evan

一周之后联系，以汇率为由答应客户的价格给自己台阶下

Hi Evan, Yes,the price now is really high,the raw material is rising sharply too.But the good news is these days the exchange rate is better,so we can accept your target **$/kg if you can confirm this order this week.Hope to hear from you soon.  Regards,  Sarah

客户回复

Dear Sarah, Thank you so much for your offer.In this case,we will order **kg.Please send us invoice and we will arrange to transfer you the fund.  Regards,  Even

第九期：客户强烈要求退单 ，如何化解

客户背景介绍：新客户，之前从款洲进货，第一次从中国进口。

案例全过程：开发一测样一成交一条款理解错误一完美解决。

可学习邮件： 共21封。

过程复盘：请配合音须学习，重点思维会在音须中强调。好不容易开发一个客户，为什么要退单呢?

第一封  依然是询盘式开发信

Hello, Do you make ***?  Regards,  Sarah

客户回复

Dear Sarah Many thanks for getting in touch. Do you have any more information you could  provide for ***?If you can send this then I will review with production to give you an estimate  Kindest Regards Kevin

第二封  关键的一步，表明身份

Hi Kevin, Thanks for your fast reply .This is Sarah from China. We are actually a professional manufacturer of silicone rubber for many years in China. May I know do you use silicone rubber for making  …molds?It we can provide you good price with nice quality,would you like to have a try? Data shoot for your reference-----参数表省略 Unique  advantages. 1.**** 2.**** 3.*** Sample ls available for a test if you are interested  Best Regards, Sarah

有回复就说明有意向

Dear Sarah, Many thanks for sending this over.I am interested in a sample.Is this free of charge? Do you have a price list for your product? Kindest Regards Kevin

第三封  我们回复确认样品祥细信息

Hi,Kevin, Many thanks for your interests in our silicone rubber.Pls chock our price list attached. Yes,I'll apply you 1kg free sample if you could answer me below questions. 1.What's the  hardness of silicone you use? ** shore A or***? 2.How's the mixing ration of silicone you use?***or***? 3.How's the working time you require?30mins or 45mins? 4.How many kgs you use per month? **or**?  We'll arrange sample upon your reply. Wish you a nice weekend!  Best Regards,  Sarah

点评：
让客户提供信息的时候，尽量简化让他只是做选择题，尽量不给客户制造复杂的感觉。

客户回复

Dear Sarah We have good prices in 客户国家 already but these prices are interesting. Could you please let me know how much delivery would cost for the minimum order?We will need to chock it will be worth frat before you send sample.Look forward to hearing from you Kindest   Regards Kevin

第 四 封    报 价

Hi Kevin, Good day！ Tho price we quoted is CNF 港口…USD/kg which has included freight cost. Do you have any other question? Best regards,  Sarah

客户回复

Thank you so much this is very good to know.I will save all this info+communication and will be in touch when we need a bigger bulk of silicone.  Kind Regards Kevin

客户还没有回样品信息，我打电话过去提醒他回复我问的那些问题好让我申请免费样品给他。

客户回邮

Dear Sarah. Many thanks for your call earlier. Please see the below. 客户把他的回答在我的基础上描红，此处省略 Kindest Regards Kevin

从他的回复里知道了他的用量，质量算一般。

第 五 封    确 认 样 品 信 息 及 联 系 地 址 等 信 息

Hi Kevin Thanks for your information.We will arrange 1kg **shore A silicone with a** shore cured sample for you today.Pls kindly confirm if below delivery address is correct?
Company Company Contact Contact Contact	Name:*** Address:*** Person:*** Tel:*** Mob:***
Best Regards,  Sarah

客户回复

Thank you for this Sarah,yes that's correct.All good. Many Thanks Kevin

第 六 封    样 品 的 发 出 提 醒

Hi Kevin. Sample has been sent out by another of my 客户国家 customer who has cooperated with us for many years,you'll receive them soon.COA is attached. Best Regards,  Sarah

点评：如果当地有关系比较好的客户刚好能顺带一下的话，可以少花费一些运费。当然要是互相之间没有利益冲突的才可以。

客户回复

Dear Sarah. Many thanks for this.We look forward to receiving the sample price. Have a nice weekend. Kindest Regards Kevin

样品收到后客户联系我

Hi Sarah, Just want to let you know that the sample has been received with many thanks. Soon we will test it and let you know how it goes. Kindest Regards Kevin

第七封  我们回复

Hi Kevin, Glad to hear you have received the samples, looking forward to hearing from you soon 🙂 Best Regards,  Sarah

第 八 封    跟 进 一 段 时 间 后 问 测 试 情 况 邮 件

Hi Kevin, Good day! Long time no contact, how are you recently?May l know how's the sample testing?If you need any technical support, please feel free to let us know. 🙂  Best Regards,  Sarah

客户回复

Hi Sarah, Thank you so much. We haven't had a chance to test it yet. l will let you know soon once we have. It would be good to know what's the fastest delivery time scale if we were to order **kg? Kindest Regards Kevin

第 九 封    我 们 回 复 最 快 交 期

Hello Kevin, Good morning!The fastest delivery time by sea is about ** days is there any urgent project?  Best Regards,  Sarah

客户回复

Dear Sarah The sample worked well.We will definitely order in the future only we don't yet know when.  Kindest Regards Kevin

第 十 封    常 规 回 复

Dear Kevin Think for your feedback. we are happy to know the test result is good.Just feel free to contact me when you needed.Have a nice day!  Best Regards,  Sarah

客户回复

Dear Sarah, Hope you are good today!Did you mention that your fastest shipping time is ** days? Also, what are your payment terms? Kindest Regards Kevin

第 十 一 封   付 款 方 式 回 复

Dear Kevin, Good day. Yes, the shipping time by sea is *** days. Usually, our payment term is 100% T/T in advance. Consider this is the first time we cooperate, you are allowed to pay 50% T/T in advance.50% balance payment upon the copy of bill of lading.How's your idea?  Best Regards,  Sarah

客户回复

Dear Sarah. Many thanks for your message this morning, hope you are good today.  Could you please give me a price for the below:  We understand that minimum order is ***kg From your silicone product ***(这款没测试过) With 2 catalysts please is possible one fast and one slow curing (enough use with *** kg) And one thickener please is this Thixo tropic?  Again enough for the amount ordered Could l have a price for the above including delivery please?  With payment we would like the option of 50% payment at the point of order and the remaining at delivery please? I look forward to your estimate. Kindest Regards Kevin

第 十 二 封   客 户 询 价 另 一 款 未 测 过 的 产品 ， 确 认 是 否 有 误

Dear Kevin Please note the silicone you've tested is our *** which is *** mixing ratio .If you ask*** , the price for **kg s is USD**/kg.Sea shipping cost is USD***.  Thixtropic is free for you. Catalyst is no problem!Looking forward to your reply.  Kind Regards  Sarah

客户回复

Hi Sarah, Thank you for that This would be our first order from you, that's why we want to buy the minimum amount ***kg so that we can try it  Thereafter if we are happy we can buy larger amounts. In our previous conversation, it was mentioned that we can have a payment arrangement of 50% at the point of order and the remaining50% at delivery! Especially as delivery takes longer this would work better for us.Please let me know if this is possible or not?  Kindest Regards Kevin

第十三封 客户人再次回复同意付款条款，我不想再拖，直接发PI推进，并再次提醒下单产品与测样不一致

Dear Kevin Attached is the P.l. I confirm once again, you are ordering *** condensation silicone. Not **platinum cure silicone. Payment, yes, you can pay 50% first, remaining pay after we send you the copy of B/L. Regards,  Sarah

点评：因为客户下的订单与样品不符，我必须再次提醒下他。

客户回复

Hi Sarah, Thank you so much for this. Just a couple of things l want to check.To be honest with you with our current silicone supplier we pay * * per kg which is more than your prices but the silicone is good and we can buy in any quantities, and usually we have it in the next few days. Thank you so much for agreeing to 50% in order and then delivery.  However, in the original pricing see attached it was * * * USD per kg.Now its * * * USD on the Proforma you sent, we are guessing is this as its *** kg? Or are these the new set prices as we will need to consider it, it will be worth it for us to buy such quantity as it varies how much we use monthly.Can you please advise what is the shelf life?  Also , l seem to remember the previous conversation that the price is including delivery? Can you please advise? Look forward to hearing from you.

点评:在成交与发样这段时间，过去了大半年，原材料涨了很多，量不大的单我算比较直截了当的直接做发票推进进度的

第 十 四 封   价 格 上 调 正 面 回 复

Dear Kevin. The shelf life of our silicone is * * month Quality is very good!  As for the price, yeah, the raw material cost in China risen too much in the past year, My invoice is correct for * * * kgs, pl s understand it has little profit. While you order * * kgs or * * * kgs, l will do my best to help you keep the old price, bigger qty will get a better price that's for sure. Any questions feel free to ask me  Regards Sarah

客户回复

Thank you Sarah for this, we will go ahead.  Kindest Regards Kevin

点评:
轻描淡定还是有用的，不需要对每一个客户都要长篇大论讲涨价原因，如果客户对轻描淡定不感冒，再长篇大论跟进就好。

第 十 五 封   跟 进 付 款

Dear Kevin, Did you send the payment?  Regards,  Sarah

客户回复

Hi Sarah Please see proof of payment for 50%.The transfer fees were more than we had expected If you can please let me know once shipped. Thank you so muchIt will need to be delivered to our workshop address  Kindest Regards Kevin

点评：
最后关键词workshop address预感会有问题，于是我回复

第 十 六 封   交 货 地 点 确 认

Dear Kevin, The goods will be sent to *** seaport, not workshop,the local forwarder will inform you when goods arrive, you can pick goods with according documents we sent you such as bill of lading, packing list and commercial invoiceBalance needs pay as soon as it arrives at the port.  So we can send you documents after paid.Do you understand?  Regards,  Sarah

点评:
虽然在前面的邮件中有把运输术语说的很清楚了，但为了不引起双方的误会,只能更进一步确认

客户回复

Hi Sarah When we made the order we were under the impression that the goods will be delivered our work shop.This is the only way we make orders from offshore.  We will need the good to be delivered to our workshop directly and only then we will make payment for the remaining once we have received the delivery Also, we are not prepared to deal with any customs ETC.  If we will need to deal with that and collect from sea port it is not worth it for us. If this is the case we would like a refund, please. Look forward to hearing from you. Kindest Regards Kevin

点评: 果然客户一直都理解错了。

我的分析:
1. 付款方式上面，客户只会在收到货之后才付尾款
2. 他不会配合任何的清关行为只能与生产部通知把她的单退了

但是，除了退单，我们还有别的路径吗?毕竟付出了时间与精力去跟进，好不容易跟进出来就这样没了，岂不是很可惜?

第 十 七 封   看 我 如 何 回 复

敲黑板!!!第十七封，看我如何回复

Dear Kevin Luckily l found this issue by reading your email,I never thought we'dmisunderstood this. This is my first time things happen like this in my *years working experience Firstly, pl s let me know, are you sure you're using ** condensations silicone with **A?? Because you didn't test that model. You tested our ** silicone which is platinum cure food grade silicone 她能对交易方式理解有分歧，我最好还是跟她确认下她要下单的产品是不是对的 Secondly, l have a solution for you, if you can make sure the above question,l can recommend you our distributor in 客户国家,then you can buy from him. He can give you a better price l think. He's getting material from us,you can feel assured on quality我的解决方案是介绍给贸易商,既没有流失新客户,又维护了老客户,一举两得,毕竟我这里还有50%的订金。 By the way, can you tell me your current local supplier? So l can introduce you more clearly to my distributor? Looking forward to your reply.  Kind Regards,  Sarah

客户回复

Hi Sarah, Thank you so much for this. We were not aware of the process and to be honest we have never purchased from China previously only from Europe. I think that may be the way forward to get the supply of your silicone from your客户国家 distributor with the funds that we have already paid you as we would need to have delivery to our workshop with no complexity. Please advise how this needs to be done in the best way.  Please note just as we would not share your prices etc with our 客户国家suppler we cannot share details of our 客户国家 supplier with respect.I hope you can understand. I look forward to hearing from you in regards to the solution  kindest Regards Kevin

第 十 八 封   再 次 让 客 户 确 认 产 品 是 否 正 确

Dear Kevin, You have not replied to my question yet about product question.  Pls check I will discuss with my distributor after your reply. Thanks Sarah

客户回复

Thank you for this Sarah. When we initially got that sample from you, we thought we would need that kind.  However since then we are using a lot of silicone but for a different purpose and the silicone we use is condensation dry so we assume yours the same? Kindest Regards Kevin

第 十 九 封   确 认 客 户 实 际 产 品 信 息

Yes, since you said so, l believe you use condensation type. Can you make sure you always use hardness **A or **A? Cause my distributor has **A in stock now. l want to make sure, so they can delivery to you immediately  Regards, Sarah

点评：
因我清楚我客户有哪些库存，与他要的相差一点点但其实性能更好更适合他的产品，所以我需要提前与他确认是否那个硬度的库存

客户回复

Thank you Sarah. If they have ** A that's absolutely fine.This will make life a lot easier Thank you so much. How will all this work? So far it sounds like a great idea and we truly appreciate your cooperation with us. Best wishes,  Kevin

客户确认我推荐的库存没有问题。

第 二 十 封   确 认 他 与 老 客 户 是 否 认 识

Dear Kevin, You can deal with our distributor directly. Do you know ****? if you already get in touch with them, l will no need to introduce you to each other.I will call him and ask them to contact you today if you don't know them  Thanks! Regards Sarah

客户回复

Thank you Sarah, we truly appreciate this. No, we do not know of them l look forward to them contacting us.  Best wishes. Kevin

第二十一封 与老客户沟通后，老客户安排同事与新客户联系，于是，我回复他

Kevin, they will arrange to call you and provide you a better price than your current supplier*** is really a good company, l wish you have a pleasant cooperation with them too. ;-))) Regards,  Sarah

我贸易商那边，在线或者电话上都有跟他说明详情，告诉他在当地买的价格是多少，让他看着报价，至于这个客户的订金，会放在他的新订单中当订金。

客户回复

Dear Sarah, Hope you are good today.  We have contacted your distributor. Yes, we'll do good business with them. Balance payment will pay to them directly.Thank you Sarah, truly appreciate this.  Kindest Regards, Kevin

后来联系老客户时他也很开心，因为我帮他介绍过好多客户。

第十期：免费样品这样给 ，可以换来客户更多信息

客户背量介绍：新客户

案例全过程：陌生-感兴趣-不愿付样品费一获取更多信息

可学习邮件：共9封。

第 1 封    依 然 是 高 回 复 率 的 询 盘 式 开 发 信

Hi Are you the manufacturer of ****?  Best Regards, Sarah

客户回复

Hi Sarah, Yes we do.Would you like to acquire?  Regards,  Kevin

第 2 封    正 封 开 发 信

Dear Kevin, Thanks for your reply!  This is Sarah from ABC Company, we are a leading manufacturer in China. If we can provide you good quality silicone rubber, would you like to have a try? Advantages of our silicone -- 1. *** 2. *** 3. *** Our silicone quality is similar with Dow coring, please kindly check as below--对比参数表省略 Welcome to contact us if you are interested. Best Regards  Sarah

客户回复

Hi Sarah, Yes please! What are your costs? Regards,  Kevin

第 3 封    不 急 于 报 价 ， 了 解 情 况

Dear Kevin, Glad to hear from you.Before l quote you the price, may l know how many kgs you use per month? Best Regards,  Sarah

客户回复

Dear Sarah Thank you. The amount l use per month varies but on average i use ***kg per month so this might not be enough to place an order. Regards,  Kevin

第 4 封    我 们 回 复

Dear Kevin, That's fine. You are able to import **kg since you use *** per month ,our silicone has a long shelf life for over ** months. How do you think of it?  Best Regards,Sarah

客户回复

Dear Sarah, Yes, how much would this be including shipping?  Regards, Kevin

第 5 封    回 复 报 价

Dear Kevin,  EXW price based on ***kg is ***USD/kg, shipping cost to your sea port is about ***USD.Looking forward to your reply!  Best Regards  Sarah

客户回复，表明顾虑，怎么办?

Dear Sarah l am interested but slightly cautious as you are far away. When do l pay for this? Can l see more information about you and your company? Regards,  Kevin

第 6 封    打 消 顾 虑

Dear Kevin, I understand your worry. You can know more about us through our web,site **** and enclosed product catalogue. Linkedin page: **** Facebook page:***** Instagram page:***** YouTube page: *****  Besides, below are some customers ’ feedback, l am sure it will help you. 客户见证图省略 We usually deliver goods after we received money, you can test a sample first if you still have concerns, which will help you understand better for ourproducts. Best Regards,  Sarah

客户回复

Dear Sarah, yes, i see you are professional.May you send the sample please?  Best Regards. Kevin PS how long does delivery take?

第 7 封    样 品 信 息 及 运 费 确 认

Dear Kevin, Yes, sample is no problem.  Can i confirm you below sample details? 1. *** 2. *** 3. *** We always support sample free of charge, customers should pay for freight cost which is USD*** after consulting with DHL, you can transfer it to our PayPal account***Then sample will be sent out ASAP.  Best Regards,  Sarah

客户回复

Dear Sarah, See my reply as below样品信息确认细节省略And a little surprised by this request, l have a problem in that l hear it's not the best silicone, so I'm not going to spend this money if this might the cast. it's up to you to prove to me it's good? Regards,  Kevin

第 8 封    说 服

Dear Kevin, Good day! The shipping cost can be deducted from your future order, it's just a small investment but can save you lots of cost in the future.  Don't you think it quite worth having a try? Looking forward to your reply. Best Regards,  Sarah

客户没有回复，我们再发第九封邮件，让他填个免费样品申请表，获得更多信息后再考虑要不要给他发免费样品

Dear Kevin, Greetings. It's been some day s not hearing from you. Hope everything is well with you.Are you still thinking about freight cost? Our company only allows sending five total free samples including shipping cost per month. The quota for this month has been used up. But l can try for you next month, so if you want please fill the free sample application form attached, l will let you know the result ASAP. Looking forward to your reply! Best Regards,  Sarah

点评：
客户不愿意付样品费的情况下，质量如果还可以，你又不想错失机会，可以用下免费样品申请表格看诚意，利用表格可以得出很多信息以便于后续跟进。如果客户连表格都不愿意填，又很难联系的上的话，那就保持常规跟进吧，没有诚意的样品发出去也是浪费时间和精力，最终石沉大海的几率多。

第十一期： 7封花式开发信及5种高回复率邮件标题成功开发大客户

客户背景介绍: 自己找到的终端大客户

案例全过程:陌生-花式开发信不停撩-有意向-说服测样-成交。

可学习邮件:共 11 封。

开发信一

Hi, are you the manufacturer of ****? Regards,  Sarah

提示:
询盘式开发信最好用私人邮箱并且是 Gmail发;
操作简单，且能快速知道客户的邮箱是不是有效的(前提是你已经把客户资料分类整理好了，针对性跟进 )。

开发信二

Hi, l found this from your website, are you the manufacturer or the distributor?截图客户网站上的准图片 Regards, Sarah

开发信三

Hi This is Sarah, glad to know you are the manufacturer of *** from your website, May i know do you use silicone rubber for mold making? Actually I've been in the silicone industry for ** years at ABC Company We are selling silicone that quality similar to Dow Coming but with much better price.  I am sure you can never find a supplier with such high cost performance like us in China.So contact me for more if you are interested. Regards Sarah

开发信四

Hi Good day!  Sarah from ABC Company again  l can see that you are professional in *** industry, as we have lots of customers use our silicone to make ***, l do know which kind of silicon!to recommend you. Below is **A silicone rubber datasheet for ***, The advantages are 1. *** 2. *** 3. *** 产品参数图省略 Besides, we have other hardness from **A to **A. Our EXW prices based on **kgs are as below 型号一: 型号二: 型号三: Sea shipping cost to ** 港口 is about USD*** within **kgs  How about testing a sample?  Regards,  Sarah

开发信五

根据上封邮件，给出我司产品更多的产品细节图

Hi， Warm greetings from China . It's Sarah, from ABC Company.  Today l would like to share some detailed pictures of our products with you.图片省略 Do you want to have a try? Regards,  Sarah

开发信六

Hi Good day! Have you checked my previous emails? You may not convinced no matter what l say how good our product is. But please find below other new &old customer's feedback 新客户邮件反馈截图省略 老客户邮件反馈截图省略 Pls contact me further if you are interested. Regards,  Sarah

注：平时大家也要多收集这些好评，平常写邮件经常要用到的。

开发信七

Hi Hope everything is well with you . I am Sarah from ABC Company . it's so glad to find you are professional in*** I ’ve been in touch with you for some time, would you like to test our asmple free of charge? Regards. Sarah

开发信思路，不要把所有信息放在一封开发信里面，分几次时间分别展现，让客户印象深点，如果涉及多个不同型号报价，价格可以有高有低混淆视觉，实际操作时，可不用完全照搬这些过程，根据自己的产品需要稍作调整。另外发送时间也要隔四五天左右再发新的一封。

客户过了很久才回复

OK please send me a complete price list. Regards,  Kevin

插入一个相关话题：关于开发信标题，一个好的开发信标题是一块好的敲门砖.

开发信推荐标题:

1. To *** 公司/人名+产品名

2. Re +产品名

3. 产品优势属性关键词比如 Long shelf life(这个可以不断换着用)+产品名

4.  用 how, what, why 带疑问的标题,比如 Why we can guarantee ** long shelf life for 产品名

5. Free sample of+产品名

虽然之前有报价，但我还是给他详细做了一份报价表，第八封报价邮件如下

第 八 封      报 价 邮 件

Dear Kevin, Good morning.  Price list has attached which is special for you. Do you need to test a sample? If yes, pl s tell me which model you want to test. Looking forward to your reply.  Regards,  Sarah

客户回复

For this time we buy silicone 型号from another company. But if you can pl s send me your 5 kg silicone? Regards,  Kevin

第 九 封    回 复 确 认 样 品

Dear Kevin, Thanks for your reply.  l know 产品型号 very much, and we believe our quality is better, to send you sample is no prob. But 5kgs are too difficult to send out by DHL or other Express because this is chemicals. We normally send 1kg for testing. Not exceed 2kgs. Can we send you 2kgs for testing? What's the room temperature we should base on? Such as 15C degree20C degree.I am looking forward to your kind reply.  Kind Regard  Sarah

客户回复

**o degrees. And pl s tall me cost of air fast delivery for 10 kg.  Regards,  Kevin

第 十 封    确 认 报 价

Dear Kevin, The cost for 10kg s by air is US$***. Which you will choose? Kind Regards,  Sarah

客户回复

too much Pls sending for us testing 2 kg s and when we can make test we buy from your company for first time ***kg. Pls send me cost of sea shipping for ***kg. Regards,  Kevin

第 十 一 封   发 样 及 报 价 回 复

Hi, Kevin I had sent you sample and the FedEx tracking number is: ****The EXW cost for ***kg s is USD***/kg, sea shipping cost would be USD*** Should you have any questions, pl s feel free to contact me.  Regards, Sarah

发完样后主要是社交平台沟通，跟进测样

第十二期： 8种技巧花式撩不回信息客户

客户背景介绍:阿里询盘客户。

案例全过程:陌生-发样-失联-给反馈过来。

可学习邮件:共11封。

此客户为一个阿里巴巴询盘，前期发样都很顺利。

Hello,  We are a company based in 客户国家, and we are dedicated to the manufacture of客户产品,and we were looking for a silicone manufacturer for the 客户产品 we manufacture. We would be interested in testing your product and see if it i s our interest to order. Thank you and we await your response.  Regards,  Kevin

通过客户发过来的询盘信息，找到了他们的公司网站还有Facebook，确认是准客户。

第 一 封    我 们 回 盘

Hi Kevin, Thanks for your inquiry on Ali-baba. Congratulations! You found the right supplier. This is Sarah from ABC Company and we've been in silicone production for more than ** years in China. I would be glad to help you with samples, in order to send you the right sample,can you please reply to me below product details? 1.Have you ever used silicone before? if so, what hardness do you use?** shore A or ** shore? 2. What's the mixing ratio of silicone you use? **A or **A? 3. Have you ever imported from China before? 4. How many qty you use per month?PLS find attached TDS and let me know which you like. Sample will be sent upon your reply. Best Regards,  Sarah

客户回复

Hi Sarah, The hardness we use is ** shore A. ** mixing ratio is * * , Model would like 1kg ***we usually use silicone, since we are manufactures of ***, And finally, we have ever imported from China. We usually import from ** to ** kilos at a time. We wait for your answer. Our email is ****  A greeting. Kevin

第 二 封    我 们 回 复

Hi Kevin, Thanks for your fast reply. Please confirm the delivery address in below. Company name: Company address: Contact phone number: Contact person:  We always support sample free of change,shipping cost should pay by customer,the total shipping cost is USD**for 1k after checked with DHL. Can you transfer it to our PayPal account:****  Waiting for your early reply. Best Regards,  Sarah

客户回复

Hello Sarah, payment has already been made by PayPal.I send you the attached file. Pls see my answers below. 确认地址信息的信息省略 A greeting.

第 三 封    我 们 回 复

Hi Kevin, Received with thanksSample has been sent out,tracking number is **** you can track it on http://www.cn.dhl.com Should you have any other questions, please contact me freely. Cheers Sarah

客户回复

Perfect Sarah, we expect the sample as soon as possible so we can test it and place an order as soon as possible. A greeting.

之后客户就失联了，以下是8封follow的邮件

Follow 邮件1

Hi Kevin, DHL tracking showed that it had been signed. May I know are they in good condition? Best Regards, Sarah

Follow 邮件2

Dear Kevin. Christmas is coming soon, may the holidays fill your heart with happiness.  Regards,  Sarah

Follow 邮件3

Dear Kevin， Time files,we are going to say goodbye for 2017&hello for 2018! Please note we ’ll be closed form**and be back on **th for CNY Holiday. Pls inform me before our holiday if you have new demand recently. Kind Regards,  Sarah

Follow 邮件4

Hi Kevin,  Greetings! We've back to work and it's extremely busy after CNY holiday, how are you and how's your business going recently? Hope everything it beautiful:-) Any updates for the sample?  Regards,  Sarah

Follow 邮件5

用私人邮箱 Gmail 发开发信给他看回不回复

Hello, Are you the manufacturer of ***?  Regards  Sarah

果然回复我

Hi, if we are manufacturers of * * * and more products. We are *company.Why do you ask? Do you want information about a product Regards Kevin

点评: 我经常用这招看客户是不是谁的邮件都不回，所以这里可以看出客户是故意不回我至于为什么不回，只有客户自己知道了.

接下来我在 WhatsApp 上使用了一个小技巧装作发错信息给他，假装别人有单要下给我。

点评:
这个技巧可以多变的，比如确认订单信息，比如收到了多少美金，请问是不是你的百分之多少订金，比如告知交期是多久，ETD  或 ETA  是哪天，好像是他不经意地知道了我们其它客户的信息，以间接的方式，这个方法是我从客户那里学过来的，他会故意把写给其它供应商的邮件装作若无其事的发给我，潜意思是让我看着办，看别人给他多低的价格，让我有紧张感。

Follow 邮件6

Dear Kevin, How are you? Sorry for the wrong msg on WhatsApp, I was too busy recently. Today I received a new big customer's testing feedback from ***, pl s see below details,we are proud of never having any complaints during the past years. If you are looking for such a supplier, welcome to contact me. 客户见证邮件省略 Kind Regards,  Sarah

Follow 邮件7

Dear Kevin,  Good day! This is Sarah from ABC Company, hope you are doing well! There's no any reply on samples since we sent out,does this make sense??? Hope can hear from you. Kind Regards,  Sarah

Follow 邮件8

Hello, Kevin Good day !  The global market price for silicone is not stable and keeps rising now. Maybe this is the time for you to consider stock one more potential good and strong supplier. Looking forward to your reply.  Kind Regards,  Sarah

客户回复

Hi Sarah, At the moment we do not need silicone, as soon as we need it we will let you know. A greeting. Kevin

总结: 当客户不回信息时，也可以偶尔采取下非常规手段。