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万能开发信模板100篇

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万能开发信模板 100 篇

第 1 章开发信篇......................................................................................................................................2

1.1. 不同国家开发信模板............................................................................................................... 2 1.2. 询盘式开发信模板................................................................................................................... 5 1.3. 开门见山式开发信模板........................................................................................................... 5 1.4. 新产品开发信模板................................................................................................................... 5 1.5. 市场信息动态分享型开发信模板........................................................................................... 6 1.6. 客户鉴证式开发信模板........................................................................................................... 7 1.7. 问卷式开发信模板................................................................................................................... 7 1.8. 邮件群式开发信模板............................................................................................................... 8 1.9. 催眠式开发信模板................................................................................................................. 10 1.10. 事件营销邮件模板............................................................................................................... 10 第 2 章回盘篇........................................................................................................................................11

2.1. 一句式简单回盘邮件............................................................................................................. 11 2.2. 精准式回盘模板..................................................................................................................... 11 2.3. 模棱两可不详询盘的回复..................................................................................................... 13 第 3 章报价篇........................................................................................................................................14

3.1. 范围报价................................................................................................................................. 14 3.2. 精准报价................................................................................................................................. 15 3.3. 报价单式报价......................................................................................................................... 16 3.4. 成本报价................................................................................................................................. 16 第 4 章失联客户篇................................................................................................................................17

4.1. 邮件追踪小工具..................................................................................................................... 17 4.2. 客户未看邮件如何跟进......................................................................................................... 17 4.3. 客户看了邮件未回复，如何跟进......................................................................................... 18 第 5 章样品篇........................................................................................................................................21

5.1. 产品需求确认......................................................................................................................... 21 5.2. 请客户支付样品费的小技巧................................................................................................. 22 5.3. 样品派送详情......................................................................................................................... 23 5.4. 测样跟进小技巧..................................................................................................................... 24 第 6 章谈价篇........................................................................................................................................25

6.1. 重心转移式谈价..................................................................................................................... 25 6.2. 价值主导型谈价模板............................................................................................................. 26 6.3. 间接让步式谈价模板............................................................................................................. 27 6.4. 直接让步式谈价模板............................................................................................................. 27 6.5. 折中法谈价模版..................................................................................................................... 28 6.6. 二选一式谈价模板................................................................................................................. 29 6.7. 客户鉴证式谈价模板............................................................................................................. 30 第 7 章收款篇........................................................................................................................................32

7.1. 做 PI 后确认账号....................................................................................................................32 7.2. 间接式催款............................................................................................................................. 32 7.3. 迂回式间接式催款................................................................................................................. 33

第 8 章运输篇........................................................................................................................................33

8.1. 告知客户船期......................................................................................................................... 33 8.2. 告知客户已发货加分小技巧................................................................................................. 34 8.3. 和客户确认单据..................................................................................................................... 35 8.4. 单据派送................................................................................................................................. 35 8.5. 单据送达确认......................................................................................................................... 36 8.6. 货到港提醒............................................................................................................................. 36 第 9 章售后篇........................................................................................................................................37

9.1. 询问产品销售情况................................................................................................................. 37 9.2. 了解最新市场动态................................................................................................................. 38 9.3. 返单跟进................................................................................................................................. 39 9.4. 老客户的二次开发................................................................................................................. 40 第 10 章客诉篇......................................................................................................................................40

10.1. 第一时间回复....................................................................................................................... 40 10.2. 道歉并寻求客户的配合....................................................................................................... 41 10.3. 再次跟踪实际解决效果....................................................................................................... 41 第 11 章节假日祝福篇..........................................................................................................................42

11.1. 周末祝福/分享...................................................................................................................... 42 11.2. 圣诞祝福............................................................................................................................... 43 11.3. 新年问候............................................................................................................................... 44 11.4. 感恩节祝福........................................................................................................................... 44 11.5. 万圣节日问候....................................................................................................................... 45 11.6. 中国传统佳节的分享........................................................................................................... 45

第 1 章开发信篇

1.1. 不同国家开发信模板

1. 2. 3. 4.

开门见山认真+时间概念简单 PayPal

1.1.1. 北美国家（美国,加拿大,墨西哥等）

5. 企业邮箱 not 免费邮箱 6. Hi Mr XX, Good Day！

QUALITY IS OUR CULTURE

We not I

ABC Co., Ltd. ( one of the grey hair for LED more than 16 years. Our core competencies is A and B, our market is USA. Our sales pitch is WITH US YOUR MONEY IN SAFE YOUR BUSINESS IN SAFE. Hopefully to be (your honest dealer and trustworthy supplier in China)

Blow is some of our best seller M/N 产品 for your reference. We can accept payment by PAYPAL ( The easy way to pay money for American customers) Pls don't hesitate to contact me anytime.

1.1.2. 欧洲人（英,法,德,意等） 1. 2. 3. 4. Hi XXXX,

ABC Co., Ltd. is LED Business Model in China. We had the honor to serve the 2nd big distributor/XXX 公司 in UK; XX 公司 in USA; XXX 公司 in Dubai; All our items are coming with certification and we have special team work for after sales service. We are ready for signing contract with you in case you need it, as honest dealer we never crook our customers.（安全感） (TIME IS GOLD) for you and for us. So we have professional production line and staff who are making nice quality in short time. (质量,时间)

Below/Attachment is new items and some information about our best seller, our factory and certificate, hope we can have long term business with you in near future.

1.1.3. 中东客户 1. 2. 3. 4. 5. 6. 7. Dear XXX,

BEFORE READING MY EMAIL, PLS BE SURE THAT AM REALLY HOPE WE CAN BE FRIENDS EVEN WE DO NOT HAVE ANY BUSINES.（用一种舒缓感觉拉近客户间的距离） We ABC Silicone 10 years Professional with Middle EAST Market, We Have served many of biggest company around the

追求质量时间很重要安全感

证书和销售后服务

喜欢大写+简单英文喜欢细节详尽一点邮件细节介绍公司和产品

最好有直接插入产品图片和规格尺寸价格低慢热型品牌

world such as A 公司, B 公司, C 公司 etc.（客户鉴证显示公司实力和产品质量）and we are top in condensation and addition cured silicone filed.

We trust you will like our quality and our service. We can offer you very perfect price with very nice quality. And also we can sign contract with you to be more safe. And we can full refund money back to you if there is any quality problem. We trust that with us your money will be in safe and your business will be in safe. As quality is our culture, so hope you give us a chance to serve you and we believe that you will be happy with us. I send you some of our best seller data sheet. Pls check it as follows---

Contact me if you need any help in China, and pls remember I am really hope we can be good friends even you don 't do business with us, pls remember this is .

1.1.4. 南美（巴四,阿根廷,哥伦比亚,委内瑞拉等） 1. 2. 3. 4.

Hi, Dear x×x,

Are you interested in saving some money? Are you interesting in good quality with nice price? And are you interested in small order with fast delivery?（提问的方式投其所好）

So pls let you know we can offer all these for you, ABC Silicone is the TOP rtv liquid silicone factory in China more than 10 years. Below is our best seller, pls check it. Any interested, more information & FREE SAMPLE（免费样品投其所好）will be provided for your reference. Hope to hear from you soon. Good Business Start Here!!

1.1.5. 澳洲客户（澳大利亚,新西兰等） 1. 2. 3. 4.

Dear Mr. XXX,

It's really my pleasure to write this email and I hope even we don ’t do business we can be good friend, as we realty like Australian people so much, as you are very nice, friendly and honest in your life and business, so hope we can be friend, my name is from ABC Silicone, RTV Liquid silicone professional manufacture in China. And we got your information from Alibaba.

英文不是很厉害,写简单一点单词喜欢提问的方式喜欢免费样品喜欢 OEM

认真爽快,乐于交朋友,对陌生人也经常一见如故

价格:运抵澳大利亚并已完税的产品价格应比当地生产的同类产品或其它来源的产品价格低。

可靠性:供货商必须能长期保证产品的质量,交货及时并保持联络。灵活性:供货商能接受小批量订货

We trust that our quality and price will give you an edge over your competitors, So hope we can have long term business with you. Below is the our best seller RTV-123, pls check it hope you like any of them, and feel free to contact me if there is any help I can do for you here in China as really hope we can be friend even without business. Hope to hear from you soon.

1.2. 询盘式开发信模板

1.2.1. 1. 如何写询盘式开发信？

a. 问明知故问的问题

b. 问二选一的问题,三选一的问题

1.2.2. 2. 询盘式开发信的好处？

a. 回复率高

b. 比较容易找到负责人

C. 可以了解更多的目标客户信息, 为后面给客户推荐最适合的产品做铺垫

1.2.3. 贸易商: Hi,

Do you sell rtv silicone for molding? just like Wacker4503?

1.2.4. 使用商: Hi

Do you sell artificial stone? Are you a manufacturer or distributor?

1.3. 开门见山式开发信模板

This is from ABC Silicone, Glad to know you from my friend Alex （客户一种真实亲切的感觉, 是朋友介绍的）that you are a wonderful artist sculpture in Mexico. We are leading professional manufacture of rtv liquid silicone in China more than 16 years.

As we know you use a lot of smooth-on silicone for sculptures casting, right?

Here I ’ m glad to tell you that our silicone RTV-123 is very similar to MM25, but price is much cheaper than it（产品亮点）; and the 2nd distributor CBD in UK have always bought us 3-5tons/ month instead of Smooth-on Silicone. （客户鉴证我司产品的价值魅力） so, we are 100% confident（百分之百的相信）that you will quite happy with it. Would you like to have a try? If so, Free Sample & quotation will be sent for your evaluation（用免费样品吸引）

1.4. 新产品开发信模板

Warm Tips：

1. 新产品最好也是有针对性的发给不同客户的市场；

2. 3. 4.

特色卖点也要结合当地市场的喜好,特色卖点一般最多不超过 4 个,以 3 个最佳,如果罗列太多的特色卖点就相当于没有重点突出,也会让客户感觉产品的真实性；最好附上图文并茂的图片,让客户更加直观的了解；

如果产品款式很多,可以做成彩页以附件的形式发送,多角度的展示产品。

Hello Dear Igor,

This is from xxx Silicone rubber Manufacturer more than 16 years.

Glad to know your information from website and know that you are a distributor of Wacker, right?

We are happy to share you our New hot selling Silicone A and B in UK, which are wonderful for climbing holds casting. As we know, more and more Americans love sports climbing. So, we are wondering if this kind silicone will be a good market in USA soon. （新产品作为一种市场信息的分享给客户） Competitive Advantage------ 1.) 2.) 3.)

Data Sheet------（产品参数） XXXXXXXXX

Any interested, free sample & price will be sent for evaluation.

1.5. 市场信息动态分享型开发信模板

此类件的作用： 1. 2. 3.

Hello Dear Peter,

Long time no contact. How are you? and how is your business market going? Hope Beautiful!

We just came back a EU Molds Exhibition/ visit （展会或拜访）in Korea, I’m so happy to share some useful information with you as follows------ Dow-Corning vs Smooth-on Silicone

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

老客户的二次开发贸易商的开发客户维护

Xxxxxxxxxx

1: 1 Silicone will be trend of the market

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx Xxxxxxxxxx

Our New research products—

Never being thicker silicone within 1. 5 years silicone become to our top star products. We are wondering if your customer will also like it ?

Any interested, free sample & price will be sent for evaluation.

1.6. 客户鉴证式开发信模板

Warm Tips: 1. 2. 3.

Dear Tom,

We are the gold rtv molding silicone supplier of the biggest artificial stone in Malaysia.（开门见山告诉客户自己的双重身份）

As we know you are also a wonderful manufacturer of artificial stone in Malaysia. So, we are wondering if you use rtv silicone for its molds? If so, attached is our silicone TDS, pls check it.

Any interested, quotation & free sample will be sent for your evaluation.

客户鉴证如果是贸易商同一个市场的不要用和此客户签了协议的不能用

有关系往来的客户可以用,但不能无中生有

1.7. 问卷式开发信模板

Warm Tips: 1. 2. 3. 4. 5. Hi Mark,

Have you always suffered these problems during your mold making of silicone— 1. Oily?

此类开发信要求对客户市场或是具体用途中出现的问题有专门的研究分析，有针对性的问卷式开发信能真正帮客户解决问题，回复率一般都非常高。你们产品的某些独特卖点刚好能击中客户的某些痛点，能帮到客户解决实际问题，有可能是某项技术的图片，也有可能是某些证书，也可能是融资性的付款方式等都可以这类问题去写这种开发信。

2. White Stains in the artificial stones?

3. xxxxxxxxxx 4. xxxxxxxxxx

If so, congratulations to you to find a good supplier!

We XXX Silicone can just help you solve all the problems above.

If any interested, more products specification as well as price, sample will be sent for your reference.

活学活用双向主动/被动语态

If so, congratulations to you to find a good supplier!

We XXX Silicone can just help you solve all the problems above VS

We are glad to tell you that we XXX Silicone can just help you solve all the problems above. （生意是双向的,作为供应商我们希望找到开发优质的 3A 客户，同样的客户也希望找到稳定又有保障，能为客户解决问题的供应商，所以希望大家多用一些这类双向被动语态） Eg. You will quite happy with it。

We think you will also don't want to miss this opportunity, will you?

Since you are such wise businessman, we believe you will make the best choice.

1.8. 邮件群式开发信模板

目的: 1. 2. 3.

开发信群可以全面的让客户了解你的产品、公司、服务、现有的大卖家、现有的市场构成、现有的新产品等等

主题的多变,能大大提升邮件被点击的概率显示你的专业

第一封：

Re: RTV Silicone Vendor for Amy Hello, dear Amy,

This is from XXX Co., Ltd, I know you from my friend Jim that you are the distributor of rtv liquid silicone rubber, right?

As I know you are in marketing for more competitive advantage silicone in currently financial crisis. Here, we have some star products whose quality are very similar to Wacker, Dow-corning but price are half much lower than it, would you like to have a try? Pls contact me for any more information.

第二封:

Re: Re: Company profile-----xxx Company xxx,

We are the leading professional manufacture of rtv liquid silicone rubber more than 16 years. Attached is our Company profile for your reference, thanks! Regards 第三封:

Re: Factory Audit report-----xxx Company Dear XXX,

We have already passed the factory audit from SGS, REACH, RHOS, FDA ,MSDS, UL etc. Pls find audit reports in attachment.

I’m sure that our factory & products are good enough for your program in Italy! Any comments will be appreciated! 第四封:

Re: Video of factory Dear xxx,

Yutube: www.xxxxxxxxx.com Facebook: www.xxxxxxxxx.com for our factory for your review

If you have time, pls pay a visit to us, we are so confident that some of our products will help you win more makets.

Sincerely hope we can do something for you and your company! Kindly Regards 第五封:

Re: Recommended Items for Italy

According to my experience, here attached products which suitable for Italyyou’re your review as follows! [sheet]

If any demand, I’ll provide quotation samples immediately！

第六封:

Re:xxx（客户名字） XXX, It's me again.

Do you have interested in our current models? Free samples could be sent for evaluation. BTW, if you have any idea about your best seller hardness of silicone, pls keep us posted. We also can recommend you the best suitable products for your reference. Your early reply will be highly appreciated.

1.9. 催眠式开发信模板

如何催眠？ 1. 2. 3.

新工厂：暗示价格优势好的市场反馈:暗示质量优势

邀请客户一起讨论本土市场的合作机会

好处：

此开发信虽未直接告诉客户,我们的产品物美价廉,但是采用这种迂回的催眠术让客户更容易接受这种分享又开发的开发信。

I'm glad to inform you that our new factory xxx Silicone Co., Ltd. Has been successfully started up in Jan of 2014.

The 2nd distributor xxx in UK is quite happy with us, and who have bought silicone 3-5tons from us every month instead of smooth-on Silicone.

We are very interested to discuss with you possibility to develop your market together.

1.10. 事件营销邮件模板

Hi Michael,

First of all, Congratulations on your country win the champion of World Cup 2014, it's really fantastic! 事件营销让客户心情开朗

As know from your website, you are a distributor of some famous brand silicone like Wacker, smooth-on, ACC, right?

Actually, we are a leading professional manufacture of rtv liquid silicone in China more than 10

years and we are top in condensation and addition cured silicone filed.介绍主打市场

Germany market covers more 50% sales of Wacker, 10% of smooth-on for life casting industry, also ACC silicone was the main role of electronic potting silicone. But now as the Europe economic crisis, all the sales go down. And customers always ask more competitive silicone located in Munich and Hamburger etc., especial in some construction industry and electronic filed.

市场分析加上城市虚实结合,吊一下客户胃口

Today we XXX Silicone can just provide you this kind of silicone which is similar to Wacker4503 and ACC M928, would you like to catch this opportunity and get more beautiful market pls? 千呼万唤使出来

Any interested, we are happy to discuss it with you about more details.

第 2 章回盘篇

2.1. 一句式简单回盘邮件

Warm Tips:

对于一句式询价询盘的回复可以采取逆向抓住主动权的回复方式，先反问客户具体需求,了解清楚再报价！但是切记,巧妙的逆转话题 in order to 的妙用 I want to buy 200kgs, How much is this silicone? Hello Dear xxx,

Tks for your inquiry from Alibaba, we are glad to know that you are interested in liquid rubber for molding, right?

Congratulations on you to find the right supplier, We are a leading manufacturer of this kind silicone more than 16 years.

I'd like to give you the price right now, however we have thousands products, in order to recommend you the best suitable products. May I confirm some information with you as follows 1. What's the hardness do you want? 20shore A, 30shore A, 40shore A? 2. What's the mixing ratio do you want? 100: 4: 1: 1 or 10: 1?

3. What's the application do you want to use for, gypsum, resin, concrete or others?

As soon as confirm information above. We'll provide more details information for you as well as the quotation, shipment etc. Waiting for your reply soonest.

2.2. 精准式回盘模板

客户询盘:

I’m Alexandre, CEO of ***** company in France. We are specialized into promotional gifts and krafts.

For our clients, we are, interested in your Muti-function Bluetooth key finder as a promotional gift. We are looking for a strong business and cooperation into the long term business. Many clients are already interested in this product. Here after jobs to quote: Qty =1300 units

Mass color: we need to have a pantone mass color Printing: 1 logo printing on 1 side in 2 colors

Packaging: we have to offer into a cardboard packaging, black color/enclosed an example: this is a box with EVA foam (black color), die cut for the shape of the key finder +1 cardboard sleeve in 300gsm, black color, with printing logo full color on it, mat lamination.

Here enclosed some examples (EXAMPLES ONLY, just to show what we are talking about) Sample time + cost? Lead time for the job? Packing list info?

Please send us a detailed quote for this job, by filling in teh enquiry form enclosed. I'm waiting for your complete answer.

回复询盘： Dear Alexandre,

Very glad that you are interested in our Muti-function Blue-tooth keyfinder from Made-in-China. Congratulation on you to find the right supplier, we are a leading professional manufacture of electronic gadgets in China. And this blue-tooth keyfinder is our best seller as a promotional gift in 2015.

Currently we have two designs, the mainly function is anti- lost, remote shutter, recording voice, location mapping. CV-F12 can be used to track multiple device with single app, which can only workable for Android and Apple System with 3 different languages--Chinese, English, and Spain. Another CE-F 10 is a simple blue-tooth finder which use to track device one by one. Dear Alexandre. Attached is our price list, pls confirm which one do you prefer to? Abt your other requirements--- 1.

Mass color: we need to have a pantone mass color

---Yes, we can do it if your gty above 1k 2.

Printing: 1 logo printing on 1 side in 2 colors

--- Yes, it's also ok, pls send the clean & big picture so that we can consult the logo charges for you. 3.

Sample Time: 1-2 days after getting your payment (Ps: here we use our own package at first)

Sample charges: EXW 10usd/pcs

Lead time for the job:15-25 days

Packing List information : 300-352 pcs/carton, details pls check the attachment quotation list. If yours, pls confirm your details requirments at first so that we could calculate for you. Any question welcome to contact me anytime.

2.3. 模棱两可不详询盘的回复

外贸中经常收到一些模棱两可泛泛而谈的询盘，不知道准还是不准的询盘，此时大家请不要随便放弃,这些询盘,并不代表质差,或是客户随便问问，也许也是一个不错的潜在机会。请找到切入点或突破口，来回复，左边是我经常对此询盘的一个回复模板:可以先介绍产品,再介绍公司来确认客户的具体需求！ 1. 2. 3. 4. 5. 6. 7. 8.

Company Profile 的制作：公司名，地址，网址，公司简介公司图片

样品间图片，产品图片产品种类及具体详情

公司近 3 年内的销售额(有图表更佳) 现有客户分布(有图表更佳)

现主要客户 ( 配客户 logo 更直观 ) （这个主要针对于大型零售商类似于众所周知的 walmart 等客户，如果是其它产品最好说哪个市场第一大，第二大客户即可，不便直接把客户公司名罗列出来，以免竞争对手挖客户）

Dear Mandy,

Tks for interesting our silicone on Alibaba! Here are our main categories as follows— 1. Moldmaking Silicone 2. Life Casting Silicone 3. Pad Printing Silicone 4. Electronic Potting Silicone 5. Insoles Silicone 6. Textile Coating Silicone

Attached is our company profile, any interests, more details information will be provided as per your request.

第 3 章报价篇

3.1. 范围报价

什么时候用范围报价?

1. 很多时候客户一封邮件过来就问产品报价，可是你对客户的具体需求、数量等并不了解直接报价过去很冒失也显得不专业，这个时候可以直接先跟客报一个范围价,再跟客户确认其具体需、订量。好处: 1. 2.

这样一来竟回答客户的问题，二来也可以自然过渡你想要确认的东西有些客户你跟他确认具体需求时客户就不是很配合一直盯着价格问，这时

候也可以先发一个范围报价过去。

客户询盘： Hi, What is the price? Ths Jim 回盘: Hello Jim,

Tks a lot for interesting in our silicone. Here is price range for your reference— Condensation silicone: 6. 28-12.88$/kg Addition cured Silicone: 9.88-19.88$/kg

Dear Jim, as we have thousands kinds silicone for different application, in order to recommend you the best suitable one, may I confirm some information with you as follows— 1. XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX 2. XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX 3.XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX

As soon as confirm some information above, more details products specification as well quotation, shipment will be sent for your reference. Waiting for reply soon

3.2. 精准报价

一个完整的报价组成要素： 1．贸易商术语 2．价格 3．数量 4．付款方式 5．包装方式 6．运输方式 7．交期 9．报价有效期 10．汇率

附加：海关编码产品保质期 MOQ Hi Jack,

Below is our best price for rtv-123 EXW xx$/kg basic on your qty=3000kg Exchange Rate: 6.3(1USD=6.3RMB) Package: 25kgs/drum, vacuumed packing

Expiring Time: 12 months storing in a dry & cool place under 25 Celsius degree. Shipping Terms: By Sea.

Payment Terms: T/T 100% in advance

Delivery Time: Within 5 days after obtaining your bank receipt against the payment. Price Validity: Within 20 days. HS code: 39100000

Abt the shipping cost may I know your destination seaport pls? So that we can consult it for your reference.

Warm Tips:

1. 精准报价最好做成表格的形式一目了然；同时也非常直观的可以看出不同数量区间的价

价格对比。

Hi Jac,

Belowing is our best price, pls check it. [sheet]

Exchange Rate: 6. 3(1USD=6. 3RMB) Package: 25kgs/drum, vacuumed packing

Expiring Time: 12 months storing in a dry & cool place under 25 Celsius degree. Shipping Terms: By Sea.

Payment Terms: T/T 100%in advance.

Delivery Time: Within 5 days after obtaining your bank receipt against the payment. Price Validity: Within 20 days. HS code: 39100000

Abt the shipping cost, may I know your destination seaports pls? So that we can consult it your 3.3. 报价单式报价

Dear Alexandre,

Tks for your inquiry from Alibaba, I'm glad that you are interested in our Muti-function Bluetooth keyfinder.

Congratulation on you to find the right supplier, we are a leading professional manufacture of electronic gadgets in China, and this keyfinder is our best seller in 2015.

Currently we have two designs, the mainly function is anti-lost, remote shutter, recording voice, location mapping.

1. CV-F12 can be used to track multiple device with single app, which can be workable for Android and Apple System with 3 diffrent languages—Chinese, English, and Spain. 2. CV-F10 is a simple bluetooth finder which use to track device one by one. Attached is our price list, pls check &confirm it. which one do you like? Walting for your reply soon. Price lisa

3.4. 成本报价

1 什么时候用成本报价法?

国际图易中成本报价法一般还是用的比较少的，一般是针对中东、印度等这些经常压价压得特别离谱的国家，或是谈价谈到最后客户还是坚持目标价没有任何让步的余地，用成本报价法是能清楚明了的让客户知道你所报价的合理性。

[sheet] Dear Kim,

Attached is Cost Quotation, pls check it.

To be honest, we are keen to win this order, however, we have no margin to reduce this price again, and it's really a pretty reasonable price basic on such nice quality. And we can't debase our quality and profit to achieve your target price, sorry!

Surely, as a good friend, personally i don’t want to make you disappointed. So, i have two proposal for you— 1. 2.

Pls advise your idea abt it, tks in advance! Sincerely &B.R [sheet]

2 成本报价法注意事项 1. 2. 3.

不要客户一询价就给成本报价

成本报价不要随便用,特别是此产品是你们公司的某种专利产品或技术机密的产品工程造价的项目产品可以用

4. 成本报价不用把所有价格组成项目罗列的十分清楚,只需要一个大概的组成部分即可,以避免被竞争对手获取而造成不必要的麻烦

第 4 章失联客户篇

4.1. 邮件追踪小工具

Readnotify ( readnotify.com)

注:此类小工具一般会有时效性,超出时间则不可用。

4.2. 客户未看邮件如何跟进

回盘，现报价，样品，PI 等发过去一个多星期了，客户那边一点动静也没有,也没有看到客户有任何阅读回执或查看过邮件的记录，这时候找们可以发以下邮件过去提醒客户查看邮件。 1. From:

Send time: Saturday, October 31, 3015 09 53 AM To:

Subject: 2. Hi Mike,

Could I remind you to check my email dated 3.1st of Oct? Waiting for your reply soon. 3. Hi Mike,

It's been a time no any news hear from you. How are you recently? I have sent you a quotation dated 31st of Oct, have you got i? If so, what's your idea abt it?

If not. could you take few mins to review it as follows? Your earlier reply will be highly appreciated.

客户电话说好的会回复邮件，可是 3-4 天后还是没有任何消息，可以写封迂回的邮件去催促客户的反馈： Hi Mike,

I’m sorry to disturb you again.

However, disturbed is not my purpose. As you know every company has his or her rules for every sales, and we should feedback the valuable customer's feedback on weekly meeting. So that we could help them better.

My friend, dear Mike, any of your idea abt our silicone now? Or you have any other worries hope you can be frankly let us know? Waiting for your reply soon.

4.3. 客户看了邮件未回复，如何跟进

有时候客户看了邮件隔了 1 个星期还没有回复,可能原因: A 出差、假期 B 对你产品不感兴趣

C 邮件没有特别的亮点吸引客户 D 不想更换供应商 E 报价太高

F 付款方式不是想要的 G 交期 H 需求

I 其它:个人或亲人病重等

第一种: 直接询问式 Hi Mike,

Tks for reading my email just now. May I know what's your idea abt it? Your earlier reply will be highly appreciated.

第二种:从商业角度，让客户坦白顾虑 Hi Mike,

Tks for reading my email. I think you must too busy to reply me or do you still have something into consideration.

It so, could you frankly let me know army of you worries? Such as price, quality, payment terms, demand or others?

So that we could know how ho help & support you.

We are very sincerely to cooperation, no matter your answer is positive or negative. We highly appreciate it, just hope you can open your heart. Waiting for your reply soon.

第三种:从朋友角度，让客户坦自顾虑 Hi Mike,

Long time no hear from you, I appreciate for your kindly to check my email again.

I think you should be not convenient to reply my email at moment or do you still have some worries abt our products? Such as price, quality, payment, demand or others.

If so, hope you can be frankly informed me so that we could know how to help &support you. Dear Mike, I really appreciate for the god to let me know you, Business may past, but we still a good friend, yeah? And I think you will also not refuse a friend to help you by her sincerely heart, right?

Your earlier reply will be highly appreciated. Sincerely

第四种:直接罗列解决方案让客户舒缓的说出自己的最终顾虑 Dear Thomas,

Tks a lot for kindly to check my email. I think you must too busy to reply me or do you still have something into consideration?

1. If the MOQ problem

-We can support you 100kgs as the first cooperation to try the market 2.

If the shipping cost of the sample

-A. You can just transfer us some deposit, we'll return it to you when you confirm the order. -B. In order to show our sincerity, we can bear half of it and you afford the balance, how's your idea? 3.

If the price

You can test our sample at first, after getting the good feedback, shall we discuss price again basic on it’s real values? 4.

If the payment terms

We can support you 50% T/T in advance, balance against the B/ L at sight. Also L/C will be also acceptable.

Or do you still have any other worries, pls be frankly let me know so that we could know how to help you. 案例:

在去年 12 月份在 google 上找了一个 UAE 的大客户，主动开发客户很有意向测样，2 月份中旬跟客户确认各方面需求终于把样品发出去，从 3 月份到 6 月份进过样品的各种测试,样品测试非常 OK，原本客户是非常有意向谈合作的，但是鉴于价格问题谈了一段时间双方都做出了让步之后，虽然没达到客户目标价，客户也没有再说价格问题,后面就是他们展会高峰时间，要全球各地的去参展，说等展会回来之后 8 月份再确认订单，没想到回来之后他老婆大病一场，我们也不好怎么特别跟进订单的事情，基本上都是 Whatsapp 上问候客户妻子，后面 10 月份的时候，我有做一些近期其它市场客户反馈和市场信息的分享信息给到客户，客户在 10 月低终于查看邮件，但还是没有任何反馈，后面在 whatsapp 上得知客户已经回办公室上班，妻子大病已经好很多。也再次查看了一些我们沟通过的邮件，本以为客户要回来谈合作，没想到半个多月过去了还是没任何反馈，后面我就写了这份邮件，客户也很真诚的说出了他目前的一些顾虑和市场上遇到的困难，也让我们找到此次合作的突破口，最终把大订单敲定下来。

Good Morning, Dear Max，

I really appreciate for your such kindly to read my email, and I think you should be quite busy recently. On one hand, you should take care of your wife, on the other hand, you have a lot business to do as a big company’s boss. So, my dearest friend, pls don't forget to take care more of your health as well. it's the most important: )

Honestly, as a sales, I want to do business with you since you are really a nice teacher for . I'm keen to learn from you abt business. As my company, we also hope find such strong &professional distributor like you in UAE.

So, Dear Max, no matter what reasons, we are always open the heart to you, hope you did as well.

If you should take all the time for your wife and not available to discuss the business at the

moment, pls just advise a comfortable time, will not disturb you during this time anymore. If price is still a problem to prevent us go head, hope you can sincerely inform us a reasonable price, then we can discuss it again.

If marketing idea problem, hope you can also share your nice business eyes &idea for the market, then I will feedback your comments for our board of direct, or we can visit you for face to face communication if needed

If others……, any problems, your opened heart &feedback will be highly appreciated.

第 5 章样品篇

5.1. 产品需求确认

Dear Leo,

In order to send you the best suitable sample for RTV-123, may I confirm some information with you as follow:

1. Working Temperature? 2. Working Humidity? 3. Mixing Ration of Catalyst? 4. Color of catalyst?

As soon as confirm information, sample will be prepared for you immediately.

送样时间,地址信息确认 Warm Tips:

1. 国外客户一般不喜欢透露私人电话,我们可以在送样地址信息确认的时候，迂回的问客户手机号码，这样方便后续加客 whatsapp 或有紧急事件的时候可以直接打电话给客户本人。 Dear Leo,

Sample have arranged in our R&D department, and it will finished within 3days. (告知样品目前最新状况)

Here in order to send you this sample safety &correctly. May I confirm some information with you as follows: 1. Company:? 2. Address:? 3. Contact: Mr Leo? 4. Te:?

5. Mob:?

6. Post Code:?

Once the sample is ok, I will send you without delay. Cheers

5.2. 请客户支付样品费的小技巧

1.) 客户找你 Dear Willem,

Sample is no problem, I can apply 2Kg RTV-123 as your requirements. As my company ’s rules, Sample is in free of charge. Shipping cost will be afford by yourself. As just checked UPS, it's 100$, or do you have your own account? Pls advise it, tks in advance!

2.)你找客户 Dear Willem,

Sample is no problem,…同上

As just checked UPS, it's $100, here in order to show our sincerity, I will try my best to apply if my company can share it by half and half, (or go 50 and 50 口语化表达) that mean you only need to afforded $50 as the long time business investment, will be that acceptable for you? Ps: we support small amount by Paypal &Western Union. Waiting for your reply soon.

价值说服法: Hello Dear Willem,

Personally, I really want to support you. However, every company has his or her rules, we can't break it as only one customer.

What's the price you buy the silicone from local market?

If it's higher $5/kg or above than us, and you can import 5tons/year, then 5*5000=$25,000

That means today you just need to pay 50$ which can help you save more than 25,000$ every year at least it's really worth to invest it. Pls kindly to re-consider it again. Waiting for your comments soon.

运费返回测试合作诚意:

Hello Dear Willem,

Personally, I really want to support you. However, affording half of the shipping cost is the best efforts we can do for you.

Giving others opportunity is the same for yourself. And we are regret that we can't go head as just the small amount $50, so, I have another proposal for you?

We'll return the rest shipping cost for you if your testing feedback is not good if I can apply successfully to my company. What's your idea?

5.3. 样品派送详情

样品派送前详情确认: Hi Scott,

Your sample is ready.

Attached is the sample details of its packing picture, sample tag, invoice for custom clearance, delivery note, video, pls check &confirm it.

If that is ok, sample will be sent to you within 1-2 days. Waiting for your confirmation ASAP.

样品派送后通知: Hi Scott,

Tks for confirmation.

Your sample has sent out this afternoon by UPS. The tracking No. is XXXXXXXXXX. You can go www.ups.com to follow it. Normally it can be arrived to you within 3 days. Once you get it, pls let me know, tks in advance.

样品派送后送达通知: Dear Scott,

Just checked the UPS, it have received by Jim dated 12th of Oct of 2015. May I know have you got it? If so, does it all in good conditions?

Should you any questions welcome to anytime. Hi Scott,

Glad to hear you have got the sample in good conditions. Here are some warm tips for you---

Pls keep all the sample attachments like sample tag, video, COA etc. So that you it's easy & convenient for you to check the sample details.

Since addition cured silicone is a very sensitive material, pls test it with condensation silicone separately.

BTW, when will you test the samples?

(迂回的主动问客户具体测样时间便于下次样品测样情况的跟进) Any help welcome to me anytime

5.4. 测样跟进小技巧

样品收到后一般的询问跟进 Hello Dear Scott, How are you recently?

It's more than 2 weeks past since you have got the samples.

Do you have any comments for the feedback? Or do you need any technical support from us? pls don't hesitate to let me know anytime. Hope to hear from you soon.

Hello Dear Scott, How are you recently?

It's more than 2 weeks past since you have got the samples. Do you have any comments for the testing?

We really hope you to get your feedback this month so that we can prepare the raw material for you in advance in avoid any delay for our busy season. (迂回的跟进测试结果) 迂回的跟进样品进展邮件一 Warm Tips:

1. 虽然自己很想要拿到客户的测试进展，但是不能表现的急于求成，可以用这种分享其他客户反馈和附上客户回访表让客户提好的建议给客户一种只是 follow 不是 push 的,很舒服乐于接受的感觉。

Dear Scott, Beautiful day!

I'm so happy to share you a good news about one of our valuable customers who likes you making artificial stone casting. He is quite happy withour silicone and give us some positive comments. Pls check it as follows----

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx (如果不是同一个国家的可以直接附上客户的原文邮件)

My friend, dear Scott, attached is the table of our customer visit &sample trace, if you have any good suggestion for our products, pls don't hesitate to let us know. 2.)迂回的跟进样品进展邮件二: Warm Tips:

1. 分享新产品信息,和客户保持适当的联系,同时也可以盘推测敲的知道目前客户样品的情

况。

Dear Scott,

New week again, wish you have a good start!

Glad to tell you that we just researched a new kind catalyst, below is this The advantage— 1. 2. 3.

If you have any customers in this requirements, we can send you some samples in your future orders.

第 6 章谈价篇

6.1. 重心转移式谈价

Warm Tips:

1. 此模板可用于有些客户一直拿着其他家价格来压价,在此之前却没有测试和实际了解你们产品之前，可以先从侧面先转移客户重心，让客户先测试样品，再来谈价。

Hi Janson,

We firmly believe you can get better price from others.

However, what you request price we really don't know how to go head. Let me show you something different between our company and xxxx company. Firstly: Quality Assrance

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Secondly: The third party certification

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx Thirdly: International office to support you fast after-sales service Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx Fourthly: photos show you the truth

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx , pls check the attachments.

Dear Janson, we believe that you will be very happy to cooperate with such a company who can take more responsibility, better quality assurance and more convenient service, right?

Last, but most important for you. If you can order 8tons in a time, we can give you an absolutely attractive price and competitive quality. So, could you test our sample at first? so that you can check which one is really better for you, how’s your idea? Sincerely

6.2. 价值主导型谈价模板

Warm Tips:

1. 强调价值，谈价值而不是一味的跟客户谈价格，说你的质量好、服务好，具体化，量化，细化！

Dear Alice,

Tks for kindly to copy Tom ’s email to me. Yes, it's not your mistyping. And this is really the best BCD Silicone can support you even without any profit. coz, they want to win a new opportunity.

But we don ’t think it's a long time business relations, no one can do business without any profit forever, for the first or two times that is ok. And stands on this eyes, it's easy to find we really give you our best support.

And yes, this is the truth at moment, comparing to BCD and EFG, our RTV-123 seems the highest price at moment. But my friend, Dear Alice, when you buy a product, the most important for you it's to get its value not just a price, right? Here, I can make example for you— BCD Silicone: 20. 12$/kg---> 1500 copy times EFG Silicone: 20. 25$/kg---> 1200 copy times ABC Silicone: 20.98$/kg---> 2000 copy times

That mean, if you want to get 6000 copy times, you will take-- 80.48$ for 4kg BCD Silicone;

101. 255 for 5kg EFG Silicone; 62.94s for 3kg ABC Silicone;

May we know which one is really cheaper for you? Further more. below is our unquie advantages: 1) 2) 3)

Dear Alice, you are such wise business man and strong& professional in silicone filed. We think the most important for you is to buy a reassurance &stable quality, especially for chemical products, right?

And I trust you will chose the most suitable &valuable silicone for your market, yeah? Pls post your idea, tks!

6.3. 间接让步式谈价模板

Warm Tips: 1. 2. 3. Dear Jim,

Yes, FOB Shenzhen 20$/kg is really our bottom price, as nothing is much more important than the practical values that our products can bring your market. Yes? If we could not cooperate just because of the price, we think it is really a big pity for both of us for the long term business relationship.

For us---we will lose a potential &valuable customer. For you-- you will lose a stable and believable supplier.

As we both of us pay a lot of time and energy to reach the cooperation. So, shall we make a compromise to start the first cooperation?

If you can enlarge your qty from 800kg to 1000kg, we can bear 100$ for the shipping cost and support you this payment terms 50% T/T in advance and the balance against the B/L copy at sight. How’s your idea?

Waiting for your comments soon.

此谈价法，是本身价格已经无法再降，为了保证长远利益，也为了第一次合作，则可从运费或付款方式上做让步;但是价格坚定立场。有条件的让步

从运费或付款方式上让步

6.4. 直接让步式谈价模板

让步式谈价核心点:

1. 2. 3.

Dear Gehard,

Good Afternoon &Thanks very much for your call in the morning!

Regarding to your worries on the costings, we sincerely understand your position on this tough point. With our communications via phone calls & emails, especially your visit to our factory, I think you and our company are already very good friends. Personally speaking, I do not want to make my customers feel disappointed. As to make a friendly start on our long-term co-op, we'd be happy to reach a compromise on the price for our last further step on negotiation--- FOB Shenzhen xxx USD/KG basic your qty=5tons Package: Expiring Time: Delivery Time: Validity: 15 days Currently Exchange Rate:

Dear Gehard, pls kindly believe that the price is really our bottom breaking price.

As you know, we have to protect every customer's interest and meanwhile to avoid the vicious price wars, each company has to fix a local price rule on the products for every single target market, including ours, Yes?

Pls sincerely understand our tough position.

Furthermore, a decision from our board of directors will soonly come into being. Due to the continuous increase on our Chinese Currency, we are going to re-adjust on our dollar-denominated price in the coming December, 2014. Pls kindly be noted. Thank you! Dear Gehard, Wishing our friendly business talk this time will lead us to final co-op.

However, if bottom price still can't acceptable at your side, and you can find some other suppliers who can offer you cheaper price but satisfactory quality, pls just feel free to let us know. We will also be happy for you, even though it would be a pity for us both sides. As we can be good friends, and we are already good friends since our last friendly meet in our factory, right? Pls advise your idea. Thanks!

不卑不亢，友好和谐

同时也可留给客户一点紧迫感，促进双方合作步伐

6.5. 折中法谈价模版

折中法谈价： 1. 2.

用客户目标价+我司报价/2

从视觉和理性的角度给客户一个折中的让步感觉

Dear Gary,

Good afternoon & Thanks veny wk tor your call in the morning!

Regarding to your worries on the costings, we sincerely understand your position on this tough point. With our communications via phone calls & emails, especially your visit to our factory, I think you and our company are already very good friends. Personally speaking, I do not want to make my customers feel dispointed. As to make a friendly start on our long-term co-op, I have try my best effort to apply my company to reach a compromise on the price for our last further step on negotiation—

Since your target price is 20. 28$/kg, while 20.88$ is our best price, right? (20.18+20.88)$/2=20.53$/kg

So, 20,53$/kg will be the reasonable price to show both side's sincerity for the cooperation. Pls post your idea. tks in advance!

6.6. 二选一式谈价模板

Warm Tips:

1. 当谈价几个来回之后客户依然坚持，为打破这种僵局可采用多从组合或二选一的方式来促进订单进展。

Dear Sherif,

We totally believe that you can find cheaper price from China, as there are really some new companies showing up. Meanwhile, as for the increasing cost of raw material and labor, and the decreasing exchange currency rate, the rise of the price is a tendency. It means the best quality would need the highest-quality labor, the best equipment and raw material.

And also we definitely believe you would agree that there is no cheap pricing for best product, since there is no deal if there is no profit, right? Just like Dow-corning silicone, who is the famous brand with good reputation & high price in the world, but it's also a perfect quality.

Dear Sherif, 1.

As we know your month consumption is 2T/month, right? So, if you can increase the trail order from 1.5T to 2T;

we can support CIF Manila xxx $/kg to start our first cooperation and support you as the experiential marketing, so that you can have enough samples &time to test it. 2.

If you stick to YY$/kg, we have another kinds product can meet your requirements, just color and duplication times will be little lower than the first one.

Pls post your idea, tks in advance!

6.7. 客户鉴证式谈价模板

Warm Tips: 1. 2. 3.

Hello, Dear Jim,

Honestly, this price is really very reasonable basic on this nice quality silicone. Since you know high quality products need high quality material, advanced equipment, hi-tech talents technical, excellent workers etc. This is why we become more and more popular in the market.

Attached is the Pl &bank receipt from one of our customer who is the 2nd big distributor in USA and he always order from us 8tons/month as the same silicone you wanted. It's easy for you to find which FOB Price is 20$/kg. We know Asia is different from USA market, and you need a better price that customer can accept it.

Jim, my dear friend, our profit is really very low based on your quality, now if you cut 1$/kg, we will no any profit and it will be rejected by our financial dept. coz, it seems no meaning to accept this order, which not only makes our workers tired but occupy capital. If we force ourselves to accept this order, we may have to bring down the quality to average our cost. So, Dear Jim, 19.58$/kg is already our best price, pls kindly evaluate our price again.

借力 or 换身份谈价模板 Warm Tips：

1. 学会借力,以经理身份跟客户谈价,告诉客户你们最后能给的价格,同时给出一点小技巧让客户尽快确认订单。

Dear Stefan, Good morning!

This is , Ms jesse's manager from ABC Silicone Co, Ltd.

Thanks very much for your kind support to our company and our work!

We feel greatly honored to have the chance to offer you service on RTV-2 Silicone Rubber Material.

Thanks for your good news on the sample test. Nothing is much more important than the practical values that our products can bring your market, right?

Regarding to the Quotation Record Jesse discussed with you on last week— EXW 20.18xx $/kg basic on your qty=3tons

所鉴证客户一定是要不在同一个市场同时跨区域很远所鉴证客户最好把客户抬头信息隐藏起来此客户如有签协议是不能用来做客户鉴证的

To be frank, Jesse already did her best to support you. Since the 3rd plenary session of the 18th of Chinese CCP just finished, and there are a very important new policy for us. In order to keep Chinese silicone supply of essential, government will restrict silicone and its export amount from next year. So all export tax rebating os silicone will be canceled. Thus, all the price of silicone raw material will go up on Jan of 2014. In order to survive, we also have no choice to adjust the price from 1st of Jan, 2014, and I think you can find a large scale suppliers relative silicone filed increasing his price under this policy, pls kindly noted.（虚实结合给客户紧迫感）

We know your big holiday Xmas is at hand, so, time is urgently for both of us to confirm this order. Here, as a sales manager, I don’t want to discuss more abt this price with you. EXW 19. 08usd/kg is the bottom price I can give you directly If you can order before23 rd December(有条件的让步) Pls post your idea, tks in advance!

Warm Tips:

1. 对于一些大客户，一直谈价的，可以总经理的身份、以公司名义给业务员的邮件，制造一种我们内部沟通的假象。让客户相信这个价格真的是最低价，有一种赚到的感觉、一种贏的感觉。 Translation in English

From:”总经办 *************” To: “ @xxxxx.com”

CC:\"Sophie<***************” Sent: “2014010-0211:59:34”

Subject: About the price offer to xxxxx LIMITED

Good morning!

I was heard that you have won the No. 1 Sales team on last month. Congratulation!

Abt your application of special price to support Sophie's 3A customer xxxxx LIMITED. I know as a sales manager, you always want to try the best support for your team’s work. However, it's hard for me to accept this special price even I’m the General Manager.

After much cogitation of all the changeable cost, pls offer XXXXXX LIMITED YY$/KG based on 6 tons. Although it's still a bit far away his target price, but this is best efforts even for 10 tons. (为避免后面客户再次谈价做铺垫)

And explain to Mr. Steven, what we could do better in future is to provide them better quality, better service and more excellent technical supports.

I will close this case for another important meeting with Sam in USA. (给客户紧迫感) Last,, pls send my best regards to Steven and XXXXXXX LIMITED

Mr. Cheng General Manager

第 7 章收款篇

7.1. 做 PI 后确认账号

Warm tips: 1. 2. Hi. Jan,

Attached is the Pl, pls check & confirm it.

Once you make the payment, pls send us the bank receipt so that we can arrange the goods for you without delay.

And pls kindly noted below is our bank account, and don't trust any changed information abt the payment. BENEFICIARY: BANK ACCOUNT: BENEFICIARY BANK NAME: SWIFT CODE:

BTW, when will you arrange the transfer? pls advise ! then, we'll call you to confirm the bank information again so that avoid any cheated by hacker or others(电话再次确认再次保证无误,同时也可以迂回的确认客户付款时间的)

做 PI 后,付款账号的多次重复,与核实非常重要澳大利亚和科威特客户被骗案例

7.2. 间接式催款

通过船期安排间接式催款: Hi Jan,

Hope you doing well!

Considering we are in busy season and your latest shipment is-- Closing Date:

ETD:

May I know have you make the payment yet?

If so, pls send me the bank receipt so that we can arrange the production immediately.

通过价格提醒间接式催款:

Hi Jan,

Hope you doing well!

All of your raw material have ready, may I know have you make the payment yet?

If no, hope you can transfer the money before this Friday so that we can keep the best price for you.

If so, pls send me the bank receipt so that we can arrange the production immediately.

7.3. 迂回式间接式催款

Hi Jan, Good day!

We just got a payment this morning, which is very similar to your total amount. May I know is that yours?

If so, pls send me the bank receipt so that we can arrange production without any delay.

第 8 章运输篇

8.1. 告知客户船期

售知害户船安排:

1. Closing Dates =Cut-off--截关日期

2. ETD: estimated time or departure 缩写预计开船日期 3. ETA: estimated time of arrival 缩写预计到港日期 Hi Jan,

There liner is twice a week, below is the shipment details-- Closing date--Wednesday (11th of Oct); ETD--Thursday(19th of Oct); ETA--on abt 13days( 1st of Nov) Closing Date-Monday(9th of Oct) ETD--Friday(13th of Oct): ETA- on abt 13days(25th of Nov)

In order to catch your peak sales season, hope you can confirm this order before this Friday. So that we can arrange the fast shipment for you.

Waiting from you soonest.

告知客户已发货: Warm Tips: 1. 2.

告知客户发货的同时最好附上图片以便于让客户感受到进展的真实性; 做好提前量;发货后一般要一周的样子货代操作那边才会跟你要补料做 B/L;

这个时候, 提前跟客户确认好收货人和通知人的信息以避免急匆匆跟客户确认但(客户放假, 出差等)造成信息确认不到的等。 Hi Jan,

Your goods have delivered out this morning, attached is the goods pictures, pls check it.

And pls kindly to confirm some information as follows so that we can prepare to make the documents for you without delay.

8.2. 告知客户已发货加分小技巧

Hello Dear Ben,

Tks a lot for such kindly reply.

Here in order to make you checking the goods details more convenient &clearly, I have make some tables with the useful information in the attachment. pls check it. Should you any other questions welcome to me anytime.

收款备货

1 收到客户付款底单后,记得第一时间核实底单信息确认无误后,马上回应客户,如有问题要及时跟客户讲。 Hi Jan,

Tks for your bank receipt, once we got the transfer, I will let you know. The goods will be arranged in production line immediately.

2.收到客户货款后,也要及时跟客户说以免客户担心,同时再次告知客户大概备货情况，运输安排。 Hi Jan,

We just got your payment this morning. Your goods will be prepared well next Monday.

And we'll delivery it out on Tuesday so that it can catch the latest shipment of next week.

Any update news I will let you know.

8.3. 和客户确认单据

Warm Tips: 1. 2. 3. 4. Hi Jan,

Your goods is still on custom clearance. If everything it will be released out next Monday, attached is the documents of B/L Form E, Invoice Packing List, pls check & confirm it.

PS: Dear Jan, in order to help you make custom clearance more convenient &smoothly in Jakatar, your FOB unit price will be little changed on the invoice, as we take the free samples shared the cost equally.

Are there any questions welcome to me anytime. Your urgently confirmation will be highly appreciated.

单据最好一次性把 B/L.FE,CI,PL, 一次性跟客户确认好,而不要今天让客户确认提单,明天让客户确认 FE；

很多时候我们都会答应客户在大货中付一些免费样品:对于像印尼,俄罗斯,南美等很多海关特别黑的地方一务必要把免费样品作为客户购买的产品平摊费用进去以免不要的麻烦；

其次,如果有的客户是有拿发票到海关备案,那么他对单据的要求是所有 Invoice 上的抬头,单价都必须跟 Pl 上的完全一致,这时候如果你有寄样品, 就需要跟客户确认好要怎么做这个 Invoice

多用 In order to 的句型,让客户更容易接受

8.4. 单据派送

Warm Tips: 1. 2. 3. Dear Jan,

The goods have departured on Monday, it will arrive on 18th of Nov.

All of your original documents of Invoice, Packing List, B/L, FORM E have sent out by UPS today. pls find it in the attachments.

The tracking No is XXXXXXXXXX, it will arrive to your office within 2days. 35

单据派送时,虽然提单上有清楚的开船时间,再次告知客户船期动态已经到港时间,以便于客户更清楚的了解货物情况。

单据派送时,务必再次扫描附上所有正本原件给客户,并告知客户你寄了哪些单据,以便于客户查收。

同时告知客户单据收到时间

It will arrive to you on abt 9th of Nov, you can go wwwups.com to follow it. Once you get it, pls let me know. tks in advance! Cheers

8.5. 单据送达确认

Warm Tips: 1. 2.

单据是否被客户收到,一定不要忘记查收快递并告知客户再次确认。

如果是第一次做进口的客户,务必提醒他们把所有单据收好并保管好,特别是提单的重要性,一定不能遗失以免造成不必要的麻烦.

捷克客户遗失提单案例： Dear Jan,

I just check the UPS, documents have receipted by Nancy on the afternoon, 9th of Nov. Have you got it?

If so, pls take over it well especially don't lose the original B/L, as it the property certificate of your goods! Shipment will arrive on abt18th of Nov.

Pls ask your agent to prepare everything well for you to pick up the goods in advance. Any questions pls don’t hesitate to contact me anytime. Cheers

8.6. 货到港提醒

Warm Tips:

1. 货快到港的前一个星期的样子,务必再次通知客户,特别是对于船期很久的客户,再次告

知客户当地代理信息,以便于客户提前准备,同时也显示你专业的售后服务. Dear Jan,

Your goods will arrive on 18th of Nov ( this Thursday): pls ask your agent to prepare everything to pick up it in advance.

Below is local agent information again, pls check it— Xxxxxxxxxxxxxxxxx Xxxxxxxxxxxxxxx Xxxxxxxxxxxxxxxxxx

Once you get the shipment, pls check if it's in good conditions, especially package and qty. Should you any questions welcome to me anytime.

第 9 章售后篇

9.1. 询问产品销售情况

Warm Tips:

产品销售以后是需要跟进了解客户进展的: A.使用商:了解客户使用情况,是否满意？使用过程中有没有碰到什么问题？产品哪些性能是否需要改进？

B.贸易商:产品在当地市场的销售情况如何？消费者有没有什么反馈？有哪些需要改进的地方？

跟市场上同类产品相比有什么优缺点？价格是不是有足够的竞争力？

以上这些售后跟进都是需要跟客户讨论的，也会对未来的合作和订单很有帮助。

使用商： Dear Jan,

Long time no contact!

How are you and how's everything going at your side?

I’d like to check with you abt your using statues of our silicone.

Do you have any question or technical supports? (直接询盘使用情况,是否需要技术支持) Your earlier comments will be highly appreciated. Sincerely Dear Jan, Long time no see!

How’s everything going recently?

I’m writing to check with you abt the use situation of our silicone? Does our silicone can help you solve the oily problem well? Or do you have any other good suggestion abt our silicone? (直接切入前面客户特别想解决的问题,并询问其它好建议) Your kindly advise will be highly appreciated.

贸易商 Dear Mike,

Long time no contact!

How are you and How's the conditions of your business market going? Hope beautiful!

I’d like to check with you abt the distribution and retail statues.

BTW, we have sent you two kinds different small package to small marketing promotion, 1kg and 5kg, which one is more popular in the market? Waiting for your comments soon. Sincerely Dear Jan, Long time no see!

How are you and How’s the conditions of your business market going? Hope beautiful!

I’d like to check with abt the distribution statues. 1. How’s customers feedback abt this design? 2. Any improvements suggestion abt it?

3. Are there any advantage and disadvantage compared to others? 4. Does the price have absolutely competitive in the market? ………………….

Your earlier feedback will be highly appreciated.

9.2. 了解最新市场动态

Warm Tips:

1. 时常关注市场信息,了解动态需求,并把去不同国家当地拜访的一些好的建议和反馈等都

可以分享给客户,同时公司有研发出行产品也及时推荐给客户适合的产品,而不是一直跟进客户订单情况.

Dear Steven,

Pls allow me to introduce our new R&D products--Txxx for huge size casting of concrete, stone, GRC/GRG, GFRC.

As we know, there are more and more Europe styles building manufactures in your local market like ceiling, column, walls, fountain etc. and most of the crafts are always more than 5meters, the common hardness of 30 to 40shore A will be too soft for them. So, most of customer use polyurethane rubbers instead of silicone.

This why we'll develop a new kinds silicone and it have done well in South East Asia market. I’ m sure it will also a beautiful market in Middle East. Would you like to evaluate the sample at moment?

And we are planning to visit UAE and discuss with you abt the details future projects. So that we can help you occupy this market better.

Or do you have any good suggestion for the new products to open this market? Pls kindly advise.

9.3. 返单跟进

直接询问式: Dear Alice,

Long time no contact!

How are you? And how is your market going?

As previous records, you always have new demand each 3 month, however, we haven't got your order since 4month ago. Do you have some new purchasing plans or programs?

If so, hope you can advise us in advance so that any delay of shipment before the our big holiday. Waiting for your reply soon.

促销优惠吸引型: Dear Steven, Long time no contact! How are you?

I’m so happy to tell you that it will be my company ’s 12years birthday on 28th of Oct , and in order to express our gratitude to customer's supports.

We’ll take this opportunity to hold a promotion for old customers in next week.

So, Dear Steven, if you have new demand recently, we hope you can confirm an order within this promotion so that you can en the discounts. Waiting for reply soon. Sincerely

节假日温馨提示型 Warm Tips:

1. 时于已成交的客户,务必做好客户分析和客户返单频率的记录以便于及时跟进订单情况, 同时对于应该返单却未返单时,找出原因,以避免在不知情的情况下意外流失客户。 Dear Jim,

Pls kindly noted our big holiday Spring Festival will be start to 28th of Jan to 13th of Feb.

If you have any new purchase plan recently, pls confirm it ASAP so that we can prepare everything well for you before we are closed.

9.4. 老客户的二次开发

Warm Tips:

1. 开发一个贸易商胜过十个使用商，贸易商卖的产品一般种类繁多，所以对于已经合作的贸易商更要多去分析和二次开发，正因为有前面的合作和信任，这样的二次开发会比你去开发一个新客户容易，同时这也是很好的一种老客户维护方式。

Dear Steven,

We are so happy to cooperate with you on the past two years, and I really appreciate you such kindly to support 's work.

As we know you are such strong & professional in silicone filed. May we know if any inquiries for the fiberglass, molding clay, PU from customers when they buy silicone?

If so, we are glad to introduce some relative silicone materials for you on the attachments. We are confident that these material will be helpful to provide a series service for your customers. Any interested, sample will be sent for evaluation.

第 10 章客诉篇

10.1. 第一时间回复

Warm Tips:

1. 外贸中,收到客诉是常常的，有品质，服务，交期延误，发错货，寄错单据等，对于我

们要做的是：第一时间处理并做出回应，安抚客户情绪，这样也会让客户在后面的沟通中比较配合你一起来处理这个问题。 2.

Sorry! 不能随便用，在欧美文化中，对就是对，错就是错，一就是一，二就是二，非常直接。如果这个问题是你的责任，大方道歉，并提出补救方案即可。如果不是你的原因造成的，就应该据理力争，把情况说明白，尽管你还是会帮客户想办法补救，但是 sorry

是不能讲的。

Hello Dear Leo,

H have feedback this problem to our department, and who is checking the kept sample and find what the problem is.

Dear Leo, pls don ’t have such press and worries to yourself. We will take full responsible for it if confirmed it’s our quality problem.

I will response to you within 24hrs and give you a solution within 48hrs.

10.2. 道歉并寻求客户的配合

Warm Tips:

1. 安抚客户的同时,给客户以信息,同时迂回的让客户愿意配合你

Hello Dear Leo,

Yes, I firmly understand your situation well now.

And I’m surely we can give you a satisfied solution and make your lost into minin. We are just making the testing of sample, pls be patient and give us more time.

Besides, in order to find the reason ASAP, could you also help us to confirm some useful information with your customers as follows— 1. 2. 3. 4.

Your urgently reply will be highly appreciated.

10.3. 再次跟踪实际解决效果

Hi. Dear Leo,

Does our xxx agent workable for you? How's this problem going?

Hi. Dear Leo,

Glad to hear that everything is fine for your customers.

We hope it will not let this unhappiness to lose the confidence for our business.

And in order to avoid the similar problem happen again, we have a process step changed for the

warehouse packing. pls check it as follows—

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx xxxxxxxxxxxxxxx

My friend, Dear Leo, if you have any other good suggestions abt the improvement, we highly appreciate it.

第 11 章节假日祝福篇

11.1. 周末祝福/分享

Warm Tips: 1. 2. 3.

周末祝福可以图文并茂,配上一些精美的图片！

形式可多样化,可以是简单的祝福,笑话,诗歌,也可以是自己的生活写照的分享

周末祝福不要发送太频繁,一个月偶尔的 2 次可以给客户一种生活化,预约放松的感觉, 同时也是一种很好的维护客户关系的方式

Dear Bill,

Weekend is at hand, what are you going to do?

Here I’m so happy shared with you a joking and Beer, hope them can bring you beautiful relax *^_^*

《The Doctor Knows Better》

A man was hit by a cab in the street. He was brought to the hospital. His wife who was standing up by his bed, said to the doctor:

\"l think that he is very ill.”

\"I am afraid that he is dead, \"said the doctor.

Hearing this, the man moved his head and said: \"I'm not dead. I'm still alive.” “Be quiet,\" said the wife. \"The doctor knows better than you! Dear Richard,

How are you? And how is your weekend going?

This weekend I have gone hiking & picnic with some new friend, it's a wonderful time, let me share the beautiful with you-----

Look, this is the beautiful mountain we climbing, it's not high, just taking 1hour can get the top. [Picture]

Warmly sunny, green trees &glasses, clean stream, we looks like very en and rlax on the nature.

Ok, now it's our picnic time. Can you guess what's this?

Hahaha ….it's a very traditional Chinese dish, cooking stewed preserved meat rice , have you eat it before? [Picture]

Don't surprise, yes, it is dumplings, you may wondering how can we make dumplings outside, right? [Picture]

Strength lies in numbers, someone prepare the pie, someone making dumpling wrapper, then making it together, a dumping. just made out-

Look, it's the root, right? Yes, this is the main ingredient of this delicious soup, no any oil added, just put the Chicken inside and mixed it together after 1.5-2hrs, you can tested the perfect soup! The second lie pictures were cooking the noodles, don't think it will be rich dishes no matter rice, dumplings, noodles, soup etc…… [Picture]

Now, it's our preparing works& dinner time, can you guess what will be happened? How do you think our hiking &picnic, does it similar to yours? Do you like it? [Picture]

Wish my shared can bring you a beautiful mood on new week*^-^* Cheers

11.2. 圣诞祝福

圣诞节也是西方世界以及其他很多地区的公共假日,也是一年内最隆重的节日,好比中国的春节,一股客户都在 12.24 号前就开始放假,假期一般在 10 天到半个月不等,为了避免耽误工作, 紧急又重要的问题务必要在节前跟客户确认好,同时询问一下放假的时间,并给予这个盛大节日的祝福是非常有必要的！

对于这么重要的节日,对于一些非常有价值的 3A 客户最好提前一个星期给客户准备一些有中国特色的礼物是一个很好拉近客户距离的机会,同时也是不错维护客户的机会！ Hello, Dear Andrian,

Merry Christmas and Happy New Year in 2017. Time is flying, just 12days later, 2017 will say hello to us. What are you going to do, my dear friend? [Picture]

When will you plan to go traveling in China? I will be so excited to wait for your visit and to be your guide to introduce the wonderful Chinese place for you.*^^*__________*^^*. BTW, what’s time of your holiday?

Cheers

11.3. 新年问候

很多不过圣诞节的中东客户可以给客户发新年问候,简单而真诚的道以新年的问候也是一种维系客户的手段，对于过圣诞的西方客户则可以圣诞新年祝福一起！但是一定要注意的是：

中东人不过圣诞，不要把此类新年圣诞问候一起的祝福甚至贺卡和礼物发给他们，则会变成一种不专业和画蛇添足！

Hello, Dear Andy， Happy New Year to 2017!

Everything will be new tomorrow, hope you have a beautiful start!

And pls kindly noted we'll closed from 1st --3rd of 2017 as the public holiday for New Year. If any urgent, pls call my Mob: +86-xxxxxxxxx.

Happy New year! And wish you have a success &lovely 2017! Cheers

11.4. 感恩节祝福

Warm Tips：

1. 对于做美国市场的，在感恩节前可以多做一些促销活动让客户下单，因为感恩节到圣诞

节的这一个多月，美国零售业的销售额往往占到全年的三分之一，是折扣促销的旺季！

Hello, My Dearest Friend. Mr. Sam, Long time no contact, how are you? Happy Thanksgiving Day!*^___^*.

H really appreciate for you such kindly, continues and generous support to work. I definitely believe that we can't get such achievement without your supports..

In order to express our gratitude, we firmly understand our improvement& wonderful products & nice service will be the biggest appreciation for you.

Pls trust us, everything will be better and better, we'll take our action to satisfied with you . Today is Thanksgiving day, all the warm wishes& beautiful regards for you and your family. And sincerely hope you can en a wonderful time on this holiday.

Here we make a funny card for you, hope it can bring you a colorful simile!

11.5. 万圣节日问候

Hello, Dear Mark,

Happy Halloween Pumpkin*^____^* Wish you en a beautiful time with your kids!

Have you prepared the sales for Halloween Pumpkin? Hope everything was ready fine!

H have bought some interesting &lovely gifts for your kids, pls have my best regards to him and hope they will like it—

BTW, we have some new products on the attachments, if any interested, pls let me know, I will send it with this gifts together for you.

11.6. 中国传统佳节的分享

第一封：

Hello My dear friend, Joan,

Today is a special day for Chinese! Chinese Valentine’s Day *^___^*

Have you hear it before? Here let me share the beautiful love story with you as follow:

On the evening of the seventh day of the month in the Chinese lunar calendar, don't forget to look carefully at the summer sky. In the Western calendar, that falls on August 20th this year. You'll find the Cowherd (a bright star in the constellation Aquila, west of the Milky Way) and the Weaving Maid (the star Vega, east of the Milky Way) appear closer together than at any other time of the year.

Chinese believe the stars are lovers who are permitted to meet by the Queen of Heaven once a year. That day is also called the \"double seventh (Qixi in Chinese), and it is the only Chinese festival devoted to love in the lunar calendar. In modem times, it has been called Chinas own Valentine’s day!

The legend holds that an orphaned cowherd was mistreated by his elder brother and sister-in-law, who eventually gave him an old ox and chased him out. The cowherd worked hard, and after only a couple of years he owned a small farm and house. But he was lonely, with only the company of his faithful old ox.

One day the ox suddenly opened its mouth and talked, telling the cowherd that the heavenly Weaving Maid and her sisters wore going to bathe in river. The Weaving Maid was said to be the youngest of the seven daughters of the Queen of Heaven. With her sisters, she worked hard to weave beautiful clouds in the sky.

The ax told the cowherd that he should go there to rob the Weaving Maid of her clothes while she was in the water. In exchange for the return of her clothes, she would become his wife. Surprised, the cowherd willingly followed the ox's instructions and hid himself in the reeds at the riverbank, waiting for the girls to bathe.

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The girls came, and as they were splashing about. The cowherd rushed out of the reeds and grabbed the Weaving maid's clothing In panic, the sisters dashed to their clothes, hurriedly put them on, and ran away.

The Weaving Maid, deprived of her clothes, stood on the riverbank and tried to cover herself with her hair. The cowherd told her that he would not return her clothes unless she promised to be his wife. After a little hesitation, she agreed to his request and they married.

The cowherd and the Weaving Maid lived happily together and had two children before the Queen of Heaven discovered the Weaving maid's absence. She was so annoyed that she had the Weaving Maid brought back to heaven.

Seeing his beloved wife flying back to the sky, the cowherd was terrified and sad. He caught sight of the cowhide hanging on a wall.

The magical ox had told him before dying of old age, “Keep the cowhide for emergency use.” Putting the cowhide on, the cowherd, with his two children, went after his wife. With the help of the cowhide, the cowherd was able to follow the Weaving Maid into heaven. He was about to reach his wife when the Queen showed up and pulled off her hairpin to draw a line between the two. The line became the Silver River in heaven, or the Milky Way.

The Weaving Maid went back to the heavenly workshop, going on weaving the clouds. But she was so sad and missed her husband across the Silver River so much that the clouds she weaved seemed sad. Finally, the Queen showed mercy and allowed the couple to meet once every year on the Sliver River on the double seventh.

Magpies were moved by their true love and many of them gathered to form a bridge over the Silver River for the couple to meet on the evening of Qixi.

It's said that it's hard to find a magpie at that time in China, because all magpies fly to make the bridge for the Weaving Maid and the cowherd. And if it rains heavily on Qixi night, some elderly Chinese will say it is because the Weaving Maid is crying from happiness over meeting her husband on the Milky Way.

How do you think about this story? Does it a big different between yours, pls?

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