一個老外在二期廣交會開始之前在社交媒體上發(fā)布了即將要來廣州的動態(tài)，看到了底下評論達(dá)到幾百條，快速翻看了一些，大體的留言都是直接介紹自家做的產(chǎn)品，或者是毫不拐彎末角地問客戶是否需要自己的產(chǎn)品......

我看到客戶有回復(fù)評論的只有其中幾條，就是那些表示歡迎的，或者是表示問好的，介紹產(chǎn)品或者問購買的都沒有回復(fù)。

我思考，客戶只是隨便地發(fā)了個動態(tài)，你都不知道他是來參展還是來找產(chǎn)品的，就一堆狂推銷自己的東西，是否有意義？

我們是否應(yīng)該先弄清楚這個情況再來與客戶互動呢？或者嘗試通過其他渠道調(diào)查一下客戶背景再決定是否需要花時間去撩呢，評論區(qū)都是自顧自地說自己的產(chǎn)品，完全不考慮客戶的需求。

與其這樣碰運氣，還不如踏踏實實地給手上的潛在客戶寫寫開發(fā)信或者維護(hù)一下自己的老客戶來得實際。

Dear xxx,

This is xxx from xxx company which is specializing in xxx products over x years, xxx and xxx are our distributors.

We known you have a stable supplier, but it is good for you to catch different supplier prices and support when negotiating with your current supplier, do you agree?

We checked your website carefully and found we have many similar products, you can compare them with your supplier's.

Price list and catalogs will be sent if you need.

Thanks & best regards

xxx

這是來自xxx公司的xxx，該公司專門從事xxx產(chǎn)品的銷售，xxx和xxx是我們的分銷商。

我們知道你們有一個穩(wěn)定的準(zhǔn)供應(yīng)商，但是在與你們目前的供應(yīng)商談判時，能抓住不同的更優(yōu)惠的供應(yīng)商的價格和支持，你同意嗎？

我們仔細(xì)檢查了您的網(wǎng)站，發(fā)現(xiàn)我們有許多類似的產(chǎn)品，您可以將它們與供應(yīng)商的比較。

如果你需要的話，價格單和目錄都會寄出去。

以上這封開發(fā)信，郵件里就會跟客戶表明自己是已經(jīng)做過調(diào)查的，而不是隨隨便便群發(fā)給您的郵件，說明我是一對一，有花心思去準(zhǔn)備的。如果能在簽名后的地方加上自己的產(chǎn)品名片或者個人的帶真實照片的名片，就更加能加深客戶對你的印象，同時覺得你是一個活生生的人。

幸運之神總是會眷顧那些有所準(zhǔn)備的人，而不是一股腦橫沖直撞的人！

以下冰老師的學(xué)員也很好地運用了這些思路，同時循序漸進(jìn)地跟進(jìn)，而不是一封開發(fā)信之后沒有回復(fù)就放棄，即使客戶在開頭的幾封郵件都沒有反饋，也會繼續(xù)發(fā)！這也是最后為什么由拒絕到逐漸接受的一個原因：

Hello xxx,

Greetings.

This is xxx from xxx, we are xxx supplier who specialized in xxx .

We found your company while I was searching for prospects on Google. After reading your company story and going through your products online, I hope to reach out to see if you are interested in developing a new product, xxxx which could be an ideal additional accessory to your product category.

We know you have been keeping 100% of your manufacturing in Australia for decades, but would you be open-minded to exploring the possibilities of workign with some professional suppliers of others outdoor products?

Thank you for your time and let's keep this ball rolling if you are interested.

Thanks & best regards

xxx

Hi xxx,

I guess you are busy that haven't got around to checking the email I sent.

Today I would like to share you some product photos of xxx we've developed, maybe you can review them when you are free.

We are pleased to arrange samples for your evaluation if needed.

Please let me know if you have any questions or require any further information, thank you.

Thanks & best regards

xxx

Hi xxx,

Greetings.

It's xxx again, I didn't hear back from you after senting you 2 emails. I understand that you must have a lot of stuff to do every day as the GM at xxx. I do not want to be annoying.

Could you please give me a response if you are interested in adding xxx to your product category? If not, please let me know as well so I can stop bugging you.

Thank you so much for your time and looking forward to your reply.

Best regards

xxx

經(jīng)過換位思考寫出的郵件，客戶最終是回復(fù)了：

Hello,

Thanks for persisting and sorry it is rude not to reply.

We don't really need umbrellas in our range as we find they get damaged when used in dense tree scrub.

Once again thank you for your email.

雖然收到的是客戶拒絕的信息，這個時候我們就可以發(fā)揮自己的想象力，根據(jù)客戶所擔(dān)憂的點給客戶講自己產(chǎn)品的優(yōu)點，或者是通過什么方案可以解決客戶的疑慮和擔(dān)憂了，只要客戶愿意回復(fù)了，總是可以創(chuàng)造更多溝通的機(jī)會，溝通多了離訂單就近了！

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