外貿(mào)開發(fā)信，怎么寫才有回復(fù)?。ǜ侥０澹?/h1> 2024-10-17|91次閱讀|開發(fā)技巧

在銷售開發(fā)過程中，許多潛在客戶已經(jīng)有了自己的供應(yīng)商，立即成交的情況相對較少。通常需要跟進(jìn)3-4個月，甚至長達(dá)1年。那么，針對這些客戶，什么樣的開發(fā)信才能脫穎而出，吸引他們的回復(fù)，并成功建立聯(lián)系，獲得銷售機會呢？本期文章將從不同體量客戶的心理需求和關(guān)注點出發(fā)，探討如何編寫有效的開發(fā)信，以俘獲客戶的心。
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大型采購商
大型采購商通常不會將所有采購集中在一個供應(yīng)商手中，往往有兩個或多個供應(yīng)商，并且有一個主要供應(yīng)商。這種安排的目的在于確保當(dāng)某個供應(yīng)商出現(xiàn)問題時，能夠有替補供應(yīng)商迅速補貨，避免無貨可賣的情況發(fā)生。
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大部分大型采購商對供應(yīng)商的資質(zhì)、服務(wù)、質(zhì)量和研發(fā)能力有較高要求，在開發(fā)這類客戶時，業(yè)務(wù)員首先要進(jìn)行自我評估，確保自己能夠滿足這些要求，再進(jìn)行開發(fā)。


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即使符合要求，也不要一開始就試圖成為主要供應(yīng)商?？梢試L試從小批量替補供應(yīng)商入手，逐步建立信任。對于這類的客戶以下是幾個開發(fā)方向：
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1. 開發(fā)新產(chǎn)品：不斷推出符合目標(biāo)市場的新產(chǎn)品，并主動推薦給客戶。這類新產(chǎn)品相比傳統(tǒng)產(chǎn)品更容易引起興趣。

2. 解決客戶問題：研究客戶的官網(wǎng)、社交媒體及銷售平臺上的用戶評價和投訴，發(fā)現(xiàn)潛在問題，提供解決方案，吸引客戶注意。

3. 降低成本：在不影響產(chǎn)品質(zhì)量的前提下，探索降本增效的機會，從而贏得客戶的青睞。
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中小型采購商
中小型采購商是開發(fā)過程中最常見的客戶群體。這類客戶有一個特點：許多采購專員其實是企業(yè)老板，當(dāng)然也有些企業(yè)專門配備了采購經(jīng)理。
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如果采購商的銷售群體是高端客戶，一般會較為看重產(chǎn)品質(zhì)量和差異化。如果客戶銷售是低端市場客戶，他們更為關(guān)注價格，且產(chǎn)品風(fēng)格通常趨向大眾化。
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值得注意的是，企業(yè)老板和采購經(jīng)理在選擇供應(yīng)商時關(guān)注的點也是不同。老板通常看重性價比，而采購經(jīng)理則更加關(guān)注產(chǎn)品的服務(wù)、質(zhì)量和安全性，不想冒風(fēng)險。
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如何寫第一封開發(fā)信
無論是大型采購商還是中小型采購商，第一封開發(fā)信的核心都是突出你的競爭優(yōu)勢。要讓客戶看到更換供應(yīng)商的足夠理由，無論是產(chǎn)品的質(zhì)量、售后服務(wù)，還是研發(fā)能力，都需要讓客戶信服。以下是幾封常見的開發(fā)信模板，供參考：
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推薦新產(chǎn)品
Hi John,
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Good morning!
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I hope this message finds you well. We are a potential vendor for XXX Company, currently serving prominent clients such as [Customer 1] and [Customer 2]. We are ISO 9001 certified, and our products are also UPC certified, ensuring high quality and compliance with industry standards.
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I’m reaching out to introduce a new product specifically designed for women aged 20-29, a demographic that I noticed makes up a significant portion of your customer base. This product has already achieved success in the XXX market, with over 100,000 units sold in just two months.
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If you are interested in evaluating this product, we have samples available and would be happy to send them for your review.
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Looking forward to your thoughts.
Best regards, ?
[Your Name]
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解決產(chǎn)品問題
Hi John,
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Good morning!
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I just visited your website and noticed some customer feedback regarding product XXXX, particularly around issues such as XXXXX (based on feedback from 390 customers). We have successfully helped over 20 clients address similar concerns.
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We have extensive experience working with well-known clients such as [Customer 1] and [Customer 2], and our products are certified to the highest standards (ISO 9001, UPC certified).
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Could we schedule a time for me to present more details on how we can assist? I’d be glad to provide further insights at your convenience.
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Looking forward to your response.
Best regards, ?
[Your Name]
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提供降本方案
Hi John,
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Good morning!
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I hope this message finds you well. We are a potential vendor for [XXX company], and we currently serve several prominent clients, including [XXXX] and [XXXX]. Recently, we made a breakthrough in our production process that allows us to reduce the cost of [XXX item] by 20% without compromising on quality.
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Our products meet the highest industry standards (ISO 9001 and UPC certified), and we are confident that this cost reduction could bring significant savings for your business.
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Could you share the specific products you’re currently purchasing? I’d be happy to offer a customized proposal for your review.
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Looking forward to hearing from you.
Best regards, ?
[Your Name]
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通過以上策略與郵件模板，您可以更有針對性地撰寫開發(fā)信，逐步吸引客戶的注意，建立聯(lián)系，并獲得寶貴的銷售機會。