第一篇：外貿(mào)開發(fā)如何寫開發(fā)信--幫你分析買家的心態(tài)

最近發(fā)現(xiàn)大家在Google搜索中，搜“開發(fā)信標(biāo)題如何寫”，當(dāng)然這可能是外貿(mào)新手問的問題，但是還是要說一說，因?yàn)閷τ谕赓Q(mào)SOHO來說，發(fā)的開發(fā)信也是相當(dāng)多的（怎樣發(fā)開發(fā)信），開發(fā)信的標(biāo)題確實(shí)值得說一下：

我看過很多很多的郵件，先看一下他們的標(biāo)題，讓我們來分析一下

這是我以前常用的Google的企業(yè)郵箱，看樣子郵件數(shù)量挺多，上面有很多中國開發(fā)信和國外的回盤（當(dāng)然里面有大多數(shù)郵件還不是我的）

第一個(gè)郵件是老外的詢盤后面的數(shù)字4 是這個(gè)客戶發(fā)來的第四封郵件。(Goole企業(yè)郵箱有個(gè)好處,可以統(tǒng)計(jì),方便外貿(mào)SOHO了...)

第二第二個(gè)是開發(fā)信，看一下標(biāo)題是“鹽酸安普羅林來自中國Starshine”如果我是客戶對這個(gè)產(chǎn)品感興趣的話，我肯定會點(diǎn)開看一下，感覺這個(gè)標(biāo)題不錯(cuò)！如果開發(fā)信寫的好一些（如何寫可發(fā)信？），客戶肯定會和你聯(lián)系的第三第三個(gè)開發(fā)信寫的是“化工產(chǎn)品”泛泛而談，如果我是客戶，在不是很忙的時(shí)候，郵件不多的時(shí)候會看一下，畢竟對化工產(chǎn)品比較熟悉。但是客戶的時(shí)間有限，忙的時(shí)候比較多，我的這個(gè)郵箱平均每天有數(shù)百封這樣的郵件（看一下時(shí)間就能知道），所以國外客戶看的機(jī)會不大。

還是參考第一個(gè)圖片，第四個(gè)郵件看到標(biāo)題有點(diǎn)莫名其妙，郵件簡要看一下 是 Login My trade offer，基本上是B2B平臺發(fā)來的，對我們沒有很多的參考價(jià)值。

第五個(gè)郵件標(biāo)題有點(diǎn)奇怪，因?yàn)槲覀兘?jīng)常接到詐騙的郵件，標(biāo)題都是差不多這樣的，內(nèi)容簡要中提到了收件人的名字，應(yīng)該是個(gè)正常的郵件，不過這個(gè)標(biāo)題非常的差，我以前也看過這種郵件的標(biāo)題，感覺好玩才點(diǎn)開看的，感覺發(fā)件人非常狂妄，即使為了吸引眼球而開的標(biāo)題也堅(jiān)決反對的。這種基本會被丟在垃圾箱，或者被郵件系統(tǒng)自動(dòng)丟入垃圾郵件

第六第六個(gè)郵件看簡要是開發(fā)信，內(nèi)容先不看，光一個(gè)標(biāo)題“苯磺酸”，是不是要蔑視你的客戶或者感覺你這個(gè)發(fā)郵件的很忙，不愿意多寫呢？

第七第七個(gè)是推向橡膠原料的，和上一個(gè)情況差不多，不過發(fā)件人不要這個(gè)利落，多寫幾個(gè)字更好，不過能突出了產(chǎn)品，能勉強(qiáng)及格

第八第八個(gè)第九個(gè)就不多說了，第十個(gè)又是那個(gè)泛泛的開發(fā)信，我感覺發(fā)件人還不如寫 Sell Products的，這樣實(shí)在是沒有什么意思。

在別的地方看到這篇文章，是從一個(gè)采購的角度寫的，我感覺很受益，自己平時(shí)工作中也有碰到這樣的問題，被這些問題困擾過，大家看看，希望有所幫助！！

業(yè)務(wù)員，你知道為什么你給客戶的郵件沒有回音？

在新西蘭做進(jìn)口生意好多年了。最近打算采購一批辦公家具，于是在英文的阿里上發(fā)了個(gè)采購招貼。2天下來，收到100多封電子郵件。

不是說我懶，我覺得絕大部分采購應(yīng)該和我一樣，沒耐心去一封一封看完所有郵件。差不多的郵件，看上十份就已經(jīng)很煩了。我覺得這是人之常情，并非我特別沒耐心。

我的處理方法是，每一封郵件點(diǎn)開，有報(bào)價(jià)單的郵件留下報(bào)價(jià)單，沒報(bào)價(jià)單的郵件暫時(shí)不看。我在采購招貼里已經(jīng)把要求說得很明確了，信息足夠業(yè)務(wù)員產(chǎn)生報(bào)價(jià)了。100多封郵件，有報(bào)價(jià)單的只有二十來份。

絕大部分郵件，是一番公司介紹。然后讓我去他們公司的網(wǎng)站看產(chǎn)品，看中了什么再告訴他，他再報(bào)價(jià)。我不曉得這是不是國內(nèi)業(yè)務(wù)員做生意的規(guī)矩，反正我是沒空100多個(gè)網(wǎng)站一個(gè)一個(gè)點(diǎn)開去看差不多類似的產(chǎn)品的。這不是折騰我么。我是在替自己干活，所以請不要懷疑我的敬業(yè)精神。

接下來的幾天，每天有十個(gè)二十個(gè)人通過MSN給我發(fā)信息，問我有沒有收到他們的郵件。我一般老實(shí)回答：“我不知道”。因?yàn)槲掖_實(shí)記不住誰是誰。8 H:

點(diǎn)開網(wǎng)站，看產(chǎn)品，發(fā)郵件詢價(jià)，再收到回復(fù)，這個(gè)過程，看上去似乎很美，實(shí)際上是行不通的。為什么呢？

首先，產(chǎn)品好壞和價(jià)格是緊密聯(lián)系的，所謂先看產(chǎn)品再談價(jià)格那是胡扯。同樣的東西，賣一塊錢，我肯定毫不猶豫地買。如果賣100塊，那我就說這是垃圾。所以產(chǎn)品一定要和價(jià)格相聯(lián)系。而企業(yè)網(wǎng)站上通常沒有價(jià)格。

其次，這很麻煩。畢竟已經(jīng)有了那么幾家給我報(bào)價(jià)了。我看了人家標(biāo)了價(jià)格的產(chǎn)品，除非實(shí)在不滿意，否則我是懶得再去找那些網(wǎng)站看了。把所有的報(bào)價(jià)單打印出來直接比較，這是一個(gè)非常高效率而且愉悅的過程。找網(wǎng)站-看產(chǎn)品-詢價(jià)-報(bào)價(jià)，這個(gè)過程太復(fù)雜了，太麻煩了，太慢了。不是已經(jīng)有人給我報(bào)價(jià)了么，只要他的產(chǎn)品不太糟糕，我是絕對不愿意去招惹這樣額外的麻煩的。

所以那些沒有報(bào)價(jià)的業(yè)務(wù)員，一開始就落在人家后面了。我個(gè)人的意見，除非你的產(chǎn)品非常緊俏沒有競爭，否則在預(yù)期采購會收到大量回應(yīng)的情況下，請人家去看網(wǎng)站再報(bào)價(jià)，實(shí)在是自尋死路。說句不好聽的，架子也太大了。

有人可能會說，我這樣偷懶，就不能找到最好的產(chǎn)品了。其實(shí)采購只是要買到他滿意的產(chǎn)品就好了。找到最好的產(chǎn)品，既不可能，也無必要。比方說我要找最好的產(chǎn)品，那就要100多個(gè)網(wǎng)站一個(gè)一個(gè)看過去，一個(gè)一個(gè)詢價(jià)，一個(gè)一個(gè)等回復(fù)，那要多久？要消耗多少勞動(dòng)？

就算我有耐心經(jīng)歷這樣痛苦的過程，我能得到什么呢？大家的產(chǎn)品，價(jià)格，其實(shí)是差不多的。就算我能找到個(gè)最低價(jià)格，又能低多少呢？價(jià)格實(shí)在太低我又要懷疑貨色了。

老實(shí)說，我是看得出來大多數(shù)業(yè)務(wù)員偷懶。我后來空下來，隨便讀了幾封郵件，很明顯那里面的公司介紹部分是實(shí)現(xiàn)寫好的，根本沒有針對我的需求的部分，然后就是讓我自己去看網(wǎng)站。我可以想像得出業(yè)務(wù)員的工作：有人詢盤了，把現(xiàn)成的介紹拷貝-粘貼，然后發(fā)送，大功告成。根本不耐煩看看別人的具體要求，也不耐煩根據(jù)客人的要求做個(gè)報(bào)價(jià)。

后來我偶然也和幾個(gè)人從MSN里聊過，大部分人一看我應(yīng)答，問題就是：你需要什么樣的辦公家具呢？我們產(chǎn)品很多，報(bào)價(jià)單很大，不方便發(fā)送。天知道我的要求在詢盤里已經(jīng)寫的非常清楚了。就麻煩你辛苦一下，把我需要的產(chǎn)品挑選一下，不可以么？

再說報(bào)價(jià)單。我是把郵件里作為附件的報(bào)價(jià)單直接另存，然后去下一封郵件，如果有附件，再另存。等我一圈忙完，打算看看報(bào)價(jià)的時(shí)候，前面說過我收到二十來份報(bào)價(jià)單。一份一份打開看，絕大部分（大約二十份），報(bào)價(jià)單里面是沒有公司信息的。也就是說，我根本不知道這份報(bào)價(jià)是誰的！

我最后選中的一家公司，規(guī)模很小，但是業(yè)務(wù)員很敬業(yè)。他的報(bào)價(jià)很準(zhǔn)確的貼合了我的要求-所有產(chǎn)品都是我要求的那類。那二十份沒有公司信息的報(bào)價(jià)單，也并非完全沒用。我比較了一下，我選中的公司價(jià)格不是最低，但是算比較低的了。所以我也就懶得再去費(fèi)心找出來那最低的一家到底是哪個(gè)公司。反正差別也不大，而為了一個(gè)細(xì)心負(fù)責(zé)體貼的業(yè)務(wù)員，我寧可多出那么幾個(gè)百分點(diǎn)的貨款去換。要知道，粗心、偷懶和不付責(zé)任的業(yè)務(wù)員給你造成的損失，那遠(yuǎn)不是價(jià)格上幾個(gè)點(diǎn)可以彌補(bǔ)的。

有一種情況請客戶去看網(wǎng)站是行得通的——你預(yù)期采購有比較多的精力可以花在你身上的時(shí)候（比方說你有機(jī)會單獨(dú)給采購發(fā)郵件，而你的競爭者不會在同時(shí)出現(xiàn)），或者你認(rèn)為你的郵件可以引起采購的極大興趣的時(shí)候，你可以試試。否則，在絕大多數(shù)情況下，采購只有大概一兩秒鐘的時(shí)間花在你的郵件上。如果你不替采購提供最大的便利，那你成功的希望就很渺茫。采購也是人，也喜歡貪圖便利的

第二篇：外貿(mào)開發(fā)信

開發(fā)信范文：

Hi Kelvin，Glad to hear that you're on the market for flashlight and other promotional items.This is C from *** Ltd in China.We specialized in flashlights and premiums for 10 years, with the customers of Coca-Cola, Craft, Pepsi, etc., and hope to find a way to cooperate with you!

Please find the pictures with models and different packaging in attachment.An American guy purchased this model in BIG quantity last year.I would like to try now, if it's suitable for Europe.FREE SAMPLES can be sent on request.Call me, let's talk more!

Thanks and best regards, C *** Ltd Tel: *** Fax: *** Mail: ***

澳大利亞總裁教你寫開發(fā)信(3.28號更新，對你以后寫開發(fā)信會有啟發(fā))

怎么我發(fā)了一堆的信，馬上收到兩封回信了。都是說和他們現(xiàn)有的供應(yīng)商合作很愉快。不希望有第三者打擾。

這是他今天（3月28號的回信），附上中文翻譯。

Hello XX，You are quite correct I am extremely busy every day and I would imagine so other business men.I have talked to other men in similar business to us and they also regard all the emails they receive everyday from suppliers around the world as a waste of time and annoying.I’m not sure if I can help you but I have a few suggestions re email marketing.?

If you send emails to new companies I would include a list of customers that you currently export to in various countries ?

I would also include customer testimonials from your buyers.This are very powerful and give you credibility.?

Try to word your email differently from all the other suppliers.They all look and sound the same so most of them will be deleted or ignored immediately If you want to be noticed and if you want your email to be read you must be different and create an email that is interesting and will catch the attention of your prospective customer.If you don’t then you will be rejected just like all the others.Remember that companies like us and others who import product are very concerned about quality control of products.Unfortunately China has gained a reputation as a supplier of cheap but poor quality products.Price is always important but it is not the MOST important part of a product.Regards，你說得沒錯(cuò)，我確實(shí)很忙，而我相信其他的生意人也都很忙。我曾經(jīng)和我的同行討論過關(guān)于郵件的問題，他們也認(rèn)為這些出口商的推銷信實(shí)在令人討厭又浪費(fèi)時(shí)間。

我不知道我是否可以幫得上你，不過我可以給你在寫開發(fā)信上提些建議： 1，列出在世界各國中，你和哪些進(jìn)口商合作, 2, 寫出進(jìn)口商對于你產(chǎn)品的評價(jià)，這是相當(dāng)有分量的，可以增加你的信用度，3，寫的郵件要盡力與眾不同。老調(diào)重彈，缺乏新意的信只會被馬上拉進(jìn)垃圾箱。如果你想引起進(jìn)口商的注意，如果你希望進(jìn)口商閱讀你的郵件，你要與眾不同！讓你的郵件顯得有趣，抓住你的潛在客戶的眼球。如果你不這么做，你只能和別的出口商一樣被拒絕。

請注意，進(jìn)口商對于產(chǎn)品的質(zhì)量控制是相當(dāng)在意的。遺憾的是，中國產(chǎn)品雖然便宜，質(zhì)量卻不過關(guān)卻是名聲在外了。價(jià)格很重要，但絕對不會是一個(gè)產(chǎn)品的最重要因素。

Regards，外貿(mào)開發(fā)信的優(yōu)劣評判標(biāo)準(zhǔn)

外貿(mào)營銷人員實(shí)際發(fā)信情況的調(diào)查，大多數(shù)人每天發(fā)信在50封以上。寫作得非常好的外貿(mào)開發(fā)信，應(yīng)該有5%以上的回復(fù)比例，但是如果是1%或2%回復(fù)的情況，也算可以的成績了。如果低于1%，就值得你好好進(jìn)行認(rèn)真細(xì)致的深入檢討，或是花錢請相關(guān)專家提供切實(shí)的修改建議和意見。

所以，你不要期望通過外貿(mào)開發(fā)信一朝成就你的外貿(mào)事業(yè)。很多時(shí)候，你發(fā)了100封郵件才有一個(gè)回復(fù)仍然屬于正常范圍。有些人一天發(fā)300封郵件，但是效果很不明顯。如果是群發(fā)郵件，出現(xiàn)這種情況也不是特別的出奇。如果你都是一對一的有針對性地發(fā)送外貿(mào)開發(fā)信，有回復(fù)的比例應(yīng)該比較高，至少應(yīng)該不低于5%，除了有興趣的回復(fù)，還包括禮貌拒絕的回復(fù)。

外貿(mào)開發(fā)信是否有效的唯一標(biāo)準(zhǔn)是：回復(fù)率與下單率。

從外貿(mào)實(shí)踐中看，隨著國際貿(mào)易競爭的激烈、外貿(mào)開發(fā)信的泛濫，導(dǎo)致成功率不斷地下降。外貿(mào)開發(fā)信就象體育比賽一樣，誰的進(jìn)攻能力強(qiáng)，誰就容易得分；誰的防守失誤少，誰就容易取勝。客觀地講，外貿(mào)開發(fā)信是個(gè)苦差事，所以基本都是些外貿(mào)菜鳥在操作，由于能力缺乏而錯(cuò)誤百出。

競爭是個(gè)相對的概念，在中國外貿(mào)營銷的總體水平極差的條件之下，你只有盡量少犯些錯(cuò)，就能超越同行。以下是羅列的是：針對潛在客戶的、主動(dòng)性質(zhì)的外貿(mào)開發(fā)信所可能有的錯(cuò)誤，以及其扣分標(biāo)準(zhǔn)。若按100為滿分的話，很多外貿(mào)開發(fā)信都是負(fù)分狀態(tài)！請對照檢查并切實(shí)改進(jìn)。

外貿(mào)開發(fā)信撰寫之大錯(cuò)（戰(zhàn)略層面，一個(gè)扣30分）：

1）缺失標(biāo)題，或標(biāo)題很弱、缺乏沖擊力：對方根本沒有興趣點(diǎn)開 2）過于自我的態(tài)度，沒有突出“you“：被視為沒有任何價(jià)值、立即被刪 3）假大空文風(fēng)、企業(yè)口號式宣傳：令人厭惡、被當(dāng)成騙子或弱智

外貿(mào)開發(fā)信撰寫之中錯(cuò)（策略層面，一個(gè)扣20分）：

1）低聲下氣、缺乏底氣：清朝滅亡已97年了，奴才還占據(jù)了CCTV的熒屏與很多人的思想。生意不是求出來的，而是積極爭取去做出來的。所以，外貿(mào)開發(fā)信要寫得禮貌但不要卑下。2）缺乏行動(dòng)召喚：不是報(bào)個(gè)網(wǎng)站鏈接給對方就萬事大吉了，要充分說明，對方為什么要看你的網(wǎng)站？

3）老古董文：見絕大部分外貿(mào)函電教材。

4）技術(shù)資料堆砌：再便宜再高質(zhì)，不與對方的想法聯(lián)系起來，別人不會有興趣。5）文體或調(diào)子隨意而為：外貿(mào)開發(fā)是嚴(yán)肅的商業(yè)行為，要親切自然但不是率性隨便。6）其它：（暫時(shí)想不起來，看到再補(bǔ)充）

外貿(mào)開發(fā)信撰寫之小錯(cuò)（執(zhí)行層面，一個(gè)扣10分）： 1）空格錯(cuò)用、亂用 2）s 漏用、錯(cuò)用 3）語法錯(cuò)誤 4）拼寫錯(cuò)誤 5）中式英語 6）內(nèi)容或事實(shí)錯(cuò)誤 7）字體、色彩出錯(cuò) 8）其它

外貿(mào)開發(fā)信改進(jìn)建議：

1）先做容易的！養(yǎng)成反復(fù)檢查所有單詞、語句、標(biāo)點(diǎn)符號的優(yōu)良習(xí)慣。細(xì)小方面要堅(jiān)決做到零錯(cuò)誤！

2）再做最有價(jià)值的戰(zhàn)略研究：對方是誰？對方希望的是什么？（絕對不是很多人所習(xí)慣啰嗦的 we we we our our our I I I 等字眼）

外貿(mào)開發(fā)信發(fā)送之心態(tài)

1）積極發(fā)信：在不降低質(zhì)量要求的情況下，多多發(fā)送，天天發(fā)送。這是獲得大量潛在客戶的根本方法。

2）耐心等待：無謂的擔(dān)心和期盼是浪費(fèi)時(shí)間，發(fā)了之后就是等待，收獲是自然而然的。要想有多的回復(fù)，就只有在深入研究外貿(mào)開發(fā)信寫作技巧的基礎(chǔ)上，盡量多發(fā)送、不間斷地發(fā)送，要相信“功夫不負(fù)有心人”的古訓(xùn)。

3）精心回復(fù)：外貿(mào)開發(fā)不是一錘子的買賣，第一封開發(fā)信得到的往往只是詢問式的回音，需要你根據(jù)不同的情況，預(yù)先組織好相關(guān)的文字，再針對對方的詢問精心做出精準(zhǔn)的回復(fù)。細(xì)節(jié)決定成敗，不要讓好不容易得來的潛在客戶第一聲回音，變成最后一次的絕響。

4）規(guī)律跟進(jìn)：需要按一定的時(shí)間間隔和內(nèi)容，不斷有規(guī)律地跟進(jìn)客戶。注意行業(yè)新聞、節(jié)假日、客戶生日等有意義的日期，這些都是跟進(jìn)的好時(shí)機(jī)。作為專業(yè)的外貿(mào)企業(yè)和外貿(mào)人員，你要定期準(zhǔn)備聯(lián)系客戶和潛在客戶的通訊（newsletter），用以分享信息、聯(lián)絡(luò)感情。

阿里上面需要的是曝光量，你的產(chǎn)品越多，被瀏覽到的概率越大，收到詢盤的概率就越大。可以把同一個(gè)產(chǎn)品發(fā)好幾十遍，但是關(guān)鍵詞設(shè)置不一樣，第一個(gè)可以設(shè)成cellphone accessory，第二個(gè)設(shè)成mobile charger，第三個(gè)設(shè)成charger，第四個(gè)設(shè)成mobile accessory，第五個(gè)設(shè)成promotional charger，第六個(gè)干脆設(shè)promotion，第七個(gè)設(shè)premium，第八個(gè)設(shè)gift，第九個(gè)設(shè)promotional gift，第十個(gè)設(shè)souvenir，第十一個(gè)設(shè)mini gift，第十二個(gè)設(shè)usb charger，第十三個(gè)設(shè)usb item，第十四個(gè)設(shè)promotional item，??總之一個(gè)產(chǎn)品你重復(fù)發(fā)個(gè)幾十遍，設(shè)的關(guān)鍵詞不一樣，那不同的客人輸入不同的關(guān)鍵詞都能搜到你。曝光量迅速增加后，詢盤自然大大多起來了~~

價(jià)格談判：

要你做sales，價(jià)格永遠(yuǎn)是一個(gè)繞不開的話題。老外永遠(yuǎn)都會嫌貴，做生意的老手更懂得如何一輪一輪砍價(jià)，為自己爭取最大利益。

我以前聽到這句話，總會笑笑，然后對老外說，“I think so, that's a little expensive, but...” 先同意他的觀點(diǎn)，表示價(jià)格的確有那么一點(diǎn)點(diǎn)貴，但是??。請注意，他說too，我說a little，這樣一來，你一同意他的觀點(diǎn)，你們之間的談判氛圍就會略微不那么緊張。然后等你轉(zhuǎn)折以后，你要做的就是“讓他有贏的感覺！”你可以解釋給他聽，我們的產(chǎn)品為什么要賣這個(gè)價(jià)錢，差別在哪里，優(yōu)勢在哪里。如果他嫌貴，你可以在改動(dòng)某些材料、配件甚至包裝的情況下把價(jià)格降下來，但是你不希望他采購這樣的產(chǎn)品。

然后你可以給他適當(dāng)?shù)恼{(diào)整一些細(xì)節(jié)，換一套方案，然后給他有贏的感覺。

價(jià)格談判的核心就在于雙方都要有贏的感覺。對方感覺自己賺到了，訂單就會給你了。如果你讓他覺得吃了很大的虧，那你絕對不是一個(gè)談判高手！

唉，留一個(gè)真實(shí)的案例吧，我以前在skype上和一個(gè)老客人的聊天記錄，大家看看：

......Frank: C, that's increadible!Your price is too high!C: Frank, please, that is actually our best offer!I think it is very competitive in Germany.Frank: Joking? You quoted me EUR2.35, but my competitor bought from a middle man in Austria, just EUR2.15！

C: Hey, I also wanna support you to expand your market, but the price...Could you pls send me a sample for evaluation? I'll check why their price is too low.Frank: C, listen!I don't have time!The promotion date is Jul.15th, we have just two months！！！!C: What about doing a little change? For example, using silk printing instead of heat transfer, and using super heavy duty batteries instead of alkaline ones, the price will be EUR2.05 then.If ok, I'll send you PI right now.Frank: That's great!But if using super heavy duty battery, the quality maybe weak.C: Well, just changing the printing, but keep alkaline ones, EUR2.15/pc, okay?

Frank: Please do EUR2.00, I'll give you order!3,000pcs!C: Give you 3% discount, EUR2.09/pc, 6,000pcs.Frank: You killed me!The quantity is too much!C: OK, keep EUR2.35/pc, 4,000pcs fixed, but we accept the freight to Hamburg.Frank: Really? CIF Hamburg? But I just can place 3,000pcs.C: No, C&F, you pay the 1% insurance.4,000pcs will be accepted.Frank: OK, 4,000pcs.Pls help me for the insurance...C: Let me talk with my boss, pls hold on...Frank: Sure...C: Confirmed!Please check the mail I sent you 1 min before, pls confirm the PI by return today!We need to arrange the mass production at once!Frank: OK, I'll confirm soon.C: Not ”soon", today is a must!Because of the tight time for manufacturing.Come on...Free display boxes will be delivered together with goods.I think that's good for your promotion!

Frank: Free PDQ? That's amazing, thank you, C!I appreciate for your kind help.C: My friend, don't hesitate, sign it right now.We're also pretty busy this month, pls give me plenty of time for mass production.Frank: Sure, sure, I will...Pls pay more attention to the quality and ETD.Thank you!C: u r welcome.Bye.Frank: Nice talking with you.Bye!

www.tmdps.cn.au 這是澳洲本土最大的搜索引擎，相當(dāng)于百度在中國的實(shí)力了~ www.tmdps.cn

這個(gè)是用來搜索美國公司的~ www.tmdps.cnments?

Best regards, C

現(xiàn)在告訴客人，其他都不會改動(dòng)，也不會影響質(zhì)量，只是把電筒的長度稍微做短一點(diǎn)點(diǎn)，價(jià)格降3個(gè)點(diǎn)下來。接著客人沒了消息，一直到兩天以后，才有新的郵件過來，這次是真正的好消息！！C, Pls give me back C&F air Stockholm.Kelvin

客人這回明確指出需要報(bào)C&F的價(jià)格，而且是空運(yùn)到斯德哥爾摩的！

價(jià)格當(dāng)然重要，但永遠(yuǎn)不是真正的最關(guān)鍵因素。最關(guān)鍵的是客人的采購欲望和他的預(yù)期利潤！

所以在報(bào)價(jià)以后，如果你有十分詳細(xì)地市場反饋信息，或者別的客人的銷售情況，絕對是增加他購買信心的一個(gè)有力證據(jù)！

比如說我推一款燈給波蘭客人，這個(gè)產(chǎn)品我先前有賣給過德國的供應(yīng)商，他們在德國的售價(jià)多少，銷售情況怎么樣，在多少家零售店出售，庫存情況如何？你要給客人一攬子的銷售建議，比如包裝怎么做，或者怎么展示，要讓他有信心去銷售你的產(chǎn)品。或者告訴客人，如果他對產(chǎn)品或包裝等方面有不滿意的，你們可以為他量身定做幾套方案，由他來選擇。這樣客人會感覺你們非常專業(yè)！

最后補(bǔ)充最最最最最重要的一點(diǎn)，客人記不記得你們公司沒關(guān)系，但你一定要讓他記得你這個(gè)人！！他不是因?yàn)槟愕墓竞湍愕漠a(chǎn)品跟你合作，而是因?yàn)槟憬o他印象非常好、非常專業(yè)、非常能干、非常勤奮、非常敬業(yè)，他希望跟你合作，從而下單給你們公司，這就是你強(qiáng)大的個(gè)人能力了！！一定要往這個(gè)方向發(fā)展，你以后的路會越走越寬的！！

第三篇：經(jīng)典外貿(mào)開發(fā)信

1.Dear Sirs，We owe your name and address to the Commercial Counselor’s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles.We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.We are a state-operated corporation, handling both the import and export of Textiles.In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items sup pliable at present.Should any of the items be of interest to you, please let me know.We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.In our trade with merchants of various countries, we always adhere to the principle of equality and mutual benefit.It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantage.We look forward to receiving your enquiries soon.Yours faithfully, Encl.2.Dear Mr Smith Wish you enjoy a great day!

I would like to introduce myself.I am Stone Lee and I represent Efront Digital Textile company in Hangzhou, China.We are glad to know that you are a large retail enterprise in USA to deal with …… I was referred by friend in USA retail business who is familiar with your corporation.As a professional manufacturer, I would like to introduce our products to you and offer you a quote.We are a manufacturer of household textile products, including chenille bedspread, Spanish bedspread, tapestry wallhanging, throw, tapestry cushion, chenille carpet, upholstery fabric and more which are all digital jacquard machine weaved by import looms(16 in total from German and Italy).The catalogue I attached includes just some of our high quality products.Please visit our website at www.tmdps.cn

We have passed through ISO9001:2000;ISO14001:2004;ecological textile certification.It would be our pleasure to begin a business relationship with you and supply your stores with our quality products,.Sincerely yours,3.Dear Mr.Steven Hans，We get your name and email address from your trade lead on www.tmdps.cn that you are in the market for ball pen.We would like to introduce our company and products, hope that we may build business cooperation in the future.We are factory specializing in the manufacture and export of ball pen for more than six years.We have profuse designs with series quality grade, and expressly, our price is very competitive because we are manufactory, we are the source.You are welcome to visit our website http://www.tmdps.cn which includes our company profiles, history and something latest designs.Should any of these items be of interest to you, please let us know, We will be happy to give you details.As a very active manufactures, we develop new designs nearly every month, If you have interest in it, it`s my pleasure to offer news to you regular.Best regards, Dafu Wong

4.Dears :

Good day!This is Mickel from China.We are writing to you to establish long-term trade relations with you.From your company web,we get to know that your company is an influence company in your business and are dealing with razor barbed wire.We would like to take this opportunity to introduce our company and products.We are a leading company with many years' experience in wire mesh export business.Our products are razor barbed wire,which enjoy popularity in Middle East & Europe markets.You may also visit our online company introduction, which includes our latest product line.Should any of these items be of interest to you, please let us know.We will be happy to give you a quotation upon receipt of your detailed requirements.We look forward to receiving your enquires soon.Sincerely, Mickel Liu

Company: Add: Contact: Tel： Fax： URL: 5 Dear Sir，This is XX from a manufacturer specializing in producing XXX in China.We have been in this industry for over 10 years,please have a look at our website:XXX,you will find there are many products same as the ones you displayed.Anyway,you could find some other items which you can also put on your market.Any inquiries on the XXX please do not hesitate to contact us.We are looking forward to establish win-win business relations with you.Many Thanks & Best Regards 首先是一封來自澳大利亞客戶對開發(fā)信的建議和意見，然后是幾封經(jīng)典開發(fā)信

做外貿(mào)的朋友肯定有在嘗試寫email郵件出去，寫開發(fā)信，寫第一封推銷信向客戶推薦自己產(chǎn)品，我也有過，最郁悶的莫過發(fā)N多郵件卻沒有任何客戶的反饋。有時(shí)候也會收到一些郵件，這個(gè)潛在客戶回復(fù)卻是說現(xiàn)有的供應(yīng)商合作很愉快，不希望有第三者打擾。如何提高外貿(mào)開發(fā)信推銷郵件的客戶回復(fù)率呢？以下是一個(gè)熱情的澳大利亞客戶反饋給我的幾點(diǎn)指點(diǎn)。

澳大利亞客戶教你開發(fā)市場，推薦產(chǎn)品(對寫開發(fā)信會有啟發(fā))。Hello，You are quite correct I am extremely busy every day and I would imagine so other business men.I have talked to other men in similar business to us and they also regard all the emails they receive everyday from suppliers around the world as a waste of time and annoying.I’m not sure if I can help you but I have a few suggestions re email marketing.? If you send emails to new companies I would include a list of customers that you currently export to in various countries

? I would also include customer testimonials from your buyers.This are very powerful and give you credibility.? Try to word your email differently from all the other suppliers.They all look and sound the same so most of them will be deleted or ignored immediately

If you want to be noticed and if you want your email to be read you must be different and create an email that is interesting and will catch the attention of your prospective customer.If you don’t then you will be rejected just like all the others.Remember that companies like us and others who import product are very concerned about quality control of products.Unfortunately China has gained a reputation as a supplier of cheap but poor quality products.Price is always important but it is not the MOST important part of a product.Regards, We owe your name and address to the Commercial Counselor’s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles.We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.We are a state-operated corporation, handling both the import and export of Textiles.In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items sup pliable at present.Should any of the items be of interest to you, please let me know.We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.In our trade with merchants of various countries, we always adhere to the principle of equality and mutual benefit.It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantage.We look forward to receiving your enquiries soon.Yours faithfully, Encl.Wish you enjoy a great day!I would like to introduce myself.I am Stone Lee and I represent Efront Digital Textile company in Hangzhou, China.We are glad to know that you are a large retail enterprise in USA to deal with …… I was referred by friend in USA retail business who is familiar with your corporation.As a professional manufacturer, I would like to introduce our products to you and offer you a quote.We are a manufacturer of household textile products, including chenille bedspread, Spanish bedspread, tapestry wallhanging, throw, tapestry cushion, chenille carpet, upholstery fabric and more which are all digital jacquard machine weaved by import looms(16 in total from German and Italy).The catalogue I attached includes just some of our high quality products.Please visit our website at www.tmdps.cn We have passed through ISO9001:2000;ISO14001:2004;ecological textile certification.It would be our pleasure to begin a business relationship with you and supply your stores with our quality products,.Sincerely yours, We get your name and email address from your trade lead on www.tmdps.cn that you are in the market for ball pen.We would like to introduce our company and products, hope that we may build business cooperation in the future.We are factory specializing in the manufacture and export of ball pen for more than six years.We have profuse designs with series quality grade, and expressly, our price is very competitive because we are manufactory, we are the source.You are welcome to visit our website http://www.tmdps.cn which includes our company profiles, history and something latest designs.Should any of these items be of interest to you, please let us know, We will be happy to give you details.As a very active manufactures, we develop new designs nearly every month, If you have interest in it, it`s my pleasure to offer news to you regular.Best regards, Dafu Wong Good day!This is Mickel from China.We are writing to you to establish long-term trade relations with you.From your company web,we get to know that your company is an influence company in your business and are dealing with razor barbed wire.We would like to take this opportunity to introduce our company and products.We are a leading company with many years' experience in wire mesh export business.Our products are razor barbed wire,which enjoy popularity in Middle East & Europe markets.You may also visit our online company introduction, which includes our latest product line.Should any of these items be of interest to you, please let us know.We will be happy to give you a quotation upon receipt of your detailed requirements.We look forward to receiving your enquires soon.Sincerely, Mickel Liu Company: Add: Contact: Tel： Fax： URL: This is XX from a manufacturer specializing in producing XXX in China.We have been in this industry for over 10 years,please have a look at our website:XXX,you will find there are many products same as the ones you displayed.Anyway,you could find some other items which you can also put on your market.Any inquiries on the XXX please do not hesitate to contact us.We are looking forward to establish win-win business relations with you.Many Thanks & Best Regards 外貿(mào)開發(fā)信范文

外貿(mào)新手都渴望得到葵花寶典一樣的經(jīng)典外貿(mào)開發(fā)信范文，希望在與客戶聯(lián)系時(shí)攻無不克，戰(zhàn)無不勝。網(wǎng)絡(luò)上的范文也多為教科書上的那幾篇，好像每本書都是一樣的，比如下面這封： Dear Sir, This is ______ from a manufacturer specializing in producing ______ in China.We have been in this industry for over 10 years,please have a look at our website:http://www.tmdps.cn,you will find there are many products same as the ones you displayed.Anyway,you could find some other items which you can also put on your market.Any inquiries on the _____，please do not hesitate to contact us.We are looking forward to establish win-win business relations with you.Many Thanks & Best Regards

其實(shí)這些教材幾乎都是學(xué)院派人士編的，不是老掉牙過時(shí)的東西，就是和現(xiàn)實(shí)基本脫節(jié)的。很多老師一輩子都呆在學(xué)校里，連外貿(mào)都沒做過，你怎么能指望從他們這里學(xué)到寫商務(wù)信函的精髓？(不管怎樣，我們的老師還是需要尊重的)估計(jì)中國的外貿(mào)業(yè)務(wù)員一開始用的范文總共就那么幾篇，而有用的也就是幾句話而已。

如何寫外貿(mào)開發(fā)信呢？要寫開發(fā)信參照幾篇范文是對的，但不要照抄它，要對癥下藥，盡可能寫得精簡些。

下點(diǎn)功夫去寫一封開發(fā)信，這樣才有自己的特點(diǎn)，不會讓外國采購商看起來都是千篇一律，真正普適所有行業(yè)的“葵花寶典”是不存在的，照著這個(gè)傳說中范文加上自己的理解發(fā)出您的第一封開發(fā)信吧，實(shí)用性的東西要結(jié)合自己的行業(yè)，客戶的情況去摸索，這才是比較辯證和科學(xué)的方法了，在實(shí)戰(zhàn)中，您的技藝才會越來越精湛。

第四篇：外貿(mào)業(yè)務(wù)員 開發(fā)客戶開發(fā)信

主動(dòng)給買家推薦新樣：

Dear ***,As Christmas/New year/*** is coming, we found *** has a large potential market.Many customers are buying them for resale on alibaba or in their retail stores because of its high profit margin.We have a large stock of ***.Please click the following link to check them out.If you order more than ***pieces in one order, you can enjoy a wholesale price of ***.Welcome you to inquiry more about our items, thanks.Regards

譯文：隨著圣誕節(jié)/新年/***的來臨，我們發(fā)現(xiàn)***產(chǎn)品擁有一個(gè)大型潛在市場。我們有大量的暢銷的***產(chǎn)品。請單擊下面鏈接查看它們。如果你一個(gè)訂單購買***件我們可以給批發(fā)價(jià)格。歡迎垂詢我們更多的產(chǎn)品，感謝您的惠顧。

模板一：

Dear Sirs,Through ***Business forum（或者其他網(wǎng)站、展會等）,we get your email address that you are in the market for metalwork.We would like to introduce our company and products, in the hope of establishing business relations with you.We are factory specializing in the manufacture and export of shoring props, scaffolding, coupler and protect hurdle.We have profuse designs with series quality grade, and expressly, our price is very competitive because we are manufacturer, we are the source.You are welcome to visit our website:which includes our company profiles, history and something latest designs.Should any of these items be of interest to you, please let us know, We will be happy to give you details.As a very active manufactures, we develop new designs nearly every month, If you have interest in it, it`s my pleasure to offer news to you regular.Best regard

模板二：

To Purchase Manager From Date day,month ,year Subject Dear Sirs: I got your name and address from Internet and knew you are one of the largest importers in ***, which is within the scope of our business.Take this opportunity, we introduce our factory, as one of the biggest manufactures of ***.We export large quantity to ***,*** and*** countries, deal to high quality and reasonable price.We are ready to refer you our favourable price and relative samples, for quality evaluation and marketing

activities.Should you have interest of items mentioned above? Kindly let us know by return mail.For getting all the detailed information, you are invited to visit our web site: http:***.Looking forward to hearing from you soon.Best regards.Sincerely,Looking for your reply

***

Add: ***

Tel:+86-***

Fax:+86-***

Email: ***

Website：***

模板三：

TO:***

FROM:***

SUBJECT:***

DATE:***

Dear Sir,Your name and address has been recommended to us by*** As being one of the most potential importers in your country, and we take the liberty to write you with the earnest desire of having the opportunity to enter into business relation with you.We are one of the leading manufactures of***in *** Ascribed to our excellent quality control and competitive price, our products have won a good reputation both at home and abroad.Enclosed please find our company data and web site for yourreference, and we hope you will find some items interesting.We shall be pleased to provide you our best prices and deliveries.For further information you may need, please let us know.Your courtesy and early reply will be appreciated.Yours Faithfully,***

譯文：***

收件人：***

寄件人：***

主題：***

日期：***

由***的推薦得知您的名址，貴公司在您的國家一向被尊重為最有潛力的進(jìn)口商之一，在此我們寫信給您誠摯的想要有機(jī)會與貴公司建立商務(wù)關(guān)系。本公司在***(地區(qū))多年來一直是***產(chǎn)品的制造商，基于卓越的品質(zhì)控管以及具競爭力的價(jià)格，我們的產(chǎn)品贏得國內(nèi)外的好評。隨函附上我們公司的資料及網(wǎng)址謹(jǐn)供參考，希望您能找到一些感興趣的產(chǎn)品。我們將樂于提供您最好的價(jià)格及交期。如需更進(jìn)一步信息，請讓我們知道。感謝您的好意，并期盡早回復(fù)。

***.敬上

第五篇：外貿(mào)開發(fā)信 英語開發(fā)信

外貿(mào)開發(fā)信模板大全

模板1 Hi, Dear Mr Harold.Sacks, We produce Medical Appliances with high quality & very competitive price for 15 years in China;Hope to find a way to cooperate with you.E-catalogues will be sent if needed.Write me back or call me pls, let’s talk more in details.Thank you.Best Regards Yours sincerely Zarah Sales Manager

模板2 Dear, How are you today? ABC Co., Ltd manufacture LED Lights for 8 years in China, and supplier of walmart, hope to be one of your supplier.FREE SAMPLES & Catalogues will be sent if needed.Write me back or Call me please, let me talk details.Looking forward to working with you in the near future.Best Regards and thanks.Alice Sales Manager

模板3 Hi Sir/Madam, Glad to hear that you're on the market for furniture, we specialize in this field for 14 years, with the strength of ERU&USA ANTIQUE FURNITURE, with good quality and pretty competitive price.Also we have our own professional designers to meet any of your requriements.Should you have any questions, call me, let's talk details.Best regards!Leon

模板4 Dear purchasing manager, Hello, this Lily Lee from xxx company, our company is a professional xx manufacturer with years‘s experience.so we want to avail ourselves of opportunity establishing business relation with you.Please link our company web site:.............if you want to know more about our product.By the way, free sample are available.Thank you in advance!Best regards] Xxx Company name: Tel:…….Fax:…….MSN:..........Skype:………..模板5 Subject: XX(products name)you need/ XX factory / xx good quotation

Dear Sirs:

We glad to get your information posted on xxxxxx.that you are in the market for XXXX.We would like to take this opportunity to introduce our company and products, with the hope that we may work together in future.This is(Name)from(Company Name)which is specializing in(Products Name)for many years.According to your information posted on xxxx, we'd like to introduce this item for you, and its future have XXXXXXXXXXX(products information).....If you want to see more items, pls visit our website Should any of these items be of interest to you, please let us know.We will be happy to give you a quotation upon receipt of your detailed requirements.We look forward to hearing from you soon.Best Regards，Your name(position)company date....(NAME, ADDRESS, WEBSITE, MAIL, TEL AND FAX ETC.)

模板6 Hey guy, XYZ trading here, exporting LANTERNS with good quality and low price in US.Call me, let's talk details.Rgds, Rick Cell phone: ***（這是一個(gè)巴西的貿(mào)易公司寫給陌生的美國公司的開發(fā)信）

模板7 Dear Mr.Mound Klamath, Glad to get your contact info from India mart!We supply homogenizers and ice cream freezing machine with good quality and very competitive price.Hope to be a partner of your company!E-catalog will be provided if needed.Email me or just call me directly.Thank you!

Best regards, Mandy ******Co., Ltd.Add: *** Tel: *** Fax: *** Mail: *** Web: ***

模板8 To: Purchase Manager Re: Supplier of Deep Groove ball bearing

April 29, 2010

Dear Sirs，It is glad to write to you with keen hope to open a business relationship with you.I obtained your company name and email address from the Internet.Ningbo Fenghai Bearing Co., Ltd.is a factory specialized in Deep Groove ball bearing.Our products had adopted ISO9001:2000 Quality System Authorities.For more information, we would like to let you know our company web site as below.Hope to hear good news from you.Sincerely Yours, Sky

Export Manager Ningbo Co., Ltd.TEL: FAX: Email: Website

模板9 Hi, purchasing manager.Good day!We are XXXX supplier, and we have researched & designed some new product.If you are interested in, I 'll send you our catalogue.Thanks for your valuable time.Regards.Yours, XXX(Ms)company name Website: www.tmdps.cnpany, pls visit Any comments, that'll be appreciated!Thanks.Best regards, xxxx xxx Co., Ltd.TEL: FAX: Email:

模板12 Dear Sir or Madam, Are you interested in saving some money on importing any of the following?:Bench planerWoodworking machines All of our products are very affordable as a result of being produced in special economic development regions of China and we are more than happy to help you with the import/export process too!My contact details are below, and I would be glad to hear from you.Kind regards, Kevin Zhu Sales Executive