第一篇：電子商務成功秘訣之：如何寫好外貿客戶開發信

電子商務成功秘訣之：如何寫好外貿客戶開發信

經常聽到一些外貿新人抱怨，投入大量的電子商務推廣費用以后，收到了大量的客戶“詢盤”，每次回過去自己的新客戶開發信，經常得不到客戶的回復。有些公司要求外貿業務員每天發一定數量的客戶開發信，但是這些客戶開發信往往石沉大海，或者跟客戶溝通和跟進了幾次就沒下文了。久而久之，很多外貿新人就失去了信心，很多外貿業務員就是這樣被淘汰掉了。一個網絡定單從“詢盤”到最終成交里面的因素很多。但是寫一封高效的客戶開發信是網絡定單成交的基礎和根本。以下10點是根據我們多年的網絡貿易經驗得出，跟大家做分享。

第一：外貿客戶開發信學術味不要太濃

現在很多外貿新人都是國際貿易專業畢業的，大部分都學習過大學教材《外貿函電》等專業外貿教材，其實根據我們多年的外貿經驗，我們在大學時候學習的外貿函電之類教材，其實跟現實的外貿實踐離的很遠。有些甚至是嚴重脫節，因為這些教材的編者更多是沒經歷過外貿實踐的學院派。大學時候我們的教授苛求，外貿開發信要寫的四平八穩，苛求語法精道，標點符號，其實在一般產品的外貿交易中，我們對外貿信函的要求很簡單，就是簡潔明快的說清楚事情，說明白觀點。這個觀點我跟我很多客戶進行過探討和論證，他們都認可，其實老外非常忙，特別是成功采購商。每天需要看好幾百封信，所以好的客戶開發信的基礎是簡潔明快的說清楚事情和觀點。這個問題是剛剛畢業的大學生最容易犯的錯誤希望大家一定要注意。

第二：寫客戶開發信的前提是經過充分的市場調研。

現在很多外貿業務員每天的工作就是發大量的客戶詢盤信，工作一天非常忙碌和辛苦。但是第二天滿懷信心的打開郵件，要么是系統退信，要么是毫無回復。久而久之新業務員就信心銳減，很多新業務員就是這樣淘汰掉了。其實我們在發業務信前應該對自己的行業，自己的產品，自己的公司競爭力有個非常清楚的了解。比如說你應該知道自己的產品報價在行業中屬于什么位置，有沒有競爭力，還有你企業的核心競爭力在哪里，所以在發大量的客戶開發信前，做個好充分的市場調研非常關鍵的。我跟大家分享幾個外貿市場調研的小技巧

1：向公司的老業務員交流，學習。

其實這是個最土也最有效果的方法，每個公司都有資歷深厚的老業務員，他們有著非常豐富外貿行業經驗，他們對行業，對產品有著非常獨到見解和看法。剛剛入公司的業務員如果可以得到老業務員的指導，對行業，產品的價格優勢等會了解的非常快，比較能在段時間內明白自己公司和產品的核心優勢，這樣寫客戶“詢盤信”針對性高了很多。

2：保持每天瀏覽商業資訊網站的習慣

我一直認為成為一個好的電子商務銷售人員，保持一個好的學習習慣是非常，對貿易新人來說每天瀏覽商業資訊網站是必須的，專門的行業網站資訊平臺，國外的商會網站，中國駐各國大使館經濟商務參贊處網站等。通過每天瀏覽商業資訊網站的習慣，讓一個外貿新人快速準確掌握行業的資訊。

3：外貿公司本身多組織新業務員的業務溝通培訓

我們在日常實踐中經常遇到很多發展初級的外貿公司，新員工進來公司沒有任何系統的培訓，僅僅給廉價的基本工資和3個月期限。3個月做出業務就留下，否則就淘汰。其實對外貿新人給予系統正規的業務培訓是非常必要的，在內貿業務員其實公司培訓已經非常系統了，但是外貿培訓還是非常欠缺。通過培訓活動，新的業務員相互學習，交流經驗，增加信心，其實對新外貿員的提高是非常必要的。

第三：外貿開發信“價格優勢”放在最顯眼的位置

對于普通中小企業外貿出口來說，價格優勢還是會在很長時期內占主導位置。如果你充分了解了自己行業的價格水平，并且認為自己的產品價格確實非常有優勢，你甚至可以在開發信的標題寫上自己的價格優勢，我有過一次真實的采購經歷，我們當時向印度市場采購鐵礦石，有一個公司的信我們印象非常深刻，他信的標題就是“1****/噸鐵礦石供應商”，因為他的價格確實非常有吸引力，我們一看了這封信以后就積極跟他們公司聯系，結果1個月內達成了交易。

第三：用最簡單的話告訴客人選擇我們下單如何得利，得多少的利益。

如果非要用一句話說明“客戶下單的理由”那就是“我們讓客戶真正得利”我們應該在客戶開發信中，清楚的表明客戶選擇我們能得多少利，比如我們剛才說的價格優勢（比如說選擇我們，價格優勢比行業領先3成），比如說設計開發優勢（我們有著非常豐富的設計團隊，我們的產品創意新穎）我們的誠信優勢（我們行業經驗20多年，有著非常好的行業口碑，大公司合作經歷），了解自己行業，企業，產品的核心優勢，站在客戶角度在客戶開發信中說出選擇我們企業的產品和服務客戶能獲得的利益。

第四：開發信的主題要明確，并且具備“誘惑性”

我曾經跟我一個美國客戶就“詢盤信”回復問題經過非常細致的溝通，客戶告訴我一般來說好的采購商，一天他的商務郵箱會收到大量的推銷郵件，如果你郵件的主題不明確，客戶甚至不看就給你刪除了。設置一個好的郵件主題，并且讓客戶明知是推銷信的前提下，還有興趣去看，這就是業務員的功底了。這里也有一個小技巧，我們在發開發信前可以通過GOOGL輸入客戶公司的抬頭去了解客戶的大概資料，這樣內容和標題都會更多的針對性。簡單明確說明信的主題，并且吸引客戶看這封信，比如說上面我們談到印度工廠的信就非常有效“1****/噸鐵礦石供應商”。競爭優勢的價格，非常好的吸引住了客戶。

第五：客戶開發信不要寫的太長

真正好的采購商的時間是非常忙碌的，一天大概收到幾百封的商業信件，很多新業務員寫的客戶開發信往往非常長，甚至有幾頁。其實很多客戶看信的時間大概是3到4秒，所以對這樣陌生的推銷長信往往直接刪除，西方人時間觀念非常講究。所以我們不需要把我們的開發信寫很長，簡單的說明我們的產品和優勢就可以了。

第六：第一次客戶開發信不要附加特別大附件文件

很多貿易新人經常在第一次給客戶寫開發信的時候，把公司的電子樣本一起附上，其實這在西方客戶特別是歐洲美國客戶是最最反感的，因為一次性發大容量的附件文件，很容易讓客戶的電子郵件陷入癱瘓，給客戶的工作帶來麻煩，如果真給客戶的工作造成了影響，并且產生了工作效率的損失，你說老外會對你產生怎么印象。

第七：開發信介紹內容不要非常煩瑣

我曾經做過采購員，以前經常會收到類似的郵件：“我們是某某工廠，地處美麗的長江三角洲東南，交通便利，風景優美，離上海和杭州僅僅2小時車程，我們公司成立于2002年，具有豐富的太陽能燈生產和開發經驗，享譽全球，我們工廠獲得ISO9001：2000質量體系，嚴格按照5S管理，真誠歡迎您來我廠參觀拜訪，希望和您建立起長久的業務關系，我們以真誠和服務贏得客戶??”諸如此類的話，客人會看得很不耐煩，即使你是一個很好的公司或很好的工廠，第一次就收到這樣一封郵件，任誰都會感到厭煩的。

第八：不要過分炫耀和夸大工廠的實力

還有就是過分炫耀工廠的實力，比如說“我們是某工廠，我們是中國最大的某某工廠基地，我們是這個產品全球某某大的供應商，我們工廠實力如何如何大??”其實這樣的描述有一個非常大風險，如果你描述確實符合實際那還好，如果你的描述遠離實際，同時客戶本身就是這個行業的經驗者，他就自然會疑問，既然你們這樣大，這樣有名，我們怎么沒聽說過，這樣對你的信用自然產生懷疑。

第九：不要在老外面前炫耀你的英文水平

很多大學剛剛畢業的外貿新人，經過非常好的外貿教育，有著非常好的英文基礎，他們給老外寫email，總是喜歡把文字寫得很出彩，各種語法從句層出不窮，還喜歡用冷僻詞，讓人理解都需要老半天。其實給老外寫英文信你大可不必炫耀你的英文水平，因為如果就英文水平你一定是好不過純老美，因為人家是母語，還有老外客戶不是你的大學教授，他關心的僅僅是采購商品的利益點。還有些日本，迪拜客戶等，他們本身的英文水平也不怎么樣，如果看一封推銷信，讓他們看的很吃力，他們就直接刪除了，所以我們在寫外貿客戶開發信時要簡明扼要，說清楚你的觀點和產品就可以了。

第十：選擇好的時間發客戶開發信

剛剛我也說到了，很多國外客戶一天會收到幾百封商業郵件，很多客戶一天內一般都有固定的看郵件時間安排，根據我的經驗歐洲客戶一般是當地早上工作時間開始不到中午吃飯這段時間，如果你在這個時期發郵件給他，一般來說會有很好的回復，因為這個時間段他的工作內容就是看電子郵件，看了幾百封郵件，當然也把你的推銷信一起看了。如果你的推銷信息他確實感興趣，客戶自然就給你回復。

第二篇：外貿開發信

開發信范文：

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信(3.28號更新，對你以后寫開發信會有啟發)

怎么我發了一堆的信，馬上收到兩封回信了。都是說和他們現有的供應商合作很愉快。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，我確實很忙，而我相信其他的生意人也都很忙。我曾經和我的同行討論過關于郵件的問題，他們也認為這些出口商的推銷信實在令人討厭又浪費時間。

我不知道我是否可以幫得上你，不過我可以給你在寫開發信上提些建議： 1，列出在世界各國中，你和哪些進口商合作, 2, 寫出進口商對于你產品的評價，這是相當有分量的，可以增加你的信用度，3，寫的郵件要盡力與眾不同。老調重彈，缺乏新意的信只會被馬上拉進垃圾箱。如果你想引起進口商的注意，如果你希望進口商閱讀你的郵件，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，進口商對于產品的質量控制是相當在意的。遺憾的是，中國產品雖然便宜，質量卻不過關卻是名聲在外了。價格很重要，但絕對不會是一個產品的最重要因素。

Regards，外貿開發信的優劣評判標準

外貿營銷人員實際發信情況的調查，大多數人每天發信在50封以上。寫作得非常好的外貿開發信，應該有5%以上的回復比例，但是如果是1%或2%回復的情況，也算可以的成績了。如果低于1%，就值得你好好進行認真細致的深入檢討，或是花錢請相關專家提供切實的修改建議和意見。

所以，你不要期望通過外貿開發信一朝成就你的外貿事業。很多時候，你發了100封郵件才有一個回復仍然屬于正常范圍。有些人一天發300封郵件，但是效果很不明顯。如果是群發郵件，出現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送外貿開發信，有回復的比例應該比較高，至少應該不低于5%，除了有興趣的回復，還包括禮貌拒絕的回復。

外貿開發信是否有效的唯一標準是：回復率與下單率。

從外貿實踐中看，隨著國際貿易競爭的激烈、外貿開發信的泛濫，導致成功率不斷地下降。外貿開發信就象體育比賽一樣，誰的進攻能力強，誰就容易得分；誰的防守失誤少，誰就容易取勝。客觀地講，外貿開發信是個苦差事，所以基本都是些外貿菜鳥在操作，由于能力缺乏而錯誤百出。

競爭是個相對的概念，在中國外貿營銷的總體水平極差的條件之下，你只有盡量少犯些錯，就能超越同行。以下是羅列的是：針對潛在客戶的、主動性質的外貿開發信所可能有的錯誤，以及其扣分標準。若按100為滿分的話，很多外貿開發信都是負分狀態！請對照檢查并切實改進。

外貿開發信撰寫之大錯（戰略層面，一個扣30分）：

1）缺失標題，或標題很弱、缺乏沖擊力：對方根本沒有興趣點開 2）過于自我的態度，沒有突出“you“：被視為沒有任何價值、立即被刪 3）假大空文風、企業口號式宣傳：令人厭惡、被當成騙子或弱智

外貿開發信撰寫之中錯（策略層面，一個扣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，外貿開發信要寫得禮貌但不要卑下。2）缺乏行動召喚：不是報個網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站？

3）老古董文：見絕大部分外貿函電教材。

4）技術資料堆砌：再便宜再高質，不與對方的想法聯系起來，別人不會有興趣。5）文體或調子隨意而為：外貿開發是嚴肅的商業行為，要親切自然但不是率性隨便。6）其它：（暫時想不起來，看到再補充）

外貿開發信撰寫之小錯（執行層面，一個扣10分）： 1）空格錯用、亂用 2）s 漏用、錯用 3）語法錯誤 4）拼寫錯誤 5）中式英語 6）內容或事實錯誤 7）字體、色彩出錯 8）其它

外貿開發信改進建議：

1）先做容易的！養成反復檢查所有單詞、語句、標點符號的優良習慣。細小方面要堅決做到零錯誤！

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

外貿開發信發送之心態

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

2）耐心等待：無謂的擔心和期盼是浪費時間，發了之后就是等待，收獲是自然而然的。要想有多的回復，就只有在深入研究外貿開發信寫作技巧的基礎上，盡量多發送、不間斷地發送，要相信“功夫不負有心人”的古訓。

3）精心回復：外貿開發不是一錘子的買賣，第一封開發信得到的往往只是詢問式的回音，需要你根據不同的情況，預先組織好相關的文字，再針對對方的詢問精心做出精準的回復。細節決定成敗，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）規律跟進：需要按一定的時間間隔和內容，不斷有規律地跟進客戶。注意行業新聞、節假日、客戶生日等有意義的日期，這些都是跟進的好時機。作為專業的外貿企業和外貿人員，你要定期準備聯系客戶和潛在客戶的通訊（newsletter），用以分享信息、聯絡感情。

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

價格談判：

要你做sales，價格永遠是一個繞不開的話題。老外永遠都會嫌貴，做生意的老手更懂得如何一輪一輪砍價，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，表示價格的確有那么一點點貴，但是??。請注意，他說too，我說a little，這樣一來，你一同意他的觀點，你們之間的談判氛圍就會略微不那么緊張。然后等你轉折以后，你要做的就是“讓他有贏的感覺！”你可以解釋給他聽，我們的產品為什么要賣這個價錢，差別在哪里，優勢在哪里。如果他嫌貴，你可以在改動某些材料、配件甚至包裝的情況下把價格降下來，但是你不希望他采購這樣的產品。

然后你可以給他適當的調整一些細節，換一套方案，然后給他有贏的感覺。

價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，那你絕對不是一個談判高手！

唉，留一個真實的案例吧，我以前在skype上和一個老客人的聊天記錄，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，相當于百度在中國的實力了~ www.tmdps.cn

這個是用來搜索美國公司的~ www.tmdps.cnments?

Best regards, C

現在告訴客人，其他都不會改動，也不會影響質量，只是把電筒的長度稍微做短一點點，價格降3個點下來。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C&F的價格，而且是空運到斯德哥爾摩的！

價格當然重要，但永遠不是真正的最關鍵因素。最關鍵的是客人的采購欲望和他的預期利潤！

所以在報價以后，如果你有十分詳細地市場反饋信息，或者別的客人的銷售情況，絕對是增加他購買信心的一個有力證據！

比如說我推一款燈給波蘭客人，這個產品我先前有賣給過德國的供應商，他們在德國的售價多少，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品。或者告訴客人，如果他對產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！

最后補充最最最最最重要的一點，客人記不記得你們公司沒關系，但你一定要讓他記得你這個人！！他不是因為你的公司和你的產品跟你合作，而是因為你給他印象非常好、非常專業、非常能干、非常勤奮、非常敬業，他希望跟你合作，從而下單給你們公司，這就是你強大的個人能力了！！一定要往這個方向發展，你以后的路會越走越寬的！！

第三篇：經典外貿開發信

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信的建議和意見，然后是幾封經典開發信

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

澳大利亞客戶教你開發市場，推薦產品(對寫開發信會有啟發)。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 外貿開發信范文

外貿新手都渴望得到葵花寶典一樣的經典外貿開發信范文，希望在與客戶聯系時攻無不克，戰無不勝。網絡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

其實這些教材幾乎都是學院派人士編的，不是老掉牙過時的東西，就是和現實基本脫節的。很多老師一輩子都呆在學校里，連外貿都沒做過，你怎么能指望從他們這里學到寫商務信函的精髓？(不管怎樣，我們的老師還是需要尊重的)估計中國的外貿業務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。

如何寫外貿開發信呢？要寫開發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。

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

第四篇：外貿業務員 開發客戶開發信

主動給買家推薦新樣：

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/新年/***的來臨，我們發現***產品擁有一個大型潛在市場。我們有大量的暢銷的***產品。請單擊下面鏈接查看它們。如果你一個訂單購買***件我們可以給批發價格。歡迎垂詢我們更多的產品，感謝您的惠顧。

模板一：

Dear Sirs,Through ***Business forum（或者其他網站、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口商之一，在此我們寫信給您誠摯的想要有機會與貴公司建立商務關系。本公司在***(地區)多年來一直是***產品的制造商，基于卓越的品質控管以及具競爭力的價格，我們的產品贏得國內外的好評。隨函附上我們公司的資料及網址謹供參考，希望您能找到一些感興趣的產品。我們將樂于提供您最好的價格及交期。如需更進一步信息，請讓我們知道。感謝您的好意，并期盡早回復。

***.敬上

第五篇：外貿開發信 英語開發信

外貿開發信模板大全

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: ***（這是一個巴西的貿易公司寫給陌生的美國公司的開發信）

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