第一篇：外貿新手首次回復郵件的誤區

不管是哪一個外貿員，你有多么資深的資歷，或者是才開始的外貿新手，都會接觸自己外貿路上的第一封郵件；

但是往往我們首次回復很容易陷入誤區，這里我說幾點自己的看法：

1.收到客戶郵件，不要馬上盲目的回復！—應該先搜索客戶信息

當然，對于我們剛開始入手的外貿業務員來說，首次收到客戶的詢盤，心里還是有點小興奮的！但是不要急于馬上回復，想著客戶看到了也能馬上回復你！

我們在收到客戶首次詢盤的時候，可以先搜索客戶信息。

我們公司做付費平臺，我個人也做免費的平臺，做的“好的”幾乎天天有詢盤，我依然會先去goole或者用其他的方式去搜索客戶的信息。但是仔細一看，一分析，發現那些客戶做的產品和我們公司沒多大聯系，好吧，因為我們的產品可以當禮品，我也就抱著一絲希望回復，當然我這里的回復，只是簡單的介紹我們公司，不會給出實質的報價！后來要么沒得回復，要么有回復就是釣魚的，事后，我仔細分析，我就開始懷疑這些詢盤都是網站內部發的，這里我就不說明是哪個B2B網站了！

2.客戶國家很重要，針對不同的國家回復：要知道歐美那邊對產品質量要求高，信譽度好；中亞非這邊則很強調價格的實惠，信譽度弱；當然這只是個大體，不能代表所有！還的具體情況具體分析！

3.不要所有的回復都是模式版回復，要分析來盤；

我再懶的時候，也只會機械性的發開發信，而且發的內容不會每一篇都一樣，當然也不會每一篇都不一樣，要知道每天有那么多開發信要發，人畢竟還是人，不是機械，但是我也絕不會群發。但是我身邊有的外貿員，就怕麻煩；先寫好一篇回復，結果不管客戶仍什么，都復制粘貼發過去了，這樣沒回過去的，多半是一場空，所以要偷懶，也要懂得偷懶的方法！來了詢盤，最好先分析，再回復，做到自己心里有數！

4.不要只回復強項的產品，每個詢盤都是有價值的;

5.不要老是詳盡的自我介紹，只要別人知道你家賣什么都就OK了！盡量突出自己的優勢；

6.寫郵件，也不要太客套，糾纏了，應該專業，結合重視；

7.不應積極主動多渠道的聯系，應該關注客戶感受；

有得外貿員老是急于求成，今天想盡辦法加了客戶的MSN，明天想辦法加了客戶的SKYPE···生怕客戶逃走了一樣，然后就開始MSN上問下，SKYPE 上問下，這樣很容易讓客戶反感的！我們換位思考下，如果是你，你會有何感想？

8.不要輕易報價。

第二篇：外貿郵件回復

外貿郵件回復范文：

收到客戶詢盤時的回復： Dear Sir，We hereby acknowledge receipt your inquiry of XX,(products)and I just got the information form our production department, these standards are available for us.And the now pls check the quotation below: The specification you required: The length: The diameter: The material ……

The price: XX usd /pcs FOB(Tian Jin)

I hope this is the one in your favor, as an experienced company(ISO9001:2000)in the XX field for more than 20 years.And we take the opportunity seriously to cooperate with you.If you have any questions, pls feel free to contact me.I will try my best.Thanks and regards Singature

客戶詢盤模糊，像客戶詢問規格 Dear Sir，Thanks for your inquiry of our XX(products).On Dec.10th.And we are in XX field for many years, so we are confident we can do it.But the specification you given is still lack.Such as the diameter, material, quantity and so on…, so pls can you send us the details? The drawing(CAD)is ok.After we confirmed, we are happy to provide you with our good quality and competitive price.Looking forward your soonest reply, Thanks and regards Singature

針對客人的討價還價的回復 Dear Sir，Sorry for my late reply, I discuss with our boss for a long time, but regarding the price, it is near our bottom line, you know the market is changing everyday, and it is hard to cut more on cost as we need the products with best quality.But we treasure our first cooperation, so we allow you a 2% discount, this is the best I can do for you.I hope that if you have the will to cooperate, pls don’t just focus on the price, the most important is the quality, I think.If you any comments, pls let me know.Thanks and regards, Angela

這個得針對情況，如果利潤真的不太高，就這樣寫么有關系，如果老板太黑了，就給點折扣，關于價格不是一封兩封的郵件可以搞定的，總之靈活點啦。

應對客戶的遲遲不回復的郵件： Dear Sir，Did you receive our quotation on Dec.12th? And no reply from you.I was waiting until until all the colleagues left the office.May be you are very busy.So pls can you take some time to give me a reply? And kindly give me some advice on XX(products)

Looking forward your reply Thanks and regards Angela

面對客戶遲遲不回復 Dear Sir，How are you these days? I am Angela from XX Company, hope you still remember me.You sent us an inquiry of XX products.And we quoted for you on Dec 12th.Can you send me a reply which can state your advice? You know we usually keep our client’s data and advice in the achieves, so that we make special and divide plan and schedule for each client.At the same time we can improve our service according to them, if there’s some fault and in our works.So pls take a few time to tell me some advice on our business.Ok? Thanks very much.針對報價了不回復的 Dear Sir or Madam，Hope you still remember me, I sent you quotation for XX(products)on XX(date), well maybe you are very busy, and I understand.I review your website very carefully, and have much interests to make a start for our cooperation, to provide the best special service.Could you give me some advice so that we can do better

Best Regards

1, Therefore we always put the quality as the first consideration 因此我們總是把質量放在第一位的

2，Would it too much to ask you to respond my question by tomorrow? 可以請你明天以前回復嗎？

3，the price we give is almost reach our bottom line 我們所給的價錢已經接近我們的底線了

4，The validity of the quotation is about the 10 days 報價的有效期大概是10天左右

5，Moreover we keep the price costs to the costs of the production 再說，我們的緊挨個已經接近生產費用的邊緣

6，Will you kindly tell the quantity you require so as to unable us to sort our the offers?

為了方便我們報價，你能告知數量嗎

7, you should take the quantity into consideration 你必須考慮到數量

8，We may reconsider our offer if your order is big enough 如果你們數量足夠大的話，我們可以重新考慮價格 9，I’d like to tell you what I think about that 我想告訴你一些我的想法

10，But consider the quality, our price is quite reasonable 如果考慮到質量，我們的報價是很合理的收到來信：

I have just received your kind letter.I was very happy/glad/delighted/pleased to receive your letter yesterday morning.Your kind letter of Saturday arrived this morning 久未通信

Pls pardom me long in writing to you

I must apologize for not having written to you previously 未及時回信

I apologize for the delay in my reply

I apologize for being a day late with the delay reply to you Having lost your last mail, I have not been able to reply sooner 久無音信

I have not heard a word you for a long time There has been no news from you for ages

As I have not heard of you for long, I feel anxious 表示歉意難過：

Pls accept my sincerest apologies for the inconvenience I fear we caused you 遇到不好的事情

I have deeply grieved to hear the death of your father

I was most distress to learn from your letter of the illness of your father 談談開發信的事情

還蠻感謝大家，我要繼續努力啦，不然對不起版主，呵呵

其實我也還是做外貿就10月左右，所以經驗什么的都不是很成熟，在總結自己的同時還希望幫到比我還新的朋友，前輩不要拍我板磚哦。

發開發信要先找到郵箱，至于找郵箱呢，我覺得至今用的比較順手的是各國郵箱的后綴(自己搜一下，太長了不好發上來)和一些好的黃頁，有些朋友反映用郵箱后綴找不到，那是因為你要分析一下你們的產品在哪里很暢銷，用的比較多。比如我們的產品水井管在沙特等中東產石油的地方用的多，那么就那些國建的公共郵箱后綴，搜出來比較多。其實我覺得開發信這個東西就像我們國內做電話銷售一樣，我想每個外貿人都很討厭每天一大堆的網絡推廣電話，我想老外和我們應該是一樣的心情。所以我覺得做外貿的不容易的，每天辛辛苦苦找郵箱發開發信息，而且還被人討厭，看都沒看就刪了。有的說喜歡簡短的開發信，有的喜歡有點專業性的比較長一點開發信，至于到底怎么樣，我有兩種版本經常換著發，要多多準備幾封進行追蹤，郵箱最好設上閱讀回執，對有閱讀回執的郵件進行追蹤，幾

周幾個月時不時的騷擾一下。要用不同的版本，要不發一樣的，看不看都刪了，沒什么新意。我開發信的內容很大眾化就不貼上來了。呵呵

還有一點是開發信是主題，反正我不喜歡什么how are you, hi, my friend,什么的，就用產品名稱，或者用RE:貌似比較有效果，呵呵，還有可以突發奇想，比如有一天我用的標題是your water need treatment,（我們做水處理過濾產品的）結果發過去一會就有人回復說介紹一下詳細的catalog什么的。當然可能是運氣什么的 發開發信需要堅持，不要沒有效果就放棄后再抱怨怎么沒效果啊沒效果啊，因為開發信本身的是一個概率問題，成功率本身就比較低的。所以那句話叫什么來著廣撒網才能網大魚。前輩的話是有道理的。

What’s wrong withy you, you look depressed

Something went wrong.情況不秒啊（出了問題/麻煩）。You are welcome, you deserve it.Not necessarily.不見得

I am embrassed to take so many gifts

Embrassed還可以指別人給你難堪而感到尷尬You scolded me in public, I am embrassed I don’t deserve this/I am flattered.我不敢當 As for a leave/ I ask to use a sick leave today

Let’s get down to business.It’s late, let’s get down to business時候不早了，讓我們談正事吧。

1.無法提供客戶想要的產品時回復

Dear

Thank you for your enquiry of 12 March cate 9 cable.We appreciate your efforts in marketing our products and regret very much that we are unable to supply the desired goods due to excessive demand.We would, however, like to take this opportunity to offer the following material as a close substitute:

Cate 5, US$__ per meter FOB Shanghai, including your commission 2%.Please visit our catalog at http://www.tmdps.cnF Copenhagen dated February, 21.In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports.Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft.Please note that we have quoted our most favorable price and are unable to entertain any counter offer.As you are aware that there has lately been a large demand for the above commodities.Such growing demand will likely result in increased prices.However you can secure these prices if you send us an immediate reply.Sincerely，Dear Mr.Jones:

We thank you for your letter dated April 8 inquiring about our leather

handbags.As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg.Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference.We hope some of them meet your taste and needs.If we can be of any further help, please feel free to let us know.Customers' inquiries are always meet with our careful attention.Sincerely，Re: SWC Sugar

Dear Sirs，We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product.To comply with your request, we are offering you the following:

1.Commodity: Qingdao Superior White Crystal Sugar.2.Packing: To be packed in new gunny bag of 100kgs.each.3.Quantity: Ten thousand(10000)metric tons.4.Price: US dollars one hundred and five(US$105.00)per metric ton, Fob Qingdao.5.Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.6.Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.Please note that we do not have much ready stock on h

and.Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.We are awaiting your reply.Sincerely，3.客戶向我們發出關于一個物品的訊盤后我們發的還盤

Dear :

Thank you for your inquiry of 16 March.We are pleased to hear that you are interested in our product “toaster”.We've enclosed the photo and detailed information of the product for your reference:

Product: toaster

Specification: xxxxxxxxxxxxxxx

Package: 1pcs/box

Price: 10usd/pcs

Payment: L/C

For purchase quantities over 1,000pcs of individual items we would allow you a discount of 1%.Payment is to be made by irrevocable L.C at sight.We look forward to receiving your first order.Sincerely，4.對新客戶想和我們建立合作關系的還盤

Dear Mr.Jones:

We have received your letter of 9th April showing your interest in our complete product information.Our product lines mainly include high quality textile products.To give you a general idea of the various kinds of textiles now available for export, we have enclosed a catalogue and a price list.You may also visit our online company introduction at Http://xxxxxxxxxx.alibaba.com which includes our latest product line.We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future.Sincerely,.Mark Li

第三篇：外貿郵件回復

收到客戶詢盤時的回復：

Dear sir，We hereby acknowledge receipt your inquiry of XX,(products)and i just got the information from our production department,these standard is available for us.and the now pls check the quotation below:

The specification you required: The length: The diameter: The material........The price:XX usd /pes FOB(tian jin)

I hope this is the one in your favor,As a experienced company(ISO9001:2000)in the XX filed for more than 20 years.and we take the opportunity seriously to cooperate with you.if you have any questions ,pls feel free to contact me.i will try my best Thanks and regards

簽名

客戶詢盤模糊，向客戶詢問規格

Dear sir，Thanks for your inquiry of our XX(products).on dec.10th.and we are in XX filed for many years,so we are confident we can do it.but the specifications you given is still lack.such as the diameter,meterial,quantity and so on.....,so pls can you send us the details?the drawing(cad)is ok.After we confirmed,we are happy to provide you with our good quality and competitive price.Look forward your soonest reply, Thanks and regards

簽名

針對客戶的討價還價的回復

Dear sir，Sorry for my late reply,i discuss with our boss for a long time, but regarding the price,it is near our bottom line,you know the market is changing everyday,and it is hard to cut more on cost as we need the products with best quality.But we treasure our first cooperation,so we allow you a 2%discount,this is the best i can do for you.I hope that if you have the will to cooperate,pls don’t just focus on the price,the most important is the quality,i think.If you any comments ,pls let me know.Thanks and regards Angela

這個得針對情況，如果利潤真的不太高，就這樣寫沒有關系，如果老板太黑了，就給點折扣，關于價格不是一封兩封的郵件可以搞定的，總之靈活點啦

應對客戶的遲遲不回復的郵件: Dear sir，Did you receive our quotation on dec12th?and no reply from you.i was waiting until all the colleagues left the office.May be you are very busy.So pls can you take some time to give me a reply?and kindly give me some advice on XX(products)

Look forward your reply Thanks and regards Angela

面對客戶遲遲不回復

Dear sir，How are you these days?I am angela from XX company,hope you still remember me.you sent us a inquiry of XX products.And we quoted for you on dec 12th.Can you send me a reply which can stated your advice?you know we usually keep our client’s data and advice in the achives,so that we make special and divide plan and schedule for each client.At the same time we can improve our service according to them,if there’s some fault and in our works.So pls take a few time to tell me some advice on our business.ok?thanks very much.針對報價了不回復的Dear sir or madam，Hope you still remember me,i sent you quotation for XX(products)on XX(date)，well maybe you are very busy ,and i understand.I review your websit very carefully, and have much interests to make a start for our cooperation,to provide the best special service.Could you give me some advice so that we can do better

Best regards

1、therefor we always put the quality as the first consideration 因此我們總是把質量放在第一位的

2、would it too much to ask you to respond my question by tomorrow? 可以請你在明天以前回復嗎

3、the price we give is almost reach our bottom line 我們所給的價錢已經接近我們的底線了

4、the validity of the quotation is about the 10days 報價的有效期大概是十天左右

5、moreover we keep the price close to the costs of the production.再說，我們的價格已經接近生產費用的邊緣

1、will you kindly tell the quantity you require so as to unable us to sort out the offers? 為了方便我們報價，你能告知數量嗎，2、you should take the quality into consideration 你必須考慮到質量問題

3、we may reconsider our offer if your order is big enough 如果你們數量足夠大的話，我們可以重新考慮價格

4、i ’d like to tell you what i think about that 我想告訴你一些我的想法

5、but consider the quality ,our price is quite reasonable.但是考慮到質量，我們的報價是很合理的一些實用英語系列：

收到來信：

1、i have just received your kind letter.2、i was very happy/glad/delighted/pleased to receive your letter yesterday morning.3、your kind letter of saturday arrived this morining 久未通信：

1、pls pardon me long in writing to you

2、i must apologize for not having written to you previously

未及時回信

1、i apologize for the delay in my reply

2、i apologize for being a day late with the delay reply to you

3、having lost your last email ,i have not been able to reply sooner 久無音信：

1、i have not heard a word you for a long time

2、there has been no news from you for ages

3、As i have not heard of you for long,i feel anxious 表示歉意難過：

pls accept my sincerest apologies for the inconvenience i fear we caused you 遇到不好的事情

1、i have deeply grieved to hear the death of your father

2、i was most distress to learn from your letter of the illness of your father

談談開發信的事情

還蠻感謝大家，我要繼續努力啦，不然對不起版主，呵呵

其實我也還是做外貿就10月左右，所以經驗什么的都不是很成熟，在總結自己的同時希望幫到比我還新的朋友，前輩不要拍我板磚哦。

發開發信要先找郵箱，至于找郵箱呢，我覺得至今用的比較順手的是用各國郵箱的后綴（自己搜一下，太長了不好發上來）和一些好的黃頁，有些朋友反映用郵箱后綴找不到，那是因為你要分析一下你們的產品在哪里很暢銷，用的比較多。比如我們的產品水井管在沙特 等中東產石油的地方用的多，那么就那些國家的公共郵箱后綴，搜出來比較多。

其實我覺得開發信這個東西就像我們國內做電話銷售一樣，我想每個外貿人都很討厭每天一大堆的網絡推廣電話，我想老外和我們應該是一樣的心情。所以我覺得做外貿的不容易的，每天辛辛苦苦找郵箱發開發信，而且還被人討厭，看都沒看就刪了。有的說喜歡簡短的開發信，有的喜歡有點專業性的比較長一點的開發信，至于到底怎么樣，我有兩種版本經常換著發，要多多準備幾封進行追蹤，郵箱最好設上閱讀回執，對有閱讀回執的郵件進行追蹤，幾周幾個月時不時的騷擾一下。要用不同的版本，要不發一樣的，看不看都刪了，沒什么新意。我開發信的內容很大眾化就不貼上來了。呵呵

還有一點是開發信得主題，反正我不喜歡什么how are you，Hi，my friend，什么的，就用產品名稱，或者用RE：貌似比較有效果，呵呵，還有可以突發奇想，比如有一天我用的標題是your water need treatment,（我們做水處理過濾產品的）結果發過去一會就有人回復說介紹一下詳細catalog 什么的。當然可能是運氣什么的發開發信需要堅持，不要沒有效果就放棄然后再抱怨怎么沒效果啊沒效果啊，因為開發信本身的是一個概率問題，成功率本身就比較低的。所以那句話叫什么來著 廣撒網才能網大魚。前輩的話是有道理的。

有時間我整理一下自己的郵件或者用的好的黃頁再分享給大家，呵呵先寫到這吧，有時間再寫，不能一下午光更新，呵呵

spoken English）Ｓomething went wrong.情況不妙啊(出了問題/麻煩).內似的表達有:“There is something wrong with sth”.什么出了麻煩/有毛病等.例如:What ’s wrong with you, you look depressed--你看上去很消沉,發生什么事了

2)You are welcome,you deserve it.不客氣,應該的!“deaerve”(v)-應該得,值得.3)Not necessarily.不見得.這個短語在日常生活中用得較多.請牢牢記住,很實用的!

4)I am embarrassed to take so many gifts.拿這么多的禮物我真不好意思(意思是--你送我這么多禮物真不好意思.當然“embarrassed”還可以指“別人給你難堪而感到尷尬的意思”.例如:You scolded me in public,I am embarrassed!---你在公共場合訓我真讓我感到尷尬.5)I don’t deserve this/I am flattered.我不敢當(意思是你太夸我了)“Flatter”(v)---吹捧,奉承,過分夸獎等.6)The game came out even.比賽不分勝負.“even”扯平的,互不相讓的“

7)Ask for a leave/I ask to use a sick leave today.請假/請病假

8)I told you(early).我不是早就告訴你了/我不是早說了!

9)It ’s better than nothing.總比沒有好!這句非常實用,用來安慰別人是非常漂亮的句子!

10)Let’s get down to business.我們談正事吧/我們轉入正題吧!”It’s late,let’s get down to business".---時候不早了,讓我們談正

Hi Lesley:

Hope you still remember me,i sent you quotation for aluminium sulphate on aluminium sulphate,well maybe you are very busy,and i understand.I review your websit edithsoaps.wozaonline.co.za/ very carefully, and have much interests to make a start for our cooperation,to provide the best special service and price.Could you give me some advice so that we can do better,The suitable samples can be sent to you for your reference.Looking forward to your prompt reply.Best Regards Yanhuizhang Shandong Sanfeng Group Co.,Ltd

第四篇：外貿郵件回復

要樣品和問目標價格。

in order to quote you a consideable price,we have to know more detail about this product.if you do not mind,pls send me a sample and attached your anticipated price or target price

第五篇：外貿郵件回復中常見的幾個問題

外貿郵件回復中常見的幾個問題，望大家避免

我看了一些外貿業務員寫的開發和回復郵件，發現有幾個問題，看看你占了幾個，也希望大家可以在以后的郵件中避免；

1.過分簡約型

如：In before email attached, including the xxx picture with price.無頭無尾，簡單及至．可氣的就是連稱乎都不寫，連署名都不寫．給客戶的感覺就是一點兒也不乎他，而且你還表現的很忙，不耐煩的樣子．

2.喋喋不休型

如：Per your information, you would like us to quote you the prices as blow.Please kindly check.Thanks

Now we would like to introduce our company to you..our company founded in 1999.Its headquarters at foot of beautiful XXX mountain……..……..客戶只要幾個報價而以，你介紹公司不是在畫蛇添足嗎？真的是在扯淡．

3.非常天真型

如：thanks for your email.But I would like to know your customer’s opinion at first, how about their target prices?

要說這樣的業務員真的是天真的可愛，沒有做過生意還是怎么的，這是商業機密，他怎么會告訴你呢，對于一個專業的客戶來說，他們讓你這么一問，一下子就不原意和你做生意了，原因很簡單的，你太不專業了．他們敢和你合作嗎？

4.管理混亂型

如：I have deleted a lot of email last week to save hard disk space.I will ask XXX to check that for you tomorrow morning, is that OK?

哈哈，直言不諱，這是一個很牛Ｂ的業務員，竟然把客戶的郵件給刪了，還直言的告訴人家．就是犯了這樣的錯誤也要有技巧的和客戶說明．

即然你這么牛Ｂ還等客戶給你下單干嘛，你直接給客戶下單算了．．．．哈哈

5.自以為是型

如：Orders are now coming in every day, so we have attached our price list in which you can fill the quantity you want to order…..你們公司一年產值是不是中國總收入的20％，這么忙的？詢價都要ＤＩＹ．真牛，采購商都很懶的．遇到這樣的情況，一般都會走人．

6.反客為主型

如：can you sent me the photo ?

如果客戶清楚的列出你們的編號了，而且是根據你們的目錄，怎么讓他再給你發照片呢？

7.強人所難型

如：the switch we can’t revised, we shipped many goods to our clients like this, please note！其它客戶可以接受的，不一定這個客戶可以接受的．這個語氣就是說，同樣的產品我們售給其它客戶都沒有異議，你們最好也閉嘴！

8.模模糊糊型

如：Thanks for your email;we will send the samples as you asap.請問這個ＡＳＡＰ到底是什么時候呢？沒有具體的內容，無法確定．你要知道在商界時間就是金錢．．．．