所有的切入点都建立在理解客户痛点和清晰传达产品价值的基础上。除了要解决现有的问题，还需帮助客户发现潜在问题，并激发他们的需求，这样一切自然就会水到渠成。
![图片[1]-21封邮件！专门针对一直未回复或未下单的客户-海网商城](https://haiwangshop.com/wp-content/uploads/2024/09/20240913153548291.webp)
一，激活很久没有下单的老客户
By Dr. Mel Luthy, Chief Editor
Last year was a great year for us. Why? Because we had the privilege of filling several large orders for you. We have not heard from you for several months, so it seems that you have forgotten us. Did we do something to offend you? Or have you been so busy that you inadvertently overlooked your need to reorder?
Providing excellent service to our customers is very important to us. Since we would hate to lose you as one of our most outstanding customers, reestablishing our rewarding business relationship is top priority. Is there a time that I might meet with you to discuss your concerns? Please call me at 555-5555, and I will find a time that is convenient for you.
Were you aware that last year several of our products won awards for quality and affordability? And that we have a new line of cleaning products that is environmentally friendly, yet powerful? Please take a moment to reconsider whether you want to miss out on the quality products we can provide at such a nominal cost.
By Dr. Mel Luthy, Chief Editor
Over the years you have been a loyal Doe customer, and we have enjoyed meeting your office-supply needs. However, we have not received an order from you in over three months, and we are concerned. Is there any way we can improve our service to you?
We are aware that during the trucking strike, many of our customers could not get their orders filled quickly. Since then we have taken steps to ensure that every Doe customer receives prompt, reliable service. Will you please let me know if we can do anything to win you back? I have enclosed a copy of our new fall catalog. Call me personally at 555-5555 if I can help.
Dear XXX,
Very glad to know from your web site, that you are the leading wholesaler of plastic products with most prestigious quality.
To be even more successful, you might look for a very capable & reliable producing supplier. XXX is a good one for you to rely on. We have passed ISO9001 since 2005, and our products has CE certificate.
Our satisfied customers include Dupont, Demag, Weland, Cas, Aliplast. I am very confident that when you work with us, you will have the same satisfaction.
Can you do me a favor? What we should do to apply for & become your new vendor?
Best regards,
XXXX
Dear John,
Good morning!
Ijust visited your web site, and know that you are the leading wholesaler in Poland for fashionable gloves, with prestigious reputation for the quality.
You may be happy to find a new reilaible source of gloves with superior quality & Reasonable prices. You can select from an abundant variety of premium quality Jeans with stylish originaldesigns updated every 6 monthes.
Our factory has a capacity of XXXX gloves monthly, probably the largest in China. Since 2009, we have passed ISO9001, and all our products has CE certificate. I attach the certificate images in the next email,please find them.
Our satisfied customers include XXX, XXX & XXX. I am confident that when you work with us, you will have the same satisfaction like them.
To enable you to get a good understanding of our quality and service, we would like to extend a very special offer for your first sample order, with 15% (only limited to the first container).In the next email, I will attach you the product catalogs. Please tell me what items are more salable for you.
Best regards,
Sam
PS: We are also very capable to custom make for you. Please just tell me the styles you select.
Dear XXX,
Good morning!
I am very glad to know you from your professional website, you are the leading company in Japan for machine vision system. I also notice that you pay much attention to lower your cost for quality machine vision system. That is where I can be of help.
May I introduce myself to you? I am XXX, from XXXX. We have been in machine vision system industry for more than XXX years. I am confident that we are capable to meet your quality standard, while cutting your cost by at least 10%. Please be sure, we are also very capable to custom produce with your drawings.
To enable you to evaluate our quality, may I invite you to visit our factory?(或者：may I send you a sample?)
Best regards,
XXXX
Dear XXX,
A good supplier will save you money and be free from trouble. Quality means a lot for a tyre wholesaler like you. To be safe from customer complaints, you may need a very reliable supplier to count on. We are a right one for you.
XXX has already 20 years professional experience in XXX tyre, & XXX tyre. Our factory passed XXXX. Customers like XXXX & XXXX are very satisfied with our tyres for many years.
To let you have more ideas about our tyres, in a separate email, I will send you our testing report by SGS.
We would very much welcome your enquiry, surely you will get our best price.
Best regards,
XXXX
Re: Lower your cost for baskets purchase by 20% more
Dear XXX,
Good morning!
I am very proud to find some baskets on your website are produced by us. (先建立同客户的关联感）Attached please find some pictures. (证明可信度）
You may save much cost by ordering directly from a manufacturing supplier like us. (给客户的好处）When you make such decision, we would be pleased to offer you our hand for your first time importation, which is rather easy. （打消客户的顾虑）
We have just released abundant new styles of Gift basket/Camping basket/Picnic basket, do you want to have a look at the new designs?
Best regards,
XXXX
Re: New Energy Saving Iron( 或者其他)
Dear Smith,
Leading companies such as XXXX, now use XXX as their reliable supplier for XXX products.
For a cost equating to XXX, your customers will be able to save energy cost by %.
The remarkable XXXX Iron uses (工艺) to:
同客户相关的成果1同客户相关的成果2 同客户相关的成果3
To test XXX’s effectiveness, you can arrange a free no-obligation trial now, by just replying this email. We will reply you immediately to arrange it.
Best regards,
XXXX
Re: Saving your purchasing cost for quality XXXX
Dear John,
When you next consider your arrangements for XXX products, I would welcome the opportunity to understand your requirements and situation.
Our customer include (XXX,XXX), who have found our XXX is superior in quality while saving them % cost from working with us.
I will send you more detailed information regarding this product in another email. When you receive it, can you please email me your requirement for this product?
Best regards,
XXXX
二，客户产品线已经有我们的同类产品
当客户已经从竞争对手那里购买了类似产品时，虽然这表明客户有需求和即时采购计划，但也意味着客户可能对现有供应商非常满意，换供应商的难度较大，并且可能需要经过反复考验。开发的几个策略是：
- 不断推出符合市场需求的新产品，推荐给客户。如果客户选中新品，就能顺利建立联系。
- 调查客户网站，了解用户对现有产品的反馈和投诉，试图解决这些未被现有供应商重视的问题，这些通常是客户关注的重点。
- 分析客户畅销产品，寻找在保证质量的情况下降低成本的方法，以通过价格吸引客户。
因此，第一封开发信应直接突出你的优势。如果你的产品与客户现有供应商的相似，客户为何要费劲更换供应商？你需要提供充分的理由，开门见山地说明你的产品带来的好处，并用有力的论据支持你的观点。
以推荐新品为方向切入
Hi John,
Good morning!
I just visited your web site, and studied your customers’ feedback on your product XXXX. It sounds that your customers (390 customers remarked online) are demanding to: XXXXX 陈述一下客户潜在的问题。
We have successfully helped 20 customers solved this problem. XXXXX(描述一下细节，给点具体的信息。不要太详细，留个伏笔，下次再联系他)
Very briefly about ABC Company, we have abundant experience serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的。). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor.
May you give me a chance to present you more information on this? I will be glad to send you more detailed information upon your consent.
Best regards,
XXXX
Hi John，
Good morning!
We are a candidate vendor for XXX company, currently we are serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的。). I am writing to tell you, that we are able to cut your cost for XXX item by 20%, thanks to the current break-through innovation on the production process.
The reduction in cost will not in any way influence the quality. We have passed ISO9001, and our products has passed UPC certificate.
What products are you currently purchasing? May I make an offer to you based on these items for you to compare?
Best regards,
XXXX
三，询问采购业务的负责人
清楚了客户的兴趣之所在，以及自己公司和产品的优势，研究清楚如何引起客户强烈的兴趣后，就要考虑这封开发信要发给谁了。
找到具体的联系人，会让开发信的成功率数倍提高。学习利用谷歌找到采购负责人很重要。如果找不到采购负人，就直接搜“@客户网站.com”,找到客户公司任何一个联系人，再向他们问采购负责人的联系方式，成功率也很高。
新手切忌不问收件人是谁，上来就推销，说一通套话我们是最大的，我们是质量最好的，最便宜的。推销会让客户很反感，尤其是收件人并不是具体负责采购的人，看到这样的推销信，直接就删除或者丢到垃圾邮件箱里了。
这封邮件的目的要清楚，就是找到相关的采购负责人。客气礼貌地说明来意，邮件可以简短点。
询问相关业务的联系人（已知联系人，不知联系方式）
Re: Hi Mary, can you tell me the email of Mr. XXXX?
Dear Mary,
Hope you have a nice day today.
Can you tell me the email address of Mr. XXXX?
I would very much appreciate your help.
Best regards,
XXXX
询问相关业务的联系人（不知联系人，不知联系方式）
Re: Hi Mary, may I ask you for a favor?
Dear Mary,
Hope you have a nice day today.
We are a qualified supplier of XXX Company, we can help you to save at least 15% of your purchasing cost for product XXXXX.
May I ask you for a favor? Who should we contact for evaluating this further?
I would very much appreciate your help.
Best regards,
XXXX
四，客户产品线还没有我们的同类产品
如果客户的产品线中还没有我们类似的产品，那对我们来说是一个潜在的机会。对于大客户，开发周期可能较长，因为决策流程复杂，需要经过多个部门的审批。从客户的角度来看，面对一个我们尚未了解的新产品，供应商的评估流程可能如下：
- 这个产品是什么？为何需要将其纳入现有产品线？
- 这个产品看起来不错。那么这家公司是否有资质，能否保证品质和供应？
- 公司具备生产能力吗？价格是否具备竞争力？是否需要比较其他供应商？
因此，初步目标应为让客户认可产品，其次是让客户认可我们的公司。如果客户对产品产生兴趣，应及时介绍公司，证明你们有能力提供高质量产品并保障供应。第一封开发信应介绍新产品及其优势，明确说明能带来的商业利益，如果有销售统计数据表明产品有快速增长趋势，则更佳。
Dear John,
I just visited your web site, and found that you are not offering XXX products to your customer yet.
The sales of XXXX product in your local market grows very fast. The sales are expected to be very hot in 2023.
May I give you a little more information regarding XXX products for your study?
Target: It targets 30-40 years old man.
Features:
Price range:
Landed cost for you:
Estimated sales for you:
BTW, we have samples ready, do you need a sample to evaluate it?
Best regards,
XXXX
这封开发信的核心在于让客户了解这款市场上销量良好的产品。重点是让客户直观评估产品的潜在收益，因此提供如目标市场价、采购成本、销量等信息将非常有帮助。
五，利用展会作为契机
我们一直采用综合营销策略。研究表明，平均每个客户需要接触8次才能达成合作。因此，每次展会前，我们都会发送大量展会邀请邮件给客户。这也是一个很好的借口，客户通常不会对此感到反感。如果客户能够参展，我们的展会流量将增加，面对面交流的成功率也会显著提升。如果客户无法参展，也没关系，他们至少会多了解我们一次。这种宣传方式既有针对性，又能覆盖广泛。参展的客户可以进行深入的交流，而无法参展的客户也会加深对公司的印象。持续参展不仅展示了公司的实力，还传递了我们的信心。
Re: Hi Mike, will you visit the Canton Fair on April 15th, 2022?
Hi Mike,
Will you visit the coming Canton Fair? If so, will you please visit us at: booth XXXXX,
We have plenty of new products to be released then. Please follow the following link to preview the new products. www.XXX.com A % promotional discount is offered on the fair.
I look forward to seeing you there.
Best regards,
XXXX
Dear XXX,
We hereby sincerely invite you to visit our booth at 展馆 from 时间 as the 展会 is coming.
Our company is a professional 产品. We specialize in designing and manufacturing 产品. We constanly update models and develop new products. Providing everycustomer superior quality products at competitive price .
It would be a great pleasure to meet you at the exhibition.We expect to establish long-term business relations with your company in future.
Exhibition Center : 展馆地址
Booth Number : 展位号
Date :时间
Yours sincerely,
XXX
Dear Mr./Ms./Mrs./Prof. + Last name,
Hello.
Knowing the information about your company, we hereby sincerely invite you to visit our booth at #展馆# from #时间# as the #展会# is coming.
Our company is a professional #产品#. We specialize in #产品#. We constanly update models and develop new products. Providing every customer superior quality products at competitive price .
It would be a great pleasure to meet you at the exhibition. We expect to establish long-term business relations with your company in future.
Exhibition Center : #展馆地址#
Booth Number : #展位号#
Date : #时间#
Yours sincerely
在社交媒体时代，我们可以看到许多成功的外贸人士都在积极经营自己的社交平台账号（主要是Facebook、LinkedIn和WhatsApp），通过不断增加好友数量和提升影响力来吸引客户和流量。
因此，即使花费了资金参展，也应该充分利用社交媒体来营销展会。无论客户是否参加展会，都应将邀请作为一种营销手段，以此增强存在感和加深印象。此外，通过更新展会照片和动态，不仅可以展示公司的实力，还能进一步建立新老客户的信任和认可。
Hello.
We haven’t seen each other for a while.
Would you like to going to #展会名称+时间#?
Please let me know if yes, We hereby sincerely invite you to visit our booth#展位号
How are you?
The products of our company you mentioned last time have been updated, and the price policy has also changed.
It happens that we have an exhibition in #国家# recently.
Do you have time to come and have a look?（回顾细节+发出邀约）
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