第一篇：外貿(mào)業(yè)務(wù)開發(fā)信的問題小結(jié)_外貿(mào)英語

身處歐洲,經(jīng)常有機(jī)會接收到國內(nèi)業(yè)務(wù)員給我的開發(fā)信。關(guān)于開發(fā)信應(yīng)該怎么寫的帖子很多了,敝人就不班門弄斧了。我想從反面來分析總結(jié)一下,國內(nèi)業(yè)務(wù)員開發(fā)信中存在的一些比較常見的問題,希望對大家有所啟發(fā)。(英文表達(dá)、修辭等不在此討論范圍之內(nèi)。)

從我平時收到的開發(fā)信來看,發(fā)現(xiàn)存在如下一些常見的,個人覺得不是十分妥當(dāng)?shù)默F(xiàn)象(排名不分先后):

1.開發(fā)信內(nèi)容過長。

有的開發(fā)信真的可以長達(dá)幾百字的,面對這種開發(fā)信,我會毫不猶豫delete掉。你輕松的一下“Ctrl + c”,再一下“Ctrl +

v”,而我讀得那個是上氣不接下氣。

點評:有些時候,長度跟對方的愉悅度是成反比的。(關(guān)于開發(fā)信長度的原則,竊以為:能簡則簡,點到即止。)

2.段落之間不離行。

這種開發(fā)信也是看的人頭昏眼花,如果再配合第一點,絕對能讓讀的人提早幾年去配老花眼鏡(賣老花眼鏡的行家們可以借鑒此法)。

點評:分段跟分手一樣,該分時就得分,千萬別含糊,藕斷絲連只會害了自己,苦了別人。

3.內(nèi)容帶中文。

帶中文內(nèi)容的情況有兩種:一種是郵件內(nèi)容本身帶中文的,另一種是附件中帶中文的。前者出現(xiàn)的還是比較少的,出現(xiàn)的比較多的是后者。有些同志給發(fā)過來的附件,比如產(chǎn)品介紹、報價單等,里面的部分內(nèi)容帶有中文。別人我不清楚,反正我的想法是,這樣的文檔顯得不專業(yè)。點評:把中文部分修改一下再發(fā),不至于花掉你九牛二虎之力吧?要是真至于,平時請多準(zhǔn)備幾箱紅牛堆在辦公室,順道也為國家的GDP盡點綿力。

4.附件做得不專業(yè)。

有的PDF文檔的頁眉或者頁腳中出現(xiàn)了諸如“此文檔由PDF Creator試用版打印”這樣的信息。

點評:同志們,如果你始終堅持抵制正版軟件的話,何不徹底一點,下個綠色破解版的呢?(罪過啊,又在變相鼓勵使用盜版軟件了。)

5.郵件發(fā)送時間問題。

那些奮戰(zhàn)在周末的同志們辛苦了,但是,我建議你們別再在星期六日發(fā)開發(fā)信了,不是說完全沒有機(jī)會,但是能得到回應(yīng)的幾率太低了。那些真的相信”皇天會不負(fù)有心人“的好同志,可以堅持繼續(xù)發(fā)。

點評:勤奮沒錯,但是精力需用在對的地方。

6.郵件發(fā)送頻率問題。

那些兩三天一封,甚至一天一封,一天不止一封開發(fā)信的,收到過幾次之后,我一般立馬拉黑,無他,太煩了。

點評:那些癡男怨女們要明白一個道理:如果你的另一半需要你,你不纏他,他也會來逗你;如果他不鳥你,一定是因為他此刻不需要你。

7.附帶圖片問題。

有些前輩認(rèn)為開發(fā)信一般最好不要帶圖片,因為圖片會增加被列為spam的幾率,這個說法或許有道理。但是,我認(rèn)為,就算是被系統(tǒng)列為spam了,只要不是收信者主動拉黑的,一般還是能看到你的郵件的。而且,如果用企業(yè)郵箱發(fā)送的話,應(yīng)該能減低被列為spam的幾率。我個人的習(xí)慣是,看開發(fā)信第一時間先找圖片看,其次找網(wǎng)址。因為說實在的,其實大家都清楚,廣大外貿(mào)同胞們的開發(fā)信的情況是:如有巧合,基本雷同。天天看著千篇一律的開發(fā)信,很難讓人會有激情去深究當(dāng)中的內(nèi)容。但是圖片比文字直觀,更能快速地抓住讀者的眼球。突出重點是十分關(guān)鍵的,這跟咱們滿大街的ppmm支持環(huán)保,盡量節(jié)省衣物布料的做法是一個道理。但要注意圖

片不要過大,挑一兩張最有把握的,直接以插入(而非附件)的方式放在郵件末尾,保證閱讀者一打開郵件就能第一時間搶占他的眼球。

點評:磚家一項研究結(jié)果表明:99%以上的正常成年男子,如果從正面看女性的話,第一時間會先掃描其胸部。注:該研究結(jié)果與本貼無關(guān)。

8.人稱有問題。

這個問題通常有兩種情況。其一,人稱不規(guī)范;其二,給對方亂起名。先解釋第一種情況,如我的名字為“張三”,我收到的郵件,稱呼不是“Mr.張”,而是“Mr.三”(自己檢討一下有否出現(xiàn)過此種情況)。情況二,明明不知道我的名字是“張三”,在郵件里不稱呼“Dear Sirs/Dear Sir or Madam/To

whom it may concern/etc”,硬要寫成“Dear

李四”。這種情況,我覺得要么就是糊涂蟲,搞錯對象,要么就是無賴,渾水摸魚,無論是前者還是后者,總之我覺得就是不尊重收信人。

點評:商業(yè)信函的基本文書規(guī)范還是應(yīng)該掌握好的。

以上是我根據(jù)自己平時接觸到的開發(fā)信所小結(jié)出來的一些比較常見的現(xiàn)象,有大處的,也有小處的,有些是顯然易見的,有些可能跟我個人的習(xí)慣有關(guān),未必就提得對。寫出來,無非是跟大家交流一下,互相借鑒,取長補(bǔ)短。

如有不妥,懇請斧正。

第二篇：外貿(mào)業(yè)務(wù)開發(fā)信

Dear Sirs，Through FOB Business forum,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 manufactory, we are the source.You are welcome to visit our website:004km.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 regard Dear Sirs: I got your name and address from Internet and knew you are one of the largest importers in XX, which is within the scope of our business.Take this opportunity, we introduce my factory, as one of the biggest manufactures of XX in Hubei province, mainly X products.We export large quantity to xx,xx and xx 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:XXXXXX Looking forward to hearing from you soon.Best regards.Dear Sirs, We owe your name and address to the Commercial Counsellor'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 suppliable 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 friendshp to our mutual advantage.We look forward to receiving your enquiries soon.Yours faithfully，4 TO:......FROM:......SUBJECT:......DATE:......Dear Sir，Your esteemed 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, Dear Sirs，As a leading manufacturer of Signal and Warning

Light in......, we would like to introduce our products

to you to seek a mutual benefited business relationship

in this year.All our products are designed with water-proof

function which applied for marine and land use.If

use it as traffic light indication ,it will be more

functional with automatic reflecting light system.In day time with sunshine, it will turn off automatically

whereas at night or even in day time but not bright

enough, it will turn on by itself.Labor operation is

no need at all.Attached illustrated catalogues with detail

specification for your selection.Meanwhile, customized design are most welcome.We

hope to hear from you soon.Faithfully yours，Tony Lao-President

6.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，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 004km.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 004km.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://004km.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: 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

7.sir，We understand from your information posted on 004km.cn that you are in the market for textile.We would like to take this opportunity to introduce our company and products, with the hope that we may work with Export Ideas Textile in the future.We are a join venture specializing in the manufacture and export of textiles.We have enclosed our catalog, which introduce our company in detail an covers our main product we supply at present.You can also visit our online company introduction at 004km.cn, which includes our latest product line.Should any of these items be of interest to you, please let us know, we will happy to give you a quotation upon receipt of your detailed requirement.We look forward to receiving your enquires soon!

Yours, sincerely

Vanterry Lee

第三篇：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，我確實很忙，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(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，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。價格很重要，但絕對不會是一個產(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)。很多時候，你發(fā)了100封郵件才有一個回復(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?？陀^地講，外貿(mào)開發(fā)信是個苦差事，所以基本都是些外貿(mào)菜鳥在操作，由于能力缺乏而錯誤百出。

競爭是個相對的概念，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，就能超越同行。以下是羅列的是：針對潛在客戶的、主動性質(zhì)的外貿(mào)開發(fā)信所可能有的錯誤，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)！請對照檢查并切實改進(jìn)。

外貿(mào)開發(fā)信撰寫之大錯（戰(zhàn)略層面，一個扣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開 2）過于自我的態(tài)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(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（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(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）缺乏行動召喚：不是報個網(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：（暫時想不起來，看到再補(bǔ)充）

外貿(mào)開發(fā)信撰寫之小錯（執(zhí)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(nèi)容或事實錯誤 7）字體、色彩出錯 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)點符號的優(yōu)良習(xí)慣。細(xì)小方面要堅決做到零錯誤！

2）再做最有價值的戰(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)心和期盼是浪費時間，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。可以把同一個產(chǎn)品發(fā)好幾十遍，但是關(guān)鍵詞設(shè)置不一樣，第一個可以設(shè)成cellphone accessory，第二個設(shè)成mobile charger，第三個設(shè)成charger，第四個設(shè)成mobile accessory，第五個設(shè)成promotional charger，第六個干脆設(shè)promotion，第七個設(shè)premium，第八個設(shè)gift，第九個設(shè)promotional gift，第十個設(shè)souvenir，第十一個設(shè)mini gift，第十二個設(shè)usb charger，第十三個設(shè)usb item，第十四個設(shè)promotional item，??總之一個產(chǎn)品你重復(fù)發(fā)個幾十遍，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~~

價格談判：

要你做sales，價格永遠(yuǎn)是一個繞不開的話題。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，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(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)品為什么要賣這個價錢，差別在哪里，優(yōu)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(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!

004km.cn.au 這是澳洲本土最大的搜索引擎，相當(dāng)于百度在中國的實力了~ 004km.cn

這個是用來搜索美國公司的~ 004km.cnments?

Best regards, C

現(xiàn)在告訴客人，其他都不會改動，也不會影響質(zhì)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(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！

所以在報價以后，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有力證據(jù)！

比如說我推一款燈給波蘭客人，這個產(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，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人?。∷皇且驗槟愕墓竞湍愕漠a(chǎn)品跟你合作，而是因為你給他印象非常好、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)大的個人能力了！！一定要往這個方向發(fā)展，你以后的路會越走越寬的??！

第四篇：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 004km.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 004km.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://004km.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。有時候也會收到一些郵件，這個潛在客戶回復(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(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 004km.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 004km.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://004km.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://004km.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(xué)院派人士編的，不是老掉牙過時的東西，就是和現(xiàn)實基本脫節(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。

下點功夫去寫一封開發(fā)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(yè)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(fā)出您的第一封開發(fā)信吧，實用性的東西要結(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，在實戰(zhàn)中，您的技藝才會越來越精湛。

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: 004km.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