開發(fā)信模板之收款 & 運(yùn)輸篇

本次，將繼續(xù)整理其它常用開發(fā)信模板，大家根據(jù)自己情況選用和調(diào)整……

本期模板目錄：

售后篇

1.詢問產(chǎn)品銷售情況

2.了解最新市場(chǎng)動(dòng)態(tài)

3.返單跟進(jìn)

4.老客戶的二次開發(fā)

客訴篇

1.第一時(shí)間回復(fù)

2.道歉并尋求客戶的配合

3.再次跟蹤實(shí)際解決效果

·售后篇

1.詢問產(chǎn)品銷售情況

Warm Tips:

產(chǎn)品銷售以后是需要跟進(jìn)了解客戶進(jìn)展的：

A.使用商：

了解客戶使用情況是否滿意？

使用過程中有沒有碰到什么問題？

產(chǎn)品哪些性能是否需要改進(jìn)？

B.貿(mào)易商：

產(chǎn)品在當(dāng)?shù)厥袌?chǎng)的銷售情況如何？

消費(fèi)者有沒有什么反饋？

有哪些需要改進(jìn)的地方？

跟市場(chǎng)上同類產(chǎn)品相比有什么優(yōu)缺點(diǎn)？

價(jià)格是不是有足夠的競(jìng)爭(zhēng)力？

以上這些售后跟進(jìn)都是需要跟客戶討論的，也會(huì)對(duì)未來(lái)的合作和訂單有很大幫助。

使用商：

Dear XXX,

Long time no contact!

How are you and how's everything going at your side?

I'd like to check with you abt your using statues of our silicone.

Do you have any question or technical supports?（直接詢盤使用情況,是否需要技術(shù)支持）Your earlier comments will be highly appreciated.

Sincerely

Dear XXX,

Long time no see!

How's everything going recently?

I'm writing to check with you abt the use situation of our silicone?

Does our silicone can help you solve the oily problem well?

Or do you have any other good suggestion abt our silicone?

（直接切入前面客戶特別想解決的問題,并詢問其它好建議）

Your kindly advise will be highly appreciated.

貿(mào)易商：

Dear XXX,

Long time no contact!

How are you and How's the conditions of your business market going?

Hope beautiful!

I'd like to check with you abt the distribution and retail statues.

BTW,we have sent you two kinds different small package to small marketing promotion,1kg and 5kg,which one is more popular in the market?

Waiting for your comments soon.

Sincerely

Dear XXX,

Long time no see!

How are you and How's the conditions of your business market going?

Hope beautiful!

I'd like to check with abt the distribution statues.

1.How's customers feedback abt this design?

2.Any improvements suggestion abt it?

3.Are there any advantage and disadvantage compared to others?

4.Does the price have absolutely competitive in the market?

………………….

Your earlier feedback will be highly appreciated.

2.了解最新市場(chǎng)動(dòng)態(tài)

Warm Tips:

1.時(shí)常關(guān)注市場(chǎng)信息,了解動(dòng)態(tài)需求,并把去不同國(guó)家當(dāng)?shù)匕菰L的一些好的建議和反饋等都可以分享給客戶,同時(shí)公司有研發(fā)出行產(chǎn)品也及時(shí)推薦給客戶適合的產(chǎn)品,而不是一直跟進(jìn)客戶訂單情況。

Dear XXX,

Pls allow me to introduce our new R&D products--Txxx for huge size casting of concrete,stone,GRC/GRG,GFRC.

As we know,there are more and more Europe styles building manufactures in your local market like ceiling,column,walls,fountain etc.and most of the crafts are always more than 5meters,the common hardness of 30 to 40shore A will be too soft for them.

So,most of customer use polyurethane rubbers instead of silicone.

This why we'll develop a new kinds silicone and it have done well in South East Asia market.I'm sure it will also a beautiful market in Middle East.

Would you like to evaluate the sample at moment?

And we are planning to visit UAE and discuss with you abt the details future projects.

So that we can help you occupy this market better.

Or do you have any good suggestion for the new products to open this market?

Pls kindly advise.

3.返單跟進(jìn)

直接詢問式:

Dear XXX,

Long time no contact!

How are you?And how is your market going?

As previous records,you always have new demand each 3 month,however,we haven't got your order since 4month ago.Do you have some new purchasing plans or programs?

If so,hope you can advise us in advance so that any delay of shipment before the our big holiday.Waiting for your reply soon.

促銷優(yōu)惠吸引型:

Dear XXX,

Long time no contact!

How are you?

I'm so happy to tell you that it will be my company's 12years birthday on 28th of Oct,and in order to express our gratitude to customer's supports.

We'll take this opportunity to hold a promotion for old customers in next week.

So,Dear Steven,if you have new demand recently,we hope you can confirm an order within this promotion so that you can en the discounts.

Waiting for reply soon.

Sincerely

節(jié)假日溫馨提示型：

Warm Tips:

適用于已成交的客戶，務(wù)必做好客戶分析和客戶返單頻率的記錄以便于及時(shí)跟進(jìn)訂單情況，同時(shí)對(duì)于應(yīng)該返單卻未返單時(shí)，找出原因，以避免在不知情的情況下意外流失客戶。

Dear XXX,

Pls kindly noted our big holiday Spring Festival will be start to 28th of Jan to 13th of Feb.

If you have any new purchase plan recently,pls confirm it ASAP so that we can prepare everything well for you before we are closed.

4.老客戶的二次開發(fā)

Warm Tips:

開發(fā)一個(gè)貿(mào)易商勝過十個(gè)使用商，貿(mào)易商賣的產(chǎn)品一般種類繁多，所以對(duì)于已經(jīng)合作的貿(mào)易商更要多去分析和二次開發(fā)，正因?yàn)橛星懊娴暮献骱托湃?，這樣的二次開發(fā)會(huì)比你去開發(fā)一個(gè)新客戶容易，同時(shí)這也是很好的一種老客戶維護(hù)方式。

Dear XXX,

We are so happy to cooperate with you on the past two years,and I really appreciate you such kindly to support's work.

As we know you are such strong&professional in silicone filed.May we know if any inquiries for the fiberglass,molding clay,PU from customers when they buy silicone?

If so,we are glad to introduce some relative silicone materials for you on the attachments.We are confident that these material will be helpful to provide a series service for your customers.

Any interested,sample will be sent for evaluation.

·客訴篇

1.第一時(shí)間回復(fù)

Warm Tips:

1.外貿(mào)中,收到客訴是常常的，品質(zhì)、服務(wù)、交期延誤、發(fā)錯(cuò)貨、寄錯(cuò)單據(jù)等等的原因，對(duì)于我們要做的是：第一時(shí)間處理并做出回應(yīng)，安撫客戶情緒，這樣也會(huì)讓客戶在后面的溝通中比較配合你一起來(lái)處理這個(gè)問題。

2.Sorry!不能隨便用，在歐美文化中，對(duì)就是對(duì)，錯(cuò)就是錯(cuò)，一就是一，二就是二，非常直接。如果這個(gè)問題是你的責(zé)任，大方道歉，并提出補(bǔ)救方案即可。如果不是你的原因造成的，就應(yīng)該據(jù)理力爭(zhēng)，把情況說(shuō)明白，盡管你還是會(huì)幫客戶想辦法補(bǔ)救，但是sorry是不能講的。

Hello Dear XXX,

Have feedback this problem to our department,and who is checking the kept sample and find what the problem is.

Dear Leo,pls don't have such press and worries to yourself.We will take full responsible for it if confirmed it's our quality problem.

I will response to you within 24hrs and give you a solution within 48hrs.

2.道歉并尋求客戶的配合

Warm Tips:

安撫客戶的同時(shí),給客戶以信息,同時(shí)迂回的讓客戶愿意配合你。

Hello Dear XXX,

Yes,I firmly understand your situation well now.

And I'm surely we can give you a satisfied solution and make your lost into minin.

We are just making the testing of sample,pls be patient and give us more time.

Besides,in order to find the reason ASAP,could you also help us to confirm some useful information with your customers as follows—

1.xxx

2.xxx

3.xxx

4.xxx

Your urgently reply will be highly appreciated.

3.再次跟蹤實(shí)際解決效果

Hi.Dear XXX,

Does our xxx agent workable for you?How's this problem going?

Hi.Dear XXX,

Glad to hear that everything is fine for your customers.

We hope it will not let this unhappiness to lose the confidence for our business.

And in order to avoid the similar problem happen again,we have a process step changed for the

warehouse packing.pls check it as follows—xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

xxxxxxxxxxxxxxx

My friend,Dear XXX,if you have any other good suggestions abt the improvement,we highly appreciate it.

關(guān)于開發(fā)信模板整理，還是那句話：

成功的單子可能千篇一律，但客戶的需求總是各有不同。對(duì)于外貿(mào)新手來(lái)說(shuō)，應(yīng)該掌握的是【整合】以及【靈活】。

什么意思？

就是在每些模板上，即根據(jù)自己的行業(yè)、公司、產(chǎn)品情況以及自身的經(jīng)驗(yàn)判斷進(jìn)行調(diào)整和完善，做出一套適用于自己的郵件模板，這樣能讓自己在以后每一次與客戶進(jìn)行郵件溝通的時(shí)候都能夠高效省時(shí)，最大程度上提升客戶開發(fā)跟進(jìn)工作的整體效率和效果。