客戶(hù)產(chǎn)品線(xiàn)已經(jīng)有我們的同類(lèi)產(chǎn)品
當(dāng)客戶(hù)已經(jīng)從自己同行手里購(gòu)買(mǎi)同類(lèi)產(chǎn)品的時(shí)候：好消息是確認(rèn)客戶(hù)對(duì)產(chǎn)品有需求，及立即的采購(gòu)計(jì)劃。壞消息是客戶(hù)可能對(duì)于現(xiàn)在的供應(yīng)商很滿(mǎn)意，并不要更換供應(yīng)商，此時(shí)殺進(jìn)去難度很大，而且需要經(jīng)過(guò)客戶(hù)的反復(fù)考驗(yàn)。
下手開(kāi)發(fā)的幾個(gè)切入方向：
1.不斷開(kāi)發(fā)適合市場(chǎng)需要的新品，推薦給客戶(hù)。如果新品被選中，則可以順利建立關(guān)系。
2.考察客戶(hù)網(wǎng)站，看看客戶(hù)的用戶(hù)對(duì)于現(xiàn)有產(chǎn)品的反饋和投訴，試圖解決這些不被現(xiàn)有供應(yīng)商重視或者解決不了的問(wèn)題，這些應(yīng)該是客戶(hù)很關(guān)注的。
3.考察客戶(hù)銷(xiāo)量比較大的款式的產(chǎn)品，研究看是否有方法可以在保證質(zhì)量的情況下，大幅度降低成本，通過(guò)價(jià)格吸引客戶(hù)。
那么第一封開(kāi)發(fā)信一定要直接突出自己的優(yōu)勢(shì)，如果你所能提供的和客戶(hù)現(xiàn)有的供應(yīng)商一樣，那客戶(hù)為什么要費(fèi)那么大的力氣換個(gè)供應(yīng)商呢？所以你需要給客戶(hù)充足的理由，開(kāi)發(fā)信要開(kāi)門(mén)見(jiàn)山，點(diǎn)出你能給客戶(hù)帶來(lái)的好處，并且要有充分的令人信服的論據(jù)來(lái)支撐你的觀(guān)點(diǎn)。
專(zhuān)業(yè)郵件模板11：
以推薦新品為方向切入
Hi John,
Good morning!
We are a candidate vendor for XXX company,currently we are serving XXXX，XXXX customers（先給2個(gè)大客戶(hù)的名字，最好是同目標(biāo)客戶(hù)時(shí)同類(lèi)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.
I am writing to introduce a new product to you.This product is targeting 20-29 years’lady.The sales in XXX market have proven to be very successful.Within only 2 months,the sales have reached 100000 units.I noticed from your web site,that 20-29 years’lady is one of your major clientele,so introduction of product XXX should be a big sales hit for you.
BTW,we have the samples ready.Do you want to evaluate this new product XXXX?
Best regards,
XXXXX
專(zhuān)業(yè)郵件模板12：
以克服問(wèn)題為方向切入
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陳述一下客戶(hù)潛在的問(wèn)題。
We have successfully helped 20 customers solved this problem.XXXXX（描述一下細(xì)節(jié)，給點(diǎn)具體的信息。不要太詳細(xì)，留個(gè)伏筆，下次再聯(lián)系他）
Very briefly about ABC Company,we have abundant experience serving XXXX，XXXX customers（先給2個(gè)大客戶(hù)的名字，最好是同目標(biāo)客戶(hù)時(shí)同類(lèi)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
專(zhuān)業(yè)郵件模板13：
以降低成本為方向切入
Hi John，
Good morning!
We are a candidate vendor for XXX company,currently we are serving XXXX，XXXX customers（先給2個(gè)大客戶(hù)的名字，最好是同目標(biāo)客戶(hù)時(shí)同類(lèi)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
詢(xún)問(wèn)采購(gòu)業(yè)務(wù)的負(fù)責(zé)人
清楚了客戶(hù)的興趣之所在，以及自己公司和產(chǎn)品的優(yōu)勢(shì)，研究清楚如何引起客戶(hù)強(qiáng)烈的興趣后，就要考慮這封開(kāi)發(fā)信要發(fā)給誰(shuí)了。
找到具體的聯(lián)系人，會(huì)讓開(kāi)發(fā)信的成功率數(shù)倍提高。學(xué)習(xí)利用谷歌找到采購(gòu)負(fù)責(zé)人很重要，如果找不到采購(gòu)負(fù)人，就直接搜“ 客戶(hù)網(wǎng)站.com”,找到客戶(hù)公司任何一個(gè)聯(lián)系人，再向他們問(wèn)采購(gòu)負(fù)責(zé)人的聯(lián)系方式，成功率也很高。
新手切忌不問(wèn)收件人是誰(shuí)，上來(lái)就推銷(xiāo)，說(shuō)一通套話(huà)我們是最大的，我們是質(zhì)量最好的，最便宜的。推銷(xiāo)會(huì)讓客戶(hù)很反感，尤其是收件人并不是具體負(fù)責(zé)采購(gòu)的人，看到這樣的推銷(xiāo)信，直接就刪除或者丟到垃圾郵件箱里了。
這封郵件的目的要清楚，就是找到相關(guān)的采購(gòu)負(fù)責(zé)人?？蜌舛Y貌地說(shuō)明來(lái)意，郵件可以簡(jiǎn)短點(diǎn)。
專(zhuān)業(yè)郵件模板14：
詢(xún)問(wèn)相關(guān)業(yè)務(wù)的聯(lián)系人（已知聯(lián)系人，不知聯(lián)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
專(zhuān)業(yè)郵件模板15：
詢(xún)問(wèn)相關(guān)業(yè)務(wù)的聯(lián)系人（不知聯(lián)系人，不知聯(lián)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
客戶(hù)產(chǎn)品線(xiàn)還沒(méi)有我們的同類(lèi)產(chǎn)品
如果客戶(hù)產(chǎn)品線(xiàn)里還沒(méi)有我們的同類(lèi)產(chǎn)品，對(duì)于你來(lái)說(shuō)是個(gè)潛在的機(jī)會(huì)。如果是個(gè)大客戶(hù)，開(kāi)發(fā)的周期會(huì)很長(zhǎng)，因?yàn)榇蠊咀鰶Q策流程很長(zhǎng)，需要不同部門(mén)的審批。從客戶(hù)的立場(chǎng)來(lái)想，當(dāng)我們不知道一個(gè)新品的時(shí)候，有供應(yīng)商來(lái)找我們。我們會(huì)是什么樣的一個(gè)判定流程呢？
1.這個(gè)產(chǎn)品是什么？為什么我要加入現(xiàn)有產(chǎn)品線(xiàn)？
2.嗯，這個(gè)產(chǎn)品不錯(cuò)。這家公司資質(zhì)如何？有能力保證品質(zhì)和供應(yīng)嗎？
3.他有能力做，價(jià)格是否有競(jìng)爭(zhēng)力？我是否要比較一下其他的供應(yīng)商？
所以我們初期的目標(biāo)應(yīng)該設(shè)定為讓客戶(hù)接受這個(gè)產(chǎn)品，第二步的目標(biāo)是讓客戶(hù)接受我的公司。如果客戶(hù)第一步對(duì)產(chǎn)品感興趣了，此時(shí)要及時(shí)介紹公司，證明你們有能力提供高品質(zhì)的產(chǎn)品，保障供應(yīng)。
第一封開(kāi)發(fā)信需要把新產(chǎn)品介紹給客戶(hù)，同時(shí)，還要把產(chǎn)品的益處，能給客戶(hù)帶來(lái)什么商業(yè)利益講清楚，如果有銷(xiāo)售統(tǒng)計(jì)數(shù)據(jù)證明這個(gè)產(chǎn)品快速上升趨勢(shì)的話(huà)則最好。
專(zhuān)業(yè)郵件模板16：
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
這封開(kāi)發(fā)信的重點(diǎn)在于讓客戶(hù)知道有這么一款產(chǎn)品，市場(chǎng)上銷(xiāo)量不錯(cuò)。產(chǎn)品介紹的側(cè)重點(diǎn)在于讓客戶(hù)直觀(guān)地評(píng)估該產(chǎn)品帶來(lái)的收益，所以一些信息如目標(biāo)市場(chǎng)價(jià)，采購(gòu)成本，銷(xiāo)量等都很有幫助。
利用展會(huì)作為契機(jī)
國(guó)外有研究，平均每個(gè)客戶(hù)要觸動(dòng)8次才能合作。所以我們每次展會(huì)前都會(huì)發(fā)送大量的郵件給客戶(hù)。正好也是一個(gè)借口，客戶(hù)一般不反感。如果能去參展，我們展會(huì)流量會(huì)增大，能當(dāng)面談當(dāng)然成功率要提升很多。如果客戶(hù)不去，也沒(méi)關(guān)系，他至少了解我們多一次。這種方法宣傳既有重點(diǎn)，又有廣度。那些到了展會(huì)的客戶(hù)可以進(jìn)一步深談，而沒(méi)有去的客戶(hù)也加深了一次對(duì)公司的印象，公司堅(jiān)持參展對(duì)于客戶(hù)來(lái)說(shuō)也是實(shí)力展示和傳遞信心。
專(zhuān)業(yè)郵件模板17：
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
專(zhuān)業(yè)郵件模板18：
Dear XXX,
We hereby sincerely invite you to visit our booth at展館from時(shí)間as the展會(huì)is coming.
Our company is a professional產(chǎn)品.We specialize in designing and manufacturing產(chǎn)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:展館地址
Booth Number:展位號(hào)
Date:時(shí)間
Yours sincerely,
XXX
模板文字僅供參考，思路引導(dǎo)才最重要。不同的客戶(hù)，應(yīng)采取不同的策略和技巧。
客戶(hù)想要的是什么？
只有被打動(dòng)的客戶(hù)才會(huì)回復(fù)，也只有解決了客戶(hù)的疑問(wèn)，滿(mǎn)足了客戶(hù)的需求，客戶(hù)才會(huì)把訂單交給你。
客戶(hù)背景調(diào)查與分析思路
只有做足功課，調(diào)研客戶(hù)的興趣點(diǎn)，才能搔到客戶(hù)的癢處。上客戶(hù)網(wǎng)站、社交賬號(hào)（Facebook、領(lǐng)英等）里分析，在Google、購(gòu)物網(wǎng)站里研究該行業(yè)客戶(hù)的特點(diǎn)和痛點(diǎn)。
所有的切入方向都是建立在獲知客戶(hù)的痛點(diǎn)并準(zhǔn)確傳達(dá)產(chǎn)品價(jià)值上，基于客戶(hù)痛點(diǎn)解決現(xiàn)存的問(wèn)題，更要幫助客戶(hù)發(fā)現(xiàn)潛在的問(wèn)題，創(chuàng)造客戶(hù)的需求。
做好這一切才能水到渠成！
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