一個(gè)老外在二期廣交會(huì)開(kāi)始之前在社交媒體上發(fā)布了即將要來(lái)廣州的動(dòng)態(tài)，看到了底下評(píng)論達(dá)到幾百條，快速翻看了一些，大體的留言都是直接介紹自家做的產(chǎn)品，或者是毫不拐彎末角地問(wèn)客戶是否需要自己的產(chǎn)品......

我看到客戶有回復(fù)評(píng)論的只有其中幾條，就是那些表示歡迎的，或者是表示問(wèn)好的，介紹產(chǎn)品或者問(wèn)購(gòu)買(mǎi)的都沒(méi)有回復(fù)。

我思考，客戶只是隨便地發(fā)了個(gè)動(dòng)態(tài)，你都不知道他是來(lái)參展還是來(lái)找產(chǎn)品的，就一堆狂推銷(xiāo)自己的東西，是否有意義？

我們是否應(yīng)該先弄清楚這個(gè)情況再來(lái)與客戶互動(dòng)呢？或者嘗試通過(guò)其他渠道調(diào)查一下客戶背景再?zèng)Q定是否需要花時(shí)間去撩呢，評(píng)論區(qū)都是自顧自地說(shuō)自己的產(chǎn)品，完全不考慮客戶的需求。

與其這樣碰運(yùn)氣，還不如踏踏實(shí)實(shí)地給手上的潛在客戶寫(xiě)寫(xiě)開(kāi)發(fā)信或者維護(hù)一下自己的老客戶來(lái)得實(shí)際。

Dear xxx,

This is xxx from xxx company which is specializing in xxx products over x years, xxx and xxx are our distributors.

We known you have a stable supplier, but it is good for you to catch different supplier prices and support when negotiating with your current supplier, do you agree?

We checked your website carefully and found we have many similar products, you can compare them with your supplier's.

Price list and catalogs will be sent if you need.

Thanks & best regards

xxx

這是來(lái)自xxx公司的xxx，該公司專門(mén)從事xxx產(chǎn)品的銷(xiāo)售，xxx和xxx是我們的分銷(xiāo)商。

我們知道你們有一個(gè)穩(wěn)定的準(zhǔn)供應(yīng)商，但是在與你們目前的供應(yīng)商談判時(shí)，能抓住不同的更優(yōu)惠的供應(yīng)商的價(jià)格和支持，你同意嗎？

我們仔細(xì)檢查了您的網(wǎng)站，發(fā)現(xiàn)我們有許多類似的產(chǎn)品，您可以將它們與供應(yīng)商的比較。

如果你需要的話，價(jià)格單和目錄都會(huì)寄出去。

以上這封開(kāi)發(fā)信，郵件里就會(huì)跟客戶表明自己是已經(jīng)做過(guò)調(diào)查的，而不是隨隨便便群發(fā)給您的郵件，說(shuō)明我是一對(duì)一，有花心思去準(zhǔn)備的。如果能在簽名后的地方加上自己的產(chǎn)品名片或者個(gè)人的帶真實(shí)照片的名片，就更加能加深客戶對(duì)你的印象，同時(shí)覺(jué)得你是一個(gè)活生生的人。

幸運(yùn)之神總是會(huì)眷顧那些有所準(zhǔn)備的人，而不是一股腦橫沖直撞的人！

以下冰老師的學(xué)員也很好地運(yùn)用了這些思路，同時(shí)循序漸進(jìn)地跟進(jìn)，而不是一封開(kāi)發(fā)信之后沒(méi)有回復(fù)就放棄，即使客戶在開(kāi)頭的幾封郵件都沒(méi)有反饋，也會(huì)繼續(xù)發(fā)！這也是最后為什么由拒絕到逐漸接受的一個(gè)原因：

Hello xxx,

Greetings.

This is xxx from xxx, we are xxx supplier who specialized in xxx .

We found your company while I was searching for prospects on Google. After reading your company story and going through your products online, I hope to reach out to see if you are interested in developing a new product, xxxx which could be an ideal additional accessory to your product category.

We know you have been keeping 100% of your manufacturing in Australia for decades, but would you be open-minded to exploring the possibilities of working with some professional suppliers of others outdoor products?

Thank you for your time and let's keep this ball rolling if you are interested.

Thanks & best regards

xxx

Hi xxx,

I guess you are busy that haven't got around to checking the email I sent.

Today I would like to share you some product photos of xxx we've developed, maybe you can review them when you are free.

We are pleased to arrange samples for your evaluation if needed.

Please let me know if you have any questions or require any further information, thank you.

Thanks & best regards

xxx

Hi xxx,

Greetings.

It's xxx again, I didn't hear back from you after senting you 2 emails. I understand that you must have a lot of stuff to do every day as the GM at xxx. I do not want to be annoying.

Could you please give me a response if you are interested in adding xxx to your product category? If not, please let me know as well so I can stop bugging you.

Thank you so much for your time and looking forward to your reply.

Best regards

xxx

經(jīng)過(guò)換位思考寫(xiě)出的郵件，客戶最終是回復(fù)了：

Hello,

Thanks for persisting and sorry it is rude not to reply.

We don't really need umbrellas in our range as we find they get damaged when used in dense tree scrub.

Once again thank you for your email.

雖然收到的是客戶拒絕的信息，這個(gè)時(shí)候我們就可以發(fā)揮自己的想象力，根據(jù)客戶所擔(dān)憂的點(diǎn)給客戶講自己產(chǎn)品的優(yōu)點(diǎn)，或者是通過(guò)什么方案可以解決客戶的疑慮和擔(dān)憂了，只要客戶愿意回復(fù)了，總是可以創(chuàng)造更多溝通的機(jī)會(huì)，溝通多了離訂單就近了！