本文目录
- 如何巧妙地回复外贸邮件
- 外贸邮件|跟进邮件的5个原则及回复模板
- 外贸案例 | 被客户已读不回,重新建立联系的5封邮件
如何巧妙地回复外贸邮件
在回复客户这样的邮件询盘时，如果有不明确的地方请以邮件方式问，引起他的注意。如果直接一封邮件回复过去，可能得到的结果就是石沉大海，因为你被客户牵着走了。还可以试着问下客人是否有自己货代，根据客人所在国家情况而询问客户。让他确认，是FOB？EXW？还是CIF？
等该确认的东西确认了，做个正式报价，附上运输方式及大概需要的运费金额。报价上的产品图如不清晰，单独附一张清晰的，用ps压缩大小但是不压缩分辨率。
发完报价最好及时跟踪。打个电话过去，打一个电话比发十封邮件可能更有用。客户听到你的声音，你自报家门，客户更容易记住你，发邮件有可能永远记不住你。
外贸邮件|跟进邮件的5个原则及回复模板
1.保持简短：估计有 70%的电子邮件是在移动设备上阅读的，因此请保持简短并快速切入主题。
2.时间很重要：在白天的正确时间发送，不要在周末或下班后发送。在发送后续电子邮件之前等待两到三天（除非需要尽快回复）。
3.个性化：虽然电子邮件后续模板（例如下面提供的模板）是一个很好的起点，但应该个性化的电子邮件以建立更牢固的联系。
4.包括时间安排：如果需要回复，请明确说明日期和时间。如果向客户索取信息，请准确告诉他们需要什么以及何时需要。不要忘记告诉他们将如何处理这些数据。
5.着眼于未来：不回复无需解释；关注未来的关系。
1）提出建议后邮件跟进
Subject line: Following up on my proposal
Dear R,
I am following up on the proposal that I sent to you on 12 September.
If you have any questions about the proposal or discuss any aspects of it, please get in touch. I can provide any additional detail or supporting information that can support you in making a decision
Please feel free to contact me to arrange a meeting. I'm looking forward to working with you in the future.
Yours sincerely,
Lena
2）提出报价后邮件跟进
Subject line: Following up on quotation(reference)
Dear R,
I am following up on the quotation that I sent to you on 12 September.
If you have any questions about the quotation and payment schedule or would like to discuss any aspect of the proposal, please feel free to contact me at any point
I await your reply.
Yours sincerely,
Lena
3）付款后跟进
Subject line: Unpaid invoice(reference number)
Dear R,
I am contacting you about the invoice(insert details) I sent to you on 12 September. The invoice is currently overdue for payment.
Please can you advise me when we can expect to receive payment? If you are experiencing problems with paying this invoice, please get in touch with me immediately.
I await your reply.
Yours sincerely,
Lena
4）没收到客户反应，需要进一步推进
Subject line: Information required
Dear R,
I am contacting you to follow up on an email I sent on 12 September.
I'm unable to make any progress until I receive your reply. If there's likely to be a delay in providing me with the information I need, do let me know, and I can make alternative arrangements.
Yours sincerely,
Lena
5）跟进有意向客户
Subject line: Just checking in…
Dear R,
I am contacting you to follow up on an email I sent on 12 September.
I know you're busy at the moment, but I feel that working together could benefit us both. You'll find all the information you need about us in the last email. After you've checked it out, you can contact me here to set up a call or a meeting.
If you have any questions at all, feel free to contact me at any point.
Yours sincerely,
Lena
6）开会后跟进 Subject line: Meeting follow-up
Dear R,
I'm contacting you to share my contact details after our meeting.
It was great to meet you and learn more about you and your organization. I'm looking forward to working together in the future.
If you have any questions about my role or organization, feel free to contact me at any point.
Yours sincerely,
Lena
7）老客户跟进
Subject line: Catching up
Dear R,
I'm currently contacting old clients and customers that we haven't spoken to in a while.
We enjoyed working with you and your organization. We are interested in learning if there are any current or planned projects we may be suitable for?
I would welcome the opportunity to chat with you. On a call or in a meeting, I can share some exciting new developments in our business that may benefit you.
You can contact me here to set up a call or a meeting. I'm looking forward to chatting with you.
Yours sincerely,
Lena
外贸案例 | 被客户已读不回,重新建立联系的5封邮件
做贸易，常常要面对客户突然神隐的状况。如：邮件不回，社交软件留言不答复或约定好的电话/视频会议不出现，都是常见的事儿。不过客户已读邮件不回或会议爽约，并不代表双方合作的终止，具体问题要具体分析。
首先，业务员要根据所掌握的客户信息及业务内容，认真分析客户的具体情况，仔细研判是否继续跟这个客户合作。其次，要确认是否是目标客户，有了确切的结果后，可以通过拟写以下有针对性的5封邮件，得以恢复与买家/进口商的联络，获取重启合作的机会。
1.常规跟进
Dear××,
Hope this email finds you well.
We’ve sent you product catalogue on May 20th, as we haven't heard from you, we are writing this email, hope to get your suggestion.
Is the products we provide not match your needs? Or you have other requirements?
We look forward to the pleasure of hearing from you.
敬启者，
谨以此邮件向您致以问候。
我们于5月20日发给过您商品目录,目前我方尚未得知贵公司的回复，本次致函希望听取您的意见。
是否是我们提供的商品与您所需不太匹配？或是您有其它的要求？
我们期待您的回音。
2.电话/视频会议邀约
We’ve sent you an email on 15th last Wednesday, as it includes the attachment(product catalogue), I’m not sure whether you received it?
In order to discuss the cooperation way in more detail,it would be good to arrange a time to speak with you on the phone, kindly please share your phone number with me,thank you.
敬启者，
我们已在上周三的15日给您发送了一封电子邮件，其中包含附件（产品目录），不知道您是否收到了？
为了更细致地沟通与您的业务合作，希望能够安排时间与您电话交谈，请告知您的电话号码,谢谢。
3.电话/会议后如何跟进
在电话/会议之后应仔细梳理一下会议过程，认真总结客户最需要的所有信息，需要哪些支持，而自己又会给出什么样的解决方案。再依照这些信息整理出一份条理清楚、内容完整的邮件，发给客户以表诚意，这也是一种态度。
确认客户阅览过资料后，便可以顺势询问客户，对这些资料是否有不清楚的地方，可提议再约一次电话/会议的时间，为重新打开合作契机寻找机会。
Dear××,
For the project we discussed last Wednesday, we really appreciate your precious suggestions. Like you said, packaging for the product in those terms may not be very convenient. We are now considering redesigning it to make it more compact. We have attached3 new packaging proposals that match your needs the best.After you've made the choice, please let me know which one(s) you prefer.
We look forward to receiving your reply.
KInd Regards,
Notting
关于上周三的讨论，我们很感谢您所提出的宝贵建议。就像您说的，包装对于有特定要求的产品或许不太便利。我们在考虑重新设计产品的包装，让它更加精巧。现附上3个最符合您需求的新包装设计方案，您甄选后，请知会我贵方更倾向哪一个方案。
我方期望得到您的回复。
注：邮件结尾尽量不要用“开放题目”的方式问客户（如Could you please let us know your comments?），因为这样客户就需要用多更多的时间去整理，这样会导致客户需要很长的时间去回复邮件。这样会造成业务没必要的拖延。
建议业务员把要问的问题，尽量换成选择题方式，客户就能比较容易的快速做出选择，而业务员也能及时得到回复与确认。
4.“不催”的邮件
我们在业务联络过程中，有时换了若干内容给客户发邮件，对方依旧不回复，这时该怎么办呢？
一些业务员会尝试用各种不同的渠道，比如facebook,linkedin等轮番给客户留言，甚至会使用所谓“聪明”的做法，进行多次跟进、还会从总经理那里找突破口等，但其实这样的行为并不妥当，在很多时候有可能会起到相反的作用。
恐怖片中最让人紧张的镜头不是妖魔鬼怪出现的时候，最恐怖的“恐怖”，反而是在那之前，一片寂静无声的时刻，才是最有压迫感的力量。同样的，在贸易上，有技巧的“不催”有时候比“过度关切”来的有效，反而能改变对方的态度。
中国有个俗语：“一赶三不买，一赶三不买”。意思说：越急于求成，也许越不成。可以写封“不动声色”的邮件，以“不催”达到“催”的目的，“买卖不成仁义在”。由此既达到维系客户间的关系，也能进一步促进合作。
1.在邮件的签名栏/社交软件的说明里可以加上公司最近在做的活动/展会等，一句话点到为止，不需要过多去说明，比较含蓄的知会客户公司的动态。一方面显示出客户对公司的重要性，同时也表示了希望与客户密切业务关系的愿望。
比如：Kindly please note we will attend the xx expo from 11/1-11/5, with booth No.××.
2.例如将出差信息及时发给所有客户，之所以事先告知，主要是防止出差会影响客户业务，从细微处展示了专业素养，同时让客户感觉到业务员的细致工作。
业务往来过程中有许多细节，我们也许不经意，但就是这些不起眼的细节，可以折射出业务员的专业水平，有利于业务的发展。往往是细微之处见精神，最是“小事”先是素养。细是一种心理素质，也是一个人的精神态度。
“致所有客户的信”
Dear All,
Kindly please be informed that I will be on business trip from June 1st to 5th. And I will have limited access to my email.
If you need to discuss terms of the contract or need immediate assistance while I’m away, please feel free to call my mobile phone(xxxx)
Thanks and best regards,
Notting
致全体，
敬请告知，我将于6月1日至5日出差,只能非常有限地使用我的信箱。
假如在我不在的期间您需要讨论合同条款或需要立即的协助的话，请随时拨打我的手机。
祝好
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本文来源： 外贸卖家如何跟进不回复的邮件
