电子商务成功秘诀之：如何写好外贸客户开发信

第一篇：电子商务成功秘诀之：如何写好外贸客户开发信

电子商务成功秘诀之：如何写好外贸客户开发信

经常听到一些外贸新人抱怨，投入大量的电子商务推广费用以后，收到了大量的客户“询盘”，每次回过去自己的新客户开发信，经常得不到客户的回复。有些公司要求外贸业务员每天发一定数量的客户开发信，但是这些客户开发信往往石沉大海，或者跟客户沟通和跟进了几次就没下文了。久而久之，很多外贸新人就失去了信心，很多外贸业务员就是这样被淘汰掉了。一个网络定单从“询盘”到最终成交里面的因素很多。但是写一封高效的客户开发信是网络定单成交的基础和根本。以下10点是根据我们多年的网络贸易经验得出，跟大家做分享。

第一：外贸客户开发信学术味不要太浓

现在很多外贸新人都是国际贸易专业毕业的，大部分都学习过大学教材《外贸函电》等专业外贸教材，其实根据我们多年的外贸经验，我们在大学时候学习的外贸函电之类教材，其实跟现实的外贸实践离的很远。有些甚至是严重脱节，因为这些教材的编者更多是没经历过外贸实践的学院派。大学时候我们的教授苛求，外贸开发信要写的四平八稳，苛求语法精道，标点符号，其实在一般产品的外贸交易中，我们对外贸信函的要求很简单，就是简洁明快的说清楚事情，说明白观点。这个观点我跟我很多客户进行过探讨和论证，他们都认可，其实老外非常忙，特别是成功采购商。每天需要看好几百封信，所以好的客户开发信的基础是简洁明快的说清楚事情和观点。这个问题是刚刚毕业的大学生最容易犯的错误希望大家一定要注意。

第二：写客户开发信的前提是经过充分的市场调研。

现在很多外贸业务员每天的工作就是发大量的客户询盘信，工作一天非常忙碌和辛苦。但是第二天满怀信心的打开邮件，要么是系统退信，要么是毫无回复。久而久之新业务员就信心锐减，很多新业务员就是这样淘汰掉了。其实我们在发业务信前应该对自己的行业，自己的产品，自己的公司竞争力有个非常清楚的了解。比如说你应该知道自己的产品报价在行业中属于什么位置，有没有竞争力，还有你企业的核心竞争力在哪里，所以在发大量的客户开发信前，做个好充分的市场调研非常关键的。我跟大家分享几个外贸市场调研的小技巧

1：向公司的老业务员交流，学习。

其实这是个最土也最有效果的方法，每个公司都有资历深厚的老业务员，他们有着非常丰富外贸行业经验，他们对行业，对产品有着非常独到见解和看法。刚刚入公司的业务员如果可以得到老业务员的指导，对行业，产品的价格优势等会了解的非常快，比较能在段时间内明白自己公司和产品的核心优势，这样写客户“询盘信”针对性高了很多。

2：保持每天浏览商业资讯网站的习惯

我一直认为成为一个好的电子商务销售人员，保持一个好的学习习惯是非常，对贸易新人来说每天浏览商业资讯网站是必须的，专门的行业网站资讯平台，国外的商会网站，中国驻各国大使馆经济商务参赞处网站等。通过每天浏览商业资讯网站的习惯，让一个外贸新人快速准确掌握行业的资讯。

3：外贸公司本身多组织新业务员的业务沟通培训

我们在日常实践中经常遇到很多发展初级的外贸公司，新员工进来公司没有任何系统的培训，仅仅给廉价的基本工资和3个月期限。3个月做出业务就留下，否则就淘汰。其实对外贸新人给予系统正规的业务培训是非常必要的，在内贸业务员其实公司培训已经非常系统了，但是外贸培训还是非常欠缺。通过培训活动，新的业务员相互学习，交流经验，增加信心，其实对新外贸员的提高是非常必要的。

第三：外贸开发信“价格优势”放在最显眼的位置

对于普通中小企业外贸出口来说，价格优势还是会在很长时期内占主导位置。如果你充分了解了自己行业的价格水平，并且认为自己的产品价格确实非常有优势，你甚至可以在开发信的标题写上自己的价格优势，我有过一次真实的采购经历，我们当时向印度市场采购铁矿石，有一个公司的信我们印象非常深刻，他信的标题就是“1****/吨铁矿石供应商”，因为他的价格确实非常有吸引力，我们一看了这封信以后就积极跟他们公司联系，结果1个月内达成了交易。

第三：用最简单的话告诉客人选择我们下单如何得利，得多少的利益。

如果非要用一句话说明“客户下单的理由”那就是“我们让客户真正得利”我们应该在客户开发信中，清楚的表明客户选择我们能得多少利，比如我们刚才说的价格优势（比如说选择我们，价格优势比行业领先3成），比如说设计开发优势（我们有着非常丰富的设计团队，我们的产品创意新颖）我们的诚信优势（我们行业经验20多年，有着非常好的行业口碑，大公司合作经历），了解自己行业，企业，产品的核心优势，站在客户角度在客户开发信中说出选择我们企业的产品和服务客户能获得的利益。

第四：开发信的主题要明确，并且具备“诱惑性”

我曾经跟我一个美国客户就“询盘信”回复问题经过非常细致的沟通，客户告诉我一般来说好的采购商，一天他的商务邮箱会收到大量的推销邮件，如果你邮件的主题不明确，客户甚至不看就给你删除了。设置一个好的邮件主题，并且让客户明知是推销信的前提下，还有兴趣去看，这就是业务员的功底了。这里也有一个小技巧，我们在发开发信前可以通过GOOGL输入客户公司的抬头去了解客户的大概资料，这样内容和标题都会更多的针对性。简单明确说明信的主题，并且吸引客户看这封信，比如说上面我们谈到印度工厂的信就非常有效“1****/吨铁矿石供应商”。竞争优势的价格，非常好的吸引住了客户。

第五：客户开发信不要写的太长

真正好的采购商的时间是非常忙碌的，一天大概收到几百封的商业信件，很多新业务员写的客户开发信往往非常长，甚至有几页。其实很多客户看信的时间大概是3到4秒，所以对这样陌生的推销长信往往直接删除，西方人时间观念非常讲究。所以我们不需要把我们的开发信写很长，简单的说明我们的产品和优势就可以了。

第六：第一次客户开发信不要附加特别大附件文件

很多贸易新人经常在第一次给客户写开发信的时候，把公司的电子样本一起附上，其实这在西方客户特别是欧洲美国客户是最最反感的，因为一次性发大容量的附件文件，很容易让客户的电子邮件陷入瘫痪，给客户的工作带来麻烦，如果真给客户的工作造成了影响，并且产生了工作效率的损失，你说老外会对你产生怎么印象。

第七：开发信介绍内容不要非常烦琐

我曾经做过采购员，以前经常会收到类似的邮件：“我们是某某工厂，地处美丽的长江三角洲东南，交通便利，风景优美，离上海和杭州仅仅2小时车程，我们公司成立于2002年，具有丰富的太阳能灯生产和开发经验，享誉全球，我们工厂获得ISO9001：2000质量体系，严格按照5S管理，真诚欢迎您来我厂参观拜访，希望和您建立起长久的业务关系，我们以真诚和服务赢得客户„„”诸如此类的话，客人会看得很不耐烦，即使你是一个很好的公司或很好的工厂，第一次就收到这样一封邮件，任谁都会感到厌烦的。

第八：不要过分炫耀和夸大工厂的实力

还有就是过分炫耀工厂的实力，比如说“我们是某工厂，我们是中国最大的某某工厂基地，我们是这个产品全球某某大的供应商，我们工厂实力如何如何大„„”其实这样的描述有一个非常大风险，如果你描述确实符合实际那还好，如果你的描述远离实际，同时客户本身就是这个行业的经验者，他就自然会疑问，既然你们这样大，这样有名，我们怎么没听说过，这样对你的信用自然产生怀疑。

第九：不要在老外面前炫耀你的英文水平

很多大学刚刚毕业的外贸新人，经过非常好的外贸教育，有着非常好的英文基础，他们给老外写email，总是喜欢把文字写得很出彩，各种语法从句层出不穷，还喜欢用冷僻词，让人理解都需要老半天。其实给老外写英文信你大可不必炫耀你的英文水平，因为如果就英文水平你一定是好不过纯老美，因为人家是母语，还有老外客户不是你的大学教授，他关心的仅仅是采购商品的利益点。还有些日本，迪拜客户等，他们本身的英文水平也不怎么样，如果看一封推销信，让他们看的很吃力，他们就直接删除了，所以我们在写外贸客户开发信时要简明扼要，说清楚你的观点和产品就可以了。

第十：选择好的时间发客户开发信

刚刚我也说到了，很多国外客户一天会收到几百封商业邮件，很多客户一天内一般都有固定的看邮件时间安排，根据我的经验欧洲客户一般是当地早上工作时间开始不到中午吃饭这段时间，如果你在这个时期发邮件给他，一般来说会有很好的回复，因为这个时间段他的工作内容就是看电子邮件，看了几百封邮件，当然也把你的推销信一起看了。如果你的推销信息他确实感兴趣，客户自然就给你回复。

第二篇：外贸开发信

开发信范文：

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: ***

澳大利亚总裁教你写开发信(3.28号更新，对你以后写开发信会有启发)

怎么我发了一堆的信，马上收到两封回信了。都是说和他们现有的供应商合作很愉快。不希望有第三者打扰。

这是他今天（3月28号的回信），附上中文翻译。

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，你说得没错，我确实很忙，而我相信其他的生意人也都很忙。我曾经和我的同行讨论过关于邮件的问题，他们也认为这些出口商的推销信实在令人讨厌又浪费时间。

我不知道我是否可以帮得上你，不过我可以给你在写开发信上提些建议： 1，列出在世界各国中，你和哪些进口商合作, 2, 写出进口商对于你产品的评价，这是相当有分量的，可以增加你的信用度，3，写的邮件要尽力与众不同。老调重弹，缺乏新意的信只会被马上拉进垃圾箱。如果你想引起进口商的注意，如果你希望进口商阅读你的邮件，你要与众不同！让你的邮件显得有趣，抓住你的潜在客户的眼球。如果你不这么做，你只能和别的出口商一样被拒绝。

请注意，进口商对于产品的质量控制是相当在意的。遗憾的是，中国产品虽然便宜，质量却不过关却是名声在外了。价格很重要，但绝对不会是一个产品的最重要因素。

Regards，外贸开发信的优劣评判标准

外贸营销人员实际发信情况的调查，大多数人每天发信在50封以上。写作得非常好的外贸开发信，应该有5%以上的回复比例，但是如果是1%或2%回复的情况，也算可以的成绩了。如果低于1%，就值得你好好进行认真细致的深入检讨，或是花钱请相关专家提供切实的修改建议和意见。

所以，你不要期望通过外贸开发信一朝成就你的外贸事业。很多时候，你发了100封邮件才有一个回复仍然属于正常范围。有些人一天发300封邮件，但是效果很不明显。如果是群发邮件，出现这种情况也不是特别的出奇。如果你都是一对一的有针对性地发送外贸开发信，有回复的比例应该比较高，至少应该不低于5%，除了有兴趣的回复，还包括礼貌拒绝的回复。

外贸开发信是否有效的唯一标准是：回复率与下单率。

从外贸实践中看，随着国际贸易竞争的激烈、外贸开发信的泛滥，导致成功率不断地下降。外贸开发信就象体育比赛一样，谁的进攻能力强，谁就容易得分；谁的防守失误少，谁就容易取胜。客观地讲，外贸开发信是个苦差事，所以基本都是些外贸菜鸟在操作，由于能力缺乏而错误百出。

竞争是个相对的概念，在中国外贸营销的总体水平极差的条件之下，你只有尽量少犯些错，就能超越同行。以下是罗列的是：针对潜在客户的、主动性质的外贸开发信所可能有的错误，以及其扣分标准。若按100为满分的话，很多外贸开发信都是负分状态！请对照检查并切实改进。

外贸开发信撰写之大错（战略层面，一个扣30分）：

1）缺失标题，或标题很弱、缺乏冲击力：对方根本没有兴趣点开 2）过于自我的态度，没有突出“you“：被视为没有任何价值、立即被删 3）假大空文风、企业口号式宣传：令人厌恶、被当成骗子或弱智

外贸开发信撰写之中错（策略层面，一个扣20分）：

1）低声下气、缺乏底气：清朝灭亡已97年了，奴才还占据了CCTV的荧屏与很多人的思想。生意不是求出来的，而是积极争取去做出来的。所以，外贸开发信要写得礼貌但不要卑下。2）缺乏行动召唤：不是报个网站链接给对方就万事大吉了，要充分说明，对方为什么要看你的网站？

3）老古董文：见绝大部分外贸函电教材。

4）技术资料堆砌：再便宜再高质，不与对方的想法联系起来，别人不会有兴趣。5）文体或调子随意而为：外贸开发是严肃的商业行为，要亲切自然但不是率性随便。6）其它：（暂时想不起来，看到再补充）

外贸开发信撰写之小错（执行层面，一个扣10分）： 1）空格错用、乱用 2）s 漏用、错用 3）语法错误 4）拼写错误 5）中式英语 6）内容或事实错误 7）字体、色彩出错 8）其它

外贸开发信改进建议：

1）先做容易的！养成反复检查所有单词、语句、标点符号的优良习惯。细小方面要坚决做到零错误！

2）再做最有价值的战略研究：对方是谁？对方希望的是什么？（绝对不是很多人所习惯啰嗦的 we we we our our our I I I 等字眼）

外贸开发信发送之心态

1）积极发信：在不降低质量要求的情况下，多多发送，天天发送。这是获得大量潜在客户的根本方法。

2）耐心等待：无谓的担心和期盼是浪费时间，发了之后就是等待，收获是自然而然的。要想有多的回复，就只有在深入研究外贸开发信写作技巧的基础上，尽量多发送、不间断地发送，要相信“功夫不负有心人”的古训。

3）精心回复：外贸开发不是一锤子的买卖，第一封开发信得到的往往只是询问式的回音，需要你根据不同的情况，预先组织好相关的文字，再针对对方的询问精心做出精准的回复。细节决定成败，不要让好不容易得来的潜在客户第一声回音，变成最后一次的绝响。

4）规律跟进：需要按一定的时间间隔和内容，不断有规律地跟进客户。注意行业新闻、节假日、客户生日等有意义的日期，这些都是跟进的好时机。作为专业的外贸企业和外贸人员，你要定期准备联系客户和潜在客户的通讯（newsletter），用以分享信息、联络感情。

阿里上面需要的是曝光量，你的产品越多，被浏览到的概率越大，收到询盘的概率就越大。可以把同一个产品发好几十遍，但是关键词设置不一样，第一个可以设成cellphone accessory，第二个设成mobile charger，第三个设成charger，第四个设成mobile accessory，第五个设成promotional charger，第六个干脆设promotion，第七个设premium，第八个设gift，第九个设promotional gift，第十个设souvenir，第十一个设mini gift，第十二个设usb charger，第十三个设usb item，第十四个设promotional item，„„总之一个产品你重复发个几十遍，设的关键词不一样，那不同的客人输入不同的关键词都能搜到你。曝光量迅速增加后，询盘自然大大多起来了~~

价格谈判：

要你做sales，价格永远是一个绕不开的话题。老外永远都会嫌贵，做生意的老手更懂得如何一轮一轮砍价，为自己争取最大利益。

我以前听到这句话，总会笑笑，然后对老外说，“I think so, that's a little expensive, but...” 先同意他的观点，表示价格的确有那么一点点贵，但是„„。请注意，他说too，我说a little，这样一来，你一同意他的观点，你们之间的谈判氛围就会略微不那么紧张。然后等你转折以后，你要做的就是“让他有赢的感觉！”你可以解释给他听，我们的产品为什么要卖这个价钱，差别在哪里，优势在哪里。如果他嫌贵，你可以在改动某些材料、配件甚至包装的情况下把价格降下来，但是你不希望他采购这样的产品。

然后你可以给他适当的调整一些细节，换一套方案，然后给他有赢的感觉。

价格谈判的核心就在于双方都要有赢的感觉。对方感觉自己赚到了，订单就会给你了。如果你让他觉得吃了很大的亏，那你绝对不是一个谈判高手！

唉，留一个真实的案例吧，我以前在skype上和一个老客人的聊天记录，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!

www.xiexiebang.com.au 这是澳洲本土最大的搜索引擎，相当于百度在中国的实力了~ www.xiexiebang.com

这个是用来搜索美国公司的~ www.xiexiebang.comments?

Best regards, C

现在告诉客人，其他都不会改动，也不会影响质量，只是把电筒的长度稍微做短一点点，价格降3个点下来。接着客人没了消息，一直到两天以后，才有新的邮件过来，这次是真正的好消息！！C, Pls give me back C&F air Stockholm.Kelvin

客人这回明确指出需要报C&F的价格，而且是空运到斯德哥尔摩的！

价格当然重要，但永远不是真正的最关键因素。最关键的是客人的采购欲望和他的预期利润！

所以在报价以后，如果你有十分详细地市场反馈信息，或者别的客人的销售情况，绝对是增加他购买信心的一个有力证据！

比如说我推一款灯给波兰客人，这个产品我先前有卖给过德国的供应商，他们在德国的售价多少，销售情况怎么样，在多少家零售店出售，库存情况如何？你要给客人一揽子的销售建议，比如包装怎么做，或者怎么展示，要让他有信心去销售你的产品。或者告诉客人，如果他对产品或包装等方面有不满意的，你们可以为他量身定做几套方案，由他来选择。这样客人会感觉你们非常专业！

最后补充最最最最最重要的一点，客人记不记得你们公司没关系，但你一定要让他记得你这个人！！他不是因为你的公司和你的产品跟你合作，而是因为你给他印象非常好、非常专业、非常能干、非常勤奋、非常敬业，他希望跟你合作，从而下单给你们公司，这就是你强大的个人能力了！！一定要往这个方向发展，你以后的路会越走越宽的！！

第三篇：经典外贸开发信

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 www.xiexiebang.com

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 www.xiexiebang.com 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://www.xiexiebang.com 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 首先是一封来自澳大利亚客户对开发信的建议和意见，然后是几封经典开发信

做外贸的朋友肯定有在尝试写email邮件出去，写开发信，写第一封推销信向客户推荐自己产品，我也有过，最郁闷的莫过发N多邮件却没有任何客户的反馈。有时候也会收到一些邮件，这个潜在客户回复却是说现有的供应商合作很愉快，不希望有第三者打扰。如何提高外贸开发信推销邮件的客户回复率呢？以下是一个热情的澳大利亚客户反馈给我的几点指点。

澳大利亚客户教你开发市场，推荐产品(对写开发信会有启发)。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 www.xiexiebang.com 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 www.xiexiebang.com 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://www.xiexiebang.com 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 外贸开发信范文

外贸新手都渴望得到葵花宝典一样的经典外贸开发信范文，希望在与客户联系时攻无不克，战无不胜。网络上的范文也多为教科书上的那几篇，好像每本书都是一样的，比如下面这封： 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://www.xiexiebang.com,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

其实这些教材几乎都是学院派人士编的，不是老掉牙过时的东西，就是和现实基本脱节的。很多老师一辈子都呆在学校里，连外贸都没做过，你怎么能指望从他们这里学到写商务信函的精髓？(不管怎样，我们的老师还是需要尊重的)估计中国的外贸业务员一开始用的范文总共就那么几篇，而有用的也就是几句话而已。

如何写外贸开发信呢？要写开发信参照几篇范文是对的，但不要照抄它，要对症下药，尽可能写得精简些。

下点功夫去写一封开发信，这样才有自己的特点，不会让外国采购商看起来都是千篇一律，真正普适所有行业的“葵花宝典”是不存在的，照着这个传说中范文加上自己的理解发出您的第一封开发信吧，实用性的东西要结合自己的行业，客户的情况去摸索，这才是比较辩证和科学的方法了，在实战中，您的技艺才会越来越精湛。

第四篇：外贸业务员 开发客户开发信

主动给买家推荐新样：

Dear ***,As Christmas/New year/*** is coming, we found *** has a large potential market.Many customers are buying them for resale on alibaba or in their retail stores because of its high profit margin.We have a large stock of ***.Please click the following link to check them out.If you order more than ***pieces in one order, you can enjoy a wholesale price of ***.Welcome you to inquiry more about our items, thanks.Regards

译文：随着圣诞节/新年/***的来临，我们发现***产品拥有一个大型潜在市场。我们有大量的畅销的***产品。请单击下面链接查看它们。如果你一个订单购买***件我们可以给批发价格。欢迎垂询我们更多的产品，感谢您的惠顾。

模板一：

Dear Sirs,Through ***Business forum（或者其他网站、展会等）,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 manufacturer, we are the source.You are welcome to visit our website: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

模板二：

To Purchase Manager From Date day,month ,year Subject Dear Sirs: I got your name and address from Internet and knew you are one of the largest importers in ***, which is within the scope of our business.Take this opportunity, we introduce our factory, as one of the biggest manufactures of ***.We export large quantity to ***,*** and*** 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:***.Looking forward to hearing from you soon.Best regards.Sincerely,Looking for your reply

***

Add: ***

Tel:+86-***

Fax:+86-***

Email: ***

Website：***

模板三：

TO:***

FROM:***

SUBJECT:***

DATE:***

Dear Sir,Your 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,***

译文：***

收件人：***

寄件人：***

主题：***

日期：***

由***的推荐得知您的名址，贵公司在您的国家一向被尊重为最有潜力的进口商之一，在此我们写信给您诚挚的想要有机会与贵公司建立商务关系。本公司在***(地区)多年来一直是***产品的制造商，基于卓越的品质控管以及具竞争力的价格，我们的产品赢得国内外的好评。随函附上我们公司的资料及网址谨供参考，希望您能找到一些感兴趣的产品。我们将乐于提供您最好的价格及交期。如需更进一步信息，请让我们知道。感谢您的好意，并期尽早回复。

***.敬上

第五篇：外贸开发信 英语开发信

外贸开发信模板大全

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: ***（这是一个巴西的贸易公司写给陌生的美国公司的开发信）

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: www.xiexiebang.company, 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