开发信阴阳鱼.docx
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开发信阴阳鱼.docx
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开发信阴阳鱼
开发信模板:
激活好久没有下单的老客户模板1
ByDr.MelLuthy,ChiefEditor,
Wevalueallourbusinessrelationshipswithcustomers.Wehaveespeciallyenjoyedsupplyingyourpaperneedsforthelastfiveyears.Youunderstand,then,whyweareconcernedthatyouhavenotplacedanorderforthelastsixmonths.Ifwehaveoffendedyouinanyway,wesincerelyapologizeandwanttoregainyourgoodwill.Wewouldappreciateknowinghowtoserveyoubetter.
Wehaveenclosedbrochuresofournewfallproducts.Sincewehaveservedyouforsuchalongtime,wecanofferyoupricesthatcomparefavorablywiththepricesonyourpreviouscontract.Weareconfidentthatbothournewandstandardproductscanmeetyourneedsineveryway.Wehopetohearfromyou.
模板2
ByDr.MelLuthy,ChiefEditor,
Lastyearwasagreatyearforus.Why?
Becausewehadtheprivilegeoffillingseverallargeordersforyou.Wehavenotheardfromyouforseveralmonths,soitseemsthatyouhaveforgottenus.Didwedosomethingtooffendyou?
Orhaveyoubeensobusythatyouinadvertentlyoverlookedyourneedtoreorder?
Providingexcellentservicetoourcustomersisveryimportanttous.Sincewewouldhatetoloseyouasoneofourmostoutstandingcustomers,reestablishingourrewardingbusinessrelationshipistoppriority.IsthereatimethatImightmeetwithyoutodiscussyourconcerns?
Pleasecallmeat555-5555,andIwillfindatimethatisconvenientforyou.
Wereyouawarethatlastyearseveralofourproductswonawardsforqualityandaffordability?
Andthatwehaveanewlineofcleaningproductsthatisenvironmentallyfriendly,yetpowerful?
Pleasetakeamomenttoreconsiderwhetheryouwanttomissoutonthequalityproductswecanprovideatsuchanominalcost.
模板3
ByDr.MelLuthy,ChiefEditor,
OvertheyearsyouhavebeenaloyalDoecustomer,andwehaveenjoyedmeetingyouroffice-supplyneeds.However,wehavenotreceivedanorderfromyouinoverthreemonths,andweareconcerned.Isthereanywaywecanimproveourservicetoyou?
Weareawarethatduringthetruckingstrike,manyofourcustomerscouldnotgettheirordersfilledquickly.SincethenwehavetakenstepstoensurethateveryDoecustomerreceivesprompt,reliableservice.Willyoupleaseletmeknowifwecandoanythingtowinyouback?
Ihaveenclosedacopyofournewfallcatalog.Callmepersonallyat555-5555ifIcanhelp.
以下模板由阴阳鱼起草。
欢迎交流QQ:
2085167449.
模板4
Dearxxx,
Verygladtoknowfromyourwebsite,thatyouaretheleadingwholesalerofplasticproductswithmostprestigiousquality.
Tobeevenmoresuccessful,youmightlookforaverycapable&reliableproducingsupplier.XXXisagoodoneforyoutorelyon.WehavepassedISO9001since2005,andourproductshasCEcertificate.
OursatisfiedcustomersincludeDupont,Demag,Weland,Cas,Aliplast.Iamveryconfidentthatwhenyouworkwithus,youwillhavethesamesatisfaction.
Canyoudomeafavor?
Whatweshoulddotoapplyfor&becomeyournewvendor?
Bestregards,
XXXX
模板5
DearJohn,
Goodmorning!
Ijustvisitedyourwebsite,andknowthatyouaretheleadingwholesalerinPolandforfashionablegloves,withprestigiousreputationforthequality.
Youmaybehappytofindanewreilaiblesourceofgloveswithsuperiorquality&Reasonableprices.YoucanselectfromanabundantvarietyofpremiumqualityJeanswithstylishoriginaldesignsupdatedevery6monthes.
OurfactoryhasacapacityofXXXXglovesmonthly,probablythelargestinChina.Since2009,wehavepassedISO9001,andallourproductshasCEcertificate.Iattachthecertificateimagesinthenextemail,pleasefindthem.
OursatisfiedcustomersincludeXXX,XXX&XXX.Iamconfidentthatwhenyouworkwithus,youwillhavethesamesatisfactionlikethem.
Toenableyoutogetagoodunderstandingofourqualityandservice,wewouldliketoextendaveryspecialofferforyourfirstsampleorder,with15%(onlylimitedtothefirstcontainer).
Inthenextemail,Iwillattachyoutheproductcatalogs.Pleasetellmewhatitemsaremoresalableforyou.
Bestregards,
Sam
PS:
Wearealsoverycapabletocustommakeforyou.Pleasejusttellmethestylesyouselect.
模板6
DearXXX,
Goodmorning!
Iamverygladtoknowyoufromyourprofessionalwebsite,youaretheleadingcompanyinJapanformachinevisionsystem.Ialsonoticethatyoupaymuchattentiontoloweryourcostforqualitymachinevisionsystem.ThatiswhereIcanbeofhelp.
MayIintroducemyselftoyou?
IamXXX,fromXXXX.WehavebeeninmachinevisionsystemindustryformorethanXXXyears.Iamconfidentthatwearecapabletomeetyourqualitystandard,whilecuttingyourcostbyatleast10%.Pleasebesure,wearealsoverycapabletocustomproducewithyourdrawings.
Toenableyoutoevaluateourquality,mayIinviteyoutovisitourfactory?
(或者:
mayIsendyouasample?
)
Bestregards,
XXXX
Re:
areliableveteranTyresupplierwith20yearsprofessionalexperience
模板7
DearXXX,
Agoodsupplierwillsaveyoumoneyandbefreefromtrouble.Qualitymeansalotforatyrewholesalerlikeyou.Tobesafefromcustomercomplaints,youmayneedaveryreliablesuppliertocounton.Wearearightoneforyou.
XXXhasalready20yearsprofessionalexperienceinXXXtyre,&XXXtyre.OurfactorypassedXXXX.CustomerslikeXXXX&XXXXareverysatisfiedwithourtyresformanyyears.
Toletyouhavemoreideasaboutourtyres,inaseparateemail,IwillsendyouourtestingreportbySGS.
Wewouldverymuchwelcomeyourenquiry,surelyyouwillgetourbestprice.
Bestregards,
XXXX
模板8
Re:
Loweryourcostforbasketspurchaseby20%more
DearXXX,
Goodmorning!
Iamveryproudtofindsomebasketsonyourwebsiteareproducedbyus.(先建立同客户的关联感)Attachedpleasefindsomepictures.(证明可信度)
Youmaysavemuchcostbyorderingdirectlyfromamanufacturingsupplierlikeus.(给客户的好处)Whenyoumakesuchdecision,wewouldbepleasedtoofferyouourhandforyourfirsttimeimportation,whichisrathereasy.(打消客户的顾虑)
WehavejustreleasedabundantnewstylesofGiftbasket/Campingbasket/Picnicbasket,doyouwanttohavealookatthenewdesigns?
Bestregards,
XXXX
模板9
Re:
NewEnergySavingIron(或者其他)
DearSmith,
LeadingcompaniessuchasXXXX,nowuseXXXastheirreliablesupplierforXXXproducts.
ForacostequatingtoXXX,yourcustomerswillbeabletosaveenergycostby%.
TheremarkableXXXXIronuses(工艺)to:
同客户相关的成果1
同客户相关的成果2
同客户相关的成果3
TotestXXX’seffectiveness,youcanarrangeafreeno-obligationtrialnow,byjustreplyingthisemail.Wewillreplyyouimmediatelytoarrangeit.
Bestregards,
XXX
模板10
Re:
SavingyourpurchasingcostforqualityXXXX
DearJohn,
WhenyounextconsideryourarrangementsforXXXproducts,Iwouldwelcometheopportunitytounderstandyourrequirementsandsituation.
Ourcustomerinclude(XXX,XXX),whohavefoundourXXXissuperiorinqualitywhilesavingthem%costfromworkingwithus.
Iwillsendyoumoredetailedinformationregardingthisproductinanotheremail.Whenyoureceiveit,canyoupleaseemailmeyourrequirementforthisproduct?
Bestregards,
XXX
开发信模板:
客户产品线已经有本公司产品
当客户已经从竞争对手处购买同类产品的时候,好消息是客户已经有需求,及立即的采购计划。
坏消息是,客户可能对于现有供应商很满意,并不要更换供应商,此时杀进去难度很大。
而且需要经过客户的反复考验。
大型采购商:
一般大型采购商对于供应商的管理,会有一个主要的供应商,可能采购量达到60-70%,一个次要供应商采购20-30%,和一个第二替补供应商,采购10%左右。
一旦主供应商有问题,采购商会迅速培养次要供应商和第二替补,以免出现供应短缺的风险。
对于这类的采购商,业务员首先要了解自己公司是否有实力成为该采购商的供应商,心中有数。
客户就像鞋子,合脚的才是好的,不是越大越好,以免浪费自己的精力,又搞得自己很沮丧。
如果有这个实力,第一步的目标是成为该客户的10%的第二替补。
在此之前客户可能要反复考察你的质量,服务等等。
业务员要有耐心,认真对待每一次打样,每一个小单子,都是客户的考验和测试。
要成为他们的第2替补也不容易呢?
这初步建立联系的时候,要仔细考察客户的产品,市场定位,市场对于产品的偏好,要求,并考察客户现有供应商的短板,从以下几个方面切入:
1)不断开发适合市场需要的新品,推荐给客户,如果新品被选中,则可以顺利建立关系
2)考察客户网站,看看客户的用户对于现有产品的反馈和投诉,试图解决这些不被现有供应商重视或者解决不了的问题,这些应该是客户很关注的;
3)考察客户销量比较大的款式的产品,研究看是否有方法可以在保证质量的情况下,大幅度降低成本,通过价格吸引客户。
中小型采购商:
相比大型采购商,中小型采购商的数量要小点。
有几个情况可能不同,一个就是有可能采购者就是owner本人,当然也有很多是专门的采购经理的;一个就是很多中小型采购商的细分市场定位。
比如有的定位很高端,有的很低端,那么,他们关注的供应商资质和产品也是很不相同的。
比如定位高端的,会很注重质量,以及产品的差异化。
而低端的则更注重价格,对于款式往往是要求最大众化的。
另外,老板本人或者家族成员采购,采购心理同职业采购经理也是不同的。
他们更关注实惠,直接让他们看到实惠。
而职业采购经理,则同时关注责任的承担和职务的升迁。
不太愿意为了降低一些成本而冒更大的风险。
尽量给他们提供更多的说明材料,以便他们去说服他们的老板。
如果你有产品认证,ISO9000等,他们会觉得他们承担的风险小很多。
这第一封开发信,一定要突出自己的优势,如果你所能提供的同我现有的供应商一样,我为何要费那么大的力气换个供应商?
你需要给我充足的理由换你来做。
开发信要开门见山,点出你能给客户带来的好处,并且要有充分的令人信服的论据来支撑你的观点。
推荐新品
模板11
HiJohn,
Goodmorning!
WeareacandidatevendorforXXXcompany,currentlyweareservingXXXX,XXXXcustomers(先给2个大客户的名字,最好是同目标客户时同类的。
).WehavepassedISO9001,andourproductshaspassedUPCcertificate.Weareveryconfidentthatyoucanrelyonusasacapablevendor.
Iamwritingtointroduceanewproducttoyou.Thisproductistargeting20-29years’lady.ThesalesinXXXmarkethaveproventobeverysuccessful.Withinonly2months,thesaleshavereached100000units.Inoticedfromyourwebsite,that20-29years’ladyisoneofyourmajorclientele,sointroductionofproductXXXshouldbeabigsaleshitforyou.
BTW,wehavethesamplesready.DoyouwanttoevaluatethisnewproductXXXX?
Bestregards,
XXXXX
克服问题
模板12
RE:
HiJohn,
Goodmorning!
Ijustvisitedyourwebsite,andstudiedyourcustomers’feedbackonyourproductXXXX.Itsoundsthatyourcustomers(390customersremarkedonline)aredemandingto:
XXXXX陈述一下客户潜在的问题。
Wehavesuccessfullyhelped20customerssolvedthisproblem.XXXXX(描述一下细节,给点具体的信息。
不要太详细,留个伏笔,下次再联系他)
VerybrieflyaboutABCCompany,wehaveabundantexperienceservingXXXX,XXXXcustomers(先给2个大客户的名字,最好是同目标客户时同类的。
).WehavepassedISO9001,andourproductshaspassedUPCcertificate.Weareveryconfidentthatyoucanrelyonusasa
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