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大家好！今天讓小編來大家介紹下關(guān)于外貿(mào)業(yè)務(wù)員跟進(jìn)客戶郵件話術(shù)（外貿(mào)如何跟進(jìn)客戶郵件）的問題，以下是小編對此問題的歸納整理，讓我們一起來看看吧。
作為外貿(mào)業(yè)務(wù)員，如何給曾經(jīng)合作過的客戶寫郵件？如何措辭才是適當(dāng)?shù)哪兀?/strong>
糾結(jié)著不知道怎么給老外客戶們寫郵件的業(yè)務(wù)員們有福啦，感謝暢想外貿(mào)軟件小影和大家分享整套外貿(mào)流程的郵件。1. 向顧客推銷商品
Dear Sir: May 1, 2001
Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.
Yours faithfully
2. 提出詢價
Dear Sir: Jun.1, 2001
We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..
Truly
3. 迅速提供報價
Dear Sir: June 4, 2001
Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.
交易的契機
4. 如何討價還價
Dear Sir: June 8, 2001
We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a dis_countof 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.
Yours truly
5-1 同意進(jìn)口商的還價
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.
Sincerely
5-2 拒絕進(jìn)口商的還價
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best dis_countoffered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.
Truly
6. 正式提出訂單
Dear Sir: June 15, 2001
We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date.
Truly
7. 確認(rèn)訂單
Dear Sir: June 20, 2001
Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.
Sincerely
8. 請求開立信用證
Gentlemen: June 18, 2001
Thank you for your order No. 599. In order to _execute it, please open an irrevocable L/C for the amount of US$ 50,000 in ou* **vor. This ac_countshall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested.
Sincerely
9. 通知已開立信用證
Dear Sir: June 24, 2001
Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in you* **vor, valid until Sep. 20. Please advise us by fax when the order has been _executed.
Sincerely
10. 請求信用證延期
Dear Sir： Sep. 1, 2001
We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at ou* **ctory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.
Sincerely
11. 同意更改信用證
Gentlemen: Sept. 5, 2001
We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development.
Sincerely
交易的進(jìn)行
12. 抱怨發(fā)貨遲延
Dear Sirs: Sept. 25, 2001
Concerning our order No. 599 for 200 mountain bikes, so far you have shipped only 50 bikes against the shipment. We are notifying you that we reserve our right to claim on you for the shortage, if it is confirmed. We have given our customers a definite assurance that we would supply the goods by the end of September. We hope you will look into this urgent matter.
Yours faithfully
12a. 處理客戶的抱怨
Gentlemen: Sept. 30, 2001
In response to your letter of Sept.25, we regret your complaint very much. Today we received information from Hong Kong that the remaining 150 bikes were on a ship that developed engine trouble and had to put into port for repairs. The trouble was not serious, and the vessel is now on her way. She would arrive at your place tomorrow or the next day.
Truly
14-1 取消訂貨
Dear Sirs: Oct. 2, 2001
We are sorry that causes completely beyond your control have made it impossible for you to keep the shipment date of Sept. 30. Since you have failed to uphold your end of the agreement, we find it necessary to cancel our order. Unfortunately, our buyers cannot wait indefinitely for the units. We are sorry that it is necessary to take such a drastic step.
Sincerely
14-2 諒解遲運原因
Gentlemen: Oct. 2, 2001
We have received of your notice of delay of shipment due to mechanical troubles on the ship. We are pleased that the order is now on its way. Thank you for the notice. We are eagerly awaiting the ship's arrival.
Yours faithfully
交易的尾聲
15. 貨物損壞報告
Dear Sirs: Oct. 4, 2001
Upon arrival of your shipment, the ship's agents noticed that case No. 5 was damaged and notified us. The number of articles in the case is correct according to the invoice, but the following articles are broken: (List of articles)
As you will see in our survey report and of the ship's agents', that these units are damaged and quite unsaleable. Please send us replacements for the broken articles; we await your reply in due course.
Sincerely
16-1. 拒絕承擔(dān)損壞責(zé)任
Dear Sirs: Oct. 8, 2001
Thank you for informing us of the damaged shipment. Since the units were packed with the best of care, we can only assume that the cases were handled roughly. We therefore urge you to lodge your claim with the insurance company.
Sincerely
16-2. 承擔(dān)賠償責(zé)任
Gentlemen: Oct. 8, 2001
As soon as we got your letter we got in touch with the packers and asked them to look into the matter. It appears that the fault lies with the packaging materials used. We have since corrected the mistake. We apologize for the oversight, and are sending a new delivery immediately.
Sincerely
交易花絮
17. 催要逾期貨款
Dear Sirs: Nov. 30, 2001
It has come to our attention that your payment is one month overdue. The units ordered were delivered to you on September 26 and were invoiced on September 30. Payment is due on October 30. We look forward to seeing your remittance within a week.
Sincerely
18. 付清逾期貨款
Dear Sirs: Oct. 3, 2001
We have looked into the cause of the delay in payment and have found that our accounting department made an oversight in ****** your remittance. We are sorry for the inconvenience. The sum of US$ 20,000 has been sent to you by Telegraphic Transfer and should reach you sometime tomorrow.
Sincerely
外貿(mào)郵件范文？
郵件是外貿(mào)人與客戶溝通的常用方式，那么如何使用郵件從0到1的開發(fā)大客戶呢？
先來看下面這封開發(fā)郵件，也許你也正在套用著相同或者相似的模版，趕緊剎車，別猶豫！
Hello Mr. Jame White
How are you? （分析：“How are you？”的使用本身是沒有問題的。雖然我們從小學(xué)就學(xué)習(xí)這樣的問候方式，但是這句話在很多國家并不太常用。）
We know your company from the internet and we know that your market is in the LED lighting field in Poland. （分析：本句想表達(dá)的邏輯沒有問題，但是寫法和語法欠妥?！癴rom the internet”會給人不尊重和被騷擾的感覺，可以改為具體的詢盤。）
We would like to take this opportunity to introduce our company and products, this is Alice from ABC company, we are one of the largest manufacturer in this field in China, I hope to cooperate with your company. （分析：本句話的句式非常普遍，表達(dá)的內(nèi)容也很籠統(tǒng)。如果公司真的是行業(yè)領(lǐng)軍企業(yè)，可以使用一些實際的數(shù)據(jù)去證明。）
Please allow me to introduce our products to you, we have many items such as LED lamps, outdoors and indoors bulbs and LED strip. We have much experience in this field. I will give you more details about our products if you are interested in them. （分析：比較空泛的描述，給客戶帶來的感受不強烈。這部分可以考慮使用具體的數(shù)字來表達(dá)。）
We will offer you the best price and quality, please go to our website for more details, www.***.com （分析：第一次發(fā)郵件最好不要加上網(wǎng)址，防止被系統(tǒng)當(dāng)成垃圾郵件攔截。）
Can you introduce your company to us, or your target products market, thank you. （分析：這句話不太妥當(dāng)。第一次郵件客戶沒有義務(wù)也不會很愿意回答你的問題）
We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future. （分析：本句較為空泛，沒有實際的含義。）
Best Regards
Alice （分析：簽名缺少內(nèi)容。）
對于郵件內(nèi)容，文中已經(jīng)給出了一些分析。
雖然這封郵件在語法和句式上沒有什么問題，并且在前幾年可能可以被奉為“開發(fā)信經(jīng)典模板”，但是如今這樣毫無亮點的寫法已經(jīng)遠(yuǎn)遠(yuǎn)不能吸引現(xiàn)在的客戶，郵件發(fā)出去后也不會有好的效果。
我們再來看看根據(jù)分析修改后的郵件：
Dear Jame
Hoping this email finds you well. （非常地道的美式問候語。）
We know your company is in the LED market from our customer data as the main distributor in European market. （“from our customer data”可能引起客戶的思考：之前是否問過價格或拿過樣品甚至很久之前是不是合作過。這樣的話術(shù)不會給客戶帶來騷擾的感覺。）
We are specializing in LED lighting since 2008, our factory has the production capacity of 20000pcs bulbs with CE, Rohs every month, and the new items will be pushed every week from our ODM department. （用實際數(shù)據(jù)表明公司的地位與規(guī)模。）
Please contact me for any further information, free samples would be sent to you in our promotion seasons now. （該句有兩個優(yōu)點：1. 郵件通篇主動語態(tài)，但是這句話是被動語態(tài)，閱讀起來可以讓客戶感覺到節(jié)奏的變化；2. “free samples”、“promotion seasons”刺激客戶盡快聯(lián)系索要樣品或下單。）
Have a nice day!
Best Regards
Alice
Company
Tel/Whatsapp
Web
（結(jié)尾簽名內(nèi)容完整。）
修改后的郵件明顯更加簡練，同時話術(shù)表達(dá)在無形中引導(dǎo)客戶進(jìn)一步聯(lián)系。
但是該郵件還是有些簡單，在實際的郵件中，我們應(yīng)該針對特定的產(chǎn)品與當(dāng)前情況增添較為詳細(xì)的內(nèi)容。
郵件寫作案例
這是一個美國客戶，詢問了我們一款電競椅的價格。我們的業(yè)務(wù)員報價之后，客戶沒有反應(yīng)，跟蹤了幾次依然沒有回應(yīng)。忽然有一天，客戶問我們的工廠是不是在安吉，得到我們的確定后他說要來工廠參觀拜訪。
見面后，客戶在工廠看了一番，沒有留下名片就走了?？蛻艋厝ズ笠琅f沒有任何動靜，也不與業(yè)務(wù)員聯(lián)系。
相信這樣的場景很多外貿(mào)人都經(jīng)歷過。
經(jīng)過各方面考量，我們還是決定繼續(xù)跟蹤這位客戶。通過對客戶進(jìn)行背景調(diào)查后，我們了解到了客戶的相關(guān)信息。同時我們也需要考慮到美國的實際情況。
以上述信息作為切入點，我們又給客戶發(fā)了一封郵件，這次我們收到了回復(fù)。
Hi XX,
Hope this email finds you well.
Concerning the issue of that we export from other country to USA, we are still working on it with Haiti and Dominica free trade zone, the strategy way is ok, but we need confirm the details and make sure get the exact cost from China to their places.
We will have the full information at the end of this month, I will update to you in time. （客戶回復(fù)：OK let me know what you find out, the only problem I see that is I am sure you know those are 2 countries WITHOUT any factories making anything related to furniture, so even if you can do the paperwork change, I believe that will NOT be accepted by USA customs, they know those are very poor small islands with no factories.）
By the way, the trade war may be stopped soon, we need to make some purchase plan in advance, otherwise every customer will place the orders in the same time, the factory will be very busy and postpone the delivery time too.（客戶回復(fù)：I understand, but now we buy from 3 other gaming chair factories, so we do not need any new chairs, until after CNY, since we order a lot of stock to arrive before 12/31/2018.）
Have a nice day!
Best Regards Wishes
Ivan
從客戶的回復(fù)中，可以提煉出三點：他與三家工廠在合作；現(xiàn)在不是他的采購期；2018年12月底之前他不需要電競椅。
雖然沒有成功簽單，但是這封郵件也達(dá)到了想要的結(jié)果。我們收到了客戶的回復(fù)并且知道了客戶目前的情況，以及他的采購周期和時間。接下來就需要根據(jù)他給出的時間在合適的時候加強聯(lián)系。
外貿(mào)行業(yè)報價后怎么跟進(jìn)客戶的郵件怎么寫
詢盤基本格式Dear Mr. XXX，（對買家的禮貌的稱呼，不要以sir or
madam來開頭，這樣對對方不夠尊重）
Thanks very much for your inquiry dated XXXXX via
alibaba.com.
（提醒買家他于什么時候通過哪里看到你公司的產(chǎn)品信息并發(fā)送了詢盤）
Pls find our quotation for
XXX as follows:
……（此處為報價內(nèi)容，如果是初次聯(lián)系的買家，還要在報價之后加上簡單扼要的公司介紹）
We are looking
forward to your early reply.（結(jié)束前的慣用語，表達(dá)對他的重視）
Sincerely yours/Yours
faithfully,（禮貌的客套話，但商務(wù)信函不可不用）
XXX Export
Manager（專業(yè)的簽名檔：你的姓名、職位、公司名稱、聯(lián)系方式等）
Hangzhou xxx Co., Ltd.
Tel: 0086
571-
Fax: 0086 571-
E-mail: xxx@163.com
Website:
xxx.en.alibaba.com%2F (6.13 KB, 下載次數(shù): 8)
半小時前 上傳
點擊文件名下載附件
初次回復(fù)
Dear
Ms. Jane Lee,
Thank you for your inquiry dated XXX and your visit our web
site from which we find you are interested in our 2-0125*7-1026-Women's
underwear. We are glad to send its information to you and hope that it will be
helpful to you.
Product No: 2-0125*7-1026-Women's underwear
85%
Cotton
15% Lycra
Color: red. pink. white
Unit price: USD.6.03/piece FOB
SHANGHAI
Minimum order: 5000 pieces per color
Delivery: 30 days after
L/C
Our company is a manufacturer of lady dresses, we have annual
production capacity of over XXXpcs per year,Due to our large output capacity, we
have exported our products to many international markets including the UK,
Southeast Asia and Lebanon.
We can develop new items according to your
requirement. OEM orders are welcome.
We look forward to your further
reply.
Yours truly,
Xxxxxx
Xxxxxxx(簽名檔)
二次跟進(jìn)
Dear Ms. Jane Lee,
Good
morning!
For several days no news from you. Now I am writing for
reminding you about our offer for item of XXX dated XXX according to your
relative inquiry via Alibaba.com. Have you got (or checked) the prices or not?
Any comments by return will be much appreciated. （可根據(jù)客戶要求的產(chǎn)品加上自己產(chǎn)品的特色）It will be
our big pleasure if we have opportunities to be on service of you in near
future.
Looking forward to your prompt response.
Yours
truly,
Xxxxxx
Xxxxxxx(簽名檔)
（可將第一次發(fā)給客戶的郵件內(nèi)容附在郵件下方以提醒買家第一次郵件回復(fù)內(nèi)容。）
三次跟進(jìn)
Dear
Ms. Jane Lee,
How are you? Hope everything is ok with you all
along.
Now I am writing for keeping in touch with you for further
business. If any new inquiry, welcome here and I will try my best to satisfy you
well with competitive prices as per your request.
By the way, how about
your order (or business) with item XXX? If still pending, I would like to offer
our latest prices to promote an opportunity to cooperate with each
other.
Your early reply will be much appreciated!
Yours
faithfully,
XXXX(簽名檔)
報價實例與分析：
實例（一）
PRODUCT:
XXXXXX
SPECIFICATIONS:
Appearance: white powder
Purity (GC):99.0%
Min melting point:31℃ Min
PACKING : 50kg iron drum (37cmX37cmX57cm)
12mt/1x20’FCL
PRICE:1,000kgs USD10.10/kg CFR Rotterdam by sea on LCL
basis
SHIPMENT DATE：within 40 days after receipt of payment
or
original L/C
PAYMENT TERM: T/T advance or L/C
sight
VALIDITY:
這個案例是針對單個產(chǎn)品的報價：
1）、產(chǎn)品的品名，要清晰，型號不放在品名中
2）、規(guī)格：是跟產(chǎn)品的型號、材質(zhì)等有關(guān)的用來描述產(chǎn)品本身的特征的，如使用的材料，產(chǎn)品的外觀，特性（不要把產(chǎn)品的尺寸等放進(jìn)去）
3）、包裝情況：因為很多供應(yīng)商給客戶做報價的時候會用FOB，這樣你除了要介紹相關(guān)的包裝材質(zhì)以外，還必須讓客戶了解你產(chǎn)品的包裝尺寸，包括單個產(chǎn)品的小包裝的尺寸、幾個小包裝放在一個大包裝中，甚至一個集裝箱能夠裝多少的貨物情況，都要給客戶介紹清楚，因為，客戶在拿到一個你的FOB報價后，他也要計算他自己的運輸成本，要攤海運費和保險費進(jìn)去，所以我們給他提供一個詳細(xì)的包裝尺寸，有利于客戶做核算，也會讓我們的報價在外商眼中更加專業(yè)。
4）、價格：報價格要包含四個主要的要素：貨幣、單價、價格術(shù)語、港口。同時很多買家在第一次向我們詢價的時候往往不表明他需求的數(shù)量，但對很多買家來說，第一次往往又只是一個試訂單，數(shù)量不會很大，所以針對第一次的報價，我們可以根據(jù)不同的數(shù)量給客戶報兩個不一樣的價格，通常一個拼箱的價格（最小定量），一個是整箱的價格。
5）、交貨期：要根據(jù)自己產(chǎn)品的生產(chǎn)情況來定，一般我們的交貨期還會和付款方式有很大的關(guān)系，比如付款方式采用信用證的時候，為了保證自己能夠有充足的時間審證，我們會把交貨期定在收到買家開來的信用證多少天內(nèi)交貨，通常會是30－45天的時間，這樣既兼顧了生產(chǎn)周期，又顧及到了審證的需要。
6）、付款方式。對于新的客戶來說，比較常用的是t/t預(yù)付款加尾款的方式，或直接用信用證；不主張用托收，而且最好是即期收款的。
7）、報價有效期：這個是被很多供應(yīng)商報價時忽略的地方（人民幣匯率在升值、出口退稅率的調(diào)整所帶來的利潤減少的風(fēng)險，都可以通過報價有效期很好地進(jìn)行規(guī)避），通常我們會把有效期規(guī)定在7－15天是比較有效的，如果太長就起不到作用了。
原網(wǎng)址：http://bbs.chinabeston.com/forum.php?mod=viewthread&tid=94443
以上就是小編對于外貿(mào)業(yè)務(wù)員跟進(jìn)客戶郵件話術(shù)（外貿(mào)如何跟進(jìn)客戶郵件）問題和相關(guān)問題的解答了，外貿(mào)業(yè)務(wù)員跟進(jìn)客戶郵件話術(shù)（外貿(mào)如何跟進(jìn)客戶郵件）的問題希望對你有用！
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