外贸知识技巧.docx

1、外贸知识技巧举个例子吧，假设我是做太阳能灯的公司DEF Co. Ltd，目前公司最大的客人是美国的Home Depot，尽管可能是通过贸易商做的，不是直接合作，但是完全可以当作一个开发新客人的筹码！如果我要写一封开发信给美国的ABC inc（这个名字是我编的），我从google上了解了一些这个公司的信息，知道他们是美国的进口商，有做太阳能灯系列，希望能试着开发这个客人，我一般会这样写主题，“Re: ABC inc/Home Depot vendor-solar light/DEF Co., Ltd.” 其中，ABC inc代表了客人的公司名，你在写给他的主题上首先加上他公司名，表示对他们公司的

2、尊重；Home Depot vendor-solar light明确表示你是北美第二大零售商Home Depot的太阳能灯供应商，既表明了实力，也勾起他的兴趣；最后的DEF Co., Ltd.代表自己公司。这样一来，假设你找对了人，这个正是ABC公司太阳能灯的buyer，又或者是他的某一个主管，突然某一天收到这么一个主题的邮件，哇，home depot的供应商找上来了，太棒了，应该看看是不是有合作机会，是不是比原有供应商更好？他打开邮件的概率会非常非常大！再说了，这个主题设置的还有一个好处，就是客人即使暂时不回你邮件，只是放在收件箱里，但是将来某一天他突然想让你报报价，很容易就能找到这封邮件！

3、只要关键词输入home depot，保证一下子就找到。有朋友会反问，那是不是完全不写呢？我的回答是，也不一定，要看具体情况。如果你的公司有突出的优势，可以写，但是最好一笔带过就可以了。可以这样写：We supply solar lights for Home Depot with high quality and competitive price. Hope to cooperate with you!6）主动语态用得太多。英文信函中，如果你仔细琢磨老外的行文方式，很少会充满We，I之类的人称的。相反要多用被动语态。 比如说，我们明天会寄你样品。中国人喜欢说Well send you the

4、 samples tomorrow. 这句话没错，语法正确，意思清楚，但是老外就不喜欢这样说。他们通常会这样写：Samples will be sent to you tomorrow. 用得是被动语态，人称就没有了。7）经常会问一些毫无意义的话。比如Do you want our products？这句话被我列为最傻疑问句排行榜第一名。如果客人说No，你怎么回复？那就没下文了哦。而且本身你是去推销的，你希望客人感兴趣，你要引起客人的兴趣。但是这句话就大煞风景，等于一下子就把客人逼到了绝路上，一定要说是或者否。 还有诸如Do you interested in our products? Ar

5、e you sourcing for *? How is your business recently? Would you like to cooperate with us? 这些都是毫无意义的话。 开发信还是要直接一点，告诉客人你是谁，你做什么，你的优势在那里。只要清楚表述出这3点，就完全足够了。其他的东西可以以后慢慢谈。9）喜欢插入URL链接。很多朋友在写开发信的时候，总是会在内容里加上自己公司的网址，或者在签名的下面加上链接，这样做，同样有很大的概率被服务器拦截掉的！最好在客人回复后，第二次给他写邮件的时候插入这些就没问题了。Hey guy,XYZ trading here, exp

6、orting LANTERNS with good quality and low price in US.Call me, lets talk details.Rgds,RickCell phone: *强力支持楼主的贴！我第一个晒自己的开发信，请楼主指点12：Dear sirs:From the internet, we get your company name. What I want is justto see that if we have the chance to cooperation in the near future or not.We are a factory of

7、 fiberglass in China and our main product is chopped strand mat (CSM) and stitch chopped strand mat and etc.We have been in the field for many years. I can give you the CSM in very competitive price and higher quality. If you need more information, please go to our website：I wonder if you need this

8、product; if you are interested in our products, please kindly return this mail.Maybe now you have regular business partner。if so，please leave my message in your email box，maybe someday it will be useful。If you need the price to compare with your partner gives, welcome!Yours sincerelyJack可以这样写：Were g

9、lad to hear that youre on the market for.， -我们很高兴获悉你对某某产品有兴趣。 这是不是好很多呢？客人会想，我是不是B2B上问他询过价？还是今年或去年哪次展会上见过这家伙？只要你切中要害，他回复你了，那目的就达到了！等到你们来来回回联系很多次了，客人知道你仅仅是在网上搜到他的联系方式，也不会那么防备和介意了。对吧？3）公司介绍太多，最好一笔带过。客人不会有太大兴趣去看的。只有等他对你的产品，价格各方面都有兴趣，他才会要了解一下你们是什么样的公司，什么规模之类的。Hi Sir,Glad to hear that youre on the market

10、for fiberglass. We specialize in this field for several years, with the strength of chopped strand mat and stitch chopped strand mat, with good quality and pretty competitive price.Should you have any questions, pls do not hesitate to contact me. FREE SAMPLES will be sent for your evaluation!Tks & b

11、r,Jack* company (这里留下公司名、电话、传真、邮件就可以了，正文就可以写的很简单。)Tel: *Fax: *Mail: *Website: *(请记住，如果你非要在里面加上网页链接，请放在签名里，不要放正文，让人感觉更像搞推销的，不太好。) 一开始开门见山指出，很高兴获悉您对某某产品感兴趣，我们专业生产这类产品多年，优势在于什么地方，质量好，价格相当有竞争力。这样就已经把要表达的意思表达出来了。 第二段就是两句话，有问题随时联系我，免费样品随时会寄来供您测试！既表达了你想要合作的愿望，又表示了自己的诚意，只要您有需要，我们随时为您服务。这样写的就给人感觉不卑不亢，既没有显得很拽

12、，也没有在老外面前矮一截。大家是平等的关系，本来就是相互的合作，找机会争取双赢。这点反而会让西方人比较赞赏。 不是说价格低就能赢得订单的，真正拿到order是综合性的考量，价格是重要的一方面，但不是完全的。除了有少部分只看价格的客人除外。Cindy，我想指出一点，have u got my mail?这句话最好不要说哦，会给人不太礼貌的印象。你让客人怎么回？如果他说yes，不是等于承认他工作失误，没有回复？如果他说no，他又不能睁着眼睛说瞎话。所以这样写的结果是，他很可能接着不回！而你既要得到你要的结果，要他答复，又需要给他个台阶下，顾全他的面子。你看看这样写会不会好一点？Dear *,Sor

13、ry to trouble you again!Please find my mail below. Could you please kindly check by return today? Because well be on holiday from May.1st to 3rd.Thank you in advance!Best regards,Cindy 先写得委婉一点，把你上次写给他的邮件放在下面。如果他还是没回复，那就再重新发一遍，上面加上大写的红色的或者粗体的“RE-SEND！”如果还是没消息，就打电话吧兄弟，这是肯定的，所有的东西都需要文本的确认。 你可以这样做，电话里说的

14、东西，谈的东西你先记下来，等电话打完后，马上跟一封邮件过去：Hi *,As we discussed on the phone, there were some details as below:1)*2)*3)*Please confirm by return asap. Well do everything according to your request!Thank you!Kind regards,* 这样就可以了，只要他回复了邮件，要么就是对其中的某些东西提出异议，要么就只有ok，对吧？那就留下文本证据了，以免双方将来扯皮。我说的打电话，只是对于email的辅助，很多时候email

15、发出去，客人一点消息都没有，那就只有电话跟进，了解情况了。如果客人接到你电话，很不好意思地说，我尽快回尽快回，那他就不会不理你了。你就有进一步进展下去的可能。如果还是等不到消息，那就再打电话，总之要坚持，坚持到得到你想要的答复为止。即使客人是拒绝你的，也没关系，但是要弄明白，拒绝你的真正理由！For more information, we would like to let you know our company web site as below. Hope to hear good news from you.Dear sir,Glad to hear that youre the l

16、eading retailer of bathrooms! We specialize in cast iron bathtubs for 17 years, and hope to find a way to cooperate with you!Attached some pictures for your review. Please contact me if any questions.Thanks and best regards,*你还是写得太长了，能用1个词绝对不用两个，能用1句话写清楚就绝不用两句，写邮件要惜字如金啊！Hi Sir or Madam who concerns：

17、Thanks for your concerns,we learn your company who is a leading retailer of contemporary and traditional bathrooms.Our company is specialized in cast iron bathtubs for 17 years.Our company adopted ISO 9001 quality management standards and ISO 14001 Environmental Management Standard.Some pictures in

18、the attachment ,and I recommend you which are luxury bathtubs NH-1007/NH-1008 and simple cast iron bathtub NH-008 Danli.Should you have any questions, pls do not hesitate to contact me. Best regarsDear Mr.Purchase ManagerThanks for your time to read my message,and wish you very well.I just want to a

19、sk one question.Did you ever import boxing products made in PU or PVC from China?Looking forward to your early reply.Best regardsSamAlso you can get more imformation from our website : www.mr-我帮你改一下，你慢慢琢磨琢磨看，多写多练，就会写得比我好了：Hi Alex,How are you doing? Glad to get your name card from HK fair.This is San

20、dy from *. We specialized in parking sensor system, and all our products with CE/FCC/FCCID approved!Regarding the FUN MINI DVR your selected on the fair, pls find the details with best offer in attachment. Hope to get good news from you! Thanks.Best regards,SandySales assistant Sandy，我要说一点，你的情况和其他朋友

21、又不一样了。你在展会上拿到过客人的名片，而且客人曾经对某一款产品感兴趣，那简直是一个相当好的机会！只要你把握住了，成交可能性是很大的！这种情况下，你特别要标注出他在展会上选的东西，而且主动提供详细资料和报价，这一点至关重要！ 客人很忙的，他可能在香港展上去过很多同行那边，问同一个产品，他会收到很多很多邮件，恐怕根本没空回复或主动联系你，所以你一定要主动出击，提供完整的资料和好的价格，然后跟进，赢得他的信任！如果像你刚才那样，问他是不是有兴趣，有兴趣你会给他详细资料，客人会觉得很烦的，觉得你怎么需要推一下动一下，做业务要学会主动，客人一个眼色，你就要能完成三四个动作。客人问你价格，你连详细参数尺

22、寸包装材料都一并提供了。客人问你说明书，你连设计稿和文字都完整无误地给他参考。客人需要彩盒，你不止给了他图片，还有准确尺寸的刀模图，连别的客人的彩盒也一并给他做设计参考。你说，客人是不是会对你印象很好？看了楼主的文章，受益匪浅哦。现在附上我的开发信，请楼主指正。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

23、your valuable time.Regards.Yours,-XXX(Ms)compnay nameWebsite:wwwADD:XXXXXXTEL:+86 XXXXXFAX:+86 XXXXX谢谢呵呵基本上没回复时我会继续跟进因为我们占有价格优势，所以跟进内容是Dear purchasing manager.Sorry to bother you again.Pls take a look at the attachment which is the catalogue of our DVR cardsincluding price for your reference.Hope th

24、is will help you.Any question will be appreciated.Regards.Yours,XXX(Ms)compnay nameWebsite:wwwADD:XXXXXXTEL:+86 XXXXXFAX:+86 XXXXX不知道内容够不够正确。可以再简单一点：Hi sir,Sorry for re-troubling!Regarding our hot-selling DVR cards, attached the E-catalogue with offer for your review. Any questions, that will be muc

25、h appreciated! Thanks.Kind regards,*其他的可以保留，公司介绍可以再简单一点，但是那么多的size一定要去掉，改成we supply* with different sizes 就可以了Hi Kelvin,Glad to hear that youre 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 cu

26、stomers 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 its suitable for Europe.FREE SAMPLES can be s

27、ent on request. Call me, lets talk more! Thanks and best regards,C* LtdTel: *Fax: *Mail: * 当时一共写给6个不同的客人这样一封开发信，内容完全一样，只是对方姓名不同。所谓的某美国客人下过大单，完全是编的，只是给客人一个感觉，美国佬很喜欢这款产品，下过很大的订单哦，你们看看，是不是欧洲市场也能卖一点？最后一句“Call me, lets talk more”是我故意这样写的，因为很少有客人会打电话给一个陌生人，但是这句话写上去让人感觉会大大不一样，首先就是这个人很有自信，其次就是他是有诚意的，不是群发的邮件

28、。这6个人里面有4个是没回的，有一个回了一句“thank you, not this time. bye.”，剩下的最后一个瑞典客人回复了，就是这个Kelvin。他的邮件如下：Hi Chris,Glad to hear that you are on the market for stainless steel spinning parts.We, xxx Co. Ltd, is professional in precision machining for nearlly 10 years, covering high precision machining parts, casting p

29、arts, metal parts, etc. Hope to establish business relationship with you!Should you wanna know more about our company, pls visit .Any comments, thatll be appreciated! Thanks.Best regards,xxxxxxxCo., Ltd.TEL:FAX: Email: 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, thats increadible! Your price i

30、s 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? Ill check why their price is too low.Frank: C, listen! I dont have time! The promotion date