一.激活很久沒有下單的老客戶
專業郵件模闆1：
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By Dr. Mel Luthy, Chief Editor
We value all our business relationships with customers. We have especially enjoyed supplying your paper needs for the last five years. You understand, then, why we are concerned that you have not placed an order for the last six months. If we have offended you in any way, we sincerely apologize and want to regain your good will. We would appreciate knowing how to serve you better.
We have enclosed brochures of our new fall products. Since we have served you for such a long time, we can offer you prices that compare favorably with the prices on your previous contract. We are confident that both our new and standard products can meet your needs in every way. We hope to hear from you.
專業郵件模闆2：
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By Dr. Mel Luthy, Chief Editor
Last year was a great year for us. Why? Because we had the privilege of filling several large orders for you. We have not heard from you for several months, so it seems that you have forgotten us. Did we do something to offend you? Or have you been so busy that you inadvertently overlooked your need to reorder?
Providing excellent service to our customers is very important to us. Since we would hate to lose you as one of our most outstanding customers, reestablishing our rewarding business relationship is top priority. Is there a time that I might meet with you to discuss your concerns? Please call me at 555-5555, and I will find a time that is convenient for you.
Were you aware that last year several of our products won awards for quality and affordability? And that we have a new line of cleaning products that is environmentally friendly, yet powerful? Please take a moment to reconsider whether you want to miss out on the quality products we can provide at such a nominal cost.
專業郵件模闆3：
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By Dr. Mel Luthy, Chief Editor
Over the years you have been a loyal Doe customer, and we have enjoyed meeting your office-supply needs. However, we have not received an order from you in over three months, and we are concerned. Is there any way we can improve our service to you?
We are aware that during the trucking strike, many of our customers could not get their orders filled quickly. Since then we have taken steps to ensure that every Doe customer receives prompt, reliable service. Will you please let me know if we can do anything to win you back? I have enclosed a copy of our new fall catalog. Call me personally at 555-5555 if I can help.
專業郵件模闆4：
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Dear XXX,
Very glad to know from your web site, that you are the leading wholesaler of plastic products with most prestigious quality.
To be even more successful, you might look for a very capable & reliable producing supplier. XXX is a good one for you to rely on. We have passed ISO9001 since 2005, and our products has CE certificate.
Our satisfied customers include Dupont, Demag, Weland, Cas, Aliplast. I am very confident that when you work with us, you will have the same satisfaction.
Can you do me a favor? What we should do to apply for & become your new vendor?
Best regards,
XXXX
專業郵件模闆5：
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Dear John,
Good morning!
Ijust visited your web site, and know that you are the leading wholesaler in Poland for fashionable gloves, with prestigious reputation for the quality.
You may be happy to find a new reilaible source of gloves with superior quality & Reasonable prices. You can select from an abundant variety of premium quality Jeans with stylish originaldesigns updated every 6 monthes.
Our factory has a capacity of XXXX gloves monthly, probably the largest in China. Since 2009, we have passed ISO9001, and all our products has CE certificate. I attach the certificate images in the next email,please find them.
Our satisfied customers include XXX, XXX & XXX. I am confident that when you work with us, you will have the same satisfaction like them.
To enable you to get a good understanding of our quality and service, we would like to extend a very special offer for your first sample order, with 15% (only limited to the first container).In the next email, I will attach you the product catalogs. Please tell me what items are more salable for you.
Best regards,
Sam
PS: We are also very capable to custom make for you. Please just tell me the styles you select.
專業郵件模闆6：
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Dear XXX,
Good morning!
I am very glad to know you from your professional website, you are the leading company in Japan for machine vision system. I also notice that you pay much attention to lower your cost for quality machine vision system. That is where I can be of help.
May I introduce myself to you? I am XXX, from XXXX. We have been in machine vision system industry for more than XXX years. I am confident that we are capable to meet your quality standard, while cutting your cost by at least 10%. Please be sure, we are also very capable to custom produce with your drawings.
To enable you to evaluate our quality, may I invite you to visit our factory?(或者：may I send you a sample?)
Best regards,
XXXX
專業郵件模闆7：
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Dear XXX,
A good supplier will save you money and be free from trouble. Quality means a lot for a tyre wholesaler like you. To be safe from customer complaints, you may need a very reliable supplier to count on. We are a right one for you.
XXX has already 20 years professional experience in XXX tyre, & XXX tyre. Our factory passed XXXX. Customers like XXXX & XXXX are very satisfied with our tyres for many years.
To let you have more ideas about our tyres, in a separate email, I will send you our testing report by SGS.
We would very much welcome your enquiry, surely you will get our best price.
Best regards,
XXXX
專業郵件模闆8：
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Re: Lower your cost for baskets purchase by 20% more
Dear XXX,
Good morning!
I am very proud to find some baskets on your website are produced by us. (先建立同客戶的關聯感）Attached please find some pictures. (證明可信度）
You may save much cost by ordering directly from a manufacturing supplier like us. (給客戶的好處）When you make such decision, we would be pleased to offer you our hand for your first time importation, which is rather easy. （打消客戶的顧慮）
We have just released abundant new styles of Gift basket/Camping basket/Picnic basket, do you want to have a look at the new designs?
Best regards,
XXXX
專業郵件模闆9：
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Re: New Energy Saving Iron( 或者其他)
Dear Smith,
Leading companies such as XXXX, now use XXX as their reliable supplier for XXX products.
For a cost equating to XXX, your customers will be able to save energy cost by %.
The remarkable XXXX Iron uses (工藝) to:
同客戶相關的成果1
同客戶相關的成果2
同客戶相關的成果3
To test XXX’s effectiveness, you can arrange a free no-obligation trial now, by just replying this email. We will reply you immediately to arrange it.
Best regards,
XXXX
專業郵件模闆10：
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Re: Saving your purchasing cost for quality XXXX
Dear John,
When you next consider your arrangements for XXX products, I would welcome the opportunity to understand your requirements and situation.
Our customer include (XXX,XXX), who have found our XXX is superior in quality while saving them % cost from working with us.
I will send you more detailed information regarding this product in another email. When you receive it, can you please email me your requirement for this product?
Best regards,
XXXX
二. 客戶産品線已經有我們的同類産品
當客戶已經從自己同行手裡購買同類産品的時候：好消息是确認客戶對産品有需求，及立即的采購計劃。壞消息是客戶可能對于現在的供應商很滿意，并不要更換供應商，此時殺進去難度很大，而且需要經過客戶的反複考驗。
下手開發的幾個切入方向：
1. 不斷開發适合市場需要的新品，推薦給客戶。如果新品被選中，則可以順利建立關系 。
2. 考察客戶網站，看看客戶的使用者對于現有産品的回報和投訴，試圖解決這些不被現有供應商重視或者解決不了的問題，這些應該是客戶很關注的。
3. 考察客戶銷量比較大的款式的産品，研究看是否有方法可以在保證品質的情況下，大幅度降低成本，通過價格吸引客戶。
那麼第一封開發信一定要直接突出自己的優勢，如果你所能提供的和客戶現有的供應商一樣，那客戶為什麼要費那麼大的力氣換個供應商呢？是以你需要給客戶充足的理由，開發信要開門見山，點出你能給客戶帶來的好處，并且要有充分的令人信服的論據來支撐你的觀點。
專業郵件模闆11：
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以推薦新品為方向切入
Hi John,
Good morning!
We are a candidate vendor for XXX company, currently we are serving XXXX，XXXX customers (先給2個大客戶的名字，最好是同目标客戶時同類的。). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor.
I am writing to introduce a new product to you. This product is targeting 20-29 years’ lady. The sales in XXX market have proven to be very successful. Within only 2 months, the sales have reached 100000 units. I noticed from your web site, that 20-29 years’ lady is one of your major clientele, so introduction of product XXX should be a big sales hit for you.
BTW, we have the samples ready. Do you want to evaluate this new product XXXX?
Best regards,
XXXXX
專業郵件模闆12：
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以克服問題為方向切入
Hi John,
Good morning!
I just visited your web site, and studied your customers’ feedback on your product XXXX. It sounds that your customers (390 customers remarked online) are demanding to: XXXXX 陳述一下客戶潛在的問題。
We have successfully helped 20 customers solved this problem. XXXXX(描述一下細節，給點具體的資訊。不要太詳細，留個伏筆，下次再聯系他)
Very briefly about ABC Company, we have abundant experience serving XXXX，XXXX customers (先給2個大客戶的名字，最好是同目标客戶時同類的。). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor.
May you give me a chance to present you more information on this? I will be glad to send you more detailed information upon your consent.
Best regards,
XXXX
專業郵件模闆13：
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以降低成本為方向切入
Hi John，
Good morning!
We are a candidate vendor for XXX company, currently we are serving XXXX，XXXX customers (先給2個大客戶的名字，最好是同目标客戶時同類的。). I am writing to tell you, that we are able to cut your cost for XXX item by 20%, thanks to the current break-through innovation on the production process.
The reduction in cost will not in any way influence the quality. We have passed ISO9001, and our products has passed UPC certificate.
What products are you currently purchasing? May I make an offer to you based on these items for you to compare?
Best regards,
XXXX
三. 詢問采購業務的負責人
清楚了客戶的興趣之所在，以及自己公司和産品的優勢，研究清楚如何引起客戶強烈的興趣後，就要考慮這封開發信要發給誰了。
找到具體的聯系人，會讓開發信的成功率數倍提高。學習利用谷歌找到采購負責人很重要，參考：找不到客戶采購郵箱？其實你隻需要精通谷歌搜尋。如果找不到采購負人，就直接搜“@客戶網站.com”,找到客戶公司任何一個聯系人，再向他們問采購負責人的聯系方式，成功率也很高。
新手切忌不問收件人是誰，上來就推銷，說一通套話我們是最大的，我們是品質最好的，最便宜的。推銷會讓客戶很反感，尤其是收件人并不是具體負責采購的人，看到這樣的推銷信，直接就删除或者丢到垃圾郵件箱裡了。
這封郵件的目的要清楚，就是找到相關的采購負責人。客氣禮貌地說明來意，郵件可以簡短點。
專業郵件模闆14：
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詢問相關業務的聯系人（已知聯系人，不知聯系方式）
Re: Hi Mary, can you tell me the email of Mr. XXXX?
Dear Mary,
Hope you have a nice day today.
Can you tell me the email address of Mr. XXXX?
I would very much appreciate your help.
Best regards,
XXXX
專業郵件模闆15：
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詢問相關業務的聯系人（不知聯系人，不知聯系方式）
Re: Hi Mary, may I ask you for a favor?
Dear Mary,
Hope you have a nice day today.
We are a qualified supplier of XXX Company, we can help you to save at least 15% of your purchasing cost for product XXXXX.
May I ask you for a favor? Who should we contact for evaluating this further?
I would very much appreciate your help.
Best regards,
XXXX
四. 客戶産品線還沒有我們的同類産品
如果客戶産品線裡還沒有我們的同類産品，對于你來說是個潛在的機會。如果是個大客戶，開發的周期會很長，因為大公司做決策流程很長，需要不同部門的審批。從客戶的立場來想，當我們不知道一個新品的時候，有供應商來找我們。我們會是什麼樣的一個判定流程呢？
1.這個産品是什麼？為什麼我要加入現有産品線？
2.嗯，這個産品不錯。這家公司資質如何？有能力保證品質和供應嗎？
3.他有能力做，價格是否有競争力？我是否要比較一下其他的供應商？
是以我們初期的目标應該設定為讓客戶接受這個産品，第二步的目标是讓客戶接受我的公司。如果客戶第一步對産品感興趣了，此時要及時介紹公司，證明你們有能力提供高品質的産品，保障供應。
第一封開發信需要把新産品介紹給客戶，同時，還要把産品的益處，能給客戶帶來什麼商業利益講清楚，如果有銷售統計資料證明這個産品快速上升趨勢的話則最好。
專業郵件模闆16：
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Dear John,
I just visited your web site, and found that you are not offering XXX products to your customer yet.
The sales of XXXX product in your local market grows very fast. The sales are expected to be very hot in 2023.
May I give you a little more information regarding XXX products for your study?
Target: It targets 30-40 years old man.
Features:
Price range:
Landed cost for you:
Estimated sales for you:
BTW, we have samples ready, do you need a sample to evaluate it?
Best regards,
XXXX
這封開發信的重點在于讓客戶知道有這麼一款産品，市場上銷量不錯。産品介紹的側重點在于讓客戶直覺地評估該産品帶來的收益，是以一些資訊如目标市場價，采購成本，銷量等都很有幫助。
五. 利用展會作為契機
我們一直使用integrated marketing。
國外有研究，平均每個客戶要觸動8次才能合作。是以我們每次展會前都會發送大量的郵件給客戶。正好也是一個借口，客戶一般不反感。如果能去參展，我們展會流量會增大，能當面談當然成功率要提升很多。如果客戶不去，也沒關系，他至少了解我們多一次。這種方法宣傳既有重點，又有廣度。那些到了展會的客戶可以進一步深談，而沒有去的客戶也加深了一次對公司的印象，公司堅持參展對于客戶來說也是實力展示和傳遞信心。
專業郵件模闆17：
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Re: Hi Mike, will you visit the Canton Fair on April 15th, 2022?
Hi Mike,
Will you visit the coming Canton Fair? If so, will you please visit us at: booth XXXXX,
We have plenty of new products to be released then. Please follow the following link to preview the new products. www.XXX.com A % promotional discount is offered on the fair.
I look forward to seeing you there.
Best regards,
XXXX
專業郵件模闆18：
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Dear XXX,
We hereby sincerely invite you to visit our booth at 展館 from 時間 as the 展會 is coming.
Our company is a professional 産品. We specialize in designing and manufacturing 産品. We constanly update models and develop new products. Providing everycustomer superior quality products at competitive price .
It would be a great pleasure to meet you at the exhibition.We expect to establish long-term business relations with your company in future.
Exhibition Center : 展館位址
Booth Number : 展位号
Date :時間
Yours sincerely,
XXX
模闆文字僅供參考，思路引導才最重要。不同的客戶，應采取不同的政策和技巧。
客戶想要的是什麼？
隻有被打動的客戶才會回複，也隻有解決了客戶的疑問，滿足了客戶的需求，客戶才會把訂單交給你。
客戶背景調查與分析思路
隻有做足功課，調研客戶的興趣點，才能搔到客戶的癢處。上客戶網站、社交賬号（Facebook、領英等）裡分析，在Google、購物網站裡研究該行業客戶的特點和痛點。補充：1.調查分析客戶背景。2.分析調查産品市場。
所有的切入方向都是建立在獲知客戶的痛點并準确傳達産品價值上，基于客戶痛點解決現存的問題，更要幫助客戶發現潛在的問題，創造客戶的需求。
則一切水到渠成！