开发信
一. 开发信的种类有很多种，比如介绍性的开发信，展会邀请开发信，新品发布开发信，节日生日灾难问候开发信，库存处理开发信，新工艺介绍开发信，折扣促销开发信.... 平均一个客户要被触动8次才能成交，所以好不容易找到的一个客户，不要写一封信不回就放掉了，而是变着法子，换着花样定期联系。找到的客户，我都存在一个excel里，什么时候发送了什么样的开发信，都做一个标记，一般1个月左右联系一次。一般老名单里总能出来一些询盘。还有，这些名单我会拿来同其他同行业务员交换，这样就节省了自己很多的搜集客户的时间。
我们一般发的比较多的都是介绍性的开发信。就先介绍这个吧。
二. 介绍性的开发信，是向prospect潜在客户介绍你公司或产品的开发信。一般为首次发送。
在客户收到你的邮件的3秒内决定是否打开邮件。现在信息过载，而注意力稀缺，你的开发信会同很多繁杂的事务，包括其他业务员的开发信一起竞争客户的注意力。要得到客户的关注，你的信必须要出色，特别，专业，同客户有很大的干系。
根据3秒原则，你的标题要在3秒内让抓取客户的注意力。最好是十个字内，最长不超过20个字。在阅读正文的5秒内，你仍然需要紧紧抓住客户的注意力。现在是注意力碎片化的时代，我们的注意力保持时间越来越短。开发信越长越难抓住客户注意力，只会让他们是去兴趣。
如果你没有找到相应的联系人，只找到了一个公司邮箱，可能是前台的，那你的开发信需要通过前台或秘书转交给相应的负责人。这个被过滤掉的机率很大。需要你的开发信： 具有很大的商业价值
能给客户公司带来很好的可见的利益
仅仅你的目标读者才能负责
同客户公司紧密相连
可信
专业
开发信的结构符合AIDA原则：
Attention (我想要继续读下去)
Interest (与我有何干系，有何利益)
Desire (对我有潜在利益和好处，我要抓住这个机会)
Action( 我要回复，询问，订购)
尽量使用短句。更加有力，易读。
整封信阅读下来不要超过30秒，最好不要超过20秒. 所以最好在二三百字内。一般而言，有个三段就OK了，如果你能保持简短的话，稍长也可以，最好不要超过四五段。 注意使用bullet项目符号，让阅读更省力。
开发信一个比较好的结构是：
1. 标题：10-20字内，抓住要领获得客户注意力
2. Rapport： Dear Mr. …
3. 可信的利益陈述：你必须建立你的可信度，解释客户为何同你关联，你能给他带来什么好处，你的相关能力何在？你给他的提议是什么？要高度概述的同时，保持力度。需要较好的语言功底。
4. 特别陈述：你公司有何特别之处，最好“只能”同你们合作。
5. 特别的offer: 这个往往是给客户一个强烈回复的动机。
6. 提请行动：接下来希望客户如何行动，给一个提请行动的祈使句，或者一个问句，请客户回答。
7. PS：有时PS非常管用，算是对开发信的一句话总结，并继续敦促客户采取行动。 3和7是开发信的核心所在。业务员一定要花时间想清楚，你能给对方带来什么好处，并简明扼要地讲出来。最后，你希望客户怎么做，要明确地讲出来。一些if you have any interest,这种常见的结尾是没有力度的。不如，Please send us your enquiry with your specific needs. 或者，What materials(models) you are selling now?
写开发信一些注意事项：
1. 简洁：少即是多。你的开发信的目的与其说是让客户订购，倒不如定在让客户回复。你一次不可能让客户解释所有的东西，不如就让他回复你，就是胜利。
2. Proposition（提议）要写得很独特和简单。太复杂会把客户搞晕掉。
3. 开发信的格式要整齐，用句要短，读起来轻松容易。
4. “you attitude”, “benefits”, “positive”, “conversational”等原则要把握好，具体参见其他贴子。
5. 要可信
6. 保持新意，如果确实产品同别人一样，就挖掘一点对于客户价值不一样的视角。
7. 根据联系人的职位揣测对方的兴趣点。比如小企业主会关心是否能帮他赚钱，而专门的采购经理则更关注省钱，这样才能凸显他的贡献。
很多福友反应，道理看了很多贴子都知道，就是轮到自己写了，还是不知如何写。我在这儿先提供2个例子，供大家参考一下。另外，准备建一个开发信的修改库，把大家修改的开发信集中放在一处，供后面的福友参考，共同交流。
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
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,
XXX
一般简短的开发信三段就够了，
第一段，我能给你带来什么好处，你为何要看这封开发信
第二段，你为什么要相信我？
第三段，接下来咱们怎么进展。
要让文字背后是思想。所以这三个问题，你自己一定得要想清楚，然后用最简洁有力的语言把他说出来，你的开发信就有力度了。否则，没有内涵，再美的语言都是浮华不实的句子堆砌。
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,
XXX
这个标题的切入点很重要。针对不同类型的客户，这个关注点是不同的。比如小企业主，你可以跟他说，帮他赚钱，但对于一个职业采购经理，他对这个就兴趣不大，他的职责是帮公司省钱，省了钱就有功劳有奖金，所以你说可以帮你省钱，他会更关注。零售商，批发商，网店等各类不同的客户，他们如何运营他们的生意，业务员最好能有所了解。比如，一个大超市，他们的货架对于他们来说是最值钱的东西，他要求货品不仅要价格便宜，而且还要有很大的市场。一个产品上架需要1年甚至更多时间，你如果用一个临时促销活动的低价去吸引他，肯定不灵光的。
二. 哪些因素决定你的开发信回复率？
网上看到很多业务员抱怨写了开发信如石沉大海，很让人同情。要搞清楚这个问题，需要先理清楚，到底哪些因素让客户不回？
1）到达与否：不要觉得你的信都进了客户的inbox了。其实，有很多信被你自己的ISP当垃圾过滤掉了，有部分被客户那边的ISP直接挡掉了，还有些是被识别为垃圾邮件投送到垃圾箱里了。更有一些弹回了，比如邮箱地址不正确，邮箱已满，ISP故障等。开发信因为大家用模板，很多ISP每日只允许发送50封，有的甚至更少。很容易就被识别为垃圾邮件被屏蔽了。即便正常跟客户沟通的邮件有时客户都收不到，更何况开发信。很多外企的经理人，都有一个非常好的习惯，就是一旦重要点的邮件发给对方，半天没有回复，他马上就追一个电话，问邮件收到了没有。决定邮件到达与否，因素很多，对于外贸小白来说，有些头大。够写一个专题了。以后专门写一篇。大家暂时记住，要有一个靠谱的邮件清单，尽量用企业邮箱来发，争取用固定的IP发送，会大幅度提高到达率。还有，不要用spider邮件搜索器，因为邮件搜索器抓取很多ISP故意放在网上的蜜罐邮件(spamtrap),一旦你给这些蜜罐邮件发送开发信，你马上就上了黑名单，是各个ISP云端共享的，接着你的邮件到达率就会直线下降。
2）打开与否：这个主要取决
a) 你的标题是否足够有吸引力，能抓住收件人的兴趣。
b) 收件人是否真的对你的产品有需求。所以，要提高打开率，首先在找客户的时候，要找对你产品最可能有需求的客户。虽然把梳子卖给和尚听起来很牛，可如果你卖给长发女人不是更省力吗？一定要找准客户群，找对池塘钓大鱼。 关于下开发信标题，如何才能写得有吸引力，也是三二句说不清楚的。简单来讲，就是，你要能搔到客户的痒处。不同类型的客户的痒处是不同的。如何找他的痒处，就是功夫了。仔细到他的网站上去看，还有阅读行业的杂志，了解不同类型的客户的业务是如何运作的？他们成功的关键因素有哪些？供应商的挑选标准自然是为了他的业务成功服务的。你能帮客户成功了，你自然就打动他了。如果大家有兴趣的话，客户回复本帖，另文再详细点。
3）阅读与否：标题吸引客户进来，如果正文不是那么回事，客户还是不会继续往下读。尤其不能搞标题党，标题要同正文呼应。现在客户的时间最值钱，所以，要先把能给客户带来的好处放在前面讲。接下来，给出稍微细节一点的论据。邮件不在长短，而在于精炼，要能处处抓住客户。看看老外写的史上最成功的开发信，有很多都是很长的。长但没有废话。简练，从对方的角度出发，阐述带来的益处。处处能触动客户，自然就有力度了。
4）回复与否：阅读了不一定就回复。要给客户一个好的回复的借口。所以结尾的部分非常重要，一般用一个祈使句，敦促客户采取行动。或者用一个问句，问客户一个问题。这个结尾的技巧，大家要仔细揣摩，把自己放在客户的位置，当自己读到什么样的句子时候，会更有可能觉得有必要回复呢？有的人的开发信从头到尾都是单向的叙述，没有互动，只把客户作为一个听众。听众是不觉得自己有必要发言的。所以，要尽可能让客户参与进来。使用什么样的句子呢？多用一些问句，都用“你”而不是我。有很多是英文communication技巧的问题。很可惜的是，大家学习的外贸英语的教材，很多都只教一个句子如何用英文表达，而沟通技巧没有考虑。这个business communication，在西方国家，是专门的一门课来修的。技巧很多。后面试着分几个专题讲讲。
备注：最近在QQ群里收到很多新手抱怨开发客户没有效果，发了数千封开发信，一个询盘都没有。作为一个20年外贸老鸟，愿意把自己的一点经验分享给大家，尽点微薄之力。有加我QQ的，请务必，开门见山。不要不着边际拉家常。还有，我的时间有限，只回答问题，比如遇到了一个棘手的问题，或者修改个开发信，不负责教育培训。刚有个问我外贸流程，这样的普遍性的问题你还是自己去学习一下。我一句话也跟你讲不清楚，浪费大家时间
三. 被打动的客户才会回复！
很多业务员抱怨自己发了很多开发信，可收到客户的回复却寥寥无几。孔子曰：“求之不得反求诸己。”要思考一下自己的开发信写得如何，是否能够打动客户了呢？看看他们写的开发信都差不多，我们是做什么什么的，我们有多大，我们质量好，我们价格便宜，你感兴趣就跟我联系。就是比较普通，缺少点力度。
客户为何要回复你呢？在注意力碎片化的时代，我们最不缺少的就是信息，最稀缺的是客户的注意力。我常跟销售说，你们的战场在哪里？在客户的mind里，我们的竞争对手，除了隔壁的工厂之外，还有很多让客户分心的事情，我们在努力争夺客户的mindshare. 被打动了的客户才会回复，所以开发信要千方百计抓住客户的兴趣。
1. 从标题开始就要处处能抓住客户的兴趣和注意力。中国有句古语“肉要放在碗口。”“商人无利不起早。”你能给客户带来什么好处，需要在标题的地方就点明。否则，客户看到又一封垃圾邮件，好的把你随手删除了，不好的随手把你报告成垃圾邮件，接着你进了反垃圾邮件组织的黑名单了，可能你发给其他客户的邮件也直接进垃圾邮箱了。
2. 做足功课，调研客户的兴趣点，才能搔到客户的痒处。上客户网站上去调研，google里调研该行业客户的特点，生意是如何运转的。
要打动人，得先了解他对什么感兴趣，有什么需求。关于需求的调研，另文专门讲解。
3. 反复思考，如何才能让调动客户回复？ 提问是让客户回复的非常有效的方式。另外，就是结尾的地方写一个祈使句，敦促客户采取行动.
4. 善用PS：在结尾的地方再概述一下敦促客户行动的语句，或者问题，会起到非常好的效果。
四. 直接点明给客户的好处
很多求我修改的开发信都同下面这封类似。介绍我们产品如何如何。
We are Gloves factory and have been engaged in manufacturing Gloves for many years with good quality and pricing and servicing, so we have a lot of advantages and specialized in producing all kinds of Gloves styles adies, Men's,Kids.
这句话说我们是如何如何的，可客户觉得这同我有什么关系呢？ What is in it for me? 没有能让客户建立同自己的联系， 只是单向的陈述，而不是一个有效的对话。 Benefits同features 的本质区别在于，features 是你的产品能提供什么功能和优点，benefits是从客户的角度来看，能给客户带来什么好处，无利不起早。
不要说我的产品有什么功能，而要说能给你带来什么好处！只有当客户觉得能给自己带
来好处的时候，才能建立产品同自己的关联，才会有动力打开邮件，并保持耐心认真阅读。这个好处要从标题开始就最简练地说，到了正文开门见山，继续强化，给出稍具体点的细节，并给出证据。我们可以试着这么修改一下：
You can select from an abundant variety of good quality stylish Jeans from a reliable factory at very reasonable prices.
把给客户的利益直接点出来，顺带写出自己的优势，reliable, reasonable prices. 比直接用
第一人称写要含蓄点，也客观点，避免自吹自擂的感觉。
五.You Attitude
很多业务员的邮件，不断地说我们是最大的，质量最好的，我们是价格最便宜的。总是“we, we ,I ,our,my…”整篇邮件都在陈述自己的优点。给人很强的自我中心的感觉，很让人生厌。没有人会喜欢一个只关心自己，不在乎别人感受的人。而且客户并没有觉得这个同他有什么关系。在欧美500强的外企，过滤简历的时候，如果一封简历的I用了多少次，自动过滤掉了，因为有个人中心倾向。
配合benefits的技巧，如果业务员能采用“You attitude”, 则邮件马上生色很多。客户的阅读兴趣也会有极大的提高。
对比一下如下的2句话的区别：
We are promoting a new plan that we believe has many outstanding benefits. 你有一个新的促销，同我有何关系呢？
You will be able to generate more sales & profits with our newly improved model XXXX. You attitude 把客户的利益给直接地点明，所以更有力。
六 Positive积极的心理暗示
销售的一个重要任务就是让客户保持一个愉快的心情。即便是最坏的消息也要用最积极的语言来说，给客户以希望。试想当一个客户心情愉快的时候更合作，还是心情沮丧的时候更配合？
当我们面对一个愁眉苦脸的人，你可能想躲得远远的。没人喜欢跟这种负能量的人打交道，会让自己本来阳光明媚的心情，瞬间就乌云密布了。其实，即便是邮件，我们的心情都流露在文字里了。
销售的一个重要任务就是让客户保持一个愉快的心情。即便是最坏的消息也要用最积极的语言来说，给客户以希望。试想当一个客户心情愉快的时候更合作，还是心情沮丧的时候更配合？
我们很多业务员喜欢用中国的文化来写邮件：
Sorry to trouble you again!
Sorry to reply you late.
We will delay the delivery until Jan. 10th.
这3句话听起来为何不舒服呢？
因为用了trouble, late，delay等negative，让人不舒服的词。Sorry to trouble you again!是典型的中国说法。中国人一听知道你是谦虚客套，“给您添麻烦了”在中国人的mind里，是个积极意向的词。因为他们知道并不是真的有麻烦。可对老外，trouble是一个负向能量的词，觉得你有麻烦事要找我啊，会勾起不爽的感觉。
在邮件中尽量不要使用消极负面的词，易引起客户的不快。
我们可以改为：
Further to my last email…. 我们其实想表达的是，我又来联系你了。
Sorry for not being able to reply you earlier. 这个其实表达了不是故意要晚回复，而是没办法的意思。我不是忽略你，是有原因的…
You may be happy to know that goods will be ready on Jan.10th.
We will get the goods ready on Jan. 10th. 这句含有我们主观努力的潜在意思。
如果有延误，你不便于用上面一句，最好用下面一句。 或者直接“The goods will be ready on Jan. 10th.”
We will delay the delivery until Jan.10th.给人的感觉是我们主观意愿要延迟交货。而且delay这个词让人一听就不开心。
总结一下，要让客户保持愉快的心情，就是消极的话也要积极来说！
备注：最近在QQ群里收到很多新手抱怨开发客户没有效果，发了数千封开发信，一个询盘都没有。作为一个20年外贸老鸟，愿意把自己的一点经验分享给大家，尽点微薄之力。有加我QQ的，请务必，开门见山。不要不着边际拉家常。还有，我的时间有限，只回答问题，比如遇到了一个棘手的问题，或者修改个开发信，不负责教育培训。刚有个问我外贸流程，这样的普遍性的问题你还是自己去学习一下。我一句话也跟你讲不清楚，浪费大家时间。
七.检查你的邮件，去除潜在的敌意口气
要让客户愉快，还要避免让客户感觉被抱怨，指责，怀疑，而是让客户感觉到被信任，被尊敬。
例1：
We cannot start production until we receive your payment. 这个可能是业务员催款的时候常用的一个句子。给客户的感觉非常不舒服。
还看到业务员这么写邮件“Why you do not arrange the payment?” 我如果是客户，看到这样的充满敌意的指责邮件，会很生气的。
修改为：
We will start production immediately once we receive your payment. 表达的是同样的意思，但给客户的感觉好多了。
例2：
You did not tell me before….
这句话含有抱怨指责的意思，你之前并没有告诉我….听者不舒服。
同样的句子，我们可以修改为：
I was not told before…. 表达了同样的不知情的意思，但却避免了指责的感觉。 例3：
We must withhold payment until you complete the job satisfactorily.
这句暗含不合作，和威胁之意，让人不舒服。
下面的句子表达同样的意思，却让人舒服很多。
You will be paid promptly once the job is completed satisfactorily.
类似hidden敌意的句子还有：
You overlooked,
You said that
You failed to
You do not understand
You forget to
八. 要对话，不要推销
我收到大多数业务员的开发信，多数都是在描述自己，通篇不给客户一个喘息的机会，没有一次对话，没有试图让客户参与。而且语言很枯燥，有的用词很生涩难懂。
开发信要出效果，就一定要让客户参与，要简单易懂。客户都很忙，看生涩难懂的信真的是很大的挑战。在别人看之前，就会被随手删除了。
Please ascertain whether we must perpetuate our current contract.
这句话用了ascertain, perpetuate等生僻的字，业务员可能还很自豪，看我的英语水平多高。Vocabulary 22000呢。可我们写开发信不是为了炫耀英文水平，而是为了让客户产生对于我们的兴趣，愿意跟我们合作的。
修改一下：
Shall we continue the contract? 就有了同客户对话的感觉，又简单易懂。
一个问题会更容易得到客户的响应。
九. 你的开发信客户为什么不回复？
有的业务员抱怨发了上千封开发信，一封回复都没有收到，很郁闷。客户为什么不回复呢？有很多种可能性。
1） 邮件根本没有进到客户邮箱。a) 你一天发很多相同的邮件，在你自己的smtp发件服务商处就被屏蔽了，（比如163.com每天只允许发送50封邮件）
b) 你的邮件通过了发件服务商，但收件服务商侦测到发件服务商的IP信用不好，或者侦测到某个IP的发送流量很大，有异常情况，给屏蔽了。有的业务员使用spider到网上自动搜索邮件，殊不知，现在国外的收件服务商为了对付spider类的垃圾邮件，在网上故意放了很多专门的spam trap邮件地址，这些邮件地址是废弃不用的，或者创建出来专门用作诱饵的，当你收件服务器收到一个IP地址发送的spam trap蜜罐邮件，就自动屏蔽来自这个IP的所有邮件。
c) 你被海外的客户举报了，在黑名单中。现在国外的很多收件服务商云端共享黑名单，当你被客户举报后，出现在黑名单中，可能很多客户的收件服务商都把你的邮件当成垃圾邮件自动过滤掉了。
d) 你的邮件到达了收件服务商，但因为你有图片附件，或者其他原因，直接进入到目标客户的垃圾邮箱里了。
e) 你的邮件弹回了，而你不知道
i. 该客户邮件地址不存在，或者不准确
ii. 该客户邮件服务器临时有问题，
2） 客户看到你的标题，不感兴趣，随手就删除了，或者移动到垃圾邮箱里了，今后你的邮件就直接进到垃圾箱了。
3） 客户看到你的标题，感兴趣，打开阅读了，但对于邮件内容不感兴趣。随手删除了。 a) 客户根本不是你的行业的，你获得的邮件可能是软件搜索出来的，多线程的搜索器，搜集到大量的邮件时不准确的。很多客户并不是你这个行业的。此时，客户很容易举报你，你便上了黑名单。
b) 客户虽然是你的行业的，但你的邮件缺少穿透力，并未能打动客户。
i. 没有认真做功课，调研客户的需求在什么地方，抓不住客户的注意力。
ii. 开发信写的太过于推销，或者太过啰嗦，给客户的感觉是你在吹嘘或者美化自己。 iii. 太以“自我为中心”，缺少“you attitude”. 我们是最大的，质量最好的，价格最便宜的。这些固然是优势，可客户觉得每个业务员都会这么说，同我有什么关系呢？不如说“我们能帮你节省15%的采购成本”，“我们采用TQM全员质量管理，通过了ISO9000 认证，产品通过了CE认证”等等。
iv. 邮件太笼统，太泛。所以缺少穿透力。对于客户的需求了解不清楚，而且对于自己的优势也不够清楚，所以邮件就停留在我们是做什么的，我们能够给你最好的价格最好的质量这个水平。并不能把自己公司同竞争对手区分开来。比如，如果我们是最大的，而且目前开发的这个客户规模很大，每个月要交10个货柜。你就可以说“We are the only factory in China that is able to produce 20 containers monthly, so you can totally rely on us for safe in-time delivery.”
v. 邮件写得太机械，套话太多，冷冰冰的，也把客户当成机器，没有人情味。
vi. 邮件结尾不太好，并没有让客户参与进来。你的邮件只是说你是中国最大的，质量最好的，价格最便宜的，就结束了，我也没有必要回复你啊。
怎么做才能提高开发信的回复率呢？
1） 确保你的邮件到达客户的邮箱里，这里有很多工作要做。
一般小白可能搞不清楚，一些技术问题，改进难度也比较大。可以关注，我后续的文章。
2） 重视标题的写作，避免套话。看看新闻的标题都是怎么写的。标题的目的既要抓住客户的注意力，又要概述出整篇文章的主题。切忌为了抓住眼球，写一些很花哨的标题，同邮件内容根本不符。那样即使客户打开邮件了，有负面的印象，一下子就对你失去信任，邮件的命运还是被删除。
3） 认真调研客户的需求，深入了解行业的动态，清楚自己公司相对于竞争对手的优势和劣势。
写开发信的时候，紧紧抓住客户的需求，用简练的语言概述出自己的优势，如何能满足客户的这个需求，并有适度的论据。
4） 一个有力的结尾。结尾的时候，可以问客户一个最简单的问题，或者敦促客户采取一个行动，比如回复这个邮件，也可以做个铺垫，说我回头给你电话等等。一封邮件一般不会就成功开发一个客户了，第一封邮件的目标是给客户留一个好印象，最好能够回复你。即使没有回复，至少也不要反感就可以了。
5） 最好使用邮件追踪系统。
这样能清楚哪些客户打开了你的邮件，甚至能追踪到哪些客户转发或者分享了你的邮件给朋友。有了这个反馈系统，你就可以对你的标题和内容进行测试了，不断提高
史上最全的外贸基本英文邮件模版
针对外贸中的邮件往来，本人从网上整理了一下外贸邮件的模版。包括“开发信”、“请求建立商业关系”、“主动跟新买家建立联系”、“对新买家要求建立业务联系的回复”、“向老客户介绍公司新的产品信息”、“回复对某个产品的查询”、“无法提供对方查询中所要求的产品时”、“查询对方公司的产品”、“几种报盘”、“信用证相关”、“报价相关”，“放假
通知”、“圣诞节祝福邮件”等模版，希望对大家有所帮助！开发信模板(一)
Company Name:
Mailing Add:
Tel.:
Fax.:
Email:
Web.:
Kind Attn.: Mr. Jack Wey-- General Manager (hope I would be the GM one day)
Subject: XXXXX Cooperation/
Dear Mr. Jack Wey
[Your company] is the main [your product] manufacturer in China since 1968, our major clients are[those have very good reputation and renown companies in the field that have direct or indirect biz with your company, i.e. IBM, SONY .. ].
We believe that you can rely on us as we provide you quite satisfactory service and products with best quality at most competitive price in the world. We are very happy if you do not hesitate to send us any of your inquiries and we will always give satisfactory services.
Products: (product range)
Standards: (product design standard, if any)
Service: (product applicable field, function)
Size: (don‟t fuckingly tell your client you don‟t know)
Etc.
Certificates: (certificates that your company got)
Annual Sales Turnover: ( just list some number here,)
Staff No.staff no of your company, if your company is big, if not, omit this point) Cover of Land list some number here)
Looking forward to hearing from you at your convenience.
Thanks & best regards,
P.S. I am attaching our product catalogue/scope of service for your future reference in my following email to you, please kindly check.
( please don‟t send your product catalogue in the email, you are telling him here is showing your respect to him that you are sending good info to him,but not spam, therefore, you better send another email to your client with your product catalogue. Your client will check it if your products are of him/her interest)
YOUR NAME
POSITION
DEPARTMENT
COMPANY NAME
ADD
TEL
MOBILE
FAX
WEB
Dear all, I am jack wey, this above mentioned email for marketing is only one sample to your general potential clients, it would be revised accordingly to different clients. Kindly be informed that email marketing is mainly depending on your SET title, therefore pls try to improve TO SET THE TITLE OF YOUR EMAIL.
（开发信的成功与否，跟开发信内容的大少无关，关键是你怎么把涉及到客户每一个利
益、兴趣都说到，能连起来，他都会像继续看下去，要不我们还看电视连续剧干嘛？) 邮件开发成功与否与以下几个方面有关（个人认为）（按主次顺序）
1. 邮件标题（要是我，邮件标题一看就知道是推销的，I am sorry, please fuck off and stay in my trash box）
2. 邮件内容是否吸引/对客户是否有效，有利可图；客户是否感兴趣.
3. 所联系的人的职位和权利（Pls send to the RIGHT PERSON）
4. 发信人日后沟通技巧，plus
5. others
以上的开发信只是针对任意一家公司，如果要想开发信更成功，你就得研究或者了解一下这个公司的情况再发。
有的开发信中，并不能把所有东西都一一列出来，所以一天发个100封的开发信的人，一天很难记下前天发给谁了，日后很难去跟踪，也不知道自己以前说了什么，如果是这样，最好做个记录；邮件已发出3天之内，马上再发一封邮件跟踪，过2如没有回复，再发一封了解，第三封邮件刚发后30分钟，马上给个电话。
记住，成功的开发信，一般要有电话跟踪才能比较有效果，当然有幸运的人，或是客户也正好有询价，有货采购才会直接跟你联系，所以为什么要日后电话沟通的原因。现在一般一个客户一天能收到很多信，你只有电话过去了，说明你请况，他才知道你是谁，什么公司，下次在电话的时候，他会说“oh, Jack? Jack wey from China,XXX company? Oh, how are you? …..”.
开发信模板(二)
Dear Mr. JACK,
Thank you for your e-mail & I do appreciate the content.（讲得是我开发信的内容） I do not have any hesitation to start business with your esteemed company.对我公司感兴趣
Thus I ask you kindly to arrange courier me full set of all your catalogs in one binder along with copies of all your certificates , end user approvals ,..etc. 需要一些文件进一步合作
Also, I would like to hear from you in details about your previous operation in middle east area .
Do you have agent,distributer,..etc?想成为我们代理分销商
Best Regards
XXXXXXXXXXXXX
现在说说我开发信主要的信息：
标题： Mr. XXX + 他公司的名称 （点名道姓和公司，一目了然）
内容：
MOrning！ Mr. XXXXXX
This is Jack, Sales Manager from a well established PRODUCT manufacturer in China. Hope I reach the right person at the right time to talk about PRODUCT cooperation and strategies for your company?
I did a little bit research on your company and I‟m sure you would be continuously looking at opportunities to expand your product supplying scope/services and make it as the brand to own your company reputation in the PRODUCT market and increase your market return with your constant efforts.
We can fulfill any of your business needs and maximize your business profits compared with lots of PRODUCT manufacturers as we are newly launching DDDD brand PRODUCT in international market.
Our business reference includes:
? 20 years appointed OEM for EU,USA PRODUCT manufacturers
? Approvals from .......(主要客户，最好是国际同行知名企业)…
? 70%~80% products for international application
(for more details, please contact us) 这个地方用黄色文字背景，突出公司优势 As the GM of 客户公司名称 , it is your responsibility to find a sustainable and
trustworthy business partner relationship and ensure a promising company future. 我的公司 is interested in cooperating with you to uncover the PRODUCT demand of 客户市场 market from now on. As you have experiences in PROCUT, it would be easier to seize the opportunity to win great PRODUCT demand in 客户市场。
（这里很明显的标示你的合作意图和对客户公司的了解及所联系人的职责所在，没有人会反对你强调他的职责和利益）
Hope to have your excited feedback TODAY.
Thanks ards,
JACK
24 hours available for you! 请求建立商业关系
Rogers Chemical Supply Co. 10E.22Street Omaha8, Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan, and we are writing to
enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations. If your prices were competitive we would expect to transact a significant volume of business. We look forward to your early reply.Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。 烦请早日赐复。 此致
2.回复对方建立商业关系的请求
Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us. 本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。 此致 敬礼
请求担任独家代理
We would like to inform you that we act on a sole agency basis for a number of
manufacturers. We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen. Until now, we have been working with your textiles department and our collaboration has proved to be mutually beneficial. Please refer to them for any information regarding our company. We are very
interested in an exclusive arrangement with your factory for the promotion of your products in Bahrain. We look forward to your early reply. `本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。 与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。 盼望能成为贵公司独家代
理，促销在巴林市场的货品。 上述建议，烦请早日赐复，以便进一步联系合作。 此致 敬礼
拒绝对方担任独家代理
Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens. I regret to say that, at this stage, such an arrangement would breather premature. We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works. It would be necessary for you to test the market for our products at you end. You would also have to build up a much larger turnover to justify a sole agency. We enclose price lists covering all the products you are interested in and look forward to hearing from you soon.9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。 此致 敬礼
同意对方担任独家代理
Thank you for your letter of 12 April proposing a sole agency for our office machines. We have examined our long and, I must say, mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain. From our
records, we are pleased to note that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified after sales staff. We have drawn up a draft agreement that is enclosed. Please examine the detailed terms and conditions and let us know whether they meet with your approval. On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan. My very best wishes to you and your wife. 4月12日建议担任为公室器具之独家代理来信已经收悉。 过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。 据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。
现随信附上协议草稿， 请查实各项条款 ，惠复是盼。 能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。 此致 敬礼
借引荐建立业务关系
At the beginning of this month , I attended the Harrogate toy fair. While there, I had an interesting conversation with Mr. Douglas Gage of Edutoys plc about selecting an agency for our teaching aids. Douglas described your dynamic sales force and
innovative approach to marketing. He attributed his own company‟s success to your excellent distribution network that has served him for several years. We need an organization like yours to launch our products in the UK. Our teaching aids cover the whole field of primary education in all subjects .Our patented „Matrix‟ math apparatus is particularly successful. You may have reservations about American teaching aids suiting your market. This is not a problem since we have complete range of British English versions. I enclose an illustrated catalogue of our British English editions for your information. Please let me have your reactions to the material. I shall be in
London during the first two weeks of October. Perhaps we could arrange a meeting to discuss our proposal.
本用初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯•盖齐先生一谈，提及本公司正物色代理人推广教学器材一事。 盖齐先生赞扬贵公司积极推广产品，不断推出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本公司在英国经销产品。 本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器材更傲视同侪。 除美国教学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司无需忧虑切合市场需求。 现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于10月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈? 此致 敬礼
与过去有贸易往来的公司联系
We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading successfully in your region. We would like to extend our congratulations and offer our very best wishes for your continued success. Before the war in Lebanon, our companies were involved in a large volume of trade in our
textiles. We see from our records that you were among our best tem customers. We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon. Since we last traded, our lines have changed beyond recognition. While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market. As an initial step, I enclose our illustrated catalogue for your perusal. Should you wish to receive samples for closer inspection, we will be very happy to forward them. We look forward to hearing from you. 从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻喜讯，不胜欢欣。谨祝业务蒸蒸日上。 黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公司更是本公司十大客户之一。现今战事平息，亟盼能重展双方互惠的业务联系。 自上次合作至令，产品款式变化极大。除了有迎合欧洲人口味的款式这外，亦有专门为中东市场而设计的产品。现奉上配有插图的商品目录供 初步参考。职需查看样本，还望赐知。
确认约会
I would like to confirm our appointment to discuss the possibility of merging our
distribution networks. I am excited of the prospect of expanding our trade. As agreed, we will meet of our office in Bond Street at 9.30a.m.on Monday 20 March. I have scheduled the whole day for the meeting. If for any reason you are unable to attend, please phone me so that we can make alternative arrangements. Please let me know if you would like our office to arrange hotel accommodation. I look forward with great pleasure to our meeting. 承蒙拨冗讲讨论合并双方销售网，以扩大贸易发展范围，深感兴奋。现特修函确定会议日程。 谨于3月20日星期一在邦德街办公室候教，请贵公司代表于当日早上9时莅临指导。若因故未能抽空出席，烦请致电告知，以便另行安排会晤。 未知是否需代为安排旅馆膳宿?请尽早赐知，以便早作准备，款待贵客。 谨此预祝会谈成功。
感谢客户订货
Gillette-burns Co. 322 Greenwood street Cleveland 5,Ohio Gentlemen: Thank you for your order No.464 of 20 September. The models you selected from our showroom went out today under my personal supervision. The package is being airfreight to you on Swissair. The relevant documentation is enclosed enjoyed meeting you and hopes that this order represents the beginning of a long and prosperous relationship between
our companies. The next time you visit us, please let me know in advance so that I can arrange a lunch for you with our directors. Sincerely yours
谢谢9月20日第464号定单。今天我已新自监督发送您自展览室挑选的产品。该产品随附有关文件经瑞士航空公司运送。 很荣幸与你会面，衷心希望是次定单能加强双方的关系。下次到访前，烦请赐知，俾能安排与本公司董事共进午餐。
向长期客户推销新产品
I enclose an illustrated supplement tour catalogue. It covers the latest designs, which are now available from stock. We are most gratified that you have, for several yeas. Include a selection of our products in your mail-order catalogues. The resulting sales have been very steady. We believe that you will find our new designs most attractive. They should get a very good reception in your market. Once you have had time to study the supplement, please let us know if you would like to take the matter further. We would be very happy to send samples to you for closer inspection. For your
information, we are planning a range of classical English dinner services that should do well in the North American market. We will keep you informed on our progress and look forward to hearing from you. 随函寄奉配有插图的商品目录附页，介绍最新设计的产品。贵公司的邮购目录多年来收录本公司产品，产品销售成绩理想，特此致以深切谢意。最新设计的产品巧夺天工，定能吸引顾客选购。烦请参阅上述附页，需查看样本，请赐复，本公司乐意效劳。 本公司现正设计一系列款式古典的英国餐具，适合北美市场需求。如感兴趣，亦请赐知。 愿进一步加强联系，并候复音。为商贸指南兜揽广告 Thank you for your business. You are currently represented in our directory. This is the only directory of its kind, which reaches all companies in the building and construction industry in the UK. Advertising in our directory was a wise move on your part. We are currently compiling a new edition of the directory which will be published in April 1995.The new edition will be expanded to include major manufacturers of plumbing equipment in the European Community. For proper coverage in the directory, you ought to appear in more than one category. If you do opt for a multiple listing, you will be able to buy space in additional categories at half price. You can be assured that the new edition will be on the desks of all the major decision makers in the building and hardware trades. Please complete the enclosed form and return it with the appropriate
fee. Thanks again for your business. 衷心感谢惠顾。贵公司商号已刊登在本公司的商贸指南中。该指南乃唯一覆盖英国全部建筑公司的刊物，在此刊登广告确是明智之举。 现下筹备1998年4月版 的贸易批南，新版会罗列欧洲贡同体的主要铅管业制造商。为达到出色的宣传效果，贵公司宜考虑在不同类别刊登广告。如蒙惠顾，除首个广告外，其余类别的广告将可获半价优惠。 该指南将分送给所有建筑公司和五金器具公司主管。烦表填妥随附表格，连同广告费用一并寄回。 专此盼候佳音。
请求客户作推荐人
Thank you for your letter of 2 November. We are delighted to hear that you are to please with the refurbishment of your hotel. As your know .in our line of work, we depend on good, reports about our projects to win further business. Our clients always shop around and look for references before committing themselves. With your
permission, we would like to use your hotel as a reference when we discuss similar refurbishments in the hotel industry. Would you agree to our suggesting that future clients should call you? It would also be most helpful if we could occasionally bring a client to look at your hotel. We would, of course, stay overnight at least. I‟ll call you next week to hear your reaction. Thanks again for you kind words.从11月2日的来函得悉阁下对贵饭店的整修感到满意，此消息对本公司实是一鼓励。 设计行业重视声誉，客人在选择设计公司时必然会有所比较。如蒙允许，本公司欲请贵饭店作推荐人，证明有关整修的质素。未知可否让其他客户来电垂询? 此外，如获允准间或联同客户前来参观贵饭店整修，定必有莫大帮助。当然，本公司会预订房间，至少留宿一晚。 通知客户价格调整
We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997. You will see that there have been number of changes in our product range. A number of improved models have been introduced. Out range of washing machines has been completely revamped. Many popular lines, however, have been retained unchanged. You will be aware that inflation is affecting industry as a whole .Ws have been affected like everyone else and some price increases have been unavoidable. We have not, however, increased our prices across the board, In many cases, there is a small price increase, but in others, none at all. We can assure you that the quality of our consumer durables has been maintained at a high standard and that our service
will continue to be first class. We look forward to receiving your orders. 谨谢上新的商品目录和价格表。修订价格定于1997年4月1日起生效。产品系列有一大革新，增加了不少改良的型号，扒出一系列新款的洗衣机，但许多款的开动号仍保持不变。通货膨胀影响整个工业连带令货品价格上涨。虽然如此，本公司并未全面提升价格，调整幅度亦不大。 本公司坚守一贯信念，务求出产优质之耐用消费品，迎合顾客的需要。 谢谢贵公司多年惠顾，盼继续合作。
说明价格调整原因
I enclose our new price list, which will come into effect, from the end of this month. You will see that we have increased our prices on most models. We have, however, refrained from doing so on some models of which we hold large stocks. We feel we should explain why we have increased our prices. We are paying 10% more for our raw materials than we were paying last year. Some of our subcontractors have risen there by as much as 15%. As you know, we take great pride in our machines and are jealous of the reputation for quality and dependability that we have achieved over the last 40 years. We will not compromise that reputation because of rising costs. We hope, therefore decided to raise the price of some of our machines. We hope you will
understand our position and look forward to your orders. 现谨附上本公司新价格表，新价格将于本月底生效。除了存货充裕的商品外，其余大部分货品均已调升价格。是次调整原因是原材料价格升幅上涨10%，一些承包商的价格调升到15%。 过去40年，本公司生产的机器品质优良、性能可靠。今为确保产品质量，唯有稍为调整价格。上述情况，还望考虑。愿能与贵公司保持紧密合作。
回复感谢信
We greatly appreciate your letter describing the assistance you received in solving your air-conditioning problems. We are now in our fifty-year of operation, and we receive many letters like your indicating a high level of customer satisfaction with our installation. We are pleased that our technical staff assisted you so capably. We would like you to know that it you need to contact us at any time in the future. Our engineers will be equally responsive to your request for assistance. If we can be of service to you again, please let us know. Thank you again for your very kind letter. 承蒙来信赞扬本公司提供的空调维修工程服务，欣喜不已。五年前开业至今，屡获客户来函嘉奖，本公
司荣幸之至。欣悉贵公司识技术人员的服务，他日苛有任何需要，亦请与本公司联络，本公司定当提供优秀技师，竭诚效劳。在此谨再衷心感谢贵公司的赞赏，并请继续保持联络。
请客户征询其它公司
Thank you for your enquiry of 5 May concerning silk blouses. We regret to say that we do not manufacture clothing to your own designs to the highest European standards: Swan Textiles corporation The industrial zone Shako. We supply the factor with all their silk materials. I enclose a swatch of our stock materials for your examination. Should you desire any of these samples made up into finished products, we can supply the swan factory with them. We hope that this will be of help to you and wish you every success in your business dealings谢谢5月5月日来函查询关于纡绸罩衫的事宜。 本公司只生产纡绸布料，供应纺织品批发商和制造厂家，并没有制造成衣，因而未能接受贵公司订货，谨致万分歉意然而，本公司乐意推荐本地一家生产优质男装的工厂，相信可按贵公司设计的款式制造符合欧洲最高标准的服装：蛇口工业区天鹅纺织品公司。 该厂的丝绸布料全由本公司供应，随函了什样本以供查阅，如贵公司认为适合，本公司乐意负责供应所需布料。愿上资料对贵公司有所帮助。 谨祝生意兴隆，事事顺达。 改善服务
Thank you for your letter of 26 January. I apologize for the delivery problems you had with us last month. I have had a meeting with our production and shipping managers to work out a better system for handling your account .We know we made a mistake on your last order. Although we have replaced it for you, we want to make sure it does not happen again. We have devised the enclosed checklist to use for each of your future order. It includes your firm‟s particular specifications, packing requirements and marking instructions. I believe can service your company better and help you
operations run more smoothly with this safeguard. Please contact us if there are any additional points you would like us to include.感谢1月26日来信。对上月贵公司更换所需货品，唯恐类似事件再发生，本公司生产、运输和出口部经理已商议制订更有效方法处理贵公司事务，并为此特别设计清单。 随信奉上该清单，供贵公司今后订货之用。当中包括特殊规格、包装要求和樗说明等栏目，相信此举有助本公司提供更佳服务，促进双方合作。如欲增设任何栏目于该清单上，恳求惠示。
拒绝客户的要求
Thank you for your enquiry of 25 August. We are always pleased to hear from a valued customer. I regret to say that we cannot agree to your request for technical
information regarding our software security systems. The fact is, that most of our competitors also keep such information private and confidential. I sincerely hope that this does not inconvenience you in any way. If there is any other way in which we can help. Do not hesitate to contact us again.8月25日信收悉，谨此致谢。 来信要求本公司提供有关软件保密系统的技术资料，但鉴于同行向来视该等资料为机密文件，本公司亦不便透露，尚祈见谅。我真诚地希望这样不会对贵公司造成不便。如需本公司协助其他事宜，欢迎随时赐顾垂询。 祝业务蒸蒸日上!
应付难办的客户
We have been doing business together for a long time and we value our relationship of late, we have not been able to provide the kind of service we both want. The problem is that your purchasing department is changing orders after they have been placed. This has led to confusion and frustration for both of our companies. In several
instances, you have returned goods that were originally ordered. To solve the problem, I propose that on receipt of an order, our sales staff contact you to verify it. If you decide on any changes, we will amend the order and fax you a copy so that you can check it. I trust this system will cut down on delays and errors, and allow our
operations to run smoothly. 承蒙多年惠顾，本公司感激万分。然近来合作出现问题，令服务水准未能符合对方要求，本公司为此提忧不已。 贵公司采部发出定单后，再三更改内容；更有甚者，屡次退回订购之货品，导致了双方公司工作中的混乱和困惑。为避免问题日趋严重，特此在接到定单后，由本公司销售人员与贵公司复核。若需作出改支，本公司把定单修改后电传副本，供贵公司查核。 盼望上述办法经受减少延误，促进双方业务发展。
祝贺新公司成立
It has just come to our attention that you have lately opened your new European headquarters in Brussels. Congratulations on your bold venture. As you know, our companies have had a long business association in the UK. We look forward to
collaborating with you in your European venture. Please let us know if we can be of
any assistance to you. We will be delighted to help. We wish you the very best of luck and a prosperous future.
修改信用证
Dear Mr. Jones:
We have received your L/C No.121/99 issued by the Yemen Bank for Reconstruction & Development for the amount of $19,720 covering 1,600 dozen Men's Shirts. After reviewing the L/C, we find that transshipment and partial shipment are not allowed. As direct steamers to your port are difficult to find, we have to ship via Hong Kong more often than not. As to partial shipment, it would be our mutual benefit because we could ship immediately whatever we have on hand instead waiting for the whole lot to be completed.
We, therefore, are writing this afternoon, asking you to amend the L/C to read: "TRANSSHIPMENT AND PARTIALSHIPMENT ALLOWED"
We shall be glad if you see to it that amendment is cabled without any delay, as our goods have been packed ready for shipment for quite some time.
Sincerely,
延期信用证的期限
Dear Mr. Jones:
We thank you for your L/C for the captioned goods. We are sorry that owing to some delay on the part of our suppliers at the point of origin, we are not able to get the goods ready before the end of this month. As a result, we sent you a cable yesterday reading: L/C1415 PLSCABLE EXTENSION SHIPMENT VALIDITY 15/31 MAY
RESPECTIVELY LETFOLLOWS
It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s/s "Fanyang" sailing from Dalian on or about 10th May.
We are looking forward to receiving your cable extension of the above L/C thus enabling us to effect shipment of the goods in question.
We thank you for your cooperation.
Sincerely,
拒绝对方做独家代理商的要求
Dear Mr. Jones:
Thank you for your letter of 15th September.
As we are now only at the get-acquainted stage, we feel it is too early to take into consideration the matter of sole agency. In our opinion, it would be better for both of us to try out a period of cooperation to see how things go. Also, it would be necessary for you to test the marketability of our products at your end and to continue your efforts in building a larger turnover to justify the sole agency arrangement. We enclose our latest pricelist covering all the products we handle within the framework of your specialized lines.
We look forward to hearing from you.
Sincerely,
指定对方为独家代理商
Dear Mr. Jones:
We have received your letter of the 15th and are impressed with the proposal you make. We are pleased to tell you that we have decided to entrust you with the sole agency for our Embroideries in the territory of Sweden.
The Agency Agreement has been drawn up for a duration of one year, automatically renewable on expiration for a similar period unless a written notice is given to the contrary. Enclosed you will find a copy of the draft. Please go over the provisions and advise us whether they meet with your approval.
We shall do all in our power to assist you in establishing a mutually beneficial trade. Sincerely,
处理对货损的投诉
Dear Mr. Jones:
We have received your letter of 18th July, informing us that the sewing machines we shipped to you arrived in a damaged condition on account of imperfectness of our packing.
Upon receipt of your letter, we have given this matter our immediate attention. We have studied your surveyor's report very carefully.
We are convinced that the present damage was due to extraordinary circumstances under which they were transported to you. We are therefore not responsible for the damage; but as we do not think that it would be fair to have you bear the loss alone, we suggest that the loss be divided between both of us, to which we hope you will agree.
Sincerely,
处理对货物品质的投诉
Dear Mr. Jones:
We very much regret to learn form your letter of 2nd March that you are not satisfied with the dress materials supplied to your order No.9578
From what you say it seems possible that some mistakes has been made in our
selection of the materials meant for you and we are arranging for our Mr. Yang to call on you later this week to compare the materials supplied with the samples form which your ordered them.
If it is found that our selection faulty, then you can most certainly rely on us to replace the materials. In any case, we are willing to take the materials back and, if we can not supply what you want, to cancel your order, though do this reluctantly since we have no wish to lose your custom.
Sincerely,
主动跟新买家建立联系
Dear Mr. Jones:
We understand from your information posted on Alibaba.com that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our online company introduction at Http://www.广告 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,
John Roberts
对新买家要求建立业务联系的回复
Dear Mr. Jones:
We have received your letter of 9th April showing your interest in our complete product information.
Our product lines mainly include high quality textile products. To give you a general idea of the various kinds of textiles now available for export, we have enclosed a catalogue and a price list. You may also visit our online company introduction at Http://www.广告 which includes our latest product line.
We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future.
Sincerely,.
向老客户介绍公司新的产品信息
Dear Mr. Jones:
We have refreshed our online catalog at http://www.广告, and now it covers the latest new products, which are now available from stock.
We believe that you will find some attractive additions to our product line. Once you have had time to study the supplement, please let us know if you would like to take the matter further. We would be very happy to send samples to you for close inspection. We will keep you informed on our progress and look forward to hearing from you. Sincerely,
回复对某个产品的查询
Dear Mr. Jones:
Thank you for your inquiry of 16 March. We are pleased to hear that you are interested in our product "toaster".
We've enclosed the photo and detailed information of the product for your reference: Product: toaster
Specification: xxxxxxxxxxxxxxx
Package: 1pcs/box
Price: 10usd/pcs
Payment: L/C
For purchase quantities over 1,000pcs of individual items we would allow you a discount of 1%. Payment is to be made by irrevocable L.C at sight.
We look forward to receiving your first order.
Sincerely,
无法提供对方查询中所要求的产品时
Dear Mr. Jones:
Thank you for your enquiry of 12 March cate 9 cable.
We appreciate your efforts in marketing our products and regret very much that we are unable to supply the desired goods due to excessive demand.
We would, however, like to take this opportunity to offer the following material as a close substitute:
Cate 5, US$__ per meter FOB Shanghai, including your commission 2%.
Please visit our catalog at http://www.xxxxxxxxx.com for more information on this item. If you find the product acceptable, please email us as soon as possible. Sincerely,
查询对方公司的产品
Dear Sir or Madam:
We know that you are exporters of textile fabrics. We would like you to send us details of your various ranges, including colors and prices, and also samples of the different qualities of material used.
We are volume dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned.
When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 meters of individual items. Prices quoted should include insurance and freight to San Francisco.
Sincerely,
几种报盘
(a.)
Dear Mr. Jones:
We thank you for your email enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21.
In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft. Please note that we have quoted our most favorable price and are unable to entertain any counter offer.
As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply.
Sincerely,
(b.)
Dear Mr. Jones:
We thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.
We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs.
If we can be of any further help, please feel free to let us know. Customers' inquiries are always meet with our careful attention.
Sincerely,
(c.)
Re: SWC Sugar
Dear Sirs,
We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product.
To comply with your request, we are offering you the following:
1. Commodity: Qingdao Superior White Crystal Sugar.
2. Packing: To be packed in new gunny bag of 100kgs. each.
3. Quantity: Ten thousand (10000) metric tons.
4. Price: US dollars one hundred and five (US$105.00) per metric ton, Fob Qingdao.
5. Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.
6. Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.
Please note that we do not have much ready stock on hand. Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.
We are awaiting your reply.
Sincerely,
作为对方供应商，认为对方压价太低
Dear Mr. Jones:
We confirm having received your telex No.LT/531 of May 17, asking us to make a 10% reduction in our price for Men's Shirts. Much to our regret, we are unable to comply with your request because we have given you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.
We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.
Sincerely,
作为买家，认为对方报价太高
Dear Mr. Jones,
We acknowledge receipt of both your offer of May 6 and the samples of Men's Shirts, and thank you for these.
While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply.
We have also to point out that the Men's Shirts are available in our market from several European manufacturers, all of them are at prices from 10% to 15% below the price you quoted.
Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. As our order would be worth around US$50,000, you may think it worthwhile to make a concession.
We are looking forward to your reply,
Sincerely,
要求对方开立信用证
Dear Mr. Jones:
With reference to the 4,000 dozen shirts under our Sales Confirmation No.SX260, we wish to draw your attention to the fact that the date of delivery is approaching but up to the present we have not received the covering L/C. Please do you utmost to
expedite its establishment so that we may execute the order within the prescribed time. In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.
We look forward to receiving your favorable response at an early date.
Sincerely,
因对方未能如期信用证而交涉
Dear Mr. Jones:
With reference to our Sales Confirmation No.825 dated August 10, 2002, we regret to say that your letter of credit has not yet reached us up to the time of writing. This has caused us much inconvenience as we have already made preparations for shipment according to the stipulations of the said Sales Confirmation.
You must be aware that the terms and conditions of a contract once signed should be strictly observed, failure to abide by them will mean violation of contract. If you refer to our Sales Confirmation, you will see the clause reading:
"The Buyer shall establish the covering Letter of Credit before 30th August, 2002,
failing which the Seller reserves the right to rescind the contract without further notice."
The goods you ordered have been ready for quite some time and the demand of late has been so great that we find it hard to keep them for you any longer. However, in consideration of our friendly business relations, we are prepared to wait for your L/C, which must reach us not later than October 5, 2002. If we again fail to receive your L/C in time, we shall cancel our Sales Confirmation and ask you to refund to us the storage charges we have paid on your behalf.
Your cooperation in this respect will be appreciated.
Sincerely,
修改信用证
Dear Mr. Jones:
We have received your L/C No.121/99 issued by the Yemen Bank for Reconstruction & Development for the amount of $19,720 covering 1,600 dozen Men's Shirts. After reviewing the L/C, we find that transshipment and partial shipment are not allowed. As direct steamers to your port are difficult to find, we have to ship via Hong Kong more often than not. As to partial shipment, it would be our mutual benefit because we could ship immediately whatever we have on hand instead waiting for the whole lot to be completed.
We, therefore, are writing this afternoon, asking you to amend the L/C to read: "TRANSSHIPMENT AND PARTIALSHIPMENT ALLOWED"
We shall be glad if you see to it that amendment is cabled without any delay, as our goods have been packed ready for shipment for quite some time.
Sincerely,
延期信用证的期限
Dear Mr. Jones:
We thank you for your L/C for the captioned goods. We are sorry that owing to some delay on the part of our suppliers at the point of origin, we are not able to get the goods ready before the end of this month. As a result, we sent you a cable yesterday reading: L/C1415 PLSCABLE EXTENSION SHIPMENT VALIDITY 15/31 MAY
RESPECTIVELY LETFOLLOWS
It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s/s "Fanyang" sailing from Dalian on or about 10th May.
We are looking forward to receiving your cable extension of the above L/C thus enabling us to effect shipment of the goods in question.
We thank you for your cooperation.
Sincerely,
拒绝对方做独家代理商的要求
Dear Mr. Jones:
Thank you for your letter of 15th September.
As we are now only at the get-acquainted stage, we feel it is too early to take into consideration the matter of sole agency. In our opinion, it would be better for both of us to try out a period of cooperation to see how things go. Also, it would be necessary for you to test the marketability of our products at your end and to continue your efforts in building a larger turnover to justify the sole agency arrangement. We enclose our latest pricelist covering all the products we handle within the framework of your specialized lines.
We look forward to hearing from you.
Sincerely,
指定对方为独家代理商
Dear Mr. Jones:
We have received your letter of the 15th and are impressed with the proposal you make. We are pleased to tell you that we have decided to entrust you with the sole agency for our Embroideries in the territory of Sweden.
The Agency Agreement has been drawn up for a duration of one year, automatically renewable on expiration for a similar period unless a written notice is given to the contrary. Enclosed you will find a copy of the draft. Please go over the provisions and advise us whether they meet with your approval.
We shall do all in our power to assist you in establishing a mutually beneficial trade.
Sincerely,
处理对货损的投诉
Dear Mr. Jones:
We have received your letter of 18th July, informing us that the sewing machines we shipped to you arrived in a damaged condition on account of imperfectness of our packing.
Upon receipt of your letter, we have given this matter our immediate attention. We have studied your surveyor's report very carefully.
We are convinced that the present damage was due to extraordinary circumstances under which they were transported to you. We are therefore not responsible for the damage; but as we do not think that it would be fair to have you bear the loss alone, we suggest that the loss be divided between both of us, to which we hope you will agree.
Sincerely,
放假通知邮件
Hi ***:
How about business recently?
I am writing to tell you that our factory and office will be temporarily closed from 1st Oct to 7th Oct, for the National Day holiday, and we will be back in office on 8th Oct. If you have any enquiries, pls send me email, I will check it during that time. Sorry for any inconvenience.
Have a nice day,处理对货物品质的投诉
Dear Mr. Jones:
We very much regret to learn form your letter of 2nd March that you are not satisfied with the dress materials supplied to your order No.9578
From what you say it seems possible that some mistakes has been made in our
selection of the materials meant for you and we are arranging for our Mr. Yang to call on you later this week to compare the materials supplied with the samples form which your ordered them.
If it is found that our selection faulty, then you can most certainly rely on us to replace
the materials. In any case, we are willing to take the materials back and, if we can not supply what you want, to cancel your order, though do this reluctantly since we have no wish to lose your custom.
Sincerely,
圣诞节祝福邮件模版
Christmas Best Wishes to Customers
Dear xxx
The holiday season offers us a special opportunity to extend our personal thanks to our friends， and our very best wishes for the future.! O% l- u0 P6 p% |7 Z
And so it is that we now gather together and wish to you a very Merry Christmas and a Happy New Year. We consider you a good friend and extend our wishes for good health and good cheer.
It is people like you who make being in business such a pleasure all year long. Our business is a source of pride to us， and with customers like you， we find going to work each day a rewarding experience.
We tip our glasses to you. Thanks again for a wonderful year.
Yours sincerely,
××××
×××× China
范文二：
Dear Mr. FOB,
We would like to extend our warm wishes for the upcoming holiday season and would like to wish you and your family a Merry Christmas and a prosperous New Year. We also would like to take this opportunity to say thank you for your business and support over the years.
Our office will be officially closed the following times during the holiday period: from Monday 24th December to Monday 2nd January
Our support team will still answer emails through the Holidays, however, please be patient as our response time may be a little slower than usual.
May you travel safely over this busy festive season and come back refreshed for a
successful 2008.
Best Wishes,
1.没成交的客户
To:
From:
Dear ,
Merry Christmas and happy New Year!
The Christmas and New Year holiday is coming near once again. We would like to extend our warm wishes for the upcoming holiday season and would like to wish you and your family a Merry Christmas and a prosperous New Year.
May your New Year be filled with special moment, warmth, peace and happiness, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happiness.
It‟s my honor to contact with you before, and my duty is to give you our best products and excellent service. Hope the next year is a prosperous and harvest year for both of us! Last but not least, once you have any inquiry about *****（products）in the following days, hope you could feel free to contact with us, which is much appreciated. Yours sincerely
已成交的客户
My dearest
Happy Christmas and new year!
Many thanks for your contiguous supports in the past years, we wish both business snowballing in the coming years.
May your New Year be filled with special moment, warmth, peace and happiness, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happiness.
Last but not least, once you have any inquiry about products in the following days, hope you could feel free to contact with us, which is much appreciated.
Yours sincerely
温馨提示
为了帮助大家提高外贸邮件送达率和转化率，本人温馨提示，在发送外贸邮件的时候，需要注意一下几点：
1. 非常简洁明了的标题
2. 语言要简洁，多用短句, 长句一定要分拆为短句，哪怕多写几句
3. 语气要委婉 ，不要用 YOU SHOULD KNOW, YOU SHOULD, YOU MUST这类，也不要说什么YOUR ORDER IS TOO SMALL，换种语气，会非常好
4. 多用被动语态 真正的老美写邮件是很少 用 WE, I 之类的第一人称，通常都是用被动 比如，I WILL INFORM YOU TRACKING NO. SOON. 老美会写，THE TRACKING NO. WILL BE SUPPLIED SOON
5.段落之间的逻辑关系一定要清晰
6. 有选择的情况下，不要用陈述句，要用 选择句型 比如外贸人常用的 our price is XXX for 2000 pcs but it is XXX for 3000 pcs Do you want to buy 2000 pcs or 3000 pcs?另外，就是在要提出解决办法的时候，一定要用 1, 2 , 3.... 简洁明白的说出来，然后让客户选择，或者提问 What is your idea or solution?
7. 注意中式英语，很多都是习惯问题，我们自己看的很明白，很清楚，但是，老外就很难看懂。
8. 如果发送量比较大，建议采用第三方专业邮件营销服务提供商来发送。 我这里推荐一家公司的软件。Comm100邮件营销软件，我一个月前开始使用他们的产品的。总的来说，他们的软件，操作蛮方便的，不需要注册大量邮箱，发送量也没有限制；送达率也比较高，我几次下来，都能达到92%以上；另外本人最喜欢的功能是统计功能比较强大，可以清楚的知道谁收到邮件，谁点击了邮件中链接。他们的网站是：
http://www.comm100.cn/emailmarketingnewsletter/
有兴趣的童鞋，可以去试用一下。
9. 注意邮件里面的字体一直，颜色等问题 一般老外都用 ARIAL 这个字体。
10. 称呼 有的人喜欢用 hi my brother, hi boss, hi manager, dear sir 等等，这些不要所有的客户都用一种，要根据客户的反应来称呼，通常要客户保持一致，或者要根据客户的年龄，性格等等去区分，不能简单的就将所有的客户用同一个称呼。 有的客户是BOSS, 有的是MANAGER, 有的只是一般采购代表。在国外公司的邮件都是有监控系统的。在没有搞清对方身份或者爱好前，乱称呼是有风险的。
11. 注意多用详细的数据，比如多少数量，多少箱，多重，多少钱，PI号码，多少天数
等等，这类信息都是非常重要。
12. 多用感谢的话，多用问候，结尾不要一成不变地是 HAVE A NICE DAY BEST REGARDS
可以这样写：
祝你今天过得非常愉快
祝你有一个美好的一天
周末愉快
祝你有个好心情
祝贺你今天撞大运
13. 针对客户的邮件多问客户一些问题，多用 WHAT DO YOU THINK? WHAT IS YOUR IDEA?
14. 多跟客户套近乎 黏住一个客户是非常重要的事情，所以怎样跟客户做成朋友就非常关键了。这里，外贸行业有一个说法：不会跟客户谈“恋爱”的业务一定做不成一个好业务。所以，做外贸，常常也是在跟 自己的产品谈恋爱，跟客户谈恋爱。
15. 节日的问候，圣诞节一定要给客户发电子贺卡。平时其他一些重大节日也要问候客户。
16. 发生重大事件跟客户交流想法，比如 冰岛火山，地震，海啸，也要及时问候当地的客户。
17. 我们自己公司的放假通知一定要提前传达给客户。
18.用心写好每一封邮件 这点是最难做到的，很多人都是忽视了这点。
开发信
一. 开发信的种类有很多种，比如介绍性的开发信，展会邀请开发信，新品发布开发信，节日生日灾难问候开发信，库存处理开发信，新工艺介绍开发信，折扣促销开发信.... 平均一个客户要被触动8次才能成交，所以好不容易找到的一个客户，不要写一封信不回就放掉了，而是变着法子，换着花样定期联系。找到的客户，我都存在一个excel里，什么时候发送了什么样的开发信，都做一个标记，一般1个月左右联系一次。一般老名单里总能出来一些询盘。还有，这些名单我会拿来同其他同行业务员交换，这样就节省了自己很多的搜集客户的时间。
我们一般发的比较多的都是介绍性的开发信。就先介绍这个吧。
二. 介绍性的开发信，是向prospect潜在客户介绍你公司或产品的开发信。一般为首次发送。
在客户收到你的邮件的3秒内决定是否打开邮件。现在信息过载，而注意力稀缺，你的开发信会同很多繁杂的事务，包括其他业务员的开发信一起竞争客户的注意力。要得到客户的关注，你的信必须要出色，特别，专业，同客户有很大的干系。
根据3秒原则，你的标题要在3秒内让抓取客户的注意力。最好是十个字内，最长不超过20个字。在阅读正文的5秒内，你仍然需要紧紧抓住客户的注意力。现在是注意力碎片化的时代，我们的注意力保持时间越来越短。开发信越长越难抓住客户注意力，只会让他们是去兴趣。
如果你没有找到相应的联系人，只找到了一个公司邮箱，可能是前台的，那你的开发信需要通过前台或秘书转交给相应的负责人。这个被过滤掉的机率很大。需要你的开发信： 具有很大的商业价值
能给客户公司带来很好的可见的利益
仅仅你的目标读者才能负责
同客户公司紧密相连
可信
专业
开发信的结构符合AIDA原则：
Attention (我想要继续读下去)
Interest (与我有何干系，有何利益)
Desire (对我有潜在利益和好处，我要抓住这个机会)
Action( 我要回复，询问，订购)
尽量使用短句。更加有力，易读。
整封信阅读下来不要超过30秒，最好不要超过20秒. 所以最好在二三百字内。一般而言，有个三段就OK了，如果你能保持简短的话，稍长也可以，最好不要超过四五段。 注意使用bullet项目符号，让阅读更省力。
开发信一个比较好的结构是：
1. 标题：10-20字内，抓住要领获得客户注意力
2. Rapport： Dear Mr. …
3. 可信的利益陈述：你必须建立你的可信度，解释客户为何同你关联，你能给他带来什么好处，你的相关能力何在？你给他的提议是什么？要高度概述的同时，保持力度。需要较好的语言功底。
4. 特别陈述：你公司有何特别之处，最好“只能”同你们合作。
5. 特别的offer: 这个往往是给客户一个强烈回复的动机。
6. 提请行动：接下来希望客户如何行动，给一个提请行动的祈使句，或者一个问句，请客户回答。
7. PS：有时PS非常管用，算是对开发信的一句话总结，并继续敦促客户采取行动。 3和7是开发信的核心所在。业务员一定要花时间想清楚，你能给对方带来什么好处，并简明扼要地讲出来。最后，你希望客户怎么做，要明确地讲出来。一些if you have any interest,这种常见的结尾是没有力度的。不如，Please send us your enquiry with your specific needs. 或者，What materials(models) you are selling now?
写开发信一些注意事项：
1. 简洁：少即是多。你的开发信的目的与其说是让客户订购，倒不如定在让客户回复。你一次不可能让客户解释所有的东西，不如就让他回复你，就是胜利。
2. Proposition（提议）要写得很独特和简单。太复杂会把客户搞晕掉。
3. 开发信的格式要整齐，用句要短，读起来轻松容易。
4. “you attitude”, “benefits”, “positive”, “conversational”等原则要把握好，具体参见其他贴子。
5. 要可信
6. 保持新意，如果确实产品同别人一样，就挖掘一点对于客户价值不一样的视角。
7. 根据联系人的职位揣测对方的兴趣点。比如小企业主会关心是否能帮他赚钱，而专门的采购经理则更关注省钱，这样才能凸显他的贡献。
很多福友反应，道理看了很多贴子都知道，就是轮到自己写了，还是不知如何写。我在这儿先提供2个例子，供大家参考一下。另外，准备建一个开发信的修改库，把大家修改的开发信集中放在一处，供后面的福友参考，共同交流。
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
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,
XXX
一般简短的开发信三段就够了，
第一段，我能给你带来什么好处，你为何要看这封开发信
第二段，你为什么要相信我？
第三段，接下来咱们怎么进展。
要让文字背后是思想。所以这三个问题，你自己一定得要想清楚，然后用最简洁有力的语言把他说出来，你的开发信就有力度了。否则，没有内涵，再美的语言都是浮华不实的句子堆砌。
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,
XXX
这个标题的切入点很重要。针对不同类型的客户，这个关注点是不同的。比如小企业主，你可以跟他说，帮他赚钱，但对于一个职业采购经理，他对这个就兴趣不大，他的职责是帮公司省钱，省了钱就有功劳有奖金，所以你说可以帮你省钱，他会更关注。零售商，批发商，网店等各类不同的客户，他们如何运营他们的生意，业务员最好能有所了解。比如，一个大超市，他们的货架对于他们来说是最值钱的东西，他要求货品不仅要价格便宜，而且还要有很大的市场。一个产品上架需要1年甚至更多时间，你如果用一个临时促销活动的低价去吸引他，肯定不灵光的。
二. 哪些因素决定你的开发信回复率？
网上看到很多业务员抱怨写了开发信如石沉大海，很让人同情。要搞清楚这个问题，需要先理清楚，到底哪些因素让客户不回？
1）到达与否：不要觉得你的信都进了客户的inbox了。其实，有很多信被你自己的ISP当垃圾过滤掉了，有部分被客户那边的ISP直接挡掉了，还有些是被识别为垃圾邮件投送到垃圾箱里了。更有一些弹回了，比如邮箱地址不正确，邮箱已满，ISP故障等。开发信因为大家用模板，很多ISP每日只允许发送50封，有的甚至更少。很容易就被识别为垃圾邮件被屏蔽了。即便正常跟客户沟通的邮件有时客户都收不到，更何况开发信。很多外企的经理人，都有一个非常好的习惯，就是一旦重要点的邮件发给对方，半天没有回复，他马上就追一个电话，问邮件收到了没有。决定邮件到达与否，因素很多，对于外贸小白来说，有些头大。够写一个专题了。以后专门写一篇。大家暂时记住，要有一个靠谱的邮件清单，尽量用企业邮箱来发，争取用固定的IP发送，会大幅度提高到达率。还有，不要用spider邮件搜索器，因为邮件搜索器抓取很多ISP故意放在网上的蜜罐邮件(spamtrap),一旦你给这些蜜罐邮件发送开发信，你马上就上了黑名单，是各个ISP云端共享的，接着你的邮件到达率就会直线下降。
2）打开与否：这个主要取决
a) 你的标题是否足够有吸引力，能抓住收件人的兴趣。
b) 收件人是否真的对你的产品有需求。所以，要提高打开率，首先在找客户的时候，要找对你产品最可能有需求的客户。虽然把梳子卖给和尚听起来很牛，可如果你卖给长发女人不是更省力吗？一定要找准客户群，找对池塘钓大鱼。 关于下开发信标题，如何才能写得有吸引力，也是三二句说不清楚的。简单来讲，就是，你要能搔到客户的痒处。不同类型的客户的痒处是不同的。如何找他的痒处，就是功夫了。仔细到他的网站上去看，还有阅读行业的杂志，了解不同类型的客户的业务是如何运作的？他们成功的关键因素有哪些？供应商的挑选标准自然是为了他的业务成功服务的。你能帮客户成功了，你自然就打动他了。如果大家有兴趣的话，客户回复本帖，另文再详细点。
3）阅读与否：标题吸引客户进来，如果正文不是那么回事，客户还是不会继续往下读。尤其不能搞标题党，标题要同正文呼应。现在客户的时间最值钱，所以，要先把能给客户带来的好处放在前面讲。接下来，给出稍微细节一点的论据。邮件不在长短，而在于精炼，要能处处抓住客户。看看老外写的史上最成功的开发信，有很多都是很长的。长但没有废话。简练，从对方的角度出发，阐述带来的益处。处处能触动客户，自然就有力度了。
4）回复与否：阅读了不一定就回复。要给客户一个好的回复的借口。所以结尾的部分非常重要，一般用一个祈使句，敦促客户采取行动。或者用一个问句，问客户一个问题。这个结尾的技巧，大家要仔细揣摩，把自己放在客户的位置，当自己读到什么样的句子时候，会更有可能觉得有必要回复呢？有的人的开发信从头到尾都是单向的叙述，没有互动，只把客户作为一个听众。听众是不觉得自己有必要发言的。所以，要尽可能让客户参与进来。使用什么样的句子呢？多用一些问句，都用“你”而不是我。有很多是英文communication技巧的问题。很可惜的是，大家学习的外贸英语的教材，很多都只教一个句子如何用英文表达，而沟通技巧没有考虑。这个business communication，在西方国家，是专门的一门课来修的。技巧很多。后面试着分几个专题讲讲。
备注：最近在QQ群里收到很多新手抱怨开发客户没有效果，发了数千封开发信，一个询盘都没有。作为一个20年外贸老鸟，愿意把自己的一点经验分享给大家，尽点微薄之力。有加我QQ的，请务必，开门见山。不要不着边际拉家常。还有，我的时间有限，只回答问题，比如遇到了一个棘手的问题，或者修改个开发信，不负责教育培训。刚有个问我外贸流程，这样的普遍性的问题你还是自己去学习一下。我一句话也跟你讲不清楚，浪费大家时间
三. 被打动的客户才会回复！
很多业务员抱怨自己发了很多开发信，可收到客户的回复却寥寥无几。孔子曰：“求之不得反求诸己。”要思考一下自己的开发信写得如何，是否能够打动客户了呢？看看他们写的开发信都差不多，我们是做什么什么的，我们有多大，我们质量好，我们价格便宜，你感兴趣就跟我联系。就是比较普通，缺少点力度。
客户为何要回复你呢？在注意力碎片化的时代，我们最不缺少的就是信息，最稀缺的是客户的注意力。我常跟销售说，你们的战场在哪里？在客户的mind里，我们的竞争对手，除了隔壁的工厂之外，还有很多让客户分心的事情，我们在努力争夺客户的mindshare. 被打动了的客户才会回复，所以开发信要千方百计抓住客户的兴趣。
1. 从标题开始就要处处能抓住客户的兴趣和注意力。中国有句古语“肉要放在碗口。”“商人无利不起早。”你能给客户带来什么好处，需要在标题的地方就点明。否则，客户看到又一封垃圾邮件，好的把你随手删除了，不好的随手把你报告成垃圾邮件，接着你进了反垃圾邮件组织的黑名单了，可能你发给其他客户的邮件也直接进垃圾邮箱了。
2. 做足功课，调研客户的兴趣点，才能搔到客户的痒处。上客户网站上去调研，google里调研该行业客户的特点，生意是如何运转的。
要打动人，得先了解他对什么感兴趣，有什么需求。关于需求的调研，另文专门讲解。
3. 反复思考，如何才能让调动客户回复？ 提问是让客户回复的非常有效的方式。另外，就是结尾的地方写一个祈使句，敦促客户采取行动.
4. 善用PS：在结尾的地方再概述一下敦促客户行动的语句，或者问题，会起到非常好的效果。
四. 直接点明给客户的好处
很多求我修改的开发信都同下面这封类似。介绍我们产品如何如何。
We are Gloves factory and have been engaged in manufacturing Gloves for many years with good quality and pricing and servicing, so we have a lot of advantages and specialized in producing all kinds of Gloves styles adies, Men's,Kids.
这句话说我们是如何如何的，可客户觉得这同我有什么关系呢？ What is in it for me? 没有能让客户建立同自己的联系， 只是单向的陈述，而不是一个有效的对话。 Benefits同features 的本质区别在于，features 是你的产品能提供什么功能和优点，benefits是从客户的角度来看，能给客户带来什么好处，无利不起早。
不要说我的产品有什么功能，而要说能给你带来什么好处！只有当客户觉得能给自己带
来好处的时候，才能建立产品同自己的关联，才会有动力打开邮件，并保持耐心认真阅读。这个好处要从标题开始就最简练地说，到了正文开门见山，继续强化，给出稍具体点的细节，并给出证据。我们可以试着这么修改一下：
You can select from an abundant variety of good quality stylish Jeans from a reliable factory at very reasonable prices.
把给客户的利益直接点出来，顺带写出自己的优势，reliable, reasonable prices. 比直接用
第一人称写要含蓄点，也客观点，避免自吹自擂的感觉。
五.You Attitude
很多业务员的邮件，不断地说我们是最大的，质量最好的，我们是价格最便宜的。总是“we, we ,I ,our,my…”整篇邮件都在陈述自己的优点。给人很强的自我中心的感觉，很让人生厌。没有人会喜欢一个只关心自己，不在乎别人感受的人。而且客户并没有觉得这个同他有什么关系。在欧美500强的外企，过滤简历的时候，如果一封简历的I用了多少次，自动过滤掉了，因为有个人中心倾向。
配合benefits的技巧，如果业务员能采用“You attitude”, 则邮件马上生色很多。客户的阅读兴趣也会有极大的提高。
对比一下如下的2句话的区别：
We are promoting a new plan that we believe has many outstanding benefits. 你有一个新的促销，同我有何关系呢？
You will be able to generate more sales & profits with our newly improved model XXXX. You attitude 把客户的利益给直接地点明，所以更有力。
六 Positive积极的心理暗示
销售的一个重要任务就是让客户保持一个愉快的心情。即便是最坏的消息也要用最积极的语言来说，给客户以希望。试想当一个客户心情愉快的时候更合作，还是心情沮丧的时候更配合？
当我们面对一个愁眉苦脸的人，你可能想躲得远远的。没人喜欢跟这种负能量的人打交道，会让自己本来阳光明媚的心情，瞬间就乌云密布了。其实，即便是邮件，我们的心情都流露在文字里了。
销售的一个重要任务就是让客户保持一个愉快的心情。即便是最坏的消息也要用最积极的语言来说，给客户以希望。试想当一个客户心情愉快的时候更合作，还是心情沮丧的时候更配合？
我们很多业务员喜欢用中国的文化来写邮件：
Sorry to trouble you again!
Sorry to reply you late.
We will delay the delivery until Jan. 10th.
这3句话听起来为何不舒服呢？
因为用了trouble, late，delay等negative，让人不舒服的词。Sorry to trouble you again!是典型的中国说法。中国人一听知道你是谦虚客套，“给您添麻烦了”在中国人的mind里，是个积极意向的词。因为他们知道并不是真的有麻烦。可对老外，trouble是一个负向能量的词，觉得你有麻烦事要找我啊，会勾起不爽的感觉。
在邮件中尽量不要使用消极负面的词，易引起客户的不快。
我们可以改为：
Further to my last email…. 我们其实想表达的是，我又来联系你了。
Sorry for not being able to reply you earlier. 这个其实表达了不是故意要晚回复，而是没办法的意思。我不是忽略你，是有原因的…
You may be happy to know that goods will be ready on Jan.10th.
We will get the goods ready on Jan. 10th. 这句含有我们主观努力的潜在意思。
如果有延误，你不便于用上面一句，最好用下面一句。 或者直接“The goods will be ready on Jan. 10th.”
We will delay the delivery until Jan.10th.给人的感觉是我们主观意愿要延迟交货。而且delay这个词让人一听就不开心。
总结一下，要让客户保持愉快的心情，就是消极的话也要积极来说！
备注：最近在QQ群里收到很多新手抱怨开发客户没有效果，发了数千封开发信，一个询盘都没有。作为一个20年外贸老鸟，愿意把自己的一点经验分享给大家，尽点微薄之力。有加我QQ的，请务必，开门见山。不要不着边际拉家常。还有，我的时间有限，只回答问题，比如遇到了一个棘手的问题，或者修改个开发信，不负责教育培训。刚有个问我外贸流程，这样的普遍性的问题你还是自己去学习一下。我一句话也跟你讲不清楚，浪费大家时间。
七.检查你的邮件，去除潜在的敌意口气
要让客户愉快，还要避免让客户感觉被抱怨，指责，怀疑，而是让客户感觉到被信任，被尊敬。
例1：
We cannot start production until we receive your payment. 这个可能是业务员催款的时候常用的一个句子。给客户的感觉非常不舒服。
还看到业务员这么写邮件“Why you do not arrange the payment?” 我如果是客户，看到这样的充满敌意的指责邮件，会很生气的。
修改为：
We will start production immediately once we receive your payment. 表达的是同样的意思，但给客户的感觉好多了。
例2：
You did not tell me before….
这句话含有抱怨指责的意思，你之前并没有告诉我….听者不舒服。
同样的句子，我们可以修改为：
I was not told before…. 表达了同样的不知情的意思，但却避免了指责的感觉。 例3：
We must withhold payment until you complete the job satisfactorily.
这句暗含不合作，和威胁之意，让人不舒服。
下面的句子表达同样的意思，却让人舒服很多。
You will be paid promptly once the job is completed satisfactorily.
类似hidden敌意的句子还有：
You overlooked,
You said that
You failed to
You do not understand
You forget to
八. 要对话，不要推销
我收到大多数业务员的开发信，多数都是在描述自己，通篇不给客户一个喘息的机会，没有一次对话，没有试图让客户参与。而且语言很枯燥，有的用词很生涩难懂。
开发信要出效果，就一定要让客户参与，要简单易懂。客户都很忙，看生涩难懂的信真的是很大的挑战。在别人看之前，就会被随手删除了。
Please ascertain whether we must perpetuate our current contract.
这句话用了ascertain, perpetuate等生僻的字，业务员可能还很自豪，看我的英语水平多高。Vocabulary 22000呢。可我们写开发信不是为了炫耀英文水平，而是为了让客户产生对于我们的兴趣，愿意跟我们合作的。
修改一下：
Shall we continue the contract? 就有了同客户对话的感觉，又简单易懂。
一个问题会更容易得到客户的响应。
九. 你的开发信客户为什么不回复？
有的业务员抱怨发了上千封开发信，一封回复都没有收到，很郁闷。客户为什么不回复呢？有很多种可能性。
1） 邮件根本没有进到客户邮箱。a) 你一天发很多相同的邮件，在你自己的smtp发件服务商处就被屏蔽了，（比如163.com每天只允许发送50封邮件）
b) 你的邮件通过了发件服务商，但收件服务商侦测到发件服务商的IP信用不好，或者侦测到某个IP的发送流量很大，有异常情况，给屏蔽了。有的业务员使用spider到网上自动搜索邮件，殊不知，现在国外的收件服务商为了对付spider类的垃圾邮件，在网上故意放了很多专门的spam trap邮件地址，这些邮件地址是废弃不用的，或者创建出来专门用作诱饵的，当你收件服务器收到一个IP地址发送的spam trap蜜罐邮件，就自动屏蔽来自这个IP的所有邮件。
c) 你被海外的客户举报了，在黑名单中。现在国外的很多收件服务商云端共享黑名单，当你被客户举报后，出现在黑名单中，可能很多客户的收件服务商都把你的邮件当成垃圾邮件自动过滤掉了。
d) 你的邮件到达了收件服务商，但因为你有图片附件，或者其他原因，直接进入到目标客户的垃圾邮箱里了。
e) 你的邮件弹回了，而你不知道
i. 该客户邮件地址不存在，或者不准确
ii. 该客户邮件服务器临时有问题，
2） 客户看到你的标题，不感兴趣，随手就删除了，或者移动到垃圾邮箱里了，今后你的邮件就直接进到垃圾箱了。
3） 客户看到你的标题，感兴趣，打开阅读了，但对于邮件内容不感兴趣。随手删除了。 a) 客户根本不是你的行业的，你获得的邮件可能是软件搜索出来的，多线程的搜索器，搜集到大量的邮件时不准确的。很多客户并不是你这个行业的。此时，客户很容易举报你，你便上了黑名单。
b) 客户虽然是你的行业的，但你的邮件缺少穿透力，并未能打动客户。
i. 没有认真做功课，调研客户的需求在什么地方，抓不住客户的注意力。
ii. 开发信写的太过于推销，或者太过啰嗦，给客户的感觉是你在吹嘘或者美化自己。 iii. 太以“自我为中心”，缺少“you attitude”. 我们是最大的，质量最好的，价格最便宜的。这些固然是优势，可客户觉得每个业务员都会这么说，同我有什么关系呢？不如说“我们能帮你节省15%的采购成本”，“我们采用TQM全员质量管理，通过了ISO9000 认证，产品通过了CE认证”等等。
iv. 邮件太笼统，太泛。所以缺少穿透力。对于客户的需求了解不清楚，而且对于自己的优势也不够清楚，所以邮件就停留在我们是做什么的，我们能够给你最好的价格最好的质量这个水平。并不能把自己公司同竞争对手区分开来。比如，如果我们是最大的，而且目前开发的这个客户规模很大，每个月要交10个货柜。你就可以说“We are the only factory in China that is able to produce 20 containers monthly, so you can totally rely on us for safe in-time delivery.”
v. 邮件写得太机械，套话太多，冷冰冰的，也把客户当成机器，没有人情味。
vi. 邮件结尾不太好，并没有让客户参与进来。你的邮件只是说你是中国最大的，质量最好的，价格最便宜的，就结束了，我也没有必要回复你啊。
怎么做才能提高开发信的回复率呢？
1） 确保你的邮件到达客户的邮箱里，这里有很多工作要做。
一般小白可能搞不清楚，一些技术问题，改进难度也比较大。可以关注，我后续的文章。
2） 重视标题的写作，避免套话。看看新闻的标题都是怎么写的。标题的目的既要抓住客户的注意力，又要概述出整篇文章的主题。切忌为了抓住眼球，写一些很花哨的标题，同邮件内容根本不符。那样即使客户打开邮件了，有负面的印象，一下子就对你失去信任，邮件的命运还是被删除。
3） 认真调研客户的需求，深入了解行业的动态，清楚自己公司相对于竞争对手的优势和劣势。
写开发信的时候，紧紧抓住客户的需求，用简练的语言概述出自己的优势，如何能满足客户的这个需求，并有适度的论据。
4） 一个有力的结尾。结尾的时候，可以问客户一个最简单的问题，或者敦促客户采取一个行动，比如回复这个邮件，也可以做个铺垫，说我回头给你电话等等。一封邮件一般不会就成功开发一个客户了，第一封邮件的目标是给客户留一个好印象，最好能够回复你。即使没有回复，至少也不要反感就可以了。
5） 最好使用邮件追踪系统。
这样能清楚哪些客户打开了你的邮件，甚至能追踪到哪些客户转发或者分享了你的邮件给朋友。有了这个反馈系统，你就可以对你的标题和内容进行测试了，不断提高
史上最全的外贸基本英文邮件模版
针对外贸中的邮件往来，本人从网上整理了一下外贸邮件的模版。包括“开发信”、“请求建立商业关系”、“主动跟新买家建立联系”、“对新买家要求建立业务联系的回复”、“向老客户介绍公司新的产品信息”、“回复对某个产品的查询”、“无法提供对方查询中所要求的产品时”、“查询对方公司的产品”、“几种报盘”、“信用证相关”、“报价相关”，“放假
通知”、“圣诞节祝福邮件”等模版，希望对大家有所帮助！开发信模板(一)
Company Name:
Mailing Add:
Tel.:
Fax.:
Email:
Web.:
Kind Attn.: Mr. Jack Wey-- General Manager (hope I would be the GM one day)
Subject: XXXXX Cooperation/
Dear Mr. Jack Wey
[Your company] is the main [your product] manufacturer in China since 1968, our major clients are[those have very good reputation and renown companies in the field that have direct or indirect biz with your company, i.e. IBM, SONY .. ].
We believe that you can rely on us as we provide you quite satisfactory service and products with best quality at most competitive price in the world. We are very happy if you do not hesitate to send us any of your inquiries and we will always give satisfactory services.
Products: (product range)
Standards: (product design standard, if any)
Service: (product applicable field, function)
Size: (don‟t fuckingly tell your client you don‟t know)
Etc.
Certificates: (certificates that your company got)
Annual Sales Turnover: ( just list some number here,)
Staff No.staff no of your company, if your company is big, if not, omit this point) Cover of Land list some number here)
Looking forward to hearing from you at your convenience.
Thanks & best regards,
P.S. I am attaching our product catalogue/scope of service for your future reference in my following email to you, please kindly check.
( please don‟t send your product catalogue in the email, you are telling him here is showing your respect to him that you are sending good info to him,but not spam, therefore, you better send another email to your client with your product catalogue. Your client will check it if your products are of him/her interest)
YOUR NAME
POSITION
DEPARTMENT
COMPANY NAME
ADD
TEL
MOBILE
FAX
WEB
Dear all, I am jack wey, this above mentioned email for marketing is only one sample to your general potential clients, it would be revised accordingly to different clients. Kindly be informed that email marketing is mainly depending on your SET title, therefore pls try to improve TO SET THE TITLE OF YOUR EMAIL.
（开发信的成功与否，跟开发信内容的大少无关，关键是你怎么把涉及到客户每一个利
益、兴趣都说到，能连起来，他都会像继续看下去，要不我们还看电视连续剧干嘛？) 邮件开发成功与否与以下几个方面有关（个人认为）（按主次顺序）
1. 邮件标题（要是我，邮件标题一看就知道是推销的，I am sorry, please fuck off and stay in my trash box）
2. 邮件内容是否吸引/对客户是否有效，有利可图；客户是否感兴趣.
3. 所联系的人的职位和权利（Pls send to the RIGHT PERSON）
4. 发信人日后沟通技巧，plus
5. others
以上的开发信只是针对任意一家公司，如果要想开发信更成功，你就得研究或者了解一下这个公司的情况再发。
有的开发信中，并不能把所有东西都一一列出来，所以一天发个100封的开发信的人，一天很难记下前天发给谁了，日后很难去跟踪，也不知道自己以前说了什么，如果是这样，最好做个记录；邮件已发出3天之内，马上再发一封邮件跟踪，过2如没有回复，再发一封了解，第三封邮件刚发后30分钟，马上给个电话。
记住，成功的开发信，一般要有电话跟踪才能比较有效果，当然有幸运的人，或是客户也正好有询价，有货采购才会直接跟你联系，所以为什么要日后电话沟通的原因。现在一般一个客户一天能收到很多信，你只有电话过去了，说明你请况，他才知道你是谁，什么公司，下次在电话的时候，他会说“oh, Jack? Jack wey from China,XXX company? Oh, how are you? …..”.
开发信模板(二)
Dear Mr. JACK,
Thank you for your e-mail & I do appreciate the content.（讲得是我开发信的内容） I do not have any hesitation to start business with your esteemed company.对我公司感兴趣
Thus I ask you kindly to arrange courier me full set of all your catalogs in one binder along with copies of all your certificates , end user approvals ,..etc. 需要一些文件进一步合作
Also, I would like to hear from you in details about your previous operation in middle east area .
Do you have agent,distributer,..etc?想成为我们代理分销商
Best Regards
XXXXXXXXXXXXX
现在说说我开发信主要的信息：
标题： Mr. XXX + 他公司的名称 （点名道姓和公司，一目了然）
内容：
MOrning！ Mr. XXXXXX
This is Jack, Sales Manager from a well established PRODUCT manufacturer in China. Hope I reach the right person at the right time to talk about PRODUCT cooperation and strategies for your company?
I did a little bit research on your company and I‟m sure you would be continuously looking at opportunities to expand your product supplying scope/services and make it as the brand to own your company reputation in the PRODUCT market and increase your market return with your constant efforts.
We can fulfill any of your business needs and maximize your business profits compared with lots of PRODUCT manufacturers as we are newly launching DDDD brand PRODUCT in international market.
Our business reference includes:
? 20 years appointed OEM for EU,USA PRODUCT manufacturers
? Approvals from .......(主要客户，最好是国际同行知名企业)…
? 70%~80% products for international application
(for more details, please contact us) 这个地方用黄色文字背景，突出公司优势 As the GM of 客户公司名称 , it is your responsibility to find a sustainable and
trustworthy business partner relationship and ensure a promising company future. 我的公司 is interested in cooperating with you to uncover the PRODUCT demand of 客户市场 market from now on. As you have experiences in PROCUT, it would be easier to seize the opportunity to win great PRODUCT demand in 客户市场。
（这里很明显的标示你的合作意图和对客户公司的了解及所联系人的职责所在，没有人会反对你强调他的职责和利益）
Hope to have your excited feedback TODAY.
Thanks ards,
JACK
24 hours available for you! 请求建立商业关系
Rogers Chemical Supply Co. 10E.22Street Omaha8, Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan, and we are writing to
enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations. If your prices were competitive we would expect to transact a significant volume of business. We look forward to your early reply.Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。 烦请早日赐复。 此致
2.回复对方建立商业关系的请求
Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us. 本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。 此致 敬礼
请求担任独家代理
We would like to inform you that we act on a sole agency basis for a number of
manufacturers. We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen. Until now, we have been working with your textiles department and our collaboration has proved to be mutually beneficial. Please refer to them for any information regarding our company. We are very
interested in an exclusive arrangement with your factory for the promotion of your products in Bahrain. We look forward to your early reply. `本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。 与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。 盼望能成为贵公司独家代
理，促销在巴林市场的货品。 上述建议，烦请早日赐复，以便进一步联系合作。 此致 敬礼
拒绝对方担任独家代理
Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens. I regret to say that, at this stage, such an arrangement would breather premature. We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works. It would be necessary for you to test the market for our products at you end. You would also have to build up a much larger turnover to justify a sole agency. We enclose price lists covering all the products you are interested in and look forward to hearing from you soon.9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。 此致 敬礼
同意对方担任独家代理
Thank you for your letter of 12 April proposing a sole agency for our office machines. We have examined our long and, I must say, mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain. From our
records, we are pleased to note that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified after sales staff. We have drawn up a draft agreement that is enclosed. Please examine the detailed terms and conditions and let us know whether they meet with your approval. On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan. My very best wishes to you and your wife. 4月12日建议担任为公室器具之独家代理来信已经收悉。 过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。 据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。
现随信附上协议草稿， 请查实各项条款 ，惠复是盼。 能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。 此致 敬礼
借引荐建立业务关系
At the beginning of this month , I attended the Harrogate toy fair. While there, I had an interesting conversation with Mr. Douglas Gage of Edutoys plc about selecting an agency for our teaching aids. Douglas described your dynamic sales force and
innovative approach to marketing. He attributed his own company‟s success to your excellent distribution network that has served him for several years. We need an organization like yours to launch our products in the UK. Our teaching aids cover the whole field of primary education in all subjects .Our patented „Matrix‟ math apparatus is particularly successful. You may have reservations about American teaching aids suiting your market. This is not a problem since we have complete range of British English versions. I enclose an illustrated catalogue of our British English editions for your information. Please let me have your reactions to the material. I shall be in
London during the first two weeks of October. Perhaps we could arrange a meeting to discuss our proposal.
本用初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯•盖齐先生一谈，提及本公司正物色代理人推广教学器材一事。 盖齐先生赞扬贵公司积极推广产品，不断推出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本公司在英国经销产品。 本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器材更傲视同侪。 除美国教学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司无需忧虑切合市场需求。 现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于10月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈? 此致 敬礼
与过去有贸易往来的公司联系
We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading successfully in your region. We would like to extend our congratulations and offer our very best wishes for your continued success. Before the war in Lebanon, our companies were involved in a large volume of trade in our
textiles. We see from our records that you were among our best tem customers. We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon. Since we last traded, our lines have changed beyond recognition. While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market. As an initial step, I enclose our illustrated catalogue for your perusal. Should you wish to receive samples for closer inspection, we will be very happy to forward them. We look forward to hearing from you. 从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻喜讯，不胜欢欣。谨祝业务蒸蒸日上。 黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公司更是本公司十大客户之一。现今战事平息，亟盼能重展双方互惠的业务联系。 自上次合作至令，产品款式变化极大。除了有迎合欧洲人口味的款式这外，亦有专门为中东市场而设计的产品。现奉上配有插图的商品目录供 初步参考。职需查看样本，还望赐知。
确认约会
I would like to confirm our appointment to discuss the possibility of merging our
distribution networks. I am excited of the prospect of expanding our trade. As agreed, we will meet of our office in Bond Street at 9.30a.m.on Monday 20 March. I have scheduled the whole day for the meeting. If for any reason you are unable to attend, please phone me so that we can make alternative arrangements. Please let me know if you would like our office to arrange hotel accommodation. I look forward with great pleasure to our meeting. 承蒙拨冗讲讨论合并双方销售网，以扩大贸易发展范围，深感兴奋。现特修函确定会议日程。 谨于3月20日星期一在邦德街办公室候教，请贵公司代表于当日早上9时莅临指导。若因故未能抽空出席，烦请致电告知，以便另行安排会晤。 未知是否需代为安排旅馆膳宿?请尽早赐知，以便早作准备，款待贵客。 谨此预祝会谈成功。
感谢客户订货
Gillette-burns Co. 322 Greenwood street Cleveland 5,Ohio Gentlemen: Thank you for your order No.464 of 20 September. The models you selected from our showroom went out today under my personal supervision. The package is being airfreight to you on Swissair. The relevant documentation is enclosed enjoyed meeting you and hopes that this order represents the beginning of a long and prosperous relationship between
our companies. The next time you visit us, please let me know in advance so that I can arrange a lunch for you with our directors. Sincerely yours
谢谢9月20日第464号定单。今天我已新自监督发送您自展览室挑选的产品。该产品随附有关文件经瑞士航空公司运送。 很荣幸与你会面，衷心希望是次定单能加强双方的关系。下次到访前，烦请赐知，俾能安排与本公司董事共进午餐。
向长期客户推销新产品
I enclose an illustrated supplement tour catalogue. It covers the latest designs, which are now available from stock. We are most gratified that you have, for several yeas. Include a selection of our products in your mail-order catalogues. The resulting sales have been very steady. We believe that you will find our new designs most attractive. They should get a very good reception in your market. Once you have had time to study the supplement, please let us know if you would like to take the matter further. We would be very happy to send samples to you for closer inspection. For your
information, we are planning a range of classical English dinner services that should do well in the North American market. We will keep you informed on our progress and look forward to hearing from you. 随函寄奉配有插图的商品目录附页，介绍最新设计的产品。贵公司的邮购目录多年来收录本公司产品，产品销售成绩理想，特此致以深切谢意。最新设计的产品巧夺天工，定能吸引顾客选购。烦请参阅上述附页，需查看样本，请赐复，本公司乐意效劳。 本公司现正设计一系列款式古典的英国餐具，适合北美市场需求。如感兴趣，亦请赐知。 愿进一步加强联系，并候复音。为商贸指南兜揽广告 Thank you for your business. You are currently represented in our directory. This is the only directory of its kind, which reaches all companies in the building and construction industry in the UK. Advertising in our directory was a wise move on your part. We are currently compiling a new edition of the directory which will be published in April 1995.The new edition will be expanded to include major manufacturers of plumbing equipment in the European Community. For proper coverage in the directory, you ought to appear in more than one category. If you do opt for a multiple listing, you will be able to buy space in additional categories at half price. You can be assured that the new edition will be on the desks of all the major decision makers in the building and hardware trades. Please complete the enclosed form and return it with the appropriate
fee. Thanks again for your business. 衷心感谢惠顾。贵公司商号已刊登在本公司的商贸指南中。该指南乃唯一覆盖英国全部建筑公司的刊物，在此刊登广告确是明智之举。 现下筹备1998年4月版 的贸易批南，新版会罗列欧洲贡同体的主要铅管业制造商。为达到出色的宣传效果，贵公司宜考虑在不同类别刊登广告。如蒙惠顾，除首个广告外，其余类别的广告将可获半价优惠。 该指南将分送给所有建筑公司和五金器具公司主管。烦表填妥随附表格，连同广告费用一并寄回。 专此盼候佳音。
请求客户作推荐人
Thank you for your letter of 2 November. We are delighted to hear that you are to please with the refurbishment of your hotel. As your know .in our line of work, we depend on good, reports about our projects to win further business. Our clients always shop around and look for references before committing themselves. With your
permission, we would like to use your hotel as a reference when we discuss similar refurbishments in the hotel industry. Would you agree to our suggesting that future clients should call you? It would also be most helpful if we could occasionally bring a client to look at your hotel. We would, of course, stay overnight at least. I‟ll call you next week to hear your reaction. Thanks again for you kind words.从11月2日的来函得悉阁下对贵饭店的整修感到满意，此消息对本公司实是一鼓励。 设计行业重视声誉，客人在选择设计公司时必然会有所比较。如蒙允许，本公司欲请贵饭店作推荐人，证明有关整修的质素。未知可否让其他客户来电垂询? 此外，如获允准间或联同客户前来参观贵饭店整修，定必有莫大帮助。当然，本公司会预订房间，至少留宿一晚。 通知客户价格调整
We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997. You will see that there have been number of changes in our product range. A number of improved models have been introduced. Out range of washing machines has been completely revamped. Many popular lines, however, have been retained unchanged. You will be aware that inflation is affecting industry as a whole .Ws have been affected like everyone else and some price increases have been unavoidable. We have not, however, increased our prices across the board, In many cases, there is a small price increase, but in others, none at all. We can assure you that the quality of our consumer durables has been maintained at a high standard and that our service
will continue to be first class. We look forward to receiving your orders. 谨谢上新的商品目录和价格表。修订价格定于1997年4月1日起生效。产品系列有一大革新，增加了不少改良的型号，扒出一系列新款的洗衣机，但许多款的开动号仍保持不变。通货膨胀影响整个工业连带令货品价格上涨。虽然如此，本公司并未全面提升价格，调整幅度亦不大。 本公司坚守一贯信念，务求出产优质之耐用消费品，迎合顾客的需要。 谢谢贵公司多年惠顾，盼继续合作。
说明价格调整原因
I enclose our new price list, which will come into effect, from the end of this month. You will see that we have increased our prices on most models. We have, however, refrained from doing so on some models of which we hold large stocks. We feel we should explain why we have increased our prices. We are paying 10% more for our raw materials than we were paying last year. Some of our subcontractors have risen there by as much as 15%. As you know, we take great pride in our machines and are jealous of the reputation for quality and dependability that we have achieved over the last 40 years. We will not compromise that reputation because of rising costs. We hope, therefore decided to raise the price of some of our machines. We hope you will
understand our position and look forward to your orders. 现谨附上本公司新价格表，新价格将于本月底生效。除了存货充裕的商品外，其余大部分货品均已调升价格。是次调整原因是原材料价格升幅上涨10%，一些承包商的价格调升到15%。 过去40年，本公司生产的机器品质优良、性能可靠。今为确保产品质量，唯有稍为调整价格。上述情况，还望考虑。愿能与贵公司保持紧密合作。
回复感谢信
We greatly appreciate your letter describing the assistance you received in solving your air-conditioning problems. We are now in our fifty-year of operation, and we receive many letters like your indicating a high level of customer satisfaction with our installation. We are pleased that our technical staff assisted you so capably. We would like you to know that it you need to contact us at any time in the future. Our engineers will be equally responsive to your request for assistance. If we can be of service to you again, please let us know. Thank you again for your very kind letter. 承蒙来信赞扬本公司提供的空调维修工程服务，欣喜不已。五年前开业至今，屡获客户来函嘉奖，本公
司荣幸之至。欣悉贵公司识技术人员的服务，他日苛有任何需要，亦请与本公司联络，本公司定当提供优秀技师，竭诚效劳。在此谨再衷心感谢贵公司的赞赏，并请继续保持联络。
请客户征询其它公司
Thank you for your enquiry of 5 May concerning silk blouses. We regret to say that we do not manufacture clothing to your own designs to the highest European standards: Swan Textiles corporation The industrial zone Shako. We supply the factor with all their silk materials. I enclose a swatch of our stock materials for your examination. Should you desire any of these samples made up into finished products, we can supply the swan factory with them. We hope that this will be of help to you and wish you every success in your business dealings谢谢5月5月日来函查询关于纡绸罩衫的事宜。 本公司只生产纡绸布料，供应纺织品批发商和制造厂家，并没有制造成衣，因而未能接受贵公司订货，谨致万分歉意然而，本公司乐意推荐本地一家生产优质男装的工厂，相信可按贵公司设计的款式制造符合欧洲最高标准的服装：蛇口工业区天鹅纺织品公司。 该厂的丝绸布料全由本公司供应，随函了什样本以供查阅，如贵公司认为适合，本公司乐意负责供应所需布料。愿上资料对贵公司有所帮助。 谨祝生意兴隆，事事顺达。 改善服务
Thank you for your letter of 26 January. I apologize for the delivery problems you had with us last month. I have had a meeting with our production and shipping managers to work out a better system for handling your account .We know we made a mistake on your last order. Although we have replaced it for you, we want to make sure it does not happen again. We have devised the enclosed checklist to use for each of your future order. It includes your firm‟s particular specifications, packing requirements and marking instructions. I believe can service your company better and help you
operations run more smoothly with this safeguard. Please contact us if there are any additional points you would like us to include.感谢1月26日来信。对上月贵公司更换所需货品，唯恐类似事件再发生，本公司生产、运输和出口部经理已商议制订更有效方法处理贵公司事务，并为此特别设计清单。 随信奉上该清单，供贵公司今后订货之用。当中包括特殊规格、包装要求和樗说明等栏目，相信此举有助本公司提供更佳服务，促进双方合作。如欲增设任何栏目于该清单上，恳求惠示。
拒绝客户的要求
Thank you for your enquiry of 25 August. We are always pleased to hear from a valued customer. I regret to say that we cannot agree to your request for technical
information regarding our software security systems. The fact is, that most of our competitors also keep such information private and confidential. I sincerely hope that this does not inconvenience you in any way. If there is any other way in which we can help. Do not hesitate to contact us again.8月25日信收悉，谨此致谢。 来信要求本公司提供有关软件保密系统的技术资料，但鉴于同行向来视该等资料为机密文件，本公司亦不便透露，尚祈见谅。我真诚地希望这样不会对贵公司造成不便。如需本公司协助其他事宜，欢迎随时赐顾垂询。 祝业务蒸蒸日上!
应付难办的客户
We have been doing business together for a long time and we value our relationship of late, we have not been able to provide the kind of service we both want. The problem is that your purchasing department is changing orders after they have been placed. This has led to confusion and frustration for both of our companies. In several
instances, you have returned goods that were originally ordered. To solve the problem, I propose that on receipt of an order, our sales staff contact you to verify it. If you decide on any changes, we will amend the order and fax you a copy so that you can check it. I trust this system will cut down on delays and errors, and allow our
operations to run smoothly. 承蒙多年惠顾，本公司感激万分。然近来合作出现问题，令服务水准未能符合对方要求，本公司为此提忧不已。 贵公司采部发出定单后，再三更改内容；更有甚者，屡次退回订购之货品，导致了双方公司工作中的混乱和困惑。为避免问题日趋严重，特此在接到定单后，由本公司销售人员与贵公司复核。若需作出改支，本公司把定单修改后电传副本，供贵公司查核。 盼望上述办法经受减少延误，促进双方业务发展。
祝贺新公司成立
It has just come to our attention that you have lately opened your new European headquarters in Brussels. Congratulations on your bold venture. As you know, our companies have had a long business association in the UK. We look forward to
collaborating with you in your European venture. Please let us know if we can be of
any assistance to you. We will be delighted to help. We wish you the very best of luck and a prosperous future.
修改信用证
Dear Mr. Jones:
We have received your L/C No.121/99 issued by the Yemen Bank for Reconstruction & Development for the amount of $19,720 covering 1,600 dozen Men's Shirts. After reviewing the L/C, we find that transshipment and partial shipment are not allowed. As direct steamers to your port are difficult to find, we have to ship via Hong Kong more often than not. As to partial shipment, it would be our mutual benefit because we could ship immediately whatever we have on hand instead waiting for the whole lot to be completed.
We, therefore, are writing this afternoon, asking you to amend the L/C to read: "TRANSSHIPMENT AND PARTIALSHIPMENT ALLOWED"
We shall be glad if you see to it that amendment is cabled without any delay, as our goods have been packed ready for shipment for quite some time.
Sincerely,
延期信用证的期限
Dear Mr. Jones:
We thank you for your L/C for the captioned goods. We are sorry that owing to some delay on the part of our suppliers at the point of origin, we are not able to get the goods ready before the end of this month. As a result, we sent you a cable yesterday reading: L/C1415 PLSCABLE EXTENSION SHIPMENT VALIDITY 15/31 MAY
RESPECTIVELY LETFOLLOWS
It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s/s "Fanyang" sailing from Dalian on or about 10th May.
We are looking forward to receiving your cable extension of the above L/C thus enabling us to effect shipment of the goods in question.
We thank you for your cooperation.
Sincerely,
拒绝对方做独家代理商的要求
Dear Mr. Jones:
Thank you for your letter of 15th September.
As we are now only at the get-acquainted stage, we feel it is too early to take into consideration the matter of sole agency. In our opinion, it would be better for both of us to try out a period of cooperation to see how things go. Also, it would be necessary for you to test the marketability of our products at your end and to continue your efforts in building a larger turnover to justify the sole agency arrangement. We enclose our latest pricelist covering all the products we handle within the framework of your specialized lines.
We look forward to hearing from you.
Sincerely,
指定对方为独家代理商
Dear Mr. Jones:
We have received your letter of the 15th and are impressed with the proposal you make. We are pleased to tell you that we have decided to entrust you with the sole agency for our Embroideries in the territory of Sweden.
The Agency Agreement has been drawn up for a duration of one year, automatically renewable on expiration for a similar period unless a written notice is given to the contrary. Enclosed you will find a copy of the draft. Please go over the provisions and advise us whether they meet with your approval.
We shall do all in our power to assist you in establishing a mutually beneficial trade. Sincerely,
处理对货损的投诉
Dear Mr. Jones:
We have received your letter of 18th July, informing us that the sewing machines we shipped to you arrived in a damaged condition on account of imperfectness of our packing.
Upon receipt of your letter, we have given this matter our immediate attention. We have studied your surveyor's report very carefully.
We are convinced that the present damage was due to extraordinary circumstances under which they were transported to you. We are therefore not responsible for the damage; but as we do not think that it would be fair to have you bear the loss alone, we suggest that the loss be divided between both of us, to which we hope you will agree.
Sincerely,
处理对货物品质的投诉
Dear Mr. Jones:
We very much regret to learn form your letter of 2nd March that you are not satisfied with the dress materials supplied to your order No.9578
From what you say it seems possible that some mistakes has been made in our
selection of the materials meant for you and we are arranging for our Mr. Yang to call on you later this week to compare the materials supplied with the samples form which your ordered them.
If it is found that our selection faulty, then you can most certainly rely on us to replace the materials. In any case, we are willing to take the materials back and, if we can not supply what you want, to cancel your order, though do this reluctantly since we have no wish to lose your custom.
Sincerely,
主动跟新买家建立联系
Dear Mr. Jones:
We understand from your information posted on Alibaba.com that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our online company introduction at Http://www.广告 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,
John Roberts
对新买家要求建立业务联系的回复
Dear Mr. Jones:
We have received your letter of 9th April showing your interest in our complete product information.
Our product lines mainly include high quality textile products. To give you a general idea of the various kinds of textiles now available for export, we have enclosed a catalogue and a price list. You may also visit our online company introduction at Http://www.广告 which includes our latest product line.
We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future.
Sincerely,.
向老客户介绍公司新的产品信息
Dear Mr. Jones:
We have refreshed our online catalog at http://www.广告, and now it covers the latest new products, which are now available from stock.
We believe that you will find some attractive additions to our product line. Once you have had time to study the supplement, please let us know if you would like to take the matter further. We would be very happy to send samples to you for close inspection. We will keep you informed on our progress and look forward to hearing from you. Sincerely,
回复对某个产品的查询
Dear Mr. Jones:
Thank you for your inquiry of 16 March. We are pleased to hear that you are interested in our product "toaster".
We've enclosed the photo and detailed information of the product for your reference: Product: toaster
Specification: xxxxxxxxxxxxxxx
Package: 1pcs/box
Price: 10usd/pcs
Payment: L/C
For purchase quantities over 1,000pcs of individual items we would allow you a discount of 1%. Payment is to be made by irrevocable L.C at sight.
We look forward to receiving your first order.
Sincerely,
无法提供对方查询中所要求的产品时
Dear Mr. Jones:
Thank you for your enquiry of 12 March cate 9 cable.
We appreciate your efforts in marketing our products and regret very much that we are unable to supply the desired goods due to excessive demand.
We would, however, like to take this opportunity to offer the following material as a close substitute:
Cate 5, US$__ per meter FOB Shanghai, including your commission 2%.
Please visit our catalog at http://www.xxxxxxxxx.com for more information on this item. If you find the product acceptable, please email us as soon as possible. Sincerely,
查询对方公司的产品
Dear Sir or Madam:
We know that you are exporters of textile fabrics. We would like you to send us details of your various ranges, including colors and prices, and also samples of the different qualities of material used.
We are volume dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned.
When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 meters of individual items. Prices quoted should include insurance and freight to San Francisco.
Sincerely,
几种报盘
(a.)
Dear Mr. Jones:
We thank you for your email enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21.
In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft. Please note that we have quoted our most favorable price and are unable to entertain any counter offer.
As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply.
Sincerely,
(b.)
Dear Mr. Jones:
We thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.
We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs.
If we can be of any further help, please feel free to let us know. Customers' inquiries are always meet with our careful attention.
Sincerely,
(c.)
Re: SWC Sugar
Dear Sirs,
We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product.
To comply with your request, we are offering you the following:
1. Commodity: Qingdao Superior White Crystal Sugar.
2. Packing: To be packed in new gunny bag of 100kgs. each.
3. Quantity: Ten thousand (10000) metric tons.
4. Price: US dollars one hundred and five (US$105.00) per metric ton, Fob Qingdao.
5. Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.
6. Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.
Please note that we do not have much ready stock on hand. Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.
We are awaiting your reply.
Sincerely,
作为对方供应商，认为对方压价太低
Dear Mr. Jones:
We confirm having received your telex No.LT/531 of May 17, asking us to make a 10% reduction in our price for Men's Shirts. Much to our regret, we are unable to comply with your request because we have given you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.
We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.
Sincerely,
作为买家，认为对方报价太高
Dear Mr. Jones,
We acknowledge receipt of both your offer of May 6 and the samples of Men's Shirts, and thank you for these.
While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply.
We have also to point out that the Men's Shirts are available in our market from several European manufacturers, all of them are at prices from 10% to 15% below the price you quoted.
Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. As our order would be worth around US$50,000, you may think it worthwhile to make a concession.
We are looking forward to your reply,
Sincerely,
要求对方开立信用证
Dear Mr. Jones:
With reference to the 4,000 dozen shirts under our Sales Confirmation No.SX260, we wish to draw your attention to the fact that the date of delivery is approaching but up to the present we have not received the covering L/C. Please do you utmost to
expedite its establishment so that we may execute the order within the prescribed time. In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.
We look forward to receiving your favorable response at an early date.
Sincerely,
因对方未能如期信用证而交涉
Dear Mr. Jones:
With reference to our Sales Confirmation No.825 dated August 10, 2002, we regret to say that your letter of credit has not yet reached us up to the time of writing. This has caused us much inconvenience as we have already made preparations for shipment according to the stipulations of the said Sales Confirmation.
You must be aware that the terms and conditions of a contract once signed should be strictly observed, failure to abide by them will mean violation of contract. If you refer to our Sales Confirmation, you will see the clause reading:
"The Buyer shall establish the covering Letter of Credit before 30th August, 2002,
failing which the Seller reserves the right to rescind the contract without further notice."
The goods you ordered have been ready for quite some time and the demand of late has been so great that we find it hard to keep them for you any longer. However, in consideration of our friendly business relations, we are prepared to wait for your L/C, which must reach us not later than October 5, 2002. If we again fail to receive your L/C in time, we shall cancel our Sales Confirmation and ask you to refund to us the storage charges we have paid on your behalf.
Your cooperation in this respect will be appreciated.
Sincerely,
修改信用证
Dear Mr. Jones:
We have received your L/C No.121/99 issued by the Yemen Bank for Reconstruction & Development for the amount of $19,720 covering 1,600 dozen Men's Shirts. After reviewing the L/C, we find that transshipment and partial shipment are not allowed. As direct steamers to your port are difficult to find, we have to ship via Hong Kong more often than not. As to partial shipment, it would be our mutual benefit because we could ship immediately whatever we have on hand instead waiting for the whole lot to be completed.
We, therefore, are writing this afternoon, asking you to amend the L/C to read: "TRANSSHIPMENT AND PARTIALSHIPMENT ALLOWED"
We shall be glad if you see to it that amendment is cabled without any delay, as our goods have been packed ready for shipment for quite some time.
Sincerely,
延期信用证的期限
Dear Mr. Jones:
We thank you for your L/C for the captioned goods. We are sorry that owing to some delay on the part of our suppliers at the point of origin, we are not able to get the goods ready before the end of this month. As a result, we sent you a cable yesterday reading: L/C1415 PLSCABLE EXTENSION SHIPMENT VALIDITY 15/31 MAY
RESPECTIVELY LETFOLLOWS
It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s/s "Fanyang" sailing from Dalian on or about 10th May.
We are looking forward to receiving your cable extension of the above L/C thus enabling us to effect shipment of the goods in question.
We thank you for your cooperation.
Sincerely,
拒绝对方做独家代理商的要求
Dear Mr. Jones:
Thank you for your letter of 15th September.
As we are now only at the get-acquainted stage, we feel it is too early to take into consideration the matter of sole agency. In our opinion, it would be better for both of us to try out a period of cooperation to see how things go. Also, it would be necessary for you to test the marketability of our products at your end and to continue your efforts in building a larger turnover to justify the sole agency arrangement. We enclose our latest pricelist covering all the products we handle within the framework of your specialized lines.
We look forward to hearing from you.
Sincerely,
指定对方为独家代理商
Dear Mr. Jones:
We have received your letter of the 15th and are impressed with the proposal you make. We are pleased to tell you that we have decided to entrust you with the sole agency for our Embroideries in the territory of Sweden.
The Agency Agreement has been drawn up for a duration of one year, automatically renewable on expiration for a similar period unless a written notice is given to the contrary. Enclosed you will find a copy of the draft. Please go over the provisions and advise us whether they meet with your approval.
We shall do all in our power to assist you in establishing a mutually beneficial trade.
Sincerely,
处理对货损的投诉
Dear Mr. Jones:
We have received your letter of 18th July, informing us that the sewing machines we shipped to you arrived in a damaged condition on account of imperfectness of our packing.
Upon receipt of your letter, we have given this matter our immediate attention. We have studied your surveyor's report very carefully.
We are convinced that the present damage was due to extraordinary circumstances under which they were transported to you. We are therefore not responsible for the damage; but as we do not think that it would be fair to have you bear the loss alone, we suggest that the loss be divided between both of us, to which we hope you will agree.
Sincerely,
放假通知邮件
Hi ***:
How about business recently?
I am writing to tell you that our factory and office will be temporarily closed from 1st Oct to 7th Oct, for the National Day holiday, and we will be back in office on 8th Oct. If you have any enquiries, pls send me email, I will check it during that time. Sorry for any inconvenience.
Have a nice day,处理对货物品质的投诉
Dear Mr. Jones:
We very much regret to learn form your letter of 2nd March that you are not satisfied with the dress materials supplied to your order No.9578
From what you say it seems possible that some mistakes has been made in our
selection of the materials meant for you and we are arranging for our Mr. Yang to call on you later this week to compare the materials supplied with the samples form which your ordered them.
If it is found that our selection faulty, then you can most certainly rely on us to replace
the materials. In any case, we are willing to take the materials back and, if we can not supply what you want, to cancel your order, though do this reluctantly since we have no wish to lose your custom.
Sincerely,
圣诞节祝福邮件模版
Christmas Best Wishes to Customers
Dear xxx
The holiday season offers us a special opportunity to extend our personal thanks to our friends， and our very best wishes for the future.! O% l- u0 P6 p% |7 Z
And so it is that we now gather together and wish to you a very Merry Christmas and a Happy New Year. We consider you a good friend and extend our wishes for good health and good cheer.
It is people like you who make being in business such a pleasure all year long. Our business is a source of pride to us， and with customers like you， we find going to work each day a rewarding experience.
We tip our glasses to you. Thanks again for a wonderful year.
Yours sincerely,
××××
×××× China
范文二：
Dear Mr. FOB,
We would like to extend our warm wishes for the upcoming holiday season and would like to wish you and your family a Merry Christmas and a prosperous New Year. We also would like to take this opportunity to say thank you for your business and support over the years.
Our office will be officially closed the following times during the holiday period: from Monday 24th December to Monday 2nd January
Our support team will still answer emails through the Holidays, however, please be patient as our response time may be a little slower than usual.
May you travel safely over this busy festive season and come back refreshed for a
successful 2008.
Best Wishes,
1.没成交的客户
To:
From:
Dear ,
Merry Christmas and happy New Year!
The Christmas and New Year holiday is coming near once again. We would like to extend our warm wishes for the upcoming holiday season and would like to wish you and your family a Merry Christmas and a prosperous New Year.
May your New Year be filled with special moment, warmth, peace and happiness, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happiness.
It‟s my honor to contact with you before, and my duty is to give you our best products and excellent service. Hope the next year is a prosperous and harvest year for both of us! Last but not least, once you have any inquiry about *****（products）in the following days, hope you could feel free to contact with us, which is much appreciated. Yours sincerely
已成交的客户
My dearest
Happy Christmas and new year!
Many thanks for your contiguous supports in the past years, we wish both business snowballing in the coming years.
May your New Year be filled with special moment, warmth, peace and happiness, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happiness.
Last but not least, once you have any inquiry about products in the following days, hope you could feel free to contact with us, which is much appreciated.
Yours sincerely
温馨提示
为了帮助大家提高外贸邮件送达率和转化率，本人温馨提示，在发送外贸邮件的时候，需要注意一下几点：
1. 非常简洁明了的标题
2. 语言要简洁，多用短句, 长句一定要分拆为短句，哪怕多写几句
3. 语气要委婉 ，不要用 YOU SHOULD KNOW, YOU SHOULD, YOU MUST这类，也不要说什么YOUR ORDER IS TOO SMALL，换种语气，会非常好
4. 多用被动语态 真正的老美写邮件是很少 用 WE, I 之类的第一人称，通常都是用被动 比如，I WILL INFORM YOU TRACKING NO. SOON. 老美会写，THE TRACKING NO. WILL BE SUPPLIED SOON
5.段落之间的逻辑关系一定要清晰
6. 有选择的情况下，不要用陈述句，要用 选择句型 比如外贸人常用的 our price is XXX for 2000 pcs but it is XXX for 3000 pcs Do you want to buy 2000 pcs or 3000 pcs?另外，就是在要提出解决办法的时候，一定要用 1, 2 , 3.... 简洁明白的说出来，然后让客户选择，或者提问 What is your idea or solution?
7. 注意中式英语，很多都是习惯问题，我们自己看的很明白，很清楚，但是，老外就很难看懂。
8. 如果发送量比较大，建议采用第三方专业邮件营销服务提供商来发送。 我这里推荐一家公司的软件。Comm100邮件营销软件，我一个月前开始使用他们的产品的。总的来说，他们的软件，操作蛮方便的，不需要注册大量邮箱，发送量也没有限制；送达率也比较高，我几次下来，都能达到92%以上；另外本人最喜欢的功能是统计功能比较强大，可以清楚的知道谁收到邮件，谁点击了邮件中链接。他们的网站是：
http://www.comm100.cn/emailmarketingnewsletter/
有兴趣的童鞋，可以去试用一下。
9. 注意邮件里面的字体一直，颜色等问题 一般老外都用 ARIAL 这个字体。
10. 称呼 有的人喜欢用 hi my brother, hi boss, hi manager, dear sir 等等，这些不要所有的客户都用一种，要根据客户的反应来称呼，通常要客户保持一致，或者要根据客户的年龄，性格等等去区分，不能简单的就将所有的客户用同一个称呼。 有的客户是BOSS, 有的是MANAGER, 有的只是一般采购代表。在国外公司的邮件都是有监控系统的。在没有搞清对方身份或者爱好前，乱称呼是有风险的。
11. 注意多用详细的数据，比如多少数量，多少箱，多重，多少钱，PI号码，多少天数
等等，这类信息都是非常重要。
12. 多用感谢的话，多用问候，结尾不要一成不变地是 HAVE A NICE DAY BEST REGARDS
可以这样写：
祝你今天过得非常愉快
祝你有一个美好的一天
周末愉快
祝你有个好心情
祝贺你今天撞大运
13. 针对客户的邮件多问客户一些问题，多用 WHAT DO YOU THINK? WHAT IS YOUR IDEA?
14. 多跟客户套近乎 黏住一个客户是非常重要的事情，所以怎样跟客户做成朋友就非常关键了。这里，外贸行业有一个说法：不会跟客户谈“恋爱”的业务一定做不成一个好业务。所以，做外贸，常常也是在跟 自己的产品谈恋爱，跟客户谈恋爱。
15. 节日的问候，圣诞节一定要给客户发电子贺卡。平时其他一些重大节日也要问候客户。
16. 发生重大事件跟客户交流想法，比如 冰岛火山，地震，海啸，也要及时问候当地的客户。
17. 我们自己公司的放假通知一定要提前传达给客户。
18.用心写好每一封邮件 这点是最难做到的，很多人都是忽视了这点。