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    开发信的写作技巧

    来源:书业网 时间:2016-01-11

    写给客户的第一封信很重要,外贸上称之为开发信。

    开发信习惯的格式,

    首先是说明获得客户联系方式的途径,以免唐突,比如“有幸在广交会上得到您的名片”、“经同行介绍”、“在某某网站上看到您的求购信息”等等。

    接下来,简要介绍一下自己的情况,包括公司规模、成立时间(国际贸易商青睐成立时间较久的企业,觉得信用度较高)、产品----特别是主打产品的简介、对双方合作的诚意以及联系方式等。 需要注意的是,开发信应言之有物,凸显公司与产品的优势,提高吸引力。但也不宜太过详细,长篇大论。须知开发信不是作文比赛,其目的是引起客户的注意和兴趣,引诱客户回复联系。因此,有收有放,有所保留,“欲知情况如何请联系详谈”才是上着。

    以下是一封开发信的例子:

    Dear Mr. Steven Hans,

    We get your name and email address from your trade lead on www.tradelead.com that you are in the market for ball pen. We would like to introduce our company and products, hope that we may build business cooperation in the future.

    We are factory specializing in the manufacture and export of ball pen for more than six years. We have profuse designs with series quality grade, and expressly, our price is very competitive because we are manufactory, we are the source. You are welcome to visit our website http://www.aaa.com which includes our company profiles, history and something latest designs.

    Should any of these items be of interest to you, please let us know, We will be happy to give you details.

    As a very active manufactures, we develop new designs nearly every month, If you have interest in it, it`s my pleasure to offer news to you regular.

    Best regards,

    Dafu Wong

    请注意这封开发信的写法。作为初次联系的信件,它简洁明了,鲜明地展示了自己的特点:工厂、款式多、价格有竞争力,并暗示建议客户绕开中间商直接跟厂家合作。因为不知道客户的详情,特别强调有多种品质,这样无论对方是精品路线还是廉价路线,都有洽谈的空间。 此外,并没有谈论太深,而是引导客户去访问自己的网站。最后再抛出诱饵,以不断提供新款设计信息为由吸引客户回复,而客户一旦回复,就极可能确认了应该联系的人----要知道,你原先获得的名称地址很可能只是个打字员的。

    这样的开发信,再随附一张展现琳琅满目款式的产品照片,效果会很不错的。

    当然,开发信要自己写,而不要抄书或者网上那种固定的范文。古板雷同的文字只会让客户反感。况且产品种类不同,写法也不一样。工艺品还是日用消费品、时尚产品等不妨轻松活泼,而如果你卖的是阀门,那么还是严谨专业些比较好。

    如何让你的客户主动回复你的邮件

    国外客户信息的真实度。没有窍门,重在信息的获得与筛选。我个人是通过使用"多美丽买卖搜索"和"美国海关提单数据",首先我能确定的是这些客户是真实有效的;再者我可以确定他是购买我们相关产品的(数据按产品英文名字检索的);其次,因为这些数据里边有交易量,我能确定出来这个采购商的大小,是否和我们的生产能力相匹配。从这个渠道获得一个真实的客户消息(公司名字),然后我都会通过以下几个搜索引擎了解客户更详细的产品信息,联系信息,市场信信息:

    http://www.google.com

    http://www.yahoo.com等

    以我公司玩具(toys)为例子,通过美国提单数据查询WOODY TOYS公司经营此类产品,通

    过搜索,可立即获得它的网http://www.woodywoodtoys.nl,看其公司简介,了解到此公司的经营范围;观其产品部分,知道与我公司哪些产品吻合;再看其联系方式,列举非常详细 Location Yrseke, The Netherlands

    COC/KvK registration No.18074804

    Bank Account:

    RABO 12.81.43.304

    BIC-code:

    IBAN- code:

    Contact:

    tel: +31 (0)113-571533

    e-mail: info@woodywoodtoys.nl

    使用邮件我再google一下:

    info@woodywoodtoys.nl这个邮件google里边搜索出来4条记录, 分布广泛,既然这个是对外宣传很多的,那么这个也是要重视的。 我可以确认的是info@woodywoodtoys.nl对我很有价值。接下来我又仔细看了一下他们一年的采购记录,了解到了他们的采购量和采购周期,根据这些我写了一封既简洁又有内容的开发信,具体情况今天暂不深化,当然结果肯定是比较好的。 我所要表达的就是,在获悉潜在客户资料时,要做充分的准备,不能蜻蜓点水,一看到客户的邮箱,不多想就噌得一封开发信发过去,因为你并不了解这个客户,这种情形下你的开发信内容一定也是千篇一律的,何以让对方心动呢?使用有效的工具确定真实有效的买家,同时大家多多利用搜索引擎,不同的关键词有不同的结果,当然,不同的关键词也有相同的结果,取其交集部分,定能让你的信息更准确。

    客户跟进三步走

    Dear Sir,

    Good morning! Hope you have got a wonderful weekend!

    For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of **** dated ** ** ** according to your relative inquiry. Have you got (or checked) the prices or not? ( You can add some words to introduce your advantage of your product or something else to attract the customer). Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on severice of you in near future.

    Looking forward to your prompt response,

    Thanks and best regards,

    Yours Faithfully If still no any response, you can write another one about one or two month later:

    Dear Sir,

    How are you? Hope everything is ok with you all along.

    Now I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will try my best to satisfy you well with comptetitive prices as per your request.

    By the way, how about your order (or business) with item ***? If still pending I would like to offer our latest prices to promote an opportunity to cooperate with each other.

    Thanks and best regards,

    http://www.veryeng.cn/Index.html 英语学习网站

    信函

    如何给客户写一封规范的业务开发信

    外贸英语往来信件,包括传真,电邮,信函等,是当今国际贸易交流中的主要载体,其主要目的就是为了传递商务信息。因此合格的英语往来信件必须是以简洁的语言、明晰的结构来表述完整的内容,同时,最好还要可以体现出成熟的业务思维。

    第一: 说明客户信息来源,即如何取得对方的资料。

    作为贸易商,个人SOHO者,可以通过驻外使馆商务参赞处、商会、商务办事处、银行、第三家公司的介绍,或者在企业名录、各种传媒广告、网络上寻得客户资料;也可以在交易会、展览会上结识;甚至是在进行市场调查时获悉。

    因此我们可以如下方式来表明客户信息的来源:

    1) We learned from the Commercial Counselor's Office of our Embassy in your country that you are interested in Chinese handicraft.

    2) Mr.Bowins, Head of Arcolite Electric AG has recommended you to us as a leading importer in Korea of lightweight batteries for vehicles.

    3) We have obtained your name and address from the Internet.

    4) Our market survey showed that you are the largest importer of cases and bags in Egypt. 第二: 言明去函目的

    一般来说,我们给客户写信,总是以开发业务,建立市场,拓宽产品销路为目的。

    1) In order to expand our products into South America, we are writing to you to seek cooperate possibilities.

    2) We are writing to you to establish long-term trade relations with you.

    3) We wish to express our desire to enter into business relationship with you.

    第三:本公司概述

    我这里所说的本公司介绍,包括对公司性质、业务范围、宗旨等基本情况的介绍,以及对公司某些相对优势的介绍,比如:经验丰富、供货渠道稳定、有广泛的销售网等。我们可以用英文如下表达:

    1) We are a leading company with many years' experience in machinery export business.

    2) We enjoy a good reputation internationally in the circle of textile.

    3) We have our principle as "Clients' needs come first".

    4) A credible sales network has been set up and we have our regular clients from over 100 countries and regions worldwide.

    5) Located in Shanghai, we take the advantage to set up our solidified production basis in coasted and inland areas.

    第四:产品介绍

    这一部分最重要,一定花心思去写。如果我们已经知道客户有明确的需求,比如需要某某服装,那么我们会选取某某服装进行具体的推荐性介绍,反正就是针对客户需求的特定介绍;如果我们只拿到客户的名片,不太清楚客户的需求,那么我们就把公司经营产品的整体情况,如质量标准,价格水平,打样速度、交货速度等作为笼统的介绍。

    当然附上目录,CATALOGUE,报价单或者另寄样品供客户选择也是经常采取的做法。

    1) Art.No.102 is our newly launched one with superb quality,fashionable design,and competitive price.

    2) We have a good variety of colors and sizes to meet with different needs.

    3) Our products are enjoying popularity in Asian markets

    4) To give you a general idea of our products,we are enclosing our catalogue for your reference.

    第五:激励性结尾

    一般我们在开发信的末尾会写上一两句希望对方给与回应或者劝客户立刻采取行动的语句。

    1) Your comments on our products or any information on your market demand will be really appreciated.

    2) We are looking forward to your specific inquiries.最后:任何可以打动客户的特殊东西都可以随信而发或者随样品而寄。

    比如你在展览会上和客户拍的合照,可以随信而发,既可以提醒客户你是谁,让客户一下子就记住你,也可以更加表达你和客户的友好关系。比如客户平常随意说出的某张一直在寻找的CD或者DVD,或者客户一直在找的一本书等等,你可以随着寄样品时一起寄出,让客户知道你一直关心着他们,你的SERVICE一直是最优秀的,你会在做生意的过程中关注任何需要注意的地方,会让客户更加放心你的做事态度。

    (11)确认

    To confirm; Confirming; Confirmation; In Confirmation of(为确认……,为证实……); A letter of confirmation(确认函或确认书)

    (12)高兴,愉快,欣慰

    To have the pleasure to do; To have the pleasure of doing; To have pleasure to do; to have pleasure in (of) doing; To take (a) pleasure in doing (something); To take pleasure in doing (something); To be pleased to (with)(by); to be delighted at (in)(with); To be glad to (of)(about); To be rejoiced in (at).

    (13)随函附件

    Enclose; Inclose.

    (14)迅速,立刻 dispatch 派遣,分派,急件

    Urgently; Promptly; Immediately; With all speed; At once; With dispatch; With all despatch; With the quickest possible despatch; With the least possible delay; As soon as possible; As quickly as possible; As promptly as possible; At one’s earliest convenience; At the earliest

    possible moment; At an early date; Without delay; Without loss of time; Immediately on receipt of this letter; By express messenger; By Special messenger; By special delivery; By express letter.

    (15)回信

    By return; By return of post; By return of mail; By return of air-mail.

    (16)依照

    According to; Agreeably to; Conformably to; pursuant to; In accordance with; In conformity with (to); In obedience to; In deference to; In compliance with; In agreement with; In pursuance of.

    (17)就……,关于

    About; Regarding; Concerning; As to; As regards; With regard to; In regard to;(of); Respecting; Relative to; Anent; In connection with; Referring to; With reference to; In reference to; Re.

    (18)期满到期及应付之款

    To be due; To fall due (become) due(日期将到); Duly(正时,及时); In due Course (依照顺序).

    (19)每个,按照,通过

    Per(=by, through) rail.(post,mail,steamer)(通过铁路,邮政,轮船)

    Per pro.= by proxy (由代理) proxy[prcksi]

    Per annum (=yearly,每年)

    Per mensem (=monthly,每月)

    Per diem [daiem] (=daily,每日)

    Per man, per capital (=per head,依照人数,每一人)

    Per piece(每一个,每一件)

    (20)表示抱歉(冒昧做了某事)

    To take the liberty of doing something; To take the liberty to do something; To take the liberty in doing something.

    (21)甚感遗憾,请包涵

    To regret; To be sorry; To be chagrined; To be mortified; To be vexed; To regret to say; To be sorry to say; To one’s regret; To feel a great regret for; To express regret; To be regretted; To be a matter for regret; To be regrettable; To be deplorable.

    (22)(我们)对于...甚感荣幸

    To have the honour of doing (being); To have the honour to do (be); To do one (oneself) the honour of doing (being); To esteem (regard) it as a high honour to do (be); To appreciate the honour to do (be); To feel honoured to do (be); To owe one a debt of honour to do (be); To be honoured with doing (being) something; To honour one with doing (being) something.

    (23)请

    Please; Kindly; be good enough; Be kind enough; Have the kindness.

    (24)感谢,衷心感谢等 indebted[in’detid]负债的,感恩的

    To thank; To be (feel) thankful; To be (feel) grateful; To be obliged; To be indebted; To esteem[尊重/敬,认为] (it) a favour (privilege); To give (tender, return) one’s thanks; To

    express one’s gratitude (appreciation); To tender one’s sincere thanks for; To be overwhelmed with gratitude[感谢的心情].

    (25)请照顾等

    (Noun)(请吩咐)Command; Order; Service

    (Verb)(服务) To command; To order; To serve; To be at one’s service; To render service to one; To do one a service; To be of service to one.

    Render 呈递, 归还, 着色, 汇报, 致使, 放弃, 表演, 实施

    vi.

    给予补偿

    n.

    交纳, 粉刷, 打底

    render a service to

    效劳, 贡献