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1、LOGO外贸业务开发手段电话&邮件回复率：2%-5%很好1%-2%还不错1%需要反思利用外贸资讯宝去开发客户渠道一：寻找概率-广发薄收渠道二：找准客户-精耕细作开发信为什么得不到回复买家问题国际环境自身能力案例分析-1ABCinc/VITEKvendor-vacuumcleaners/EcovacsCo.,Ltd案例分析-1标题标题ABC inc/VITEK vendor-vacuum cleaners/Ecovacs Co.,Ltd.案例分析-1案例分析-1邮件地址案例分析-2 *trading company ltdDear sir,This is Jenny from DEF Co.Lt
2、d.Were so pleased to receive your samples.I already sent them to our factory last week,and was informed the real material is PP,not ABS as you mentioned last time.Whats the matter?Ill give you reply as soon as we get the offer from the factory.It will take several days.Please be more patient.But the
3、y also told me,the raw material price increased these days.Could you please confirm the price quickly after you get it?Well purchase the raw material and do the production immediately!Looking forward to your reply.Thank you!Best regards,Jenny案例分析-2Hi Mike,Samples received and already passed to vendo
4、r.The material was PP,not ABS.Offer sheet is preparing and will be sent to you soon.By the way,raw material increased these days,pls make a decision quickly to go ahead after price confirmed.Well arrange the mass production asap.Thanks and best regards,Jenny 小结外贸开发信写作的注意事项：1、标题要有吸引力2、使用亲切一点的称呼3、切忌长篇
5、大论的介绍4、语言表达要简练5、了解客户的语言习惯(多使用被动语态）6、不要问毫无意义的问题7、邮件界面字体统一8、不要带图片等附件，避免插入URL链接邮件地址邮件地址如何通过销售邮箱拿到采购邮箱？邮件地址1、直接发送邮件，很多小公司的销售邮箱的使用人就是老板或是老板的人，如果想要更加有效，建议加上一句话，虽然不是特别高，但也能在三成左右：Maybe you are not in charge of purchasing.But as you know,the raw material of low price makes your product more competitive in th
6、e market.That means it will make your sell much easier.Please kindly forward this email to the manager of purchase.Or if you would like to,Please advise the email of your purchase.邮件地址2、直接打电话过去问，成功率也挺高，如果嫌长途话费太高，买个SKYPE充值。邮件地址3、很多公司都是用公司邮箱例如我的邮箱是：*可以尝试*改成purchase,order进行尝试。邮件地址4、拿着公司名称去网上搜，看是否有之前发布的
7、采购信息，或许会有邮箱，google的功能是很强大的。*.com+email *.com+purchase 公司名称+联系人+Email 邮件地址5、蒙混过关，有时候写一个标题:Your purchase manager ask me to send this email 然后开头就写：Your purchase manager just called me to send an offer to him,but I tried many times failed.Maybe i made a mistake.I checked your webiste to get this email.C
8、ould you please tell me his email?He told me he need this offer ver urgently.邮件跟进邮件跟进客户如果客户一段时间还没回复你的邮件，你可分析下原因，然后再写封追踪信给他：Hope you are fine,my friend.It is regret that I havent received any information from your side.May I have your idea about our offer?We will try to satisfy you upon receipt of yo
9、ur reply.As we dont want to lost a good customer like you!If there is anything we can do for you,we shall be more than pleased to do so.Hope we can build good cooperation with you.邮件跟进客户如果客人还没有回信，一周后再问客人不回信的真实原因。(一般情况，70%的客人会告诉你他的原因。)Glad to contact you again!Have you kindly checked my offer?Hope th
10、ey are workable for your market!Sorry that we still didnt received any information from you.I would appreciate for your any comment.about our offer,including price,quality,and service.No matter if it is positive answer,it is great help for us to meet your requirement.Waiting for your favorable reply
11、 soon!邮件跟进客户之后的日子里，可以尝试新产品的报价，刺激下客人的神经。Good day!My quotation of digital photo frame you might have received and considerate.Could you kindly advise your comments at your earlier convenience?If the products are not your expecting,please advise me your details requirement,I will re-offer ASAP.I am of
12、service at any time!提高开发信回复率的建议1.多了解潜在客户，进行分析评价;2.重点开发和广种薄收相结合；3.多熟悉产品，产品知识决定客户的第一印象是否专业；4.选择恰当的时间点发送邮件；5.重视电话沟通；6.外贸开发信发送之心态（积极发信、耐心等待、精心回复 规律跟进）；提高开发信回复率的建议高回复率=Basic Search,Target Right+避开SPAM过滤词+少图片少链接+好的标题+行文简洁清晰+有吸引客户的Key Point+运气or时机（排最后但是占了不少权重！）提高开发信回复率的建议BasicSearch（初步调查分析）：具体怎么了解和分析客户，讲过外
13、贸资讯宝大家应该有一个完整的思路和步骤了。你对客户有多少了解，你的开发信中就能多出多少亮点，这些都是可能引起对方兴趣的地方。提高开发信回复率的建议TargetRight（发给正确的人）：有些对口的客户，只有info,sales这些邮箱的，建议果断打电话，因为电话更直接。先问到负责采购的邮箱，再行发送。大多数国外的公司接线员是很友善的。如果电话这条路不通，用google并配合whois信息，尽可能地找出这个公司的其他邮箱地址。再利用人名和邮箱名，去国外社交网站上搜搜，有时候也有意外的收获。社交平台没有任何发现，再发送你找到的那些邮箱。什么样的邮件会被判定为垃圾邮件？国际电子邮件协会的判定规则：未
14、经收件人允许的在一段时间内发送频率过快、内容重复度过高；对方未订阅但发件人发送附件的，邮件中含有SPAM高频词 SPAM高频词：Free,Discount,Opportunity,Win,Winner,Cheap,Deal,Debt,Income,Insurance,Loan,Money,Mortgage,Price,Rate,Profit,Save,Merchant,Stock,Act Now,All New,Call Now,Subscribe Now,Million,Dollars,Opportunity,Compare,Check,Cash,Bonus,Credit,Loans,Buy
15、 Direct,Get Paid,Order Now,Specializing,Specialized,Offer,Please Read,Dont Delete,Special Promotion,Satisfaction Guaranteed,Youve Been Selected.退信提示信息解析与处理方法退信原因：检索不到接收方域名的邮件解析（MX记录）和域名解析（A记录）。解决办法：检查接收方域名是否有效.1、提示信息：Sorry,IcouldntfindamailexchangerorIPaddress.(#5.4.4)退信提示信息解析与处理方法退信原因：没有这个主机。解决办法：一
16、般是对方邮件地址后面的部分有错误,比如把写成，另外也有可能是对方服务器有问题或者中间线路有问题，如果名字核对无误，您只能让对方解决。2、提示信息：Sorry,IcouldntfindanyhostnamedXXX.com.(#5.1.2)提示信息解析3、提示信息：Imnotgoingtotryagain;thismessagehasbeeninthequeuetoolong.Sorry,IwasntabletoestablishanSMTPconnection.(#4.4.1)或者550Systemisbusy.退信原因：多次尝试，但邮件无法投递到接收方。检查到接收方邮件服务器SMTP（简单邮
17、件传输协议）连接是否正常解决办法：无法建立SMTP连接或者对方服务器忙。由于对方某一台收件服务器当时正处在繁忙之中造成的，请您重新发送,最好同一封信件发送两次，收到的机率应该大一些。提示信息解析退信原因：连接到接收方邮件服务器，但投递地址被拒绝。连接到接收方邮件服务器，但发送邮件失败。解决办法：一般是由于您的企业邮局所在服务器IP地址被国际反垃圾邮件组织列入黑名单，导致您发往某些地区的邮件可能被拒绝。一般是因为接收方根据邮件附件、内容设置了拒收。可联系接收方检查调整其邮箱即可。4、提示信息：Connectedtoremotehost,butsenderwasrejected.Connected
18、toremotehost,butfailedafterIsentthemessage.提示信息解析退信原因：您发给对方的信件大小超过了对方允许的范围。解决办法：原因是您的邮件太大,超过对方邮件大小限制,请减小后从新发送。5、提示信息：552Messagesizeexceedsfixedlimit.提示信息解析退信原因：.对方邮箱已满。解决办法：由于对方邮箱超过了允许的容量，您只能让对方清空邮箱后再接收。提示信息解析6、提示信息：Receptorsmailboxisfull(#5.5.4)或者Quotaexceedthehardlimitforuser.如果邮件地址是正确的，那可能对方的这个电子
19、邮件信箱已经不再使用了。请核对对方email地址是否正确,或者有没有变动.一般是邮件地址前面的部分填写有错,请核对无误后给对方发送。为了确定，可再重发一次以防是由于对方邮箱的收件服务器的技术故障而导致的退信。7、邮件地址错误如果退信原因中有如下信息之一，请检查收信人的邮件地址是否有误550.Userunknown550Requestedactionnottaken:mailboxunavailable550.5.1.1isnotavalidmailboxSorry,nomailboxherebythatname550Invalidrecipientxxxxxx.xxx.xx.xx(usernotfound)验证邮箱地址：http:/verify-email.org/提示信息解析8、发信服务器被屏蔽如果退信原因为：554:RecipientAddressrejected:Relayaccessdenied则与收信方无关，一般是由于你的发信服务器有了问题，它拒绝为你将信发送到这个地址。不过这种问题出现的机率较小。除此以外，一次发送的信件太大，造成发送失败的机率也比较大。因此，如果有很多附件要发送，最好分成几个小邮件发送。提示信息解析LOGO谢谢大家！ThankYou!