外贸出口贸易日益竞争激烈的形势下，当你苦寻的客户已经从竞争对手处购买同类产品的时候，好消息是客户已经有需求，及立即的采购计划。坏消息是，客户可能对于现有供应商很满意，并不要更换供应商，此时杀进去难度很大。而且需要经过客户的反复考验。 找到这类客户，这第一封开发信，一定要突出自身的优势，你应该要想到,如果你所能提供的同客户现有的供应商一样，客户为何要费那么大的力气换个供应商？
因此，你需要给客户充足的理由换你来做，写开发信要开门见山，点出你能给客户带来的好处，并且要有充分的令人信服的论据来支撑你的观点。
1.不断开发适合市场需要的新品，推荐给客户，如果新品被选中，则可以顺利建立关系。以公司新品推荐为由，引起客户对新产品的好奇心。
Hi John,
Good morning!
We are a candidate vendor for XXX company, currently we are serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的。). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor.
I am writing to introduce a new product to you. This product is targeting 20-29 years’ lady. The sales in XXX market have proven to be very successful. Within only 2 months, the sales have reached 100000 units. I noticed from your web site, that 20-29 years’ lady is one of your major clientele, so introduction of product XXX should be a big sales hit for you.
BTW, we have the samples ready. Do you want to evaluate this new product XXXX?
Best regards,
XXXXX
2.想从别人那得到好处，那就先帮助别人吧。考察客户网站，看看客户的用户对于现有产品的反馈和投诉，试图解决这些不被现有供应商重视或者解决不了的问题，这些应该是客户很关注的。这种先帮客户克服存在问题，客户会感恩，增进感情，会让客户更感觉到你的专业以及实力等。
RE: Hi John,
Good morning!
I just visited your web site, and studied your customers’ feedback on your product XXXX. It sounds that your customers (390 customers remarked online) are demanding to: XXXXX 陈述一下客户潜在的问题。
We have successfully helped 20 customers solved this problem. XXXXX(描述一下细节，给点具体的信息。不要太详细，留个伏笔，下次再联系他)
Very briefly about ABC Company, we have abundant experience serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的。). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor.
May you give me a chance to present you more information on this? I will be glad to send you more detailed information upon your consent.
Best regards,
XXXX
3.考察客户销量比较大的款式的产品，研究看是否有方法可以在保证质量的情况下，大幅度降低成本，通过价格吸引客户。当客户有其他的合作供应商时，以降低成本为诱饵，是常用的方式，可谓屡试不爽。
Hi John，
Good morning!
We are a candidate vendor for XXX company, currently we are serving XXXX，XXXX customers (先给2个大客户的名字，最好是同目标客户时同类的。). I am writing to tell you, that we are able to cut your cost for XXX item by 20%, thanks to the current break-through innovation on the production process.
The reduction in cost will not in any way influence the quality. We have passed ISO9001, and our products has passed UPC certificate.
What products are you currently purchasing? May I make an offer to you based on these items for you to compare?
Best regards,
XXXXX
针客户产品线已经有本公司相关产品，供应商是同行时。在初步建立联系的时候，要仔细考察客户的产品，市场定位，市场对于产品的偏好，要求，并考察客户现有供应商的短板。以上几个模板分别从三个方面入手加大合作的概率。
