当你弄清楚了客户的兴趣是什么，以及自己公司和产品的优势特点，对怎么引起客户兴趣也研究过后，就要老路这封信要发给谁了。很多外贸高手都是找到具体的联系人，来让开发信的成功率数倍的提高。
新手们切忌不问收件人是谁，上来就推销，推销会让客户很反感。尤其是收信人并不是具体负责采购的人，看到这样的推销信，直接就删除了，或者报告到垃圾邮件箱里了。 这封邮件的目的要清楚，就是找到相关的采购负责人。客气礼貌地说明来意，邮件可以简短点。
在询问相关业务联系人的时候，如果是已经知道联系人，却还不知道联系方式，可以这么说：
Re: Hi Mary, can you tell me the email of Mr. XXXX?
Dear Mary,
Hope you have a nice day today J
Can you tell me the email address of Mr. XXXX?
I would very much appreciate your help.
Best regards,
XXX
这样mary会有很大概率觉得这封邮件来自一个已有的供应商或者熟人。如果对方问起来，你是谁，你再可以解释一下。这样进一步沟通便不会让客户觉得冒昧了。
还有一种情况是你不知道联系人也不知道联系方式的情形下，询问相关业务的联系人时，可以是：
Re: Hi Mary, may I ask you for a favor?
Dear Mary,
Hope you have a nice day today J
We are a qualified supplier of XXX Company, we can help you to save at least 15% of your purchasing cost for product XXXXX.
May I ask you for a favor? Who should we contact for evaluating this further?
I would very much appreciate your help.
Best regards,
XXX
倘若你找到一个客户，客户产品线里还没有本公司产品，对于你来说是个潜在的机会。如果是个大客户，开发的周期会很长，因为大公司做决策流程很长，需要不同部门的审批。
Dear John,
I just visited your web site, and found that you are not offering XXX products to your customer yet.
The sales of XXXX product in your local market grows very fast. The sales are expected to be very hot in 2014.
May I give you a little more information regarding XXX products for your study?
Target: It targets 30-40 years old man.
Features:
Price range:
Landed cost for you:
Estimated sales for you:
BTW, we have samples ready, do you need a sample to evaluate it?
Best regards,
XXX
这封开发信的重点在于让客户知道有这么一款产品，市场上销量不错。产品介绍的侧重点在于便于让客户直观地评估该产品带来的收益，所以一些信息如目标市场价，采购成本，销量等都很有帮助。 所以我们初期的目标应该设定为让客户接受这个产品，第二步的目标是让客户接受我的公司。如果客户第一步对产品感兴趣了，此时要及时介绍公司，证明你们有能力提供高品质的产品，保障供应。
针对你的老客户，好久都没有下单了，通过怎样的开发信来激活呢？
模板1.
By Dr. Mel Luthy, Chief Editor,
We value all our business relationships with customers. We have especially enjoyed supplying your paper needs for the last five years. You understand, then, why we are concerned that you have not placed an order for the last six months. If we have offended you in any way, we sincerely apologize and want to regain your good will. We would appreciate knowing how to serve you better.
We have enclosed brochures of our new fall products. Since we have served you for such a long time, we can offer you prices that compare favorably with the prices on your previous contract. We are confident that both our new and standard products can meet your needs in every way. We hope to hear from you.
模板2.
By Dr. Mel Luthy, Chief Editor,
Last year was a great year for us. Why? Because we had the privilege of filling several large orders for you. We have not heard from you for several months, so it seems that you have forgotten us. Did we do something to offend you? Or have you been so busy that you inadvertently overlooked your need to reorder?
Providing excellent service to our customers is very important to us. Since we would hate to lose you as one of our most outstanding customers, reestablishing our rewarding business relationship is top priority. Is there a time that I might meet with you to discuss your concerns? Please call me at 555-5555, and I will find a time that is convenient for you.
Were you aware that last year several of our products won awards for quality and affordability? And that we have a new line of cleaning products that is environmentally friendly, yet powerful? Please take a moment to reconsider whether you want to miss out on the quality products we can provide at such a nominal cost.
模板3.
By Dr. Mel Luthy, Chief Editor,
Over the years you have been a loyal Doe customer, and we have enjoyed meeting your office-supply needs. However, we have not received an order from you in over three months, and we are concerned. Is there any way we can improve our service to you? We are aware that during the trucking strike, many of our customers could not get their orders filled quickly. Since then we have taken steps to ensure that every Doe customer receives prompt, reliable service. Will you please let me know if we can do anything to win you back? I have enclosed a copy of our new fall catalog. Call me personally at 555-5555 if I can help.
外贸小伙伴们，你们记得收藏哦，对开发信的质量水平的提高，是通过平时不断的学习，模仿精华模板，研究属于自己独有的开发信特色。举一反三，推陈出新，下一个便是你啦！
好了，知道怎么谈客户，但是要先找到客户才行。找客户用苏维智搜外贸客户软件做你的助手，每天搜索几千数据——群发开发信——收到询盘，点一下鼠标软件帮您完成。询盘马上来。心动了？赶紧加QQ：537570800 咨询软件吧！
