第一篇：假发外贸如何跟进邮件 一步步促成出单

外贸业务员通常需要赢得订单，完成业绩目标。因此写邮件的时候通常会站在自己的角度出发写邮件，给客户催单的感觉，这就容易一种容易进入死循环，客户就很少回应。那要如何跟进邮件，客户才能快速乐意的下单呢？

强大外贸跟进邮件的九个要素

1.写一个吸引眼球的主题。主题简单明了够专业即可。主题不要写”How do you feel about our price” 或“How do you feel our samples quality”，而是换一个方式说明可以给客户带来什么利益比如写”How to raise 15% profit with new ipad case “ ”How to s**e more cost when you purchase from China”

2.让邮件个性化。给重要的客户不要写普通的邮件。要有个性化的内容。比如：给客户发送重要的打折信息，尾货库存信息，最新产品设计信息，和客户支持服务信息。个性化的措辞将有利于提高15%的点击率和10%的转化率。

3.向客户说明为何我们要给他发跟进邮件。比如公司刚刚举行完一个会议，对客户需要的样品或产品生产的安排计划，或者产品有新的设计思路要和客户沟通等。

4.向客户说明我们的邮件是友好的。需要向客户说明接收我们的邮件是免费的，以便客户采取下一步行动，确定是否需要再次接收。通常我们在邮件底部添加一个链接，让客户选择是否需要再次接收我们的邮件，这个简单的确认动作会让有效的客户回复率增加一倍。

5.不能操之过急，让客户感觉我们在催单。通常外贸业务员都想快点让客户下单，快点让客户确认消息。这种想快速结束销售流程的思路是不对的。因为客户可能在想，你不给他满意折扣，他就不会购买。客户还在收集供应商信息的阶段和比较阶段，客户也不会和我们讨论下单的具体问题。

6.要让客户感受到对他有帮助。用站在客户立场，对客户有帮助的口吻写信可以提高询盘量。比如用“How can I help you get top quality human hair”—我怎样才能帮助你找到顶级真人发，以此来引导客户打开对话，更多地了解你的潜在客户的需求。“5 step to do good promtion of your brand by SNS”—通过社区推广您的品牌的五个步骤等。

7.邮件要简洁。不要让客户浪费时间，通常客户只会花几秒钟看一封邮件。尽可能让邮件简洁明了，句句说到要点。一封邮件不要超过200个词。

8.要注意单词拼写和语法，不要有任何错误。外贸邮件中错别字现象虽然很常见，通常看邮件的人容易猜出意思。但我们业务员必须非常细心，以免粗心犯低级错误而影响客户对我们业务员专业性的印象，因词语和语法歧义而流失订单很不值得。

9.专业性签名很重要，方便客户随时联系我们。

在邮件底部签名档要注明工作职位，公司网址，电话。Linkedin是一个商人社区，我们也可以放一个个人linkedin链接在签名档，这样客户可以方便了解我们最新更新的信息，也方便客户了解我们业务员的个人情况，让客户感受到面对的不是冷冰冰的电子邮件，而是一个有个性的人。

本文由义乌南风国际整理外贸资料提供，如果有国际快递、、国际空运、国际海运、报关报检等方面的问题和需要，欢迎咨询一级国际货代公司南风物流，电话：***

第二篇：假发外贸工作计划

个 人 工 作 计 划

2014.09.0

2所谓“凡事预则立不预则废”，工作需要奔着目标努力，并尽量化大目标为小目标。本月工作计划如下：

一、了解阿里巴巴国际站的运作

1、通过百度文库、道客巴巴等阅读一些阿里巴巴国际站运作流程

以及前沿人士的工作经验。

2、搜索其他假发行业店铺参考其页面布局以及宝贝详情，并可保

存网页加以修改，为本网站所用。

二、维持现有潜在客户并主动开发新的客户

1、保证每日50个邮箱的搜索与发送基础上，把之前搜索的邮箱排

除售后邮箱再选取发送一遍。

2、每日经常登录邮箱查看是否有回信，并学会如何回复。

三、学习PS等软件，熟练制作网站图片

1、现在我所掌握的PS修图技术过于基础，所以作出的图片存在过

于生硬的问题，所以每天至少用半个小时自学PS，以实现更好的修图。

2、对于宝贝描述详情页的搜索与修改需要探索。

3、下载并学会灵活使用光影魔术手。

四、灵活回复外贸信

1、了解外贸信的基本模式，并灵活根据信的内容回复邮件。

2、摆脱过于书面化，做到简短有重点。

本计划会根据具体工作中的各种问题作出相应调整。

第三篇：外贸跟进邮件的九个要素

外贸加油站－详细解读外贸跟进邮件的九个要素

销售通常是在面谈过后以及电话过后才刚刚开始，而后面的跟进是销售过程中一个重要的组成部分，邮件跟进的方式是最快也是最省钱和容易操作的方式。

为何跟进邮件如此重要，有效的跟进邮件有什么特点。我们业务员通常需要赢得订单，完成业绩目标。因此写邮件的时候通常会站在自己的角度出发写邮件，给客户催单的感觉，这就容易一种容易进入死循环，客户就很少回应。

我们要向客户展示出和我们合作的前景有多么好，我们是关心客户的。而不是把东西卖给客户，让客户掏钱就完事了。我们要让客户明白我们可以帮他们节约成本，增加收入，提高生产率等，我们是对客户有好处的合作伙伴。

我们需要向客户表达出我们对客户的潜在需求是了解的，客户提出的技术要求是可以达到的，让客户感受到我们对他的关心，是提高跟进邮件回复率的关键因素。

强大外贸跟进邮件的九个要素

1.写一个吸引眼球的主题。主题简单明了专业即可。主题不要写”How do you feel about our price” 或“How do you feel our samples quality”,而是换一个方式说明可以给客户带来什么利益比如写”How to raise 15% profit with new ipad case “ ”How to save more cost when you purchase from China”

2.让邮件个性化。给重要的客户不要写普通的邮件。要有个性化的内容。比如：给客户发送重要的打折信息，尾货库存信息，最新产品设计信息，和客户支持服务信息。个性化的措辞将有利于提高15%的点击率和10%的转化率。

3.向客户说明为何我们要给他发跟进邮件。比如公司刚刚举行完一个会议，对客户需要的样品或产品生产的安排计划，或者产品有新的设计思路要和客户沟通等。

4.向客户说明我们的邮件是友好的。需要向客户说明接收我们的邮件是免费的，以便客户采取下一步行动，确定是否需要再次接收。通常我们在邮件底部添加一个链接，让客户选择是否需要再次接收我们的邮件，这个简单的确认动作会让有效的客户回复率增加一倍。

5.不能操之过急，让客户感觉我们在催单。通常外贸业务员都想快点让客户下单，快点让客户确认消息。这种想快速结束销售流程的思路是不对的。因为客户可能在想，你不给他满意折扣，他就不会购买。客户还在收集供应商信息的阶段和比较阶段，客户也不会和我们讨论下单的具体问题。

6.要让客户感受到对他有帮助。用站在客户立场，对客户有帮助的口吻写信可以提高询盘量。比如用“How can I help you get top quality human hair” 我怎样才能帮助你找到顶级真人发，引导客户打开对话，更多地了解你的潜在客户的需求。“5 step to do good promtion of your brand by SNS”通过社区推广您的品牌的五个步骤

7.邮件要简洁。不要让客户浪费时间，通常客户只会花几秒钟看一封邮件。尽可能让邮件简洁明了，句句说到要点。一封邮件不要超过200个词。如果邮件变成长篇大论的公司

8.要注意单词拼写和语法，不要有任何错误。外贸邮件中错别字现象虽然很常见，通常看邮件的人容易猜出意思。但我们业务员必须非常细心，以免粗心范低级错误而影响客户对我们业务员专业性的印象，因词语和语法歧义而流失订单。

9.专业性签名很重要，方便客户随时联系我们。

在邮件底部签名档要注明工作职位，公司网址，电话。Linkedin是一个商人社区，我们也可以放一个个人linkedin链接在签名档，这样客户可以方便了解我们最新更新的信息，也方便客户了解我们业务员的个人情况，让客户感受到面对的不是冷冰冰的电子邮件，而是一个有个性的人。

第四篇：跟进邮件

客户说要跟别人合作了，你怎么回复？--跟踪中

本来客户对大部分价格都接受了。因为业务员受老板影响，语气比较生硬。结果客户回复了这样一封邮件：

Dear Alice, We are checking one company now.If it’s ok we are starting cooperation with it.I do hope we will work next time with some products.Best regards, Peter

客户已经在暗示谈判正式破裂了。虽然后面有句客套的安慰话，即便真的如此，也直接沦为备胎了。此时，建议不要就此放弃。无论如何，还要再努力一把。第一步先再展现一下诚意，努力争取客户。如果实在不行，至少要知道是怎么死的。问问客户，你们哪里做得还不够，以便下次提高...或者，我们很重视同您的合作，怎样配合或者支持，才能让您更加满意呢？(或者成为你们的首选供应商呢？）...或者信誓旦旦，表表决心，下次你发询盘给我，我一定尽最大努力....第一封信可以这么回，看看客户反应，再说。

Dear XXX, Thanks a lot for your email letting me know that.It sounds you have a company as good proceeding now.Congratulations for that!(先展现一下肚量，目的也是不要把姿态放得太低）

I have talked with our boss, he treasures you much as a very valuable customer.When you give us the chance to serve you, please be sure, we will make our best efforts to keep you always satisfied.Can you please give me a chance? I will prove to you that we are your best selection :-)Best regards, Alice

最新进展：

客户回复了一个字 “OK“

此时应该怎么回复呢？ 客户没有说这次订单考虑，也没有说下次订单考虑。只说了一个OK.然后业务员这边，老板说价格再低的话就不能做了。客户吐出一个字，也是把球踢给业务员，看看你有什么诚意。从先前的沟通中，知道业务员已经告诉客户，她是agent。然后她也看到客户其实也跟业务员的供应商询价了。所以她觉得很绝望，价格可能没有什么优势。

无论如何，我们不要轻易放弃。即便最后真的不成功，至少我们没有什么损失啊。所以我鼓励大家不要轻易绝望，要积极努力。不是每次都发生，也还是有奇迹发生的时候的。

技巧方面，我们业务员要把暗示朝最积极的方面去做。有些话不好直说，比如说你这个单子就给我做吧，但我们可以暗示出来。同时呢，业务员一定要善于煽情，用热烈，友好，积极，强烈的语气调动客户的情感，让他对你有好感，把选择的天平朝向你这边倾斜。一般而言一个乐观热情的业务员，说话带有感情，更容易获取客户的信赖。

Thank you so much, you are so nice.I treasure this precious opportunity to serve you, and will make my best to make you satisfied.I must treat you dinner when you visit China :-)开始我给她写了这句：

To express our gratitude to you, my boss will inspect the goods by himself, to make sure the quality absolutely good for you....但业务员说，挺担心质量的，因为”其实这个价格我们跟工厂在谈的时候工厂那边说再便宜产品就不能用了..有一点点担心质量“,为了避免将来的麻烦，下不了台，于是改成下面的 To express our gratitude to you, I will stay onsite to control the quality for you....I will be your eyes here :-)

这个是外贸公司比工厂的优势，有人帮他掌控质量。拼价格肯定是拼不过自己的供应商啊。既然价格牌不能打，打打这个质量牌，看看能否触动客户。最后，再给个问句，看是否能推动一下进展

What can I do for you now?

总结一下，邮件是这样的： Dear Peter, Thank you so much, you are so nice.I treasure this precious opportunity to serve you, and will make my best to make you satisfied.I must treat you dinner when you visit China :-)To express our gratitude to you, I will stay onsite to control the quality for you....I will be your eyes here :-)What can I do for you now? Best regards, Alice

这最后一句What can I do for you now? 也可以改为，what is your quality standard...不动声色地推进，只要客户给你回复，天平就在悄悄地朝你这边倾斜...最新进展

客户又只回了一个”OK“

很明显，客户还是在等待业务员价格上主动让步，这个不温不火后面，占尽了心理优势啊。

跟业务员商量后，决定在价格上主动回应一下，态度上让个步。但同时也不能给客户太大的期望，毕竟价格已经没有什么余地了。邮件这么写的： Peter, I fully understand your request for a better price for 4 burner stoves.Actually, after your first email, I've alreadytalked with our boss on this.He has evaluated the costs, and told me, you have got our best price, then I replied you.Anyway, I will talk hard with him again, please trust me, I will make by best efforts on this, though I know this is no big hope.Best regards, Alice

同时，让业务员跟老板争取，这个货号稍微让一点点，哪怕是象征性的，毕竟其他三款你们报的价格，客户没有还价，还是有利润的,拉平一下，还是有点利润的，先把客户做起来。意思意思，也是给客户个面子。最新更新

客户又回了一个”OK”，这次的OK，在意料之中。客户肯定是要等价格。

业务员问我还要不要回，我觉得还是回复一下。“ 你现在回复说你老板现在不在办公室，你明天早上找老板好好谈一下。同时，你可以问他几个问题么？ 让他说一些除了“OK"之外的话，比如他们的质量标准是什么，他们的交货期如何？先交流起来，把能交流的都交流一下，反正等老板，他也不知道你明天给他什么结果，所以这段时间还是会配合你的。付款方式暂时别谈，现在你问他，他说一个，你被动。你等着他问，或者直接把你默认的做到PI里去，会主动。“

”然后利用这段时间，你也可以穿插问些私人的问题，比如你来过中国吗？喜欢中国吗？吃得惯中国菜吗？反正别谈工作，就谈他个人的一些事，记下来，下次来的时候，点菜就用得上了..不要写在一封邮件里，在他回复后，你再写.“ 这次的邮件是这样的： Peter, My boss is not in the office now.I will try to find him tomorrow morning and talk hard on this.May I ask you a couple of questions: what is your quality standard for the stoves?And what delivery time do you expect? Best regards, Alice

总之，当客户回复积极的时候，业务员要趁热打铁，他回复你多，跟你沟通频繁，对你的好感就多点，对手的机会就少点。对手一封邮件，你都好多封邮件了，也把他的需求啥的搞清楚了。他觉得你还不错，另外一家还要再解释一遍，还挺烦，价格差的不多的话，就选你算了，懒得再解释一遍。

建议业务员后面还可以问，他有无什么产品方面特别需求，包装有什么要求吗？总之，把能问的细节先问清楚了，他在你这边就有时间成本了。联系次数多了，客户印象也深些，而且信任感也强些。只要客户愿意回复，业务员就应该悄悄地推进。了解这些，也是推进的方式。9月29日最新进展

周末时间，中国上班了，客户没有回复，业务员很忐忑。我安慰她说，周末没有回，应该属于正常的。

周一，客户针对业务员问质量标准和交期的邮件，回复了这样一封邮件。Dear Alice, Thank you for your information.There is no quality standard.They shouldjust work for guaranteed period-1 year or so.Best regards, Peter

我们可以看出，客户为了得到低价，连质量标准都不要,确实属于价格敏感型的。而且交期也没有提到，似乎还是纠结于价格。

有一个问题，需要弄清楚，就是为何前三款客户价格基本都接受了，为何第4款，相差这么大？这里面到底是什么原因，需要去了解。业务员也不清楚，到底是什么原因，客户对于第4款价格期望差距这么大，是因为别的供应商报的低价，还是客户市场的原因。业务员问了很多供应商，第4款价格都是贵的。只能暂时撇下这个疑问。让业务员上ebay查了一下，2头的网上零售价格8.14，除以5.7,只有一倍多，而四头的54.2/9.5，有5倍多的利差。网上图片显示四头的质量要好很多。网上的价格调查，似乎就只能说明，找到的这2款显示，这个产品质量的差距很大。有的质量确实很水。

接着业务员得到了一个消息，如果用工厂的彩盒，价格可以降到8.9美金，差距就大大缩小了。我决定先去问客户，是否可以接受工厂彩盒。还是不要给客户提供最新的价格。一者，让客户看到这边的努力。二者，还是吊吊他，然后也让他知道，这次是非常努力的，不能有再高的预期了。下次跟他说是最好的价格了，他会更确定这个真的是最低价格了。

Dear XXX，Thanks a lot for your email information.My boss is having a meeting with theproduction manager, purchase manager, and chief engineer, they are working hardto figure out ways to reduce the costs.May I ask you a question;can you work withthe factory default color box? That may be helpful to reduce the cost.Best regards, Alice 客户很快回复： Dear Alice，We need our own brand name on the boxes.Best regards, Peter

这条路似乎是不通的。晚上睡觉前，我突然想到这个案例，觉得有一个可能，就是这个工厂本身也在谈这个客户。那么，工厂的策略可能就是，前3款报的价格比外贸公司稍微低那么一丁点，是因为他们也不想把便宜都给客户了，自己也要多赚点。而第4款，他们故意把给外贸公司的价格稍微抬高点，好抢客户。

这边我让业务员跟工厂了解，为什么用工厂的彩盒就可以便宜？并让业务员了解包装的成本。业务员一定要熟悉各道工序的成本，包括包装，运输，材料，人工等，心里有底才能hold住工厂和客户。

业务员把跟工厂谈的截屏发给我，我发现工厂不愿意对包装单独报价，业务员问了几次都是如此。在同工厂洽谈的过程中，或许工厂觉得外贸公司的希望还比较大，给了一个价格用他们自己的彩盒的话，可以做到50.一边让业务员继续和工厂了解包装的成本等，一边去问客户，订货的数量，好推进一下。Dear Peter, Thanks a lot for your information.We are studying hard to compress the cost.Our engineer is a bit concerned about the influence on quality.Anyway, we mustkeep the quality working well.Meantime, we will provide you 1% accessories foryour customer service.Can you tell me the quantity of this order?So we can study whether we can cut some cost in packing and logistics.Best regards, Alice

9月30日更新：

客户给了把最初的数量又给贴了过来。回复还是很及时的。

了解到这不仅是一个新客户，也是一个新工厂。业务员一直说工厂价格已经最低了。但观察种种迹象，工厂并没有给底价，应该还有不小的空间。尤其是工厂报给外贸公司的出厂价基本等于工厂自己报给客户的FOB价格，可见空间还是不小的。

至此，我把自己的一些分析和猜测告诉业务员，具体的决策还是要她老板做。

1）旁敲侧击了解，工厂给客户报的8.9，是否是自己的包装？然后据此决定给客户让多少。如果工厂报的8.9，也是自己包装，你也不用紧张了。

2）即便工厂报价用的客户的包装，也价格报稍微低点，大约9.0-9.1，果断接下订单。然后跟工厂这边，第4款稍微压点，其它3款，也都压点。让工厂知道，他们虽然报低价，也抢不过你们，所以要老实点。

3）工厂在暗处，外贸在明处。发2个款式放在一起再询下价格，迷惑一下工厂，让他觉得和你谈的不是一个订单，好放松一下警惕。

最后业务员跟老板沟通，老板果断决定，报稍微低点的价格。

Dear Peter, I have a very good news for you.I am so excited to tell you, after very hard working on costs & many meetings, finally we reach US$9.0 per set for XXXX!I hope this will make good contribution to your market success.May I ask you when do you need the first delivery? Best regards, Alice

第五篇：外贸邮件

A、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.teniu.ccF 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，H、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，I、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，J、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，K、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，L、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，M、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，N、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，O、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，P、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 pided between both of us, to which we hope you will agree.Sincerely，Q、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.邮件技巧：

我们已经及时回复了买家询盘，但似乎总是“石沉大海”：相信这是众多外贸人员常遇到的状况。这是为什么呢?是邮件内容太多无针对性?内容太少买家没兴趣?还是我们的英语水平需要再提高?客观言说：以上揣测都可能会影响到但只是片面的影响，当下电子商务运用日渐广泛深入，买家通过给出的平台寻找感兴趣的中国供应商时，往往不会只针对一家厂商发送询盘，如何才能积极跟进初次询盘促成订单，让我们在完成初步的询盘筛选后一同来关注询盘跟进技巧.一、询盘为泛问所有产品

内容大多如下：

We are interested in all your products, could you please send us more information and samples about your products and price list?

回复可参考如下：

Dear Sir/ Madam，Thanks for your inquiry at Alibaba.com.We are professional supplier for XX(产品名)at competitive price, located in XX(公司地址).By now our products have been exported to XX(出口国别或地区).Here is the attachment with some pictures & price of our products that may suit your market requirements.Also you’re welcome to check our website(xxx)for more details and select your interested products.We’re sincerely looking forward to developing business with you, If any comments, we would be glad to discuss in details through MSN：XXX mails or any way you like.(附件内容可挑选一些公司主打产品或通过搜索初略客户市场需求后可推荐的产品类型)

泛泛咨询时，往往真实购买意图一般，除非其正好需要/感兴趣您现在的产品或您挑选出的主打产品。对能给予继续回复的买家应继续重点追踪，未回复的买家可在转发首次回复邮件基础上询问买家是否有收悉X月X日的回复。

二、询盘为针对公司具体产品发的询价

此类询盘价目标性较强，真实有效性较高，需重点跟进。倘若已据询盘内容做出了具体回复，并报了价格，但买家没有再回邮件，可发以下邮件提醒：

Dear Sir/ Madam，Several days no news from you and sincerely may all go well.Now I am writing for reminding you about our offer for XXX(品名)dated on XXX as reply to your inquiry from Alibaba.com Have you got(or checked)the prices or not? Any comments by return will be much appreciated.It will be our big pleasure if we have opportunities to be on service of you in near future.Looking forward to your prompt response.(最好把第一次发给客户的邮件内容和客户最初的询盘附在邮件下方以提醒买家。简便方法：可直接转发第一封回复邮件。收件人写明买家的Email.)

若过段时间，买家还是没有回复邮件，建议可再发如下类似邮件再次追踪：

Dear Sir/ Madam，How are you? Hope everything is ok with you all along.Now I am emailing you to keep in touch for further business.If any new inquiry, you’re welcome to reach us here and I will try my best to satisfy you well with competitive price as request.By the way, how about your order(or business)with item XXX? If still pending, I would like to offer our latest price to promote an opportunity to cooperate with each other.如果连续三封邮件发出去之后买家仍然无动于衷，基本证明买家可能对您产品/价格不感兴趣或者由于其他原因暂时不需要您的产品，可暂时搁置，将时间用在继续寻找新的目标客户上。当然也有很多非常好的买家会被您的毅力感动，回复告诉您一些关于产品进展的情况。我们千万不可急于求成，应仔细分析家客户的提示有针对性得去保持追踪。

以下为几种经常收到的买家回复：

1.客户收到跟进邮件后，如暂时对提供的产品无需求的话，他/她一般都会说以后联系，说明以后还是有机会的，这个时候一定要有耐心：

Dear，I’m doing fine, thanks for your information.I’m still in the planning of building my new office, due to the work constrain I decided to delay it first.Anyway I will contact you once I decided.Thanks!

2.收邮件的人不是公司决策者

Dear，Thank you!I received your email and I sent it to our outsourcing manager.He didn’t tell me anything just now.I will contact you soon once got any news.3.告诉您不及时回复邮件的原因

Dear，I receive more than 10 offers every day and it will take me some times to look into each and every offers.I will contact you in the future if you are in our selection of companies.Many thanks for your co-operation.跟进技巧：这类客户建议可通过发新产品介绍或者新报价的方式来保持联系，相信时间久了成为您客户的能性还是比较大的。至少让买家对您留有印象，即使暂时不需要您的产品，日后有需要的时候也会首先可想到您。

4.可能暂时不需要您的产品，但会问其他产品或者详细咨询一些与产品相关的问题，如：

Dear，Sorry for delay in my reply.I have been so busy searching through all the mails, concerning the item of XX(产品).May I ask you, where you purchase XXX(可能是产品相关行业的其他产品或产品的材料部件).Currently We’re interested in this subject.In the coming days, I will reply concerning some samples.跟进技巧：这样的客户就要根据公司的实际情况来回复了，建议不管能否帮得上忙都能给些回复和建议，暂时不能成为客户也可以先做朋友嘛，至少他问的是与您产品相关的问题，中国有句俗话“多个朋友多条财路”，特别是生意上的朋友!

5.想借机刺探军情的

Dear，Sorry for the late reply.I will get back with you later.I am very busy at the moment.If you have US customer as reference, that would help a lot.I am not here to steal information.We use reference in US to generate trust, just like you have “connections”(friends)among Chinese.跟进技巧：应对这样的买家，如果公司在US地区有关系较好，规模较大的老客户，不妨挑选两个介绍给他/她，这样很能显示您的实力。但回复之前还是应根据公司具体产品在这个地区的推广情况来做妥当回复，站在买家立场多思考其询问的真正目的，考虑已在合作的客户公司是否愿意您将其公司名称透露，因为同一区域的多个采购上不可避免将存在竞争。一般简单告知公司名称即可，谨慎透露对方联系方式。如果在US地区没有客户，可以多介绍一些其他国家的客户来显示公司实力，同时向买家暗示我们在US地区还没有合作伙伴，如果您和我合作，将会帮助您开发整个US市场。

6.讨价还价

Dear，Thanks for your reply, I have received your quote and I am currently looking through all of the quotations that I have received.Currently your prices aren’t the best but your products are very good.If you could make your prices more competitive I am sure we would be putting an order in with you very soon.跟进技巧：可根据具体价格情况回复客户，或通过询问客户所在区域和订单量大小来做可能范围内的让步。

综上，对于有效询盘，我们一定要保持跟进。买家每天都会收到很多Offer，如果不恰当跟进，买家很有可能会忽略我们。跟进过程中，更重要的是细细体会各种可能的原因，积极采取相应措施，激发、把握买家购买意图，达成合作。

Tips: 跟进邮件的发送时间宜选择在星期二到星期五期间。星期

六、星期日最好不要进行这样的跟进邮件(特别是主动的业务开发邮件)，因为星期一上班后，客户的邮箱里往往会充满了需要处理的工作邮件，人们常常会没有时间或耐心仔细阅读此类业务开发邮件，而丧失机会。