第一期：如何轻而易举让新客户下试订单！ 2018-09-20 14:47第一期客户背景介绍：在google通过关键词找到客户网站，开始第一封询盘式开发信，此客户为我们 行业的终端客户案例全过程：从陌生客户-不愿意付样品费-直接下试订单可学习邮件：共9封过程复盘：请配合音频学习，重点思维会在音频中强调第1封可学习邮件，最简单却最有效，回复率到达90%的开发信Hi Sir,Do you sell 客户的产品名？ Are you a manufacturer or distributor?Thanks,Sarah为什么要用gmail发这样的一封询盘式开发信？1 .回复率高（为什么回爱率高？因为你是以买家的身份去询问，客户会以为你对他们的产品感 兴趣确认客户以及邮箱准确性2 .引出负责人的联系方式客人当天就回复了：Hello SarahHi Tracy,Thanks for your reply!We really want to support you, however every company has rules, we can't send that extra for free. If every sales provide Y kg per sample and 5 samples per months free of charge, well cost Y kg*30 业务员人数=*"kg silicone every month! If you are in our situation, will you bear such big cost every month, pls?So, my dear friend, Tracy, if **$ is a bit expensive for you, X kg is really enough to make a small mold testing.Dear Tracy, we 100% believe that you WON'T regret for testing our silicone. Today you just need to invest **$ , which can help you save $$/year, it's really worth to try it, don't you think so?Looking forward your reply.Best Regards,Sarah点评：1 .分析这个样品完全免费为什么做不到.再次提醒他，如果跟我们合作他一年能省多少钱四天后，没有回复，卡在了样品费，因为液体的快递贽是很贵的，所以经过团队讨论之后想出让 他不如下个试订单，毕竟海运费不贵，又能测试更多的量。
第9封可学习邮件，如何让客户先下个试订单，化解尴尬Hi Tracy,10Good day!We contact again cause I'm not sure whether you have read my last email.Besides, we have another proposal, would you please kindly check and consider if it works?How about to place a trial order of **kgs for testing? We could support you price same as …kgs orders in future. Which will be more economical and get a better testing result.Dear Tracy, pls post your idea on this, thanks in advance!Best Regards,Sarah当天客户便向复Ok Sarah. Send me proforma for **kg.第一期|总结1 .见招拆招，从客人的邮件字眼里找到突破点信息,，要善于从客人的邮件字眼里找到突破点信息。
2 .不要单看外表意思，遇到问题多方面思考解决方案有些时候需求是被业务员提出来的，不是 客户自己能想到的，也许你提了要求，他觉得可以就做了，如果没提，可能那个问题就卡在那里 一直没进展当然这里不能忽略团队的智慧3 .当然跟进的形式和结果都不尽相同，如果客户没有出乎意料的接受我试订单的建议，那么后期 实在说不通我还是会给自己找台阶下顺其自然地给他安排样品，因为跟这客人根基还没有打牢, 他对我们印象并不是太深刻，我不想太轻易的就容许，就像谈恋爱一样，付出的越多才越在意, 所以我还想周旋几次看看11Thanks for contacting us.We design all the models and we are the manufacturer.How can I help you?SamSales Manager这封邮件确认了客户是我们的潜在准客户，看署名得知他是销售经理第2封可学习邮件，我们的回邮，说明身份Hi Sam,Thanks for your reply! This is Sarah from ABC company, Glad to know that you are the manufacturer of 产品名.May I know do you use silicone for your product moulding? If so, would you like to try our silicone?Which quality could compare to Dow corning and Wacker, but with better price. This could help you save more cost and improve the productivity.Below is the data sheet of our silicone for your reference（产品与知名产品的参数比照表格，此处信息省略）Advantage12The latest best quotation同Exchange rate: 1 USD=** RMBPackage: 20 or 25 kg per drumDelivery Time: Within 5 days after obtaining your bank receipt against the payment.Price Validity: Within 20 Days.Dear Sam, how about your idea?Any interest, free sample could send for your testing and evaluation.Best Regards,Sarah此封正式开发信我有说发免费样品来吸引他注意力，实际上我们后面国际运贽还是要收的。
一个 幌子，样品不值钱，国际运费值钱邮件发过去之后，客户回复他不是负责人，很好心的给了负责人的联系信息：Hi Sarah,I do not take the subject of manufacturing of molds, the person who manages it is Tracy 负责 人邮箱SamSales Manager回邮Hi Sam,Sincerely thanks for your information. I will try to contact with Tracy and see if there are possibility to cooperate.Best RegardsSarah得到了负责人的联系方式，马上联系写一封开发信：第3封可学习邮件，写给负责人的开发信Hi, Tracy,Good day!Glad to know you from Sam, this is Sarah from China.I have found you are very professional on **making, we are very happy to have the chance to contact with you, as we are also a leading manufacturer of silicone in China, for more pls view our website would you like to consider one more good supplier?If yes, pls kindly send me details of the silicone you are using, so I can make a quote.Thanks in advance.Kind Regards,Sarah说是sam介绍的，客户会认真看内容。
果然客人根据我的要求回复了他详细的正在使用的产品信息Hi Sarah. This is Tracy from ** factory.We are using currently now ***silicone. Last year our Factory has used ***kg of silicone.Our actual providers are竞争对手，有告知具体型号Do you have some similar products? Could you send me *kg each model for testing purposes?Tracy信息：用量和产品信息清楚，更方便报价客户有兴趣想要样品第4封可学习邮件，样品如何收费Hi Tracy,Thanks for your interests on our silicone.Yes, we have similar products as your current supplier. Pls check the comparison as follows产品参数此处（略）Advantage （略）The latest Quotation for your reference （略）About SamplesDear Tracy, sample is no problem!We always support the sample free of Charge, customer should pay the freight cost by themselves. I've checked the cost with DHL for X kg samples is about ***$since it is a small amount, could you send it to below paypal account:*****Waiting for your reply!Best Regards,Sarah客户回复Dear Sarah, I have some doubts. It's true that the best we have tried is the 竞争对手 Silicone. Looking at your technical data, and your comparison I think that your silicone is very similar.竞争对手 costs for 一个小数量。