30個(gè)外貿(mào)實(shí)戰(zhàn)案例

時(shí)間：2023-04-27 04:03:01 | 來(lái)源：網(wǎng)站運(yùn)營(yíng)

時(shí)間：2023-04-27 04:03:01 來(lái)源：網(wǎng)站運(yùn)營(yíng)

30個(gè)外貿(mào)實(shí)戰(zhàn)案例：外貿(mào)實(shí)戰(zhàn)郵件案例分析

案例1

Dear sirs:

From the internet, we get your company name. What I want is just to see that if we have the chance to cooperation in the near

future or not.

We are a factory of fiberglass in China and our main product is chopped strand mat (CSM) and stitchchopped strand mat and etc.

We have been in the field for many years. I can give you the CSM in very competitive price and higher quality. If you need more information, please go to our website: http://www.fiberglassproducer.com

I wonder if you need this product; if you are interested in our products, please kindly return this mail.

Maybe now you have regular business partner。if so，please leave my message in your email box，maybe someday it will be useful。

If you need the price to compare with your partner gives, welcome!

Yours sincerely Jack

RE:1)文字太長(zhǎng)，很難掃一眼就看明白，至少要花 10 多秒鐘時(shí)間來(lái)看。而一般老外看郵件通常就是 3秒掃一眼， 然后決定郵件的命運(yùn)。可以把它刪減一下，突出重點(diǎn)就可以了。

2)From the internet 這句不好，給客人感覺(jué)你就像是個(gè)搞推銷(xiāo)的。其實(shí)你沒(méi)收到客人主動(dòng)的詢(xún)盤(pán)，開(kāi)發(fā)信最好 寫(xiě)的“ 含糊” 一點(diǎn)，不要說(shuō)“ 我從哪里哪里得到你的信息” ，這點(diǎn)和外貿(mào)函電課本上是完全相反的!請(qǐng)大家千萬(wàn)要 注意!很多客人對(duì)推銷(xiāo)信很反感，因?yàn)樗刻於际盏礁鞣N騷擾，實(shí)在不勝其煩。最好一開(kāi)始給客人一種模棱兩可的 感覺(jué)，他也記不起來(lái)究竟是以前問(wèn)你詢(xún)過(guò)價(jià)呢，還是展會(huì)上有見(jiàn)過(guò)你。所以“From the internet, we get your




company name. ”類(lèi)似的話(huà)千萬(wàn)不要說(shuō)!說(shuō)了反而會(huì)有反效果。

可以這樣寫(xiě):"We'regladtohearthatyou'reonthemarketfor..."， ---我們很高興獲悉你對(duì)某某產(chǎn)品有 興趣。

這是不是好很多呢?客人會(huì)想，我是不是 B2B上問(wèn)他詢(xún)過(guò)價(jià)?還是今年或去年哪次展會(huì)上見(jiàn)過(guò)這家伙?只要你切中 要害，他回復(fù)你了，那目的就達(dá)到了!等到你們來(lái)來(lái)回回聯(lián)系很多次了，客人知道你僅僅是在網(wǎng)上搜到他的聯(lián)系方 式，也不會(huì)那么防備和介意了。對(duì)吧?

3)公司介紹太多，最好一筆帶過(guò)?？腿瞬粫?huì)有太大興趣去看的。只有等他對(duì)你的產(chǎn)品，價(jià)格各方面都有興趣，他 才會(huì)要了解一下你們是什么樣的公司，什么規(guī)模之類(lèi)的。

4)很多很多多余的話(huà)可以刪掉的。比如說(shuō)“ 我知道你有老供應(yīng)商，但請(qǐng)你保留我的郵件，也許你有一天用得上......” 這類(lèi)的話(huà)都可以刪掉。即使你寫(xiě)了，他想刪掉，你也不能控制啊。最好的辦法就是什么都不寫(xiě)，但是讓他有那么一 刻的猶豫，是不是先存一下這封郵件。這就是你字里行間需要把握的地方!

5 )最后一句話(huà)是全文里面最不好的一句“If you need the price to compare with your partner gives, welcome!”。我知道你想表達(dá)的意思是，我這邊價(jià)格很好的，非常歡迎您和別的供應(yīng)商比較價(jià)格。你想告訴客人的 是， 你的價(jià)格很有優(yōu)勢(shì)，不怕比較。但是給客人理解起來(lái)，就是完全另外一種味道了。

這是中國(guó)文化和西方文化之間的差異，西方人看來(lái)，這句話(huà)有惡意貶低他人的嫌疑。而且一分錢(qián)一分貨的道理他們 是知道的。專(zhuān)業(yè)的客人和大買(mǎi)家都不會(huì)在一開(kāi)始隨便談?wù)搩r(jià)格，聰明的 sales也不會(huì)在一開(kāi)始談?wù)搩r(jià)格，只有當(dāng)你 把所有問(wèn)題都搞清楚了，最后談價(jià)格，成交率會(huì)大大提高。如果有朋友讀過(guò) RogerDawson寫(xiě)的“ Secrets of Power Negotiating ”，就知道怎樣跟客人談價(jià)格了。這是題外話(huà)，我以后如果寫(xiě)一篇如何跟客人談價(jià)格有關(guān)的文章，會(huì) 詳細(xì)論述的。

如果你這個(gè)客人正巧做的是中高端市場(chǎng)，你這句話(huà)讓他一看，就會(huì)覺(jué)得你賣(mài)的東西是 cheap item，不是他的 style， 那就畫(huà) 蛇添足了。更何況這句話(huà)有點(diǎn)拽，讓人讀上去的第一感覺(jué)不太舒服。要突出自己的價(jià)格優(yōu)勢(shì)沒(méi)錯(cuò)，但最好不 要這么 直接，旁敲側(cè)擊讓他明白，反而效果更好，不信的話(huà)可以試一下哦。

這是我改的，你試著和你原來(lái)的開(kāi)發(fā)信比較一下，是不是大大減肥了?

Hi Sir,




Glad to hear that you're on the market for fiberglass. We specialize in this field for several years, with the strength of chopped strand mat and stitch chopped strand mat, with good quality and pretty competitiveprice.

Should you have any questions, pls do not hesitate to contact me. FREE SAMPLES will be sent for your evaluation!

Tks & br,

Jack

**** company (這里留下公司名、電話(huà)、傳真、郵件就可以了，正文就可以寫(xiě)的很簡(jiǎn)單。) Tel: ***

Fax: *** Mail: ***

Website: ****** (請(qǐng)記住，如果你非要在里面加上網(wǎng)頁(yè)鏈接，請(qǐng)放在簽名里，不要放正文，讓人感覺(jué)更像搞推銷(xiāo)的， 不太好。)

一開(kāi)始開(kāi)門(mén)見(jiàn)山指出，很高興獲悉您對(duì)某某產(chǎn)品感興趣，我們專(zhuān)業(yè)生產(chǎn)這類(lèi)產(chǎn)品多年，優(yōu)勢(shì)在于什么地方，質(zhì)量好， 價(jià)格相當(dāng)有競(jìng)爭(zhēng)力。這樣就已經(jīng)把要表達(dá)的意思表達(dá)出來(lái)了。

第二段就是兩句話(huà)，有問(wèn)題隨時(shí)聯(lián)系我，免費(fèi)樣品隨時(shí)會(huì)寄來(lái)供您測(cè)試!既表達(dá)了你想要合作的愿望，又表示了自 己的誠(chéng)意，只要您有需要，我們隨時(shí)為您服務(wù)。這樣寫(xiě)的就給人感覺(jué)不卑不亢，既沒(méi)有顯得很拽，也沒(méi)有在老外面 前矮一截。大家是平等的關(guān)系，本來(lái)就是相互的合作，找機(jī)會(huì)爭(zhēng)取雙贏。這點(diǎn)反而會(huì)讓西方人比較贊賞。

不是說(shuō)價(jià)格低就能贏得訂單的，真正拿到 order是綜合性的考量，價(jià)格是重要的一方面，但不是完全的。除了有少 部 分只看價(jià)格的客人除外。

Q:老師您改的一級(jí)棒!言辭相當(dāng)簡(jiǎn)潔!我把您改正后的開(kāi)發(fā)信與我原來(lái)的一比，頓時(shí)覺(jué)得我的開(kāi)發(fā)信簡(jiǎn)直是又臭 又長(zhǎng)，現(xiàn)在回頭看看連自己都覺(jué)得看著別扭了!呵呵，在此非常感謝您對(duì)我的開(kāi)發(fā)信的修改!非常感謝!我現(xiàn)在已 用樓主為我改的開(kāi)發(fā)信模板發(fā)了!

最后一個(gè)問(wèn)題請(qǐng)教下: 您為我改過(guò)后的這一句:We specialize in this field for several years, with the strength of ......這里的 with the strength of 是什么意思? 翻譯成漢語(yǔ)是不是:我們?cè)诖诵袠I(yè)做了很多年，對(duì)......有著強(qiáng)勢(shì) 的(優(yōu)勢(shì))?

RE:"with the strength of ...", 指的是“我們的優(yōu)勢(shì)在于......”，突出自己的優(yōu)勢(shì)所在。我個(gè)人覺(jué)得，對(duì)于客人來(lái)說(shuō)，




他為什么要跟你合作?你拿什么去說(shuō)服他?你必須得突出你的優(yōu)勢(shì)所在!這個(gè)優(yōu)勢(shì)可以是產(chǎn)品，可以是價(jià)格，可以 是服務(wù)，只要是你可以想到的，你有的別人沒(méi)的，或者別人很難做到的。這就是你的優(yōu)勢(shì)!我試著造幾個(gè)句子，大 家體會(huì)一下:

We manufacture plastic items for several years, with the strength of storage box, promotional items, travelling bottles, etc.

我們生產(chǎn)塑料產(chǎn)品多年，在儲(chǔ)物盒、促銷(xiāo)品、旅行水壺等方面有優(yōu)勢(shì)。(這里面，你的優(yōu)勢(shì)指的是產(chǎn)品，因?yàn)榍懊?br>
已經(jīng)提到了我們生產(chǎn)塑料產(chǎn)品，很顯然后面的幾類(lèi)產(chǎn)品是塑料做的，讓客人一下子就明白，你們工廠的主線(xiàn)產(chǎn)品是

什么!)

再看一句:

We supply plastic items to US for several years, with the strength of cooperating with big customers, such as Wal-mart, Target, Home Depot, etc.

我們的塑料產(chǎn)品供美國(guó)市場(chǎng)多年，有和大買(mǎi)家合作的經(jīng)驗(yàn)，比如***(這里的優(yōu)勢(shì)指的是經(jīng)驗(yàn)和能力。) 案例 2

看了你的分析，受益匪淺，下面是我的一封開(kāi)發(fā)信，你能幫我看看，有什么問(wèn)題么?為什么那些外國(guó)佬都不回我呢?

Dear Mr. Mukund Kamath,

I know you as Ideal Icecream from indiamart. You company looks fabulous. It is grateful to know you.

As you are in the line of ice cream, and you have the processes of homogenization and refrigeration, so homogenizers and ice cream freezing machine are necessary for you.

And coincidently, we can provide various types of homogenizers and ice cream freezing machine for you. Enclosed is the catalog, please check it. If our products meet your need, please tell me the type then I can give you more details, if not, please give me some suggestions about our machines. Thank you very much.

Best regards,




那個(gè)均質(zhì)機(jī)的確比較特殊，這個(gè)行業(yè)我不懂，只能盡量幫你改一下郵件了:

Dear Mr. Mukund Kamath,

Glad to get your contact info from Indiamart!

We supply homogenizers and ice cream freezing machine with good quality and very competitive price. Hope to be a partner of your company!

E-catalog will be provided if needed.

Email me or just call me directly. Thank you!

Best regards,

Mandy

******Co., Ltd.

Add: ***

Tel: ***

Fax: ***

Mail: ***

Web: ***

這樣是不是簡(jiǎn)潔很多了?而且你要表達(dá)的東西，我上面的幾句話(huà)全部表達(dá)出來(lái)了。fabulous, coincidently這類(lèi)詞不 要用。郵件一定要簡(jiǎn)單，明白，通俗易懂，連老外的小學(xué)生都看得懂。

案例3 老哥，這是我剛寫(xiě)給英國(guó)商人的一個(gè)開(kāi)發(fā)信，能指教一下嗎?是不是太長(zhǎng)了?

Hi Sir or Madam who concerns:

Thanks for your concerns,we learn your company who is a leading retailer of contemporary and traditional bathrooms.

Our company is specialized in cast iron bathtubs for 17 years.Our company adopted ISO 9001 quality management standards and ISO 14001 Environmental Management Standard.

Some pictures in the attachment ,and I recommend you which are luxury bathtubs NH-1007/NH-1008 and simple cast iron bathtub NH-008 Danli.

Should you have any questions, pls do not hesitate to contact me.

Best regars




我簡(jiǎn)單地改了一下，你看看哦:

Dear sir,

Glad to hear that you're the leading retailer of bathrooms! We specialize in cast iron bathtubs for 17 years, and hope to find a way to cooperate with you!

Attached some pictures for your review. Please contact me if any questions.

Thanks and best regards, ***

你還是寫(xiě)得太長(zhǎng)了，能用 1個(gè)詞絕對(duì)不用兩個(gè)，能用 1句話(huà)寫(xiě)清楚就絕不用兩句，寫(xiě)郵件要惜字如金啊! 案例4

Dear Puchaing Manager:

We get to konw that you required the 11/0.4 kV (250) KVA transformer before,Do you still needit?

As an exporter and manufacturer--Sunel Transformer Co.,Ltd. ,mainly specialize in dry type transformer and super-high voltage transformer. Main products include resin cast dry transformer、 nomex insulated dry transformer、 110KV/220KV station power transformer as well as custom-made transformer etc. Among our main customers are world famous companies such as Japanese YASKAWA and FUJI, German HANSEN and SIEMENS, French SCHNEIDER. Also we are ISO9001，PCCC and CTQC certified and could provide the items with a competitive price.

The enclosed is some of our items you maybe interested in. Warmly welcome to visit our web to get more info:http://www.suneltrans.com/.Pls kindly check them. And if you have any questions, feel free to contact us.Hope to establish business relations with your corporation.

Pls reply asap so we can make you our firm offer as per your detailed requirements. Looking forward toyour prompt reply. Thanks in advance.

不錯(cuò)不錯(cuò)，你是我看到的幾封開(kāi)發(fā)信里面寫(xiě)得最好的了!可以不用改。怪不得是 export manager啊，哈哈~




我想指出一點(diǎn)的是，老外更在意的，并不是你工廠的 ISO9001 之類(lèi)的東西，這些都是虛的。如果你是一個(gè)不錯(cuò)的 工廠，被哪些大客人驗(yàn)過(guò)廠，比 ISO 重要 100倍!

如果你通過(guò) BSCI 驗(yàn)廠，或者 Disney 驗(yàn)廠，或者 Wal-mart 驗(yàn)廠，那就把這句寫(xiě)上去!

如:We already passed the factory audit from BSCI, with the scores *** (BSCI 驗(yàn)廠是有分?jǐn)?shù)的，而且德國(guó) Lidl指 定 BSCI 驗(yàn)的，如果你分?jǐn)?shù)還不錯(cuò)，說(shuō)明你的產(chǎn)品已經(jīng)能進(jìn)德國(guó)主流市場(chǎng)了。相比之下，BV 和 SGS 之類(lèi)的就稍 微弱 一點(diǎn)點(diǎn)。)

又如:We're the supplier of Wal-mart, and already passed the FE from them. 案例 5

哇冰大好厲害啊，值得讓我這個(gè)新人學(xué)習(xí)啊，剛開(kāi)始接觸這一行，什么都不會(huì)，我也想得到指導(dǎo)···· 下面是我從展會(huì)回來(lái)的開(kāi)發(fā)信，希望樓主幫我修改指點(diǎn)一下，小女子感激萬(wàn)分啊~

Dear Alex:

How are you ? I sincerely everything goes well with you.

My name is Sandy who have your name card at the 2010 HongKong Electronic Fair .We have availed ourselves of this opportunity to wite you in the hope of establishing business relations with you.

Our company is a factory whic specialied in Parking Sensor System from China. We operate in accordance with ISO9001:2000 standards,which No.is 01 100056417 issued by TUV

Germany,and our products (LED , VFD ,LCD, TFT series and License frame series) are CE,FCC,FCCID approved. I remember that you were interested in our Fun Mini DVR at the 2010 Hk Electronic Fair . Please feel free to contact me if you want to know more about it,and I will be so peasured to send the details to you. Attach some pictures of DVR as follows:

Also you can get more imformation from our website : http://www.mr-parking.cn Your early reply will be our highly appreciated.

Best regards,




Sandy

Sales assistant

我?guī)湍愀囊幌拢懵聊プ聊タ?，多?xiě)多練，就會(huì)寫(xiě)得比我好了:

Hi Alex,

How are you doing? Glad to get your name card from HK fair.

This is Sandy from ***. We specialized in parking sensor system, and all our products with CE/FCC/FCCID approved!

Regarding the FUN MINI DVR your selected on the fair, pls find the details with best offer in attachment. Hope to get good news from you! Thanks.

Best regards,

Sandy

Sales assistant

我要說(shuō)一點(diǎn)，你的情況和其他朋友又不一樣了。你在展會(huì)上拿到過(guò)客人的名片，而且客人曾經(jīng)對(duì)某一款產(chǎn)品感興趣， 那簡(jiǎn)直是一個(gè)相當(dāng)好的機(jī)會(huì)!只要你把握住了，成交可能性是很大的!這種情況下，你特別要標(biāo)注出他在展會(huì)上選 的東西，而且主動(dòng)提供詳細(xì)資料和報(bào)價(jià)，這一點(diǎn)至關(guān)重要。

客人很忙的，他可能在香港展上去過(guò)很多同行那邊，問(wèn)同一個(gè)產(chǎn)品，他會(huì)收到很多很多郵件，恐怕根本沒(méi)空回復(fù)或 主動(dòng)聯(lián)系你，所以你一定要主動(dòng)出擊，提供完整的資料和好的價(jià)格，然后跟進(jìn)，贏得他的信任!如果像你剛才那樣， 問(wèn)他是不是有興趣，有興趣你會(huì)給他詳細(xì)資料，客人會(huì)覺(jué)得很煩的，覺(jué)得你怎么需要推一下動(dòng)一下，做業(yè)務(wù)要學(xué)會(huì) 主動(dòng)，客人一個(gè)眼色，你就要能完成三四個(gè)動(dòng)作?？腿藛?wèn)你價(jià)格，你連詳細(xì)參數(shù)尺寸包裝材料都一并提供了。客人 問(wèn)你說(shuō)明書(shū)，你連設(shè)計(jì)稿和文字都完整無(wú)誤地給他參考?？腿诵枰屎校悴恢菇o了他圖片，還有準(zhǔn)確尺寸的刀模 圖，連別的客人的彩盒也一并給他做設(shè)計(jì)參考。你說(shuō)，客人是不是會(huì)對(duì)你印象很好?

案例6 樓主，我有一封開(kāi)發(fā)信，請(qǐng)你幫我改改，謝啦!




Re: selling the festival supplies

Dear Sirs or Madam,

We know your information from international internet in April, 2010. Now, I’m writing to you to see if there is a chance to establish a business relationship with you.

When you have a good time with your relatives or friends during the festival，do you want to share the festival mood with them? Then you can try our products, the confetti cannon, the party popper, and party mask and so on. We, the Yongkang Kaixin Arts&Crafts.,ltd, are one of the largest festival supplies manufacturers inChina.

Our company was founded in 2000, specialized in manufacturing festival supplies to add the happiness of festivals, such as the confetti popper, the streamer by hand-actuated, the snow spray and so on. Our product hold high reputation by the clients in the world wide with the high quality and favorable price.

If you are interesting in our product, please let us know immediately and we will send the details of our products. We look forward to your early reply.

Best regards,

Rectina Wong

坦白說(shuō)，郵件里面千萬(wàn)不要出現(xiàn)感性的句子，所以諸如"When you have a good time with

your relatives or friends during the festival，do you want to share the festival mood with them? Then you can try our products, the confetti cannon, the party popper, and party mask and so on." 這些話(huà)就可以直接刪掉了。還有 后面我們的 產(chǎn)品贏得良好口碑之類(lèi)的話(huà)也不用講，第一你沒(méi)法向客人證明，老外喜歡用數(shù)字和證書(shū)之類(lèi)的實(shí)際來(lái)說(shuō) 話(huà)，任何提 不出有力證據(jù)支撐的話(huà)他們是不會(huì)信的。還不如說(shuō)一句我們產(chǎn)品不錯(cuò)，價(jià)格公道就可以了。

另外開(kāi)頭寫(xiě)的太長(zhǎng)了，而且這兩句話(huà)的確沒(méi)什么意義。我?guī)湍愀牧艘幌驴纯?

Dear sir or madam,

Glad to write to you!

We, Yongkang Kaixin Arts & Crafts Co., Ltd., is one of the biggest festival item manufacturers in China! Our company was founded in 2000, specialized in manufacturing festival supplies to add the happiness of festivals, such as the confetti popper, the streamer by hand-actuated, the snow spray and so on. If any item meets your interest, pls keep me posted! Offer sheet will be sent to you at once!

If any reply, that will be appreciated. Thanks.

Kind regards,




Rectina Wong

呵呵，Wong 這個(gè)拼寫(xiě)很有意思啊，似乎只有香港人會(huì)這么拼哦。如果是“ 王” ，大陸拼寫(xiě)是 Wang，香港拼成 Wong; 如果是“ 黃” ，大陸拼寫(xiě)是 Huang，香港拼成 Won。

案例6 請(qǐng)指正:

Hi, purchasing manager.

Good day!

We are XXXX supplier,and we have researched & designed some new product. If you are interested in, I 'll send you our catalogue.

Thanks for your valuable time.

Regards.

Yours,

-------------------------------------------------------------------------------- XXX(Ms) compnay name

Website:www

ADD:XXXXXX

TEL:+86 XXXXX FAX:+86 XXXXX

不錯(cuò)，你這樣寫(xiě)就很到位了，簡(jiǎn)單，清楚，明白




基本上沒(méi)回復(fù)時(shí)，我會(huì)繼續(xù)跟進(jìn)，因?yàn)槲覀冋加袃r(jià)格優(yōu)勢(shì)，所以跟進(jìn)內(nèi)容是:

Dear purchasing manager.

Sorry to bother you again.

Pls take a look at the attachment which is the catalogue of our DVR cards including price for your reference. Hope this will help you.

Any question will be appreciated.

Regards.

Yours,

XXX(Ms) compnay name Website:www ADD:XXXXXX TEL:+86 XXXXX FAX:+86 XXXXX

不知道內(nèi)容夠不夠正確。

可以再簡(jiǎn)單一點(diǎn):

Hi sir,

Sorry for re-troubling!

Regarding our hot-selling DVR cards, attached the E-catalogue with offer for your review. Any questions, that will be much appreciated! Thanks.




Kind regards, ***

其實(shí) email 這東西一定要自學(xué)的，每個(gè)人寫(xiě)的句子、習(xí)慣和喜歡用的詞匯都不一樣的。只有自己慢慢去摸索，去 琢 磨老外寫(xiě)的郵件。一旦你的思路和寫(xiě)作習(xí)慣定下來(lái)了，很難去改變的，一定要有意識(shí)地強(qiáng)迫自己去改，寫(xiě)完 email 的時(shí)候一遍一遍反復(fù)看，反復(fù)改，改到?jīng)]有單詞可以刪為止。

案例7

你幫我看看我寫(xiě)的這份開(kāi)發(fā)信，希望能得到你的指教，tks in advance.

Hi Chris,

Glad to hear that you are on the market for stainless steel spinning parts.

xxxCo.Ltd is professional at precision machining for nearlly 10 years ,our products covering highprecision machining parts , casting , metal parts , etc. i writing this message of hoping to establish the business relationship with you in the near feture.

For more information, pls visit our wedsite as follows: www.xxx.com.

Any comments , pls don't hesitate to keep us informed. Thanks in advance.

Best regards. Yours

xxxx

xxx Co., Ltd.

TEL: FAX: Email: Website




其實(shí)你英文應(yīng)該不錯(cuò)的，我覺(jué)得。郵件基本沒(méi)有問(wèn)題，只是還可以稍微減減肥。我試著幫你改一下，你看看，有什 么差別:

Hi Chris,

Glad to hear that you are on the market for stainless steel spinning parts.

We, xxx Co. Ltd, is professional in precision machining for nearlly 10 years, covering high precision machining parts, casting parts, metal parts, etc. Hope to establish business relationship with you!

Should you wanna know more about our company, pls visit www.xxx.com. Any comments, that'll be appreciated! Thanks.

Best regards, xxxx

xxx Co., Ltd.

TEL: FAX: Email:

案例8 在環(huán)球里面收到的很多詢(xún)盤(pán)都是這樣的:

Buyer's message:

I am interested in your product(s).

像這下類(lèi)詢(xún)盤(pán)沒(méi)有具體說(shuō)是要哪一種產(chǎn)品，也同更詳細(xì)的目的，這一類(lèi)簡(jiǎn)單的詢(xún)盤(pán)該怎么回呢?我是這樣回的，您 看可以嗎?請(qǐng)指正，謝謝!!!




Dear Mr***

Thanks for your inquiry on global http://source.com

We are a professional LED products manufacture with many years experiences in China, offering all kinds ofLED products and monthly output up to 50 millions pieces, and selling LEDs and LED products all over theworld.

The details for the our product ,please kindly find the attachment .Thank you! Your

sincerely

Janeson

然后附一個(gè)產(chǎn)品目錄!您看這樣行嗎?

你的電郵寫(xiě)得可以了，不需要改，只要你把格式注意一下，盡量全部用“ 平頭式” ，因?yàn)槟壳皣?guó)際上最流行就是這 種。Yours sincerely 這類(lèi)的，以前書(shū)信里有，現(xiàn)在也不用了，基本都是 regards，或者 best regards，用得比較 多。

案例9 你好，附上我的開(kāi)發(fā)信，煩請(qǐng)幫忙修改一下!謝謝啦!

RE:Wheel balancer and Tyre changer

Yingkou AoWei Automobile Maintenance Technology Co.,Ltd.

Dear Purchasing Manager:

Good morning my friend

Thanks for your time to read my Email

Glad to know you are in market of Wheel balancer and Tyre changer. We are a manufacture of Wheel balancer and Tyre changer

Would you mind visiting our website: www.yktld.com.

Wish our products will be helpful for your business

Any questions,Welcome here

Best Regards

Karen

Yours faithfully

你的郵件重復(fù)性太高。我不知道你的 RE:Wheel balancer and Tyre changer 是主題呢，還是寫(xiě)在正文里的?類(lèi)似 的話(huà) 你的郵件里總共出現(xiàn)了三遍，太多了哦!根據(jù)英語(yǔ)寫(xiě)作的慣例，同樣的名詞、形容詞、副詞、詞組、句型等 等，一




般只能在一篇文章里出現(xiàn)一次，絕對(duì)不能出現(xiàn)兩次的!除非是萬(wàn)不得已的情況下。就像四六級(jí)考試，你如果作文想 拿滿(mǎn)分，或者是只扣 1分的情況下，就必須做到這一點(diǎn)，不重復(fù)!

寫(xiě)郵件也是一樣的，同樣的話(huà)出現(xiàn)幾遍，是很不正常的，老外會(huì)覺(jué)得別扭。你可以仔細(xì)研究一下客人的郵件，很少 用通篇用一兩種句型的，形容詞也會(huì)經(jīng)常變化，同一個(gè)詞一般不會(huì)用兩遍，除非是特別強(qiáng)調(diào)的情況下。

所以通篇都是 We'll..., We're...這樣的句型只有我們才會(huì)寫(xiě)，老外是不會(huì)這樣寫(xiě)的。必須要糾正過(guò)來(lái)!要用客人的 思 維去寫(xiě)郵件。同樣一句話(huà)，我們會(huì)盡快寄你樣品，很多人會(huì)寫(xiě) We'll send you the samples asap. 但是比較好的 寫(xiě)法應(yīng) 該是 Samples will be sent to you asap.

又比如 product 這個(gè)詞，一旦你郵件里已經(jīng)提到“ 我們的產(chǎn)品” 這類(lèi)話(huà)，用 our products，那下面如果還需要表達(dá) “ 產(chǎn) 品” 這個(gè)詞，那就盡量別再用 product 了，用 item，或者 model，或者 the ones 等等來(lái)代替上文中提到的，總 之用詞 不能重復(fù)。

中國(guó)人還有個(gè)習(xí)慣，郵件里喜歡用 very 這個(gè)詞來(lái)表示程度。東西很好是 very good，價(jià)格很便宜是 very cheap，表 示 很高興收到郵件是 very glad to receive your mail，等等。同樣 very 這個(gè)程度副詞也只能在郵件里出現(xiàn)一次 的!需要第二次表示“非?！边@個(gè)意思，可以用“pretty”， “extremely”，“highly”，“byfar”等等，盡量表 達(dá)要多樣 化，意思準(zhǔn)確，但是語(yǔ)言不枯燥。

我?guī)湍愀牧烁泥]件，你看一下哦。good morning 就不必了，你們不熟，以后熟了再說(shuō)。Thanks for your time to read mymail 也不用了，因?yàn)樗床豢茨悻F(xiàn)在也不知道，如果沒(méi)看，直接刪了，你就白 thank 了。如果他看了，并回復(fù) 了， 你再 thank 也不遲哦~另外格式需要規(guī)劃一下，并空行，段落和段落之間必須條理清楚。比如第二段肯定要 比第一 段和第三段多，否則會(huì)頭重腳輕，或者是看起來(lái)整體不協(xié)調(diào)。

Dear Purchasing Manager:

Glad to hear that you are on the market for Wheel balancer and Tyre changer.

We are the manufacturer of the items above. Pls visit our website to know more about us: www.yktld.com. kindly contact me if any questions. It is our pleasure to be on service of you! Thanks and best regards,

Karen

Sales representative

****** Co., Ltd.

Add: ******, ******, ******, P.R.China Tel:

******




Fax: ****** Mail: ****** Web: ******

你仔細(xì)分析一下我寫(xiě)的，沒(méi)有一個(gè)句型是重復(fù)的!而且都是短句，不羅嗦。段落和段落之間要分清楚，第一段和第 三段永遠(yuǎn)要少于第二段的文字!把簽名補(bǔ)充完整，就差不多了。

案例 10 我是外貿(mào)菜鳥(niǎo)，寫(xiě)了篇弱弱的開(kāi)發(fā)信，請(qǐng)批評(píng)指教:

Dear friend,

Wish you have a nice day,

Glad to hear that you’re in the market of plastic pipe,we are the manufacture of plastic machinery in China, Our products had adopted ISO9001:2000 and CE Quality System Authorities.

Our products are exported to the whole world with good quality and competitive price,and can meet the needs of different levels,We also send the technicians to debug Machine

If you have any question ,please don’t hesitate to contact me,you’re welcome anytime

Warm regard

把多余的話(huà)去掉，盡量簡(jiǎn)潔一點(diǎn)，段落之間清楚就可以了:

Dear sir,

Glad to hear that you're on the market for plastic pipe! We're the manufacturer of plastic machinery in China, and all of our items according to CE standard.

Contact me, if you have interest! Technical info will be passed asap. Kind regards,

案例 11




下面是我修改了的開(kāi)發(fā)信，我感覺(jué)還是太長(zhǎng)了，希望能幫忙看看，非常感謝。

Dear Sir or Madam, Have a nice day!

Glad to hear that you are in the market of ..., Our company, Wuxi Baolai Batteries Co., Ltd, is a professional manufacturer that supply many kinds of batteries. Please you kindly refer to the following information,

Products: Alkaline Batteries, Primary Batteries, Heavy Duty Batteries, Carbon Zinc Batteries, OEMBatteries Characters: Mercury free, cadmium free, lead free, green for the environment.

Model: LR20, LR14, 6LR61, LR6, LR03, R20P, R14P, 6F22, R6, R03，Ni-Mh Batteries, Li-on Batteries etc.

Certificates: CE, ISO9001, SGS, ROHS etc. Packing: Blister card Packing and Shrinking Packing Tel:

Fax:

Mobile:

MSN:

E-mail:

Skype:

Please do not hesitate to contact me if you are interested in our products. We look forward to your kind reply.

Best regards， Amy Hua

你說(shuō)的對(duì)，的確還是太長(zhǎng)了，可以再減減肥~~ Dear Sir or Madam,

Glad to hear that you're on the market for consumer battery. We, Wuxi Baolai Batteries Co. Ltd., are a professional manufacturer for batteries. Such as alkaline, super heavy duty, carbon zinc, lithium, Ni-MH rechageable, etc.

All items are according to IEC standard! OEM and ODM are acceptable.




Please contact me if any questions. Sincerely hope to find a way to cooperate with your esteemed company! Thanks & best regards,

Amy Hua

Wuxi Baolai Batteries Co. Ltd. Tel: ***

Fax: *** Mail:

***

案例 12:

麻煩樓主幫忙修改下，看看我的開(kāi)發(fā)信有什么問(wèn)題

Dear sir,

Hello,my friend.

this is adeline from guangzhou shunyuan medical technology co.,ltd. we have meet today in the dental show.we would like to enter business relationship with you.we are the manufacturer that specilize in producing dental unit,dental compressor,LED curing light and the related products.

Our products are good seller in the workmarket for their excellent quality and reasonable price.we are always insist on that quality is the first.and I know youinterested in the style of SY8068 and SY6068,these products are excellent.the chair use the real leather,and noiseless motor.rotatable cimera cuspidor.sensation operationlamb.

the attachment is the price and more details for these products.please check. Best regards

Xxxx Tel:xxxx

你既然是在展會(huì)上見(jiàn)過(guò)客人，第一句話(huà)就必須提到!否則客人看了抬頭和第一二句，就會(huì)覺(jué)得又是一個(gè)推銷(xiāo)的，立 馬刪掉!一定要把最重要的放在最醒目的位置:

Dear sir,

Glad to meet you in the DENTAL SHOW! This is Adeline from Guangzhou Shunyuan Medical Technology Co., Ltd., who




specialize in manufacturing dental unit, dental compressor, LED curing light and some related items.

All of our items are with excellent quality and reasonable price! Hope to enter business with you! Enclosed the offer sheet with some hot items for your review. Pls kindly check and revert at your earlist! Thanks and best regards,

Adeline,

Guangzhou Shunyuan Medical Technology Co., Ltd. Tel: ***

Fax: *** Mail:

***

字母的大小寫(xiě)，段落之間的空行一定要注意!你想啊，你連寫(xiě)郵件的時(shí)候連大寫(xiě)字母的那個(gè) shift鍵都懶得按一下， 你 又如何讓客人從郵件里對(duì)你有一個(gè)好的第一印象，覺(jué)得你是一個(gè)仔細(xì)、認(rèn)真且勤快的人?

以前有句話(huà)叫字如其人，對(duì)于老外來(lái)說(shuō)，他對(duì)你的第一印象大多來(lái)源于郵件，第一封郵件必須是精益求精的，才能 讓客人對(duì)你有一個(gè)好的第一印象。老外也是感性的，在他有眾多可以選擇的供應(yīng)商的前提下，他肯定會(huì)選一個(gè)自己 覺(jué)得不錯(cuò)的人。如果你的郵件一直讓他覺(jué)得很舒服，他會(huì)很樂(lè)意和你聯(lián)系的。

反之，隨便弄一個(gè)模板，而且字體格式方面都不怎么注重的，開(kāi)發(fā)信只能造成石沉大海，或者極低極低的回復(fù)率， 因?yàn)槟銦o(wú)法給客人這樣的感覺(jué):That's a good guy!

案例 13

我的一個(gè)美國(guó)客戶(hù)，連續(xù)在我們廠里打了幾款樣品，都是通過(guò)測(cè)試之后再打另一款樣品，3 月初的時(shí)候，說(shuō)樣品全 部通過(guò)測(cè)試了，要求我們把運(yùn)費(fèi)報(bào)過(guò)去給他(我們一開(kāi)始報(bào)給客人的是出廠價(jià))后來(lái)跟進(jìn)了兩三次之后才回復(fù)，說(shuō) 剛旅游回來(lái)，過(guò)兩天開(kāi)過(guò)大會(huì)后再給我回復(fù)。

可是這一等又一個(gè)月，到現(xiàn)在都沒(méi)回復(fù)，其間也發(fā)了兩封郵件跟進(jìn)，這是我最后發(fā)的一封郵件。請(qǐng)指教一下，我該 怎樣把這個(gè)客戶(hù)跟進(jìn)下去

Dear XX,




Hope everything goes well with you !

What about the process of the transformer project ?

Last time you said you will have a meeting ,but no news from you.

Look forward to your early information about ot.

Best Regards !

這種情況其實(shí)就是你們彼此間的信息不對(duì)稱(chēng)。表面上樣品通過(guò)測(cè)試了，你覺(jué)得應(yīng)該有訂單，但是客人卻沒(méi)有下。你 也不知道真正原因。所以當(dāng)務(wù)之急，是要弄清楚究竟情況怎么樣，最好是盡量催一下，然后最后可有可無(wú)地點(diǎn)一下。 我一般會(huì)這樣寫(xiě):

Dear ***,

Sorry to trouble you again!

Regarding the project we discussed last time, could you pls confirm by return today? Because we need plenty of time for mass production. P/I will be sent to you asap after your confirmation.

If anything changed, pls keep me posted! Thank you! Best regards,

***

其實(shí)你已經(jīng)失去最初的主動(dòng)了!如果一個(gè)客人在跟你談這個(gè)項(xiàng)目，樣品也通過(guò)測(cè)試了，我馬上會(huì)第一時(shí)間發(fā) PI給 他，不要去問(wèn)你確不確認(rèn)訂單，或者需不需要我發(fā)你 PI之類(lèi)的話(huà)。一旦價(jià)格談過(guò)了，樣品通過(guò)了，第一時(shí)間就先 傳 PI給他，管他簽不簽?zāi)?。然后你郵件就很好寫(xiě)了，直接一句話(huà)殺過(guò)去，Pls sign and confirm our PI by return soon!你也有理由一直催，如果客人不簽，就必須告訴你實(shí)際原因了，你已經(jīng)占據(jù)了談判的優(yōu)勢(shì)地位?？腿司退悴换?郵件， 你也可以進(jìn)一步催，以及打電話(huà)~~做業(yè)務(wù)不能總是跟著客人的腳步走，你要盡量引導(dǎo)客人跟著你的思路 走。

案例 14:




你好，我想再問(wèn)一下，有個(gè)客人沒(méi)回過(guò)我，我在線(xiàn)時(shí)遇到他，他說(shuō)價(jià)格太高需要重報(bào)，但是我們老板說(shuō)如果是一級(jí) 品完全不可能降了，就按二級(jí)品報(bào)價(jià)給他。我回的郵件

Glad to known your real meaning.

I make the price list again.A big discount on them.

But the quality of them is lower than the original goods. All the goods based on your final decision.

Anticipate your earlier reply.

麻煩你幫我看一下

絕對(duì)不能這樣回，郵件里很忌諱出現(xiàn) big discount 這類(lèi)文字，會(huì)讓人感覺(jué)到你一開(kāi)始在坑他，他隨便砍砍價(jià)，你 就 來(lái)了 big discount。既然如此，那就再接著砍，再讓你做更大的讓步，更多的 discount。到最后逼出你的 rock- bottomprice，再用你的價(jià)格去砍你的同行~~

可以這樣處理:

Dear sir,

Pls find the re-checking the price as follows:

1) Super grade, USD***, give you a special discount of 2%

2) A grade, USD***, similar as super grade, but price much more competitive.

Hope we can deal. Thank you!

Rgds, ***

不能讓客人感覺(jué)你的余地很大，只要你一降價(jià)，客人會(huì)不斷壓榨的，你的空間會(huì)越來(lái)越小，一開(kāi)始就失去了主動(dòng)。 最初報(bào)價(jià)雖然不能報(bào)高，但是總有一點(diǎn)空間的。一旦客人嫌高，在申明品質(zhì)和服務(wù)的基礎(chǔ)上略為下降 1-2個(gè)點(diǎn)，讓 客人心里舒服了點(diǎn)，同時(shí)有了贏得感覺(jué)。與此同時(shí)給出第二套方案，品質(zhì)略次一點(diǎn)點(diǎn)，但是價(jià)格可以下調(diào)。




這樣就把球踢回客人。最差的談判技巧就是，你報(bào)一個(gè)價(jià)格，客人說(shuō)太貴了，你乖乖降價(jià);客人說(shuō)還是太貴了，別 人給他價(jià)格更好，你痛苦地再次降價(jià);客人最后還是壓價(jià)，給你一個(gè)目標(biāo)價(jià)，你能接受他就下單。結(jié)果為了拿下訂

單，只有無(wú)奈接受。你不能按照這個(gè)方向來(lái)，我前面很多篇回復(fù)說(shuō)的很清楚了，你絕對(duì)不能按著客人的方向來(lái)談判， 你要想辦法引導(dǎo)客人往你設(shè)定好的方向走!

案例 15 樓主，求助!我英國(guó)的一個(gè)客戶(hù)，前幾天給他寄的樣品，查詢(xún)快遞顯示已簽收，我發(fā)郵件問(wèn)他樣品如何，他也沒(méi)回

我，茫然中，不知道怎么跟......= Dear ****,

Have a good day !

I think you had received our samples which sent by express,how about it ?doesn't work well?

We want to confirm ,can you reply ?I am looking forward to hearing from your reply. Any questions,please tell me .

Best Regards,

Yours Renee.

MSN:jyisjy@live.com ****** Co.Ltd Address: Tel:

Fax:

E-mail: Web:http://

可以寫(xiě)簡(jiǎn)單一點(diǎn):




Dear ***,

What about the final decision about our samples? We need your comments to go ahead! Thank you!

Kind regards,

Renee

*** Co. Ltd. Tel: *** Fax: *** Mail: *** Web: ***

其實(shí)只要不是老客人，郵件里沒(méi)必要寫(xiě) msn 或 skype 的，客人不會(huì)加你的，寫(xiě)了也白寫(xiě)。不要問(wèn)太多，只要催 一

下就可以了，把球踢給他，讓他決定是馬上給你 po呢，還是因?yàn)槟承┰蛐枰獣簳r(shí)等等。 案 例16

前天收到客人一個(gè)詢(xún)盤(pán)，產(chǎn)品要求寫(xiě)的非常詳細(xì)，同時(shí)我也清楚的回復(fù)了，但客人不同意價(jià)格，今天收到了一封郵 件，內(nèi)容很簡(jiǎn)單:Target is 3.60 USD FOB。我報(bào)過(guò)去的價(jià)格是 4.2FOB shenzhen，注明不包含 ORC，這個(gè)價(jià)格 已 經(jīng)是低價(jià)了，現(xiàn)在我不知道要怎么回復(fù)給客人了呢····

如果你的價(jià)格已經(jīng)是底價(jià)了，可以給客人兩套方案: 1)維持你原先的價(jià)格，產(chǎn)品不變，但是如果客人確認(rèn)訂單，可以給他一個(gè) special discount，不要讓太多，1個(gè)點(diǎn)

差 不多了，最多 2-3個(gè)點(diǎn)。但是話(huà)一定要說(shuō)得漂亮，讓他感覺(jué)到你是做了很大很大的讓步的。

2)根據(jù)客人的目標(biāo)價(jià)，把產(chǎn)品做改動(dòng)，想一切可以降低成本的辦法把單價(jià)降下來(lái)，告訴客人，我們盡量朝他的目 標(biāo)價(jià)靠攏，做如下改動(dòng)，現(xiàn)在可以做的最低價(jià)是***(這個(gè)時(shí)候最好還是留一點(diǎn)點(diǎn)余地，為下一輪的價(jià)格談判留下 空間。)

兩個(gè)方案給客人選擇，等他回復(fù)后，再根據(jù)他的反應(yīng)來(lái)分析，看如何應(yīng)對(duì)。




根據(jù)我的經(jīng)驗(yàn)，我可以很負(fù)責(zé)任地告訴你，如果客人在價(jià)格問(wèn)題上跟你談了差不多整整一個(gè)月，你至少有 8成把握 拿下訂單。如果談了 3個(gè)月，至少 9成把握。如果跟你談了半年，那訂單不出意外就是你的了。所以你要盡可能拉 長(zhǎng)談判時(shí)間，談判回合越多，你接單可能性就越大~

客人只給了我一句話(huà)，在英文表達(dá)方面不知道要怎么寫(xiě)會(huì)覺(jué)得話(huà)說(shuō)的漂亮呢?我下面這樣寫(xiě)可行么?

Hi,Dear J

Tks so much fo your kind mail.

Regarding the price. 4.2$ FOB SZ that's our very competitive price .you konw.what you get what you pay for ! but if you can action soon,we will make a special discount for you and changed a little .price is 4.05$ EXWprice. looking for your early reply.

TKS &Regards

好復(fù)雜，我看得實(shí)在暈。還是改一下吧:

Dear J,

Thank you for your kind mail!

1) USD4.2 is our best offer, based on FOB Shenzhen.

2) USD4.05 will be EXW price. (我就不明白了，你上面是 FOB價(jià)，下面變成出廠價(jià)了，沒(méi)有可比性啊，怎么讓客 人 覺(jué)得你給他 discount了???)

Comments, please. Thank you!

Rgds,

***

案例17




你好，可以幫我看一下回復(fù)客人的詢(xún)盤(pán)嗎?

Dear **,

How are you,

It's ** from ***.I'm sorry to reply you later. Because just finshed my holiday.

About the paving stone,all sides natural,FOB,XIAMEN 10*10*4~6 cm,** USD/M2

About the detailed size or stones you can decided according to your condition. You can consult me if you have any problems.

Best wishes

樓主可以給我指點(diǎn)下嗎?我最近的回盤(pán)都得不到客戶(hù)的回復(fù)。。。讓我很費(fèi)腦筋 稍微做點(diǎn)小改動(dòng)，sorry 要放前面，句型還可以更簡(jiǎn)單一點(diǎn):

Dear ***,

Sorry for late reply! This is *** from ***, and just back from holiday.

Regarding the paving stone you inquired, please find my offer as below: ******

Please contact me if any further questions. Thank you!

Best regards, ***

案例 18




我們剛從展會(huì)回來(lái)，我想問(wèn)一下，這樣寫(xiě)給來(lái)我們展位的客戶(hù)可以嗎:

Have a nice day! I am Rechel from DONGGUAN DEWEI WIRE CO., LTD.

I'd like to express my sincerest thanks for your visiting our booth in Shanghai International Exposition (Booth No.T001) and show your interest on our products. I’like to take this opportunity to establish business relationship with you.

With the communication on the trade fair, you asked me to give you the price list on extra-flexible silicone rubber wire, red&black. Since you did not give us the specifications, we've enclosed the quotation sheet to you accordingly. And our MOQ is 3000 meters per each size.

Would you pls tell us the quantity and the specifications you like so as to enable us to offer you our best price? Any questions pls feel free to contact us.

We look forward to hearing from you soon

Rechel，你的郵件太長(zhǎng)了，我不用數(shù)也知道，正文肯定超過(guò) 60個(gè)單詞了。要好好刪減一下，讓客人一眼掃過(guò)去，

就知道你郵件在講什么了，一般這個(gè)時(shí)間最多 3秒。

我平均每天要看 200多封郵件，只要是老外寫(xiě)的，一眼看過(guò)去肯定能基本明白。如果是國(guó)內(nèi)供應(yīng)商發(fā)過(guò)來(lái)，那個(gè)看 得是吃力啊，非的從頭開(kāi)始看完了才知道，這封郵件在講什么，中心是什么。剛才讀你的郵件，第一眼看過(guò)去就沒(méi) 法完全明白，我也得花上時(shí)間一句接一句看下去，我算了一下，差不多需要 15秒。對(duì)于客人來(lái)說(shuō)，每天也有上百 封 email 進(jìn)來(lái)，特別是初次聯(lián)系的，或者是推銷(xiāo)信，我很懷疑他是否有耐心，皺著眉頭看個(gè) 15秒，又是否會(huì)耐著 性子給你回復(fù)?

你看看我改的，我會(huì)把你要表達(dá)的意思全部表達(dá)出來(lái)，但是內(nèi)容會(huì)精簡(jiǎn)很多很多，讓客人一眼掃過(guò)去，就基本明白 整封郵件內(nèi)容了:

Dear ***，

Thank you for visiting our booth! This is Rechel from Dongguan Dewei Wire Co., Ltd.

Regarding the price you inquired on EXTRA-FLEXIBLE SILICONE RUBBER WIRE (Red & Black), attached our offer sheet for your reference.




Any further questions, pls contact me freely. Samples will be sent on request. Thanks & best regards,

Rechel

Dongguan Dewei Wire Co., Ltd. Tel: ***

Fax: *** Mail:

***

Have a nice day 這句話(huà)其實(shí)沒(méi)什么必要，畢竟大家都不熟，客人不會(huì)有特別的感覺(jué)。你的公司名沒(méi)必要大寫(xiě)，因?yàn)?真正吸引眼球，讓他一眼通過(guò)郵件回想起當(dāng)初展會(huì)上詢(xún)價(jià)的產(chǎn)品，那才是最重要的!所以整封郵件唯一需要大寫(xiě)的 地方就是你的“ EXTRA-FLEXIBLE SILICONE RUBBER WIRE (Red & Black)” 。至于顏色為什么要小寫(xiě)，那是因 為大寫(xiě)的字母一旦過(guò)多，看上去會(huì)有視覺(jué)疲勞。不過(guò)你的品名就那么長(zhǎng)，那沒(méi)辦法了，后面的顏色就用括號(hào)來(lái)補(bǔ)充， 小寫(xiě)就可以了。而且我相信，做硅膠線(xiàn)的，顏色和價(jià)格幾乎不會(huì)有太大差別的。

至于我在什么什么展會(huì)見(jiàn)過(guò)你，感謝你來(lái)我們展位，我們?cè)谡箷?huì)上談過(guò)的什么什么之類(lèi)的話(huà)，都可以省掉了。其實(shí) 總的就兩句話(huà)可以寫(xiě)清楚的，感謝您來(lái)我們的展位，你詢(xún)價(jià)的產(chǎn)品請(qǐng)看附件的報(bào)價(jià)單，后面再加一句，樣品隨時(shí)可 以提供，這樣就完全足夠了，不用畫(huà)蛇添足。還有，你既然已經(jīng)在附件里加了報(bào)價(jià)單，那 MOQ根本沒(méi)必要寫(xiě)在郵 件 上，加在報(bào)價(jià)單里就可以了。

還有，我們非常想和你建立業(yè)務(wù)關(guān)系，這句話(huà)我個(gè)人覺(jué)得也是廢話(huà)。如果你不想和他合作，那你報(bào)價(jià)干嗎?

數(shù)量啊，規(guī)格啊，先可以不問(wèn)，畢竟你已經(jīng)推薦了你們的產(chǎn)品，要是客人能接受你們的方案，不是更好?你多問(wèn)了， 客人可能這里要改，那里要改，結(jié)果發(fā)現(xiàn)你做不了，要改模具，或者說(shuō)非常非常麻煩，那又何必呢!他如果有要求， 即便你不問(wèn)，他也會(huì)告訴你的!

我特地?cái)?shù)了下，你的正文 141個(gè)單詞，如果按 email 不能超過(guò) 60詞的基本規(guī)則來(lái)判斷，如果是 BEC 考試，可以給 兩次零分還多嘍，呵呵。我上面總共 49個(gè)單詞，就勉強(qiáng)合格了!

我的話(huà)可能說(shuō)得不好聽(tīng)，但事實(shí)就是這個(gè)樣子，希望大家能大大平時(shí)多看，多寫(xiě)，盡一切能力提高自己的 email 水 平!!!

案例 19




我給香港客戶(hù)昨天發(fā)過(guò)去后，他回復(fù)我了今天，好像他的那個(gè)客戶(hù)也沒(méi)回復(fù)他呢也

我該怎么回復(fù)他呢，正準(zhǔn)備寫(xiě)呢。

這是我昨天給他發(fā)的:

Dear Johnny,

Hi,have you received my email dated on 30th April ?How about the comments of the client? Email me or just call me if you have any questions please.

Best regards, Owen

這是他剛才給我回復(fù)的

Dear Owen,

Hi, morning !

Sorry, I still haven't receive any feedback from my client. I will try to urge him what's going on. Once I have any news , I will inform you soon.

Thanks

B. Regards, Johnny

貌似這個(gè)香港的中間商也做了時(shí)間不短 了，人家的信總是言簡(jiǎn)意賅，而且行文比較地道比較美觀，值得學(xué)習(xí)。

香港人一般都是中間商，需要給客人一定的反應(yīng)時(shí)間。沒(méi)關(guān)系，不用急的，只要你知道，項(xiàng)目還在進(jìn)展中，那就可 以了，不管最后是能拿下，還是拿不下，你都需要知道香港那邊的準(zhǔn)確消息，從而找到原因!可以簡(jiǎn)單地感謝一下




就可以了:

Hi Johnny,

Thank you for your prompt reply!

Please keep me posted for further details.

Kind regards, ***

這樣就行了。

案例 20 我也是好多信出去沒(méi)反應(yīng)的呢。

Dear,

We are professional manufacturer of the bamboo flooring,ten years experience of the produce.

We can provide the bamboo flooring which you are selling,the premium quality,and the price,you can believe,is the lowest.Because we are professional.

If you are intrested in our produce,contact me pls.

More informaton,you can see the http://web--www.chinadongma.com

Any qusetion?Contact me pls. Best Regards

Jason

有點(diǎn)問(wèn)題啊，最低價(jià)絕對(duì)不要說(shuō)，會(huì)讓老外覺(jué)得你夸夸其談，不太牢靠。因?yàn)槭澜缟嫌肋h(yuǎn)沒(méi)有最低，只有更低!郵 件改一下吧:

Dear ***,

We supply bamboo flooring with high quality and low price, with 10 years manufacturing experience!




Please kindly find the pictures with offer in attachment. Any questions, contact me freely. Thank you!

Best regards,

Jason

******Co., Ltd. Tel:

***

Fax: *** Mail:

***

Web: http://www.chinadongma.com

案例 21 我們是一家普通的面料生產(chǎn)公司?，F(xiàn)在遇到這么一個(gè)情況。

我需要推廣我們的旗幟面料給澳大利亞的一些公司。我有消息是知道他們有在中國(guó)采購(gòu)旗幟面料。我想打進(jìn)他們的 市場(chǎng)。

首先我們是比較專(zhuān)業(yè)的做這個(gè)面料的，與家樂(lè)福，可口可樂(lè)，新加坡等發(fā)生過(guò)合作。但都是有中間貿(mào)易商的。

這次想主動(dòng)出擊，直接跟他們求購(gòu)方發(fā)生合作。

開(kāi)發(fā)信要寫(xiě)的好，我個(gè)人覺(jué)得才會(huì)有后續(xù)的聯(lián)系。

希望你能幫助我!

這個(gè)是我試寫(xiě)的 請(qǐng)你幫我修改下，謝謝，

Dear XX

Glad to hear that you're on the market for flag/Banner,We specialize in this field for several years.We supply to Carrefour and Coca-Cola banner fabric, or export to other countries create national flag, ad flag,with good quality and pretty competitive price.




Should you have any questions, pls do not hesitate to contact me. FREE SAMPLES will be sent for your evaluation!

Tks & br,

Haining Boyu Warp Knitting Co., Ltd. Vine Qian

E-mail:

sales@boyuwarp.cn

Tel :86-573-87670668 Fax:86-573-87670667

標(biāo)題怎么寫(xiě)好?怎么樣才誘人呢?

你郵件可以不用改，但是主題可以這樣寫(xiě):

Re: Flag & Banner factory/Coca-Cola, Carrefour supplier/FREE SAMPLES provided!

你根本不用跟客人說(shuō)你是通過(guò)中間商做的，這個(gè)問(wèn)題只有當(dāng)客人來(lái)你們公司了，當(dāng)面問(wèn)起，才告訴他。 案 例22

客人詢(xún)價(jià)后，提供一個(gè)圖稿讓我們給他打樣，我根據(jù)客人的圖稿，給了客人很多較好的意見(jiàn)，客人都采納了，但是 今天客人回我一封郵件，內(nèi)容是:

That is great!

The only problem is that my client has already made a decision to use a different factory for prototypes. I would LOVE to work with you though. You have been amazing. I will let you know if I can change my client'smind.

我該怎么回給客人呢?讓客人可以幫我們爭(zhēng)取到這次合作的機(jī)會(huì)?

回復(fù):

Hi ***,

Thank you soooooo much for your kind mail! I appreciate!




We sincerely hope to find a way to cooperate with you! If your customer would like to place the order to another vendor, that's ok! But if you have another chance in the near future, pls keep me posted! It's my pleasure to be on service of you!

By the way, will you plan to visit China soon? I really hope to have a face-to-face meeting with you! Take care! Hope everything goes well!

Thanks and best regards, ***

既然客人都這么坦白了，自然要謝謝他。但不要表現(xiàn)的緊盯著訂單不放，眼光放長(zhǎng)遠(yuǎn)一點(diǎn)，讓客人感覺(jué)你很大度， 即使這次不下單給你，你也不會(huì)不高興，只要他有任何需要，為他服務(wù)是你的榮幸!

只要客人有點(diǎn)感動(dòng)，以后有合適的機(jī)會(huì)，還是會(huì)想到你的。這時(shí)候就大打人情牌好了，郵件稍微長(zhǎng)一點(diǎn)也無(wú)所謂。 呵呵~

案例 23 如果是寫(xiě)了開(kāi)發(fā)信，沒(méi)回復(fù)，再寫(xiě)一封信過(guò)去，應(yīng)該怎樣寫(xiě)比較適合

我拿一個(gè)我成交過(guò)的開(kāi)發(fā)信為例:

06年 7月的時(shí)候給一個(gè)美國(guó)客人寫(xiě)過(guò)開(kāi)發(fā)信，推銷(xiāo)野營(yíng)燈，結(jié)果石沉大海。當(dāng)時(shí)的郵件是這樣的:

Hi Darren,

Glad to hear that you're in the field of camping products. We, *** Co., Ltd., are professional in exporting lighting items to US.

Here enclosed some of our items for your reference. Please contact me for further details. Thanks and best regards,

C




發(fā)出去以后一點(diǎn)反應(yīng)都沒(méi)有。差不多 10多天以后我跟了一封郵件: Hi Darren,

Me again, C. Did you already receive my mail dated on ***?

Now, I'd like to recommend a HOT-SELLING ITEM to you! Another US customer in Chicago gave me a big order in this model. Would you like to have a try in you state?

Please find the photos with manuel in attachment. FREE samples already prepared, and will be sent to you asap.

Hope we can deal!

Kind regards,

C

推薦一款新產(chǎn)品給他，而且告訴他另外一個(gè)芝加哥的客人下給我過(guò)很大的訂單，希望他也試試。(其實(shí)是工廠接過(guò) 很大的訂單，不是我，我只是貿(mào)易公司的小業(yè)務(wù)員，當(dāng)時(shí)就借了工廠的名頭忽悠了客人一把)。客人果然有興趣， 后來(lái)就要了樣品，再后來(lái)就下個(gè)單，盡管是幾千美金的小單。

總結(jié)起來(lái)就是一句話(huà)，如果開(kāi)發(fā)信沒(méi)回復(fù)，不要老是盯著問(wèn)，你有沒(méi)有收到郵件之類(lèi)的，最好換個(gè)方式，找點(diǎn)事情， 保持互動(dòng)，等到客人回復(fù)了，那機(jī)會(huì)就好好把握。

案例 24

我新手一名，麻煩幫我改一下開(kāi)發(fā)信可以嗎?

Dear Chaloem Chingphimai, Good days!

I am Joyce who works for Bosking Power Co.,Ltd which company specializes in brush cutter,mist sprayer and so on.I obtained your business card in 107th canton fair,hope you still remeber me.I have logged inyour website,then write this letter to ask you if you have interest in our products.

Due to many years' experience and professional product knowledge,we can supply you with goodquality products and competetive price.If you have any interest,check our website:http://www.sdbosheng.com or contact me




by E-mail,then I will send you the price list.We sincerely want to establish business relationship withyou. Await to your reply and best wishes for you!

Thank you!

yours faithfully Joyce

發(fā)出去很多，只有兩個(gè)客戶(hù)回復(fù)還說(shuō)考慮考慮，我懷疑我的開(kāi)發(fā)信是不是有問(wèn)題啊??

太長(zhǎng)了哦，而且從句太多了，第一句里面就有 who和 which，連續(xù)兩個(gè)定語(yǔ)從句，好復(fù)雜啊，客人會(huì)看得很累的哦。 稍微改簡(jiǎn)單一些吧:

Dear Chaloem Chingphimai,

Glad to see you on 107th Canton Fair!

This is Joyce from Bosking Power Co., Ltd. We supply brush cutter, mist sprayer, etc. with high quality and low price, with many years experience!

If you have interest, pls visit our website www.sdbosheng.com. Price list will be sent on request! Please contact me for further details. Thank you!

Kind regards, Joyce

案例 25

我是剛做外貿(mào) 2 個(gè)月，4 月份有幸去參加了香港的一個(gè)展會(huì)，回來(lái)后就給客戶(hù)發(fā)郵件，剛開(kāi)始我的郵件是很長(zhǎng)很長(zhǎng)， 這 2 天看了你的帖子后就學(xué)著改，可是還是沒(méi)有客戶(hù)回我的郵。麻煩你幫我改下好嗎?感激不盡!我們的產(chǎn)品是超 聲波清洗機(jī)。

Hi P, Good day!




Glad to get your name card from HK fair.

Our products are ULTRASONIC CLEANER!It have powerful cleaning functions!

Ultrasonic is faster,consistent,safe and save money!We are the professional household electricalappliances manufacture!All our products according CE/GS/PSE/RoHS standard!

If you have interest,pls contact me!

Peggy

Sales assistant

你的產(chǎn)品只有出歐洲么?PSE貌似是日本的哦。有沒(méi)有去美國(guó)的認(rèn)證?如果有，那就把 UL 也加上。 Hi sir,

Thank you for visiting our booth in HK fair.

Regarding the ULTRASONIC CLEANER you inquired, pls find the pictures with some details in attachment. All the items strictly according to CE/ROHS/GS/PSE!

If needed, we'll be pleased to give you our best offer!

Thanks & best regards, Peggy

案例 26

我也有一個(gè)案例。自己通過(guò) google 開(kāi)發(fā)的一個(gè)德國(guó)客戶(hù)，我們是做醫(yī)療配件的。

客戶(hù)要求我們給他做樣品，樣品確認(rèn)后完成大貨他再付款。但是這不符合我們公司的規(guī)定，我們要求都是客戶(hù)付款 了才生產(chǎn)大貨。即便是公司允許，我也覺(jué)得客戶(hù)的要求無(wú)法接受，這樣所有風(fēng)險(xiǎn)都由我們來(lái)承擔(dān)了。我擔(dān)心樣品做 出來(lái)客戶(hù)不要怎么辦，畢竟這個(gè)開(kāi)發(fā)的投入也是要人力和時(shí)間的。大貨做完到了德國(guó)他們拒付款我們也沒(méi)折...也是 第一次做生意，所以我就回他我們無(wú)法接受他們的付款方式，并建議他們先付一半款，我們可以做樣品，確認(rèn)樣品 后再付另一部分款我們生產(chǎn)大貨。結(jié)果他們說(shuō)我沒(méi)有誠(chéng)意跟他們做生意，還說(shuō)這樣是把所有風(fēng)險(xiǎn)轉(zhuǎn)移給他。我覺(jué)得 是他沒(méi)誠(chéng)意吧。請(qǐng)你可以參考下面的郵件，并幫忙分析一下原因，謝謝!




Dear Alex,

concerning our conversation I understand, that you do not want to make business with us, because 1. you want to send the cables only to Beijing but not to Germany, Baden-Baden

2. and you want that we carry all the risc of this business alone.

best regards

Michael

Hi Michael,

Hope you're doing well. Sorry for my delay mail. We're recovering work today after the three days off forLabor Days.

Having not received your information for some days, I'd like to know of your feedbacks and we would be pleased if you would let us know your thoughts on the trade term. Thanks for informing us your thoughts on our future cooperation.

Again thanks for your kindly attention and looking forward to hearing from you. Best Regards,

Dear Alex,

1. is the price FOB from Beijing, China to Baden-Baden, Germany?

2. Since this is the first time we deal with a chinese company, I will ask our Board of Trade if the payment is usual. best regards

Michael

Dear Michael,

Please check the below information:




1, That's correct. The price is FOB (Beijing), China as I noted in my previous mail.

2, Sure. We also intended to send you a sample for your checking before the mass production.

3. Regarding the payment, we do understand your situation as it's our first business. We do want to try and work with you, but we can't accept your payment method because our company has policy that our financial department need to confirm customer's payment before we arrange the production, so the best I can do for you is to suggest that you can pay the half amount in advance. When you check and find the sample acceptable, you will transfer the balance payment so I can arrange the production with 100 pcs. Hope you can also understand my situation.

Any question you have, please let me know timely. Best Regards,

Dear Alex,

1. Is the price FOB (free on board)?

2. Testing: Bevor we give you an purchase order, we must test 1 cable. Please send us 1 cable with the

CE certificate

3. Paying: In case the amount is not very big, it is not necessary to decide a LOC (letter of credit) betweenour banks, and we can reduce the expenditure in the way, that we devide our risks in 2 parts: We pay the halfe amount at start up and the second part by receiving the 100 cables.

Best regards

Michael

Dear Michael,

Please kindly note that the delivery date should be 45-50 days after we receive your order and fullpayment. With your any other questions, please let me know timely.

Best Regards,




還有我感覺(jué)他老是在 FOB 上說(shuō)問(wèn)題，他的問(wèn)題我也覺(jué)得有點(diǎn)模糊了，好像是說(shuō)讓我們發(fā)到他們當(dāng)?shù)亓?，那這樣 就 是 CIF，肯定不是這個(gè)價(jià)格。依你的理解，他是這個(gè)意思嗎?

盼復(fù)，非常感謝!

我算是看明白了，貌似客人并不是很了解 FOB 的含義哦。他覺(jué)得你把貨運(yùn)到杭州就不管了，而不是到德國(guó)。這個(gè) 問(wèn)題很糾結(jié)，必須要跟他討論清楚。既然郵件里沒(méi)法寫(xiě)明白，可能文化差異，大家溝通和理解方式有問(wèn)題，最好打 個(gè)電話(huà)問(wèn)問(wèn)看。

關(guān)于付款的問(wèn)題，其實(shí)根據(jù)國(guó)際慣例，生產(chǎn)前是需要確認(rèn)產(chǎn)前樣和大貨樣的，等大貨樣確認(rèn)以后，客人封樣，然后 以此作為未來(lái)交貨時(shí)驗(yàn)貨的根據(jù)!但是目前中國(guó)企業(yè)面臨的實(shí)際情況是，很多東西要做出大貨樣來(lái)，就必須專(zhuān)門(mén)制 版，甚至還需要開(kāi)模具，一旦大貨樣出來(lái)了，客人不滿(mǎn)意，那這些投入都白投了。

我以前碰到這樣的堅(jiān)持要看到大貨樣的客人，就先收訂金，最少最少不得少于貨值的 5%。因?yàn)檫@種斤斤計(jì)較的客 人，以及某些對(duì)中國(guó)企業(yè)防備戒心很大的客人，你要按常規(guī)問(wèn)他收 30%基本不可能，最好就先按 30%為基礎(chǔ)談判， 然 后慢慢下降，目的是至少要收點(diǎn)錢(qián)進(jìn)來(lái)，然后投入費(fèi)用心里才踏實(shí)。即使客人最后不要了，損失也會(huì)稍微小一點(diǎn) 點(diǎn)，心里也會(huì)好過(guò)點(diǎn)，不會(huì)有上當(dāng)受騙的感覺(jué)。

如果做 TT，我肯定會(huì)注明含多少訂金，但是余款怎么收，我從來(lái)不寫(xiě)!因?yàn)槟銓?xiě)了見(jiàn)提單 copy 件，客人或許滿(mǎn)意 或許不滿(mǎn)意，索性不寫(xiě)!如果客人稀里糊涂簽了 PI，貨做下去了，那我完貨前就拍好照片，問(wèn)他收錢(qián)!因?yàn)楹贤?沒(méi)有寫(xiě)明啊，我完全可以說(shuō)，我當(dāng)初的意思就是多少多少訂金，剩下的發(fā)貨前付清!如果僵在那里，那就退一步， 讓客人再付多少，然后剩余部分見(jiàn)提單復(fù)印件。如果客人實(shí)在不愿意，你就裝出很為難的樣子，說(shuō)盡量跟公司爭(zhēng)取， 最后你告訴他，幫他爭(zhēng)取到最優(yōu)厚的付款條件，公司允許貨物先出，等提單復(fù)印件有了，再收錢(qián)。這樣一來(lái)，客人 心里會(huì)覺(jué)得你很能干，做到了他想要做的。

還有，你英文水平很不錯(cuò)，最下面 4月 27號(hào)的郵件寫(xiě)得最好，上面就一封不如一封了。呵呵，是不是客人談判步 步緊逼，你就越來(lái)越亂了?

案例 27

冰大激勵(lì)人的水平也是一流的，我每天上班第一時(shí)間就來(lái)看了。雖然前面有說(shuō)到開(kāi)發(fā)信的內(nèi)容，但希望能幫我改一

下。謝謝。




Dear Sir/Madam,

I'm glad to know you,

This is Tracy Lee from GF furniture hardware factory in china.

We are the producer of high quality office furniture , modern classical furniture,metal furniture,eames series furniture,furniture hardware and so on.

I attached our e-catalog for your reference,Any demands please kindly contact with us.Thanks.

Best regards.

呵呵，沒(méi)問(wèn)題，那我就一句一句分析你的開(kāi)發(fā)信，朋友們也一起看看，是不是還有其他問(wèn)題。

1)開(kāi)頭 Dear Sir/Madam，最好不要這樣寫(xiě)，如果知道客人名字，最好把名字寫(xiě)上，會(huì)給他一種尊重的感覺(jué)。即 便 實(shí)在不知道名字，知道對(duì)方是男是女也行啊，最好就是寫(xiě) Dear sir 或 Dear madam，這樣也會(huì)舒服點(diǎn)。如果連 對(duì)方男女都不好判斷，那就寫(xiě) Dear Sir or Madam, 最好不要出現(xiàn)"/"這個(gè)符號(hào)，客人更容易覺(jué)得這是封群發(fā)的模板 郵件。

2)I'm glad to know you. 這句話(huà)是有問(wèn)題的，我知道你想表達(dá)的意思，但是這句是典型的 Chinglish，就是中國(guó)式 英文，你根據(jù)中文的意思字面翻譯的，但是這句話(huà)不這樣說(shuō)，不能說(shuō)表達(dá)有錯(cuò)，只能說(shuō)表達(dá)不地道!我相信你從來(lái) 不 會(huì)從歐美客人的郵件里發(fā)現(xiàn)這句話(huà)的。如果你見(jiàn)過(guò)這個(gè)客人，可以說(shuō)“Glad to see you in Shenzhen.”或“Glad to see youin Canton Fair”，或者 “Thank you for visiting our company!”等等表達(dá)方式，或者干脆用"Glad to write to you!"，盡量 用歐美人的寒暄方式，不要用中國(guó)式問(wèn)候硬翻成英文，很別扭的。

3)This is Tracy Lee from GF furniture hardware factory in china. 這句話(huà)沒(méi)錯(cuò)，但是為了突出工廠，最好寫(xiě)成GF Furniture Hardware Factory.

4)We are the producer of high quality office furniture, modern classical furniture, metal furniture, eames series furniture, furniture hardware and so on. 這句話(huà)是不是有點(diǎn)長(zhǎng)?如果要寫(xiě)長(zhǎng)句，最好用一下從句，結(jié)構(gòu)上會(huì)比較 分明，看上去 舒服一點(diǎn)。另外 producer 這個(gè)詞我個(gè)人覺(jué)得，視覺(jué)沖擊力沒(méi)有 manufacturer 強(qiáng)。當(dāng)然這只是我個(gè) 人看法。

5)I attached our e-catalog for your reference, 首先這是一整句話(huà)，最后要用句號(hào)，不是逗號(hào)。還有，你郵件里第 一人 稱(chēng)太多了，先是 I，再是 We，現(xiàn)在又是 I 開(kāi)頭的句子，句型太單調(diào)了，會(huì)讓看的人覺(jué)得很無(wú)聊。如果換成 "Attached our e-catalogue for your reference!"或者"Enclosed our e-catalogue for your review!"是不是會(huì)稍微好一




點(diǎn)?




6)Any demands please kindly contact with us. 一開(kāi)始就談“ 需求” 是不是太直接了?如果換成有任何問(wèn)題，請(qǐng) 隨時(shí) 聯(lián)系我們，會(huì)不會(huì)更加委婉一些?

好了，根據(jù)以上的分析，我重新寫(xiě)一下，看看是不是比原文有一點(diǎn)進(jìn)步了:

Dear Sir or Madam,

Glad to write to you! This is Tracy Lee from GF Furniture Hardware Factory in China.

We're the MANUFACTURER of high quality furniture with competitive price! Such as office furniture, modern classic furniture, metal furniture, hardwares, etc.

Attached our e-catalogue for your reference! Quotation sheet will be provided at once if needed. Any questions, pls do not hesitate to contact me. Thank you!

Best regards, Tracy Lee