可能很多外贸小伙伴都有过这样的困惑:
自己好不容易找到一个高质量的客户，深入调查了客户背景，仔细阅读了网站信息，自认为花了大量时间和精力做的事情，结果开发信还是石沉大海。不知道该怎么办？
今天，让我来通过一个案例给大家做一下简单的分析，希望对你有所帮助。
2020年圣诞节，我在一个网上发现一个2017年的询盘，产品对口，而且有幸得到了客户的邮箱。
我先以那款产品为标题，试着发了一封的简单的开发信。心里想着：
毕竟这个长时间的询价了，有可能当时询价的人早已离职了呢！
果不其然，邮件发出后被退了回来。
但是，通过邮箱后缀我很轻易地查到了对方的公司网站，发现这居然是一条大鱼：
一家实力雄厚的上市公司！
我仔细阅读了他们的网站，除了知道他们的产品需求之外，还有一个info邮箱。
为确保客户能看到我的邮件，我通过谷歌搜索查到了该公司CEO的名字，结合领英了解了更多他的个人信息。
然后，用了很简单甚至有点侥幸的方法找到了CEO的邮箱（CEO名字+公司邮箱后缀），并通过
最后，开始着手写下了下面这封邮件：
Hello Roland,
This is Elisa, Merry Christams to you, hope this mail finds you well.
From your website, I know power adapter is what you need for your products,
also, I got your colleague Mr. Heinz XXX were interested in Desktop Adapter 15VDC/3A before.
Desktop & Wall-mounted adapter on sale
White or black case for optional
3 years warranty
Global safety certificates: UL, TUV, GS, PSE, RCM, SAA, C-tick, KC, GS, BLS, CE, FCC, CCC, NOM
Customized AC/DC plug
1.2m/1.5m or customized cable line
5.5*2.1/5.5*2.5MM DC jack or customized
We'd like to provide you with a free sample for testing, also free shipping as the Christmas present for you, just for a possibility of cooperation with you.
This way you will have more choices, even though you may have many power suppliers in cooperation.
I won't give up any chance, and look forward to your reply soon.
Thank you!
Kindest regards,
Elisa
然而，邮件发出后好几天，客户并没有理我，虽然我收到了他的已读回条。
事实上，收到回条后，我没有立即回复，因为找不到一个理由去跟Roland搭讪，而且心里隐隐的有一种感觉：
人家堂堂一个上市公司CEO，哪有时间搭理我这么一个名不起经传的小人物？
但是，骨子里的不服输，让我没那么容易轻言放弃，哪怕是万分之0.1的希望，最起码我得试试。
于是，我写道：
Hello Dear Roland,
How are you? This is Elisa again.
So glad to get the news that you have received my last email..
I think perhaps you are too busy to purchase the products in person, and you may have a dedicated purchasing team, if so, is it possible to let me know the email address for relevant person?
I know you have enough good suppliers, but I just want to get a chance with all my efforts.
Thank you very much!
Kindest regards,
Elisa
当天晚上，就收到一个大大的surprise!
Dear Elisa
Our purchasing contact: XXX@XXX.ch
Best wishes and all the best to you
Roland
人有时候会本能地给自己设限，总自以为是地认为一些还没做的事情就做不到，从而放弃了原本该有的努力。
一名普通的业务员，很容易对一位高高在上的项目经理或CEO产生顶礼膜拜的情绪，会不自觉地认为自己低人家一等。在身份不对等的情况下，与对方沟通的过程中会表现出过分的卑微和讨好，这样导致的结果当然可想而知。
在与高于自己职位的客户沟通时，业务员首先要做的就是摆正心态，把自己拉回到与对方平等的位置上。不管对方职位的高低，双方是平等互利的合作关系，此时要想达成交易，不卑不亢才是业务员该有的气场和风度。
接下来给采购负责人的邮箱，自然少不了要提一下Roland，毕竟老板由老板亲自引荐，她怎么着也得给点面子。
第一封邮件如下：
Hi Dear Claudia,
How are you? This is Elisa.
I got your email address from Roland, he is really so nice!
From the previous inquiry, I knew your company was interested in Desktop Adapter 15VDC/3A ,I think perhaps you still need it or some other items.
Some standard ones as follows or customized items if necessary.
Desktop adapter & Wall Mounted adapter
3 years warranty
Global safety certificates: UL, TUV, GS, PSE, RCM, SAA, C-tick, KC, GS, BLS, CE, FCC, CCC, NOM
As I said to Roland, in order to get an opportunity of cooperation with you,
we decided to provide you with a free sample includes free shipping.
Is it possible to let me know more details about one of your required adapter,
so that we can do the free sample more perfectly?
Looking forward to your feedback soon.
Thank you!
Kindest regards,
Elisa
结果，还是只收到了已读回条。
未尽全力之时，别轻言放弃，说不定惊喜就在你咬牙坚持后的下一秒出现。
第二天，我继续跟进：
Dear Claudia,
This is Elisa again, hope not disturb you.
From the previous inquiry 15V3A your previous colleague inquired,
she said UL listed is needed, so please see attached files for your reference.
By the way, maybe you are curious about our company. Actually we are a newly registered company doing export business.
The product coverage is very wide, so it is not only the power adapter, if you need to purchase other products in China, you can also contact me for help.
We are the agent of this power adapter manufacturer, so we can get goods from them at a better price, and a better quality assurance.
There are some foreign customers who buy things from China, but the quality cannot be effectively guaranteed.
Therefore, an intermediary is required to test before shipment to ensure that the products are qualified. This is what I need to do.
If you need my help, please don't hesitate to contact me at any time.
Thank you!
Kindest regards,
Elisa
这一次，收到了客户的回复：
Dear Elisa
Thank you for the information
For the moment we don't need any power supplies. But if we have a new project I will be contact you.
Thank you.
Best Regards,
Claudia
目前虽无订单，但是我们毕竟建立了联系。
如我之前所说，万事开头难，凡事欲速则不达，对于这种资深潜力股，若想获取他的信任，没那么容易，第一步必须先让他对你有印象。只要他能记住你，你就已经向成功迈了一大步，后面再制定进一步的跟进计划，让客户缴械投降只是迟早而已。
“莫疑春归无觅处，静待花开会有时。”
