二、 避开spam 过滤词 e-mail营销还是外贸中常用的营销手段，然而至少有80%的人对e-mail营销缺乏正确的认识。因此我觉得有必要给大家普及一些基本的知识点： 邮件地址中的符号@是英语“at”的含义，所以我们的电子邮件地址如sam@.kzi_okg 的完整解释为“sam在.kzi_okg这个服务器上面的一个邮件帐号”。 一封邮件，从发送到最后收到，必然要经过以下的路径： a方邮件客户端，a方邮件服务器（smtp服务器），b方邮件服务器（pop3），b方邮件客户端。 一般来说，邮件服务器含有众多用户的电子信箱。a如果使用的是企业邮箱，那么a向企业邮箱服务器的smtp服务器发送。如果a使用的是公共邮箱，如搜狐，那么a向sohu邮箱服务器的smtp服务器发送。 a方的smpt服务器识别邮箱中b的地址，并向管理b地址的b方邮件服务器的pop3服务器发送消息。b方pop3邮件服务器将邮件转存入b的邮箱内，并告知b有新邮件到来。b通过邮件客户端程序连接到服务器后，就会看到新邮件。当b回复了a邮件，a收到b的回复。这样一个过程就被记录为可信可允许的通信，并且a的地址也被记录为可信。 为什么建议发国外开发信用企业邮箱，因为公共邮箱服务器上承载的邮件账号太多，可能之前有很多其他人的邮件账户都发过未经接收方许可的垃圾邮件，不利于邮件服务器的评级。所以最好的邮箱还是企业邮箱，也就是你的用户名@你公司网站域名。这样是一个干净的无不良记录的邮件服务器。 多说一句，公司网站的建设也很重要，是面子问题，要给客户看的，增加信任。很多企业网站做的一塌糊涂。现在都进入web 2.0 时代了，还在用table布局，用asp+access，用国内主机空间，无faq, 无sitemap。 什么样的邮件会被判定为垃圾邮件？根据国际电子邮件协会的判定规则：未经收件人允许的在一段时间内，发送频率过快，内容重复度过高；对方未订阅但发件人发送附件的；邮件中含有spam高频词 因此，即使你是用模板发送开发信，也请尽量设置多种不同内容的模板，并且不要发的那么频繁。[收起]

我认为标题分为三部分： 1.这封邮件和你有关系 说明和客户关系的可以从以下两方面入手： 1).注明时间 jan.13.2013 据我的经验，有经验的买家常常这么标记经常来往的邮件，在最前面注明你的发信时间，让客户第一反应不是推销邮件，貌似是熟人的邮件。 2).注明对方的公司名称 to:fob group 说明这封邮件是单发给你的，不是群发。假如说一封陌生的邮件可以说出你的公司名字。我想只要有一点点好奇心的话，也会打开来看看的。 2.我做的产品和你的产品密切相关; 客户的主打产品+你的行业词 这是我发明的一种拉近和客户关系的法，解释这封邮件和客户有什么关系？ 客户的主打产品+你的行业词组合词。 例1：假如你是做食品添加剂的，你的主打产品是玉米淀粉。 现在你找到一个目标客户：三元食品，做牛肉丸的。 那组合词就是：牛肉丸添加剂 例2：假如你是做人造皮革的，主打产品 pu皮 现在你找到一个目标客户：大昌座椅，做汽车座椅的 你的邮件标题可以这样写： 汽车座椅人造皮革 3.我是是做什么的，我的优势。 写上你的主打产品 供应优质玉米淀粉 供应质优价廉的pu皮 有大客户案例最好写上 最后总结一下标题格式： 日期+to:客户名称+客户产品名称和你行业词的组合+大客户案例+你的产品名称和优势 jan.16.2013.to:三元食品/牛肉丸添加剂/嘉吉供应商/玉米淀粉 jan.16.2013.to:**food/牛肉丸添加剂/嘉吉供应商/玉米淀粉 jan.16.2013.to:大昌座椅/汽车座椅人造皮革/供应质优价廉pu皮 英文产品词大家对号入座 这样命名的话，精准对个个性化较强！ 所以需要你资料的质量也高 至少包含客户的公司名称，主打产品词.[收起]

一：开发信 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 competitive price. Should you he any questions, pls do not hesitate to contact me. FREE SAMPLES will be sent for your evaluation! Tks & br, Jack **** company (这里留下公司名、电话、传真、邮件就可以了，正文就可以写的很简单。) Tel: *** Fax: *** Mail: *** Website: ****** (请记住，如果你非要在里面加上网页链接，请放在签名里，不要放正文，让人感觉更像搞推销的，不太好。) 外国人版本 Hey guy, XYZ trading here, exporting LANTERNS with good quality and low price in US. Call me, let's talk details. Rgds, Rick Cell phone: *** 二：开发信后客户没回音，催！！！！ Dear ***, Sorry to trouble you again! Please find my mail below. Could you please kindly check by return today? Because we'll be on holiday from May.1st to 3rd. Thank you in advance! Best regards, Cindy 先写得委婉一点，把你上次写给他的邮件放在下面。如果他还是没回复，那就再重新发一遍，上面加上大写的红色的或者粗体的“RE-SEND！！！”如果还是没消息，就打电话吧~ 三：展会上遇到的客户开发信 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 Sandy，我要说一点，你的情况和其他朋友又不一样了。你在展会上拿到过客人的名片，而且客人曾经对某一款产品感兴趣，那简直是一个相当好的机会！只要你把握住了，成交可能性是很大的！这种情况下，你特别要标注出他在展会上选的东西，而且主动提供详细资料和报价，这一点至关重要！ 客人很忙的，他可能在香港展上去过很多同行那边，问同一个产品，他会收到很多很多邮件，恐怕根本没空回复或主动你，所以你一定要主动出击，提供完整的资料和好的价格，然后跟进，赢得他的信任！如果像你刚才那样，问他是不是有兴趣，有兴趣你会给他详细资料，客人会觉得很烦的，觉得你怎么需要推一下动一下，做业务要学会主动，客人一个眼色，你就要能完成三四个动作。客人问你价格，你连详细参数尺寸包装材料都一并提供了。客人问你说明书，你连设计稿和文字都完整无误地给他参考。客人需要彩盒，你不止给了他图片，还有准确尺寸的刀模图，连别的客人的彩盒也一并给他做设计参考。你说，客人是不是会对你印象很好？[收起]

四：寄样品运费让对方出（到付）的委婉邮件 Hi ***, Thank you so much for your kind reply! Sure, samples will be prepared soon. Could you pls give me your courier account? Such as FedEx, DHL, UPS, , etc. Each one is ok. I'll inform you the tracking number after parcel picked! Please contact me if further questions. Thank you! Kind regards, C 五：客户嫌价格高时，你的回复 政策：让他知道你的价格没有报高，不是人家一说便宜点，你嗖的给人家少了一半价格，而是改变产品规格，比如包装由好的改次的，长度改短点，重量要少点，或者功率低点。 Dear Kelvin, Thank you so much for your kind mail! Sure, our models with top quality, and think all of them meet the quality level in your local market! If the price is not suitable in your price range, could you pls accept to do a little change? The price will be reduced 3%. That is, EUR2.13/pc. Pls don't worry about the quality. Price is important, but quality counts for much more! Here is just a little change, the original length of the flashlight is 102mm, and now we just make it short, 89mm instead! And then, the total cost will be reduced 3% because of the material sed! All the luminosity and the body look the same! I think it's workable for both of us. Any comments? Best regards, C 六：发了PI后客户没回信，催！！！ Hi ***, Sorry to trouble you again! Regarding the PI dated on ***, could you pls sign and confirm by return asap? Because we need plenty of time for arranging mass production! It's a long time since I he got your reply last time. How is everything going on? If anything changed, pls keep me posted! Thanks and best regards, ***[收起]

模板1 Dear xxx, Very glad to know from your web site, that you are the leading wholesaler of plastic products with most prestigious quality. To be even more successful, you might look for ery capable & reliable producing supplier. XXX is a good one for you to rely on. We he passed ISO9001 since 2005, and our products has CE certificate. Our satisfied customers include Dupont, Demag, Weland, Cas, Aliplast. I am very confident that when you work with us, you will he the same satisfaction. Can you do me a for? What we should do to apply for & become your new vendor? Best regards, XXXX 模板2 Dear John, Good morning! I just visited your web site, and know that you are the leading wholesaler in Poland for fashionable gloves, with prestigious reputation for the quality. You may be happy to find a new reilaible source of gloves with superior quality & Reasonable prices. You can select from an abundant variety of premium quality Jeans with stylish originaldesigns updated every 6 monthes. Our factory has a capacity of XXXX gloves monthly, probably the largest in China. Since 2009, we he passed ISO9001, and all our products has CE certificate. I attach the certificate images in the next email,please find them. Our satisfied customers include XXX, XXX & XXX. I am confident that when you work with us, you will he the same satisfaction like them. To enable you to get a good understanding of our quality and service, we would like to extend ery special offer for your first sample order, with 15% (only limited to the first container). In the next email, I will attach you the product catalogs. Please tell me what items are more salable for you. Best regards, Sam PS: We are also very capable to custom make for you. Please just tell me the styles you select. 模板3 Dear XXX, Good morning! I am very glad to know you from your professional website, you are the leading company in Japan for machine vision system. I also notice that you pay much attention to lower your cost for quality machine vision system. That is where I can be of help. May I introduce myself to you? I am XXX, from XXXX. We he been in machine vision system industry for more than XXX years. I am confident that we are capable to meet your quality standard, while cutting your cost by at least 10%. Please be sure, we are also very capable to custom produce with your drawings. To enable you to evaluate our quality, may I invite you to visit our factory?(或者：may I send you a sample?) Best regards, XXXX Re: a reliable veteran Tyre supplier with 20 years professional experience[收起]