关于找客户的和谈成客户的问题

大家能不能把自己如何找到客户的，如何谈成客户的过程分享一下呢？我觉得这样会比较有实战意义。鸡血奋斗历程相对来说比较宏观！ 首先我抛砖引玉吧！ 本人去年毕业，十月底来到一个佛山石材陶瓷深领域比较好的一家公司外贸（主营水切割机，陶瓷切割，陶瓷圆弧机，大家有客源的可以私密我哇 ），第一单是在2013年3月始谈，的好像是四月份成交的。客户a来源是客户在中国的一个朋友b找的我们公司网站，到内贸跟单，然后内贸业务跟单转给我跟（注意要和同事搞好关系，否则这个单也不会给我跟了 ） 接下来我吧我和客户的邮件给大家参考！ 希望从细节能够给大家一点参考意见，我认为任何一个成功的单都有一定的借鉴意义的。 首先，客户的朋友叫b小姐，先把我的报价给了客户a（这里有个插曲，当然你也要很识趣的跟b说你要佣金的话在报价基础上加了然后报给客户，她说不用然后就没加，后来单谈成了跟我要佣金，那我就好说了，跟你说加佣金没加现在要的话肯定没有的）。b小姐把价格给客户后来直接把给我了。接下来的邮件往来就是整个过程： 初步回合： dear sirs, this refers to your quotation yd-20130318 dated 18th march, 2013. please send us physical samples for different functions (production features) of above quoted machine in order to assess the quality and variety of production like chemfering at different angles, groove making and polish quality. regards, 我回复： dear a thanks for your reply. please find the attachment picture. it is the polish quality of the edge. the technic data is in the quotation yd-20130318. we he lots of customers in saudi,dubai,bahrain,egypt, qatar etc. i can also give you some company name as refrence if you need. arc-edge polishing machine is invented by our company many years ago. our company is the biggest manufacture of arc-edge polishing machine in china.after the technic is spread, some chinese company can also make it, but we are sure our company is the best one. i think you will feel confident on our company after you visit our company. will you come to china on canton fair on 15-19th april? i hope to meet you there. your early reply will be appreciated. best regards andy 然后附件了一大批高质量清晰的机器抛光后的陶瓷样品！