外贸新手发信常见的几个问题

一封好的发信就跟一块结实的敲门砖一样，能够轻易打客户的心门。但对于许多新手来说，如何写好一封符合客人心意的发信并不是件容易的事。今天就汇总了新人发信常犯的几个错误，希望对各位能有所启示帮助。



1、思考不够。发信最基本的要解决三个问题：客户为何要跟我合作，客户为何要相信我，接下来想让客户怎么。这个结构，基本所有新手都没有深入去思考。可以说，如果你这三个问题想透彻了，讲明白了，就是一封好的发信。如果你没想透彻，神也帮不了你啊。



2、自我中心。有的人来请我修改发信，竟然用命令的语气。这种态度如何能好销呢？销的是什么？大家都知道的是你自己，的是服务。客户从你这期望得到的不仅是合格的产品，还要有值得信赖的服务。你在发信中有让客户感受到么？“You attitude”和“Benefits”的概念，我在发信的技巧里总结得很清楚。可有的销心浮气躁，看了之后，写的发信依然故我。学以致用，否则你浪费时间干嘛呢？



3，大而空。大家说得最多的we he good quality
& competitive price. 每个人都会这么说，太普通了。现在注意力稀缺的年代，你得独特，才能赢得注意力。



要独特，你就得具体。不具体，你也赢不了信任。 说good quality,好在什么地方，是因为采用什么优质材料，还是采用什么先进工艺，还是采用德国进口的先进设备，还是ISO9001认证通过，还是产品通过xx认证，工厂通过xx审核，是xx大公司的优秀商……不就更有说服力了吗？



Our good quality is
built on superior material xx, imported from Germany……We adopt XXX production
technology……Germany-imported machines are used to make sure superior
quality……We passed ISO9001 since 2010……



Our product has CE
certificate by SGS.
We he passed XXX
factory audit which is very strict.
We he TQM (Total
Quality Management) system to control quality.
Our customers include
xxx,xxx



4、思维缺少创造性和弹性。注意力稀缺的年代，你如何抓取注意力？需要点不同寻常的东西，不要老去套那些套话，说点别人没说过的。比如我们说价格便宜，你可以有很多种其他说法，更能打动客户，但大家都选择we he very
competitive price这一种说法。



You can lower your
purchase cost…….//We can help you to lower yourpurchase cost……You can beat your
competitors…….//We can help you to beat yourcompetitors……You can occupy more
market share by turning to ery competitiveproducing supplier…….



With continuous
innovation on production technology, we he corecompetence on production
cost…….
We he a new
production process which can help us to lower our cost for…….
We he a new
production process which can se cost…….



5、结尾太普通，基本都是如果你感兴趣，就我吧。你可以说：


When
you he next
purchase needs, you are very welcome to send yourenquiry to me, I will surely
give you the best price.



Please send your
enquiry, I will surely give you best price.
Please tell me what
specifications you current sell.
Do you he any
enquiries now on this product category?
To help you to
evaluate our quality, may I invite you to visit ourfactory?
Will you visit the
coming Canton Fair, may I invite you to our booth?
When will you come to
China again, may I invite you to see our factory?
We he many new
designs, may I send them to you for your reference?
I see that you sell a
lot of XXX products, which one sells best for you?