如何成功有效地挖掘历史展会未激活客户

今天想和大家分享下我最近的展会客户开发感触。

刚进这家公司B2B平台每天更新也没询盘，主要是网上开发客户，老板说今年行业也不景气新人没资源客户开发更难，于是老板让其他业务把以前没有激活没回复的农机展历史名片给到我，却无意得到了5个客户的回复，查看了下有两个是该行业的重要大客户，通过几次来回客户表示近期会买样测试。

下面总结下此次开发信的几个亮点(我们是做灯机械和汽车上用的LED灯)：

1. 开发信要坚守的标题党原则。 我们产品在北欧的权威杂志上刊登报道过，虽然是2年前的事情，但这也是一个亮点。二这些名片都是农机展客户的，那行业关联性要突出，专项产品要凸显，但是不能太长以免客户手机pad查看主题都无法显示全。于是，我把标题定为 “Profi Winner LED Work Lights for Agricultural Machinery”。

2. 文字不能太多，内容要吸引人。因为这些都是其他业务发了无数开发信无人回的客户，也就是说我们连是他们的备选供应商都还算不上，文字多语句落实他更不愿花时间，分分钟拉黑你，所以必须要改进内容才有一线生机。
所以我决定使用提问的方式打头，让客户带着问题去读邮件；
再简单介绍公司，个人认为这个需要精炼突出实力；
主要内容上我以图+表的形式体现的，即 挑选最适合安装在农机上的灯3款，找一常见农机图片，在农机需装灯的地方标注1 2 3 或者直接箭头下拉到下面 对应的产品及简单介绍。

邮件内容如下。

Dear XXX,

We met at Agritechnica Exhibition in Germany last Nov., do you remember us?
Do you use LED work light as the accessories to Agricultural machinery? What kind of LED work lights do you currently have? Square or round or oval? Power 10W~ 60W? any size request? 2" ~ 6" ?
We're a ISO9001 & TS16949 certificated factory specialized in machinery LED work lights & LED light bars & LED Headlights for over 13 years. And we are the OE supplier of the top three ATV / UTV makers in United States and the leading manufacturers of agricultural machinery in Japan. Here we sincerely hope to build a long term business relationship with you in this area.

此处应有图片
各位，很抱歉哈，其实我觉得内容上我做的最吸引人的地方是我的图片制作，可惜黏贴不过来。。。

Our products have good performance even in the bad weather and enviroment, even in -45℃ low temperature. And our brand has a very good name in northern Europe. Besides, the XX LED work light (Model: XXX) has won the TUV tests which organized by the famous magazine Profi in Germany among those world famous brands Nordic, Hella, VisionX etc. (Attached pls find the Profi report of WD-6L60)

Looking forward to positive response.

有不足之处还望各位大侠踊跃指出，若有更好的点子，还望不吝分享哦，小生我不胜感激，拜谢！祝大家多多拿单，财源广进。