要想开发到潜在客户还是要多花点时间
一个老外在二期广交会开始之前在社交媒体上发布了即将要来广州的动态，看到了底下评论达到几百条，快速翻看了一些，大体的留言都是直接介绍自家做的产品，或者是毫不拐弯末角地问客户是否需要自己的产品......
我看到客户有回复评论的只有其中几条，就是那些表示欢迎的，或者是表示问好的，介绍产品或者问购买的都没有回复。
我思考，客户只是随便地发了个动态，你都不知道他是来参展还是来找产品的，就一堆狂推销自己的东西，是否有意义？
我们是否应该先弄清楚这个情况再来与客户互动呢？或者尝试通过其他渠道调查一下客户背景再决定是否需要花时间去撩呢，评论区都是自顾自地说自己的产品，完全不考虑客户的需求。
与其这样碰运气，还不如踏踏实实地给手上的潜在客户写写开发信或者维护一下自己的老客户来得实际。
Dear ***x,
This is ***x from ***x company which is specializing in ***x products over x years, ***x and ***x are our distributors.
We known you have a stable supplier, but it is good for you to catch different supplier prices and support when negotiating with your current supplier, do you agree?
We checked your website carefully and found we have many similar products, you can compare them with your supplier's.
Price list and catalogs will be sent if you need.
Thanks & best regards
***x
这是来自***x公司的***x，该公司专门从事***x产品的销售，***x和***x是我们的分销商。
我们知道你们有一个稳定的准供应商，但是在与你们目前的供应商谈判时，能抓住不同的更优惠的供应商的价格和支持，你同意吗？
我们仔细检查了您的网站，发现我们有许多类似的产品，您可以将它们与供应商的比较。
如果你需要的话，价格单和目录都会寄出去。
以上这封开发信，邮件里就会跟客户表明自己是已经做过调查的，而不是随随便便群发给您的邮件，说明我是一对一，有花心思去准备的。如果能在签名后的地方加上自己的产品名片或者个人的带真实照片的名片，就更加能加深客户对你的印象，同时觉得你是一个活生生的人。
幸运之神总是会眷顾那些有所准备的人，而不是一股脑横冲直撞的人！
以下冰老师的学员也很好地运用了这些思路，同时循序渐进地跟进，而不是一封开发信之后没有回复就放弃，即使客户在开头的几封邮件都没有反馈，也会继续发！这也是最后为什么由拒绝到逐渐接受的一个原因：
Hello ***x,
Greetings.
This is ***x from ***x, we are ***x supplier who specialized in ***x .
We found your company while I was searching for prospects on Google. After reading your company story and going through your products online, I hope to reach out to see if you are interested in developing a new product, ****** which could be an ideal additional accessory to your product category.
We know you have been keeping 100% of your manufacturing in Australia for decades, but would you be open-minded to exploring the possibilities of workign with some professional suppliers of others outdoor products?
Thank you for your time and let's keep this ball rolling if you are interested.
Thanks & best regards
***x
Hi ***x,
I guess you are busy that haven't got around to checking the email I sent.
Today I would like to share you some product photos of ***x we've developed, maybe you can review them when you are free.
We are pleased to arrange samples for your evaluation if needed.
Please let me know if you have any questions or require any further information, thank you.
Thanks & best regards
***x
Hi ***x,
Greetings.
It's ***x again, I didn't hear back from you after senting you 2 emails. I understand that you must have a lot of stuff to do every day as the GM at ***x. I do not want to be annoying.
Could you please give me a response if you are interested in adding ***x to your product category? If not, please let me know as well so I can stop bugging you.
Thank you so much for your time and looking forward to your reply.
Best regards
***x
经过换位思考写出的邮件，客户最终是回复了：
Hello,
Thanks for persisting and sorry it is rude not to reply.
We don't really need umbrellas in our range as we find they get damaged when used in dense tree scrub.
Once again thank you for your email.
虽然收到的是客户拒绝的信息，这个时候我们就可以发挥自己的想象力，根据客户所担忧的点给客户讲自己产品的优点，或者是通过什么方案可以解决客户的疑虑和担忧了，只要客户愿意回复了，总是可以创造更多沟通的机会，沟通多了离订单就近了！
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以上内容属作者个人观点，不代表懂跨境立场！本文经原作者授权转载，转载需经原作者授权同意。
