新客户开发技巧分享.pptx

新客户开发技巧分享新客户开发技巧分享1作者：Iamapilot新客户对新外贸业务员的意义新客户业绩专业知识内内贸贸客客户户开开发发步步骤骤1、找到意向客户，并引起客户兴趣2、探寻客户需求3、介绍产品4、谈判，异议处理5、成交，收款6、后续服务跟进，翻单或客户转介绍。外外贸贸客客户户开开发发步步骤骤1、收集意向客户资料2、发有效的开发信（MAN法则）3、建立起联系4、成交，催款5、售后服务，二次开发，翻单。找找到到潜潜在在目目标标客客户户1、黄页或谷歌2、B2B平台3、海关数据4、展会客户5、经理或老同事，同行朋友转的询盘。谷谷歌歌找找客客户户关键词+过滤代码谷歌在国内不稳定，可以用Bing，搜索日本客户可以用Yahoo。关键词选定：我想开发葡萄糖或甘露醇，部门分给我泰国市场，这两个产品在医药行业用得比较多，那么我检索“ThailandPharm”，同理，我分的是韩国市场，我想开发食品行业，“KoreaFoodadditives”过过滤滤无无关关网网页页谷歌过滤无关网页代码：“-”从搜索结果中减去-B2B-Marketplace-leads-platform-directory-connecting-FindSuppliers-FindManufacturers-member-buyers-China-Chinese-.cn-forum-yellowpages-yellowpages-online-shop-store-blog-wikipeadia-youtube-.edu-.gov-.pdf-facebook-linkedin资资料料要要素素，管管理理技技巧巧资料要素：1.公司名称2.联系人3.邮箱地址4.客户主营产品或行业5.国家6.区域找资料演示其其他他方方式式B2B平台，海关数据，黄页，展会，经理或老同事转的询盘，产品互补的外贸同行转介绍，电话开发信开发信发发有有效效的的开开发发信信1.有效的邮件标题质2.条理清晰，简洁有力，有针对性的邮件内容-质3.持续不断的改进标题和内容持续开发-质+量*致：檯界化學:大陸最大山梨醇出口商:新諾集團*To:KomasChem/MannitolSupplier/SingsinoChina*To:SingsinoGroup/Sorbitol/TianliPharm*大家可以在福步开发信栏目里首页有一个我的帖子“如何写出富如何写出富有吸引力的邮件标题有吸引力的邮件标题”，谈了下邮件标题撰写的技巧。我ID:iamapilot 开开发发信信标标题题案案例例*HerbExtract-ProductList直接写产品名称*ComnmoditiesBrasil直接写公司名称*Re:EngagedinthequalityoffibermarkingMachine,Qualityassurance,sincerededication公司口号*wemfgmachines&equipmentsforpharmaceutical,bulkdrug,chemical,intermediates,API,organics一句话介绍要点：你是谁？你找谁？找我何事？DearSirs,Ihopeyouaredoinggreat.Allowmetointroduceourcompany.NobelFoodsisaMexicancorporationdedicatedtomanufacturinghighqualityagaveproductsandaimingatthesupplyingallinternationalmarkets.WeprocessBlueAgaveTequilanaWeberplantstocreateOrganicBlueAgaveSyrupandOrganicAgaveInulin.Oursyrupis100%agavesyrup,organiccertifiedbyBCSOKOandproducedunderhighqualitystandards.Wecurrentlyexportouragavesyrupto40countriesandcansupplyretailandbulkpresentations(drumsorIBC).Inadditiontoagaveproducts,wealsodistributechiaseedsandavocadooil.Wewillbegladtosendyousamplesfortestingandevaluationalongwithbestproductpricing,pleasedonothesitatetocontactus.Hopingforapossiblecollaboration.Kindregards开开发发信信反反面面案案例例（墨墨西西哥哥）Comments Pls！公司介绍产品介绍DearSir/MadamWithreferencetoyourtelecomtodaywithMr.Kalpeshkumarforrequiremachines&equipments,wetakethisopportunitytointroduceourselves.WeJAYPHARMAEQUIPMENTSaremanufacturingPharmaceutical,bulkdrug,chemical,intermediates,API,organics,formulation,food,paintandotherindustries.Wehaveexpertiseinmanufacturingallmachines&equipmentssince2005,ofvariousstandardsizeandcapacity.OurEquipmentareavailableinstandardandGMPModel.OurfactoryandofficeisLocatedinAndherisakinaka,MumbaiSomeofourvaluablecustomersinPharmaceutical&otherssectorareNestleIndiaLtd,LupinLtd,DrReddy 鈥檚Lab,USVLtd,SterlingBioTechLtd.WEATTACHOURCOMPANYPROFILE.WEMANUFACTURINGPROCESSMACHINES&EQUIPMENTS(MILDSTEEL/STAINLESSSTEELSS304&SS316)VIBROSIFTER,MULTIMILL,TRAYDRYER,FLUIDBEDDRYER,OCTAGONALBLENDER,CONEBLENDER,IPCBINS,INTERMEDIATEBATCHCONTAINER,PLANETARYMIXER,STARCHPASTEKETTLE,RAPIDMIXERGRANULATOR,FILTERPRESS,LIQUIDSYRUPMANUFACTURINGPLANT,INLINEHOMOGENISER,OINTMENTMANUFACTURINGPLANT,COLLOIDALMILL,STORAGETANK,REACTOR,MIXINGTANK,PALLETS,LIFTERS,FBDBOWLTIPPER,RIBBONBLENDER,MASSMIXER,PRODUCTHANDLINGMACHINES&ALLTYPESOFCLEANROOMFURNITUREASPERCLIENTREQUIREMENTS.ALLTYPESOFBLENDER,MIXER&DRYERFORLIQUID,OINTMENT,POWDER,SHAMPOO,GEL,LOTION,DETERGENTETC.PHARMACEUTICALS,API,CHEMICAL,BIOPHARMA,FORMULATION,COSMETICS,INTERMEDIATES,BULKDRUG,FOOD,AYURVEDIC,DAIRY&HARBALINDUSTRIES.WEALSOSUPPLYSPARES.IFANYREQUIREMENTPLEASECONTACTUS.Iinviteyoutotakethisopportunitytostartawin-winPartnership.WITHWARMREGARDS,ForJAYPHARMAEQUIPMENTS,KALPESHKUMAR开开发发信信案案例例（印印度度）Comments Pls！神奇的印度人DearSir,Gooddaytoyou.IamMandyfromChina.Ourmarketsurveyinformsthatyourcompanyisinterestedinkonjacgum.Ourcompany,QingdaoliandatiKonjac Foodstuff Co.,Ltdisoneprofessionalmanufacturerandexporterofkonjacgumandkonjacpowder.Withseveralyearsexperienceinmanufacturingandexporting,nowweareabletosupplyvariousspecificationskonjacgumandkonjacpowder.OurmarketspreadalloverhundredsofcitiesofChinaandPhilippines,Korea,England,Malaysia,Thailandetc.Iapproachyoutodayinthehopeofestablishingbusinessrelationswithyou.Ifyouhaveinterestinanyproductshownonourwebsite,wecansendyouasampletotest.Moreinformation,pleasevisitourwebsite:http:/ Pls！失败的开场白模糊的产品介绍尊敬的連泰洋先生：您好！我是*集團（有機化學添加品部門）*。致信于你，是了解到貴司从事界面活性剂生产，且有山梨醇需求。我們是中國大陸最大的山梨醇出口商，專註山梨醇出口十一年。我司山梨醇现供给聯合利華，高露潔，GSK等知名公司。我們的優勢：1.質量滿足跨國公司要求2.價格在台灣市場具有競爭力現爲滿足市場需求，擴大生産規模，年産40十萬噸，希望能與你合作！如需報價，敬請回複！此致祝:生意興隆！産品目錄：-山梨醇、甘露醇、葡萄糖、糊精、檸檬酸、CMC、黃原膠、果葡糖漿、液糖、玉米澱粉开开发发信信案案例例要点：有针对性，条理清晰，简洁有力E-MailTo:Attn:*先生/*Group,*集團-化學添加品部門From:Susan/Taiwan*Corp.*化學工業股份有限公司Date:Mar.15,2013*先生:您好!謝謝您3月11日的電郵.1.我司年耗Sorbitol(70%)約900MT.上海金山廠亦開始少量使用.2.請報價USD/MTCIFKeelung及RMB含稅價(交貨地:上海.金山區).3.Packing:IBC或drum.4.若價格有競爭力,上海廠會先試用.順祝商祺!BestRegards,*化學/Susan收收到到客客户户回回复复Ref:ProductGThisRequestforInformation(RFI)needsyourpromptattention.Wehavethefollowingmessageforyou:SENDUSYOURFOBPRICE&SAMPLEOFSWEETENERINSACHETS.SENDUSBYARAMEXOREMS.WALLSTREETRESOURCES,INC.8-CAVIDATOWERS5,FELIXHUERTASRD,SANLAZARO,STACRUZ,MANILA1013,PHILIPPINESTEL.NO.+6309398203220ALPEREZThankyou,Mr.AlfonsoRinoPerezSenderDetails-NAME:Mr.AlfonsoRinoPerezCOMPANY:WALLSTREETRESOURCES,INC.PHONE:[phone]MOBILE:[phone]FAX:[phone]CITY:ManilaSTATE:GreaterMetropolitanAreaCOUNTRY:PhilippinesIP/Country:121.54.54.57/32/Philippines-客客户户询询盘盘邮邮件件(菲菲律律宾宾)M/S.SadsdhCOMPANY-CHINAATTN:ExportManagerDearSir,WehavepleasuretoknowyouresteemedfirmthroughTradeLink;andexpressourkeeninterestinacooperationwithyourcompany.Wetakethisopportunitytoinformyouourinterestinyourstarchproducts.Wearespeciallyinterestedinyourdextroseanhydrouspharm-gradeforpharmaceuticalapplicationusedininfusionsolutions.Wekindlyrequestyoutosendusyourcompleteinformationpack,rock-bottomexportquotationfor100MTofdextroseanhydrouspharm-grade(in25kgbagswithpallet)basedonCFRBandarAbbas,togetherwithdetailsofanalysis,packing,andpromptdeliverytime,assoonaspossible.Foryourinformation,weareamemberofTabrizChamberofCommerceandIROTRA,actingasadistributionnetworkinthefieldofpharmaceuticalindustriesandsupplies.Wethankyouforyourcooperation,andeagerlyawaitingyourearlyreply.BESTREGARDS,GM客客户户询询盘盘邮邮件件(伊伊朗朗)几点注意几点注意注意1：尽量一个公司找多个邮箱注意2：开发信量是关键发送404封开发信，周期性重发5次，除去发送失败的，回复率大约1%注意3：周期性重发-重复利用资料只要客户不设黑名单，不严重警告，不告知他们不需要，那么我们还是设定客户是我们目标客户3、建立起联系*探寻需求，挖掘客户关注点。*建立联系，和客户邮件互动起来是目的2、发有效的开发信1.有效的邮件标题2.条理清楚，简洁，有针对性的邮件内容3.持续不断的改进标题和内容持续开发1、找准潜在目标客户*黄页+谷歌*B2B平台*海关数据*展会客户*经理或老同事转的询盘总结总结最后的话最后的话Thanks！非常感谢