开发信基本要点.doc

开发信基本要点
常用的英文字体：
　　1)Arial (使用最多的，看着眼睛最舒服)
　　2)Verdana
　　3)Calibri
　　4)Times new roman
　　5)Tahoma
　　6)PMingLiU 台湾香港
颜色不要超过三色，一般都是黑色或者蓝色,事实上，有人研究过，蓝色最能引起西方人的注意。
对客户来说，比较有吸引力的内容，可以加粗和变色来突出处理。
　　比如有的公司可以提供免费样品，FREE SAMPLES 就完全可以重点突出了。
　　对于文字大小，通常是12磅就好了，但是如果你了解过看信的人，是近视，或者年纪比较大，可以适当把字调整到13-14磅，免得对方看起来很吃力。
　　文字行距大概在18磅左右，不要太紧凑，也不要太松散。
　　字体和颜色，大小问题解决了，现在我们来看称呼。
称呼
不知道对方名字，
一般都可以这么解决：
　　TO：PURCHASING MANAGER/PRODUCT MANAGER
　　或者
　　TO： WHOM IT MAY CONCERN
　　1不知道对方名字：
　　Dear Friend,
　　Dear,
　　Dear Manager,
　　Dear Director,
　　Dear Your Teams…...
　　Hi,Sir,
　　2) 知道对方名字：
　　Dear Jone，
　　Hi,Jone,
　　Good Day Jone,……
其实外贸开发信的主体内容，不需要那么复杂，要把握“四不四少”原则。即：
　　1)不长篇大论的介绍公司或工厂
　　2)不炫耀英文水平
　　3)不插入超连接(别问我什么是超连接哦!)或图片
　　4)不说毫无意义的废话
　　5)少说从那里得到客人联系方式
　　6)少用第一人称
　　7)少用书面语
　　8)少用中国式英语
　　外贸函电的精髓就是，“简单简单再简单”。 你要做的，就是简单明了的告诉看邮件的人，
　　你是谁?
　　你是做什么的,优势产品是什么?
　　你想要做什么?
平时需要多琢磨客人的email，有意识去模仿他们的行文方式和遣词用句，才能慢慢练好，让别人感觉你的email和老外写的一样，就把你当作同类，觉得会有亲切感，比如我有个立陶宛的客人，写邮件开头老写：
　　Good day to you!
　　那么我给他回邮件或者写邮件的时候，也就学他写：0
Pls asap.
Thanks and best regards,
Dear,
　　How are you today?
　　ABC Co., Ltd manufacture LED Lights for 8 years in China, and supplier of walmart, hope to be one of your supplier.
　　FREE SAMPLES & Catalogues will be sent if needed.
　　Write me back or Call me please, let me talk details.
　　Looking forward to working with you in the near future.
　　Best Regards and thanks.
　　Alice
　　Sales Manager
事实上，比较简单直接的
　　HAVE A NICE WEEKEND!
　　BEST WISHES!

　　BEST REGARDS!
　　就都可以了。
　　最后，就是签名了。
　　开发信，因为是第一封邮件，建议纯文本就好了：
　　NAME：
　　TITLE：
　　COMPANY：
　　TEL：
　　FAX：
　　EMAIL：
　　WEB：
　　如果不是第一封邮件，建议签名可以设点特色，弄点花样，花点心事，弄的与众不同点，可以把自己产品特色，照片等都可以设计进去，比如例子，(打开安全连接)：
还有人，在问，发开发信，要不要设置要求已读回执?我建议还是要回执比较好，有2个好处：
　　1) 你可以看，你发了30封邮件，有多少封是 read，有多少封是 deleted without read ;可以确定自己邮件标题或者内容好不好?
　　2) 事实上，对于已读邮件，你就可以跟进写第2封邮件了，试着发下电子目录了。对于未度而直接删除的邮件，而你又确定他们在做你的产品的话，如果你愿意，可以试着换下标题，再发发邮件;
　　3) 一般回执里邮件地址前，可能有联系人的姓名，这个很有用额
1. 报价
Hi Jan,
This is xxx, from xxx.
Thanks for your call in, inquiring about xxx.
Please find my quotation as follows for your reference.
                        QUOTATION:
GOODS:  NONE WOVEN BAG
DESCRIPTION:  100GSM premium non-woven polypropylene tote with dual reinforced 20" handles and plastic bottom insert.  
SIZE:        12" L x 13" W x 8" H
COLOR:    ROYAL BLUE
SET UP CHARGE:  US$30
QUANTITY:       2000pcs
UNIT PRICE:      US$0.59
TOTAL AMOUNT:  US$1210
The mass production is 5days after confirmation of sample. The shipping time is 5days by Express. The sample time is 5 days. My suggestion is to proceed the mass production after confirmation of virtual samples. Please kindly offer me your artwork and PMS#if have. I will do a design drawing fou you.
More details please see the attached quotation.
Any problems please feel free to contact me.
Looking forward to your early reply.
2.进一步回复客户：
Regarding the items you interested, could you pls give us some more details? Such as material, dimension, design etc. It will be very useful for us to quote the CORRECT price!
3.给客户寄送免费样品，但要对方付运费
Thank you so much for your kind reply!
Sure, samples will be prepared soon. Could you pls give me your courier account? Such as FedEx, DHL, UPS, TNT, etc. Each one is ok. I'll inform you the tracking number after parcel picked!
Please contact me if further questions. Thank you!
Sending out today.  Should I send 2 day?  Is that alright?  
I am afraid ground may take 3 days...
Let me know.
4.客户要的数量太少的时候
Hi Jan
We would like to help with small quantities,but i suggest that if you can buy in your country, your cost will be less.
Of course, if there is no suitable factory, surely we will make this for you.
Here are some pictures about silicone bracelets.
几百个的产品，我们当然也可以做，但我会建议是客户在本地找工厂，这样就可以减少他得开支，这样的建议客户会很开心，你替他着想，他反而更放心给你单子。
2. 写一封邮件告诉客人Mike，上次收到的样品已经寄给工厂了，但工厂说材料不是ABS，而是PP，价格他们需要重新核算，但近期内原材料涨价，希望您能尽快确认，我们好采购原材料并安排生产。
Hi Mike,
Samples received and already passed to vendor. The material was PP, not ABS. Offer sheet is preparing and will be sent to you soon.
By the way, raw material increased these days, pls make a decision quickly to go ahead after price confirmed. We'll arrange the mass production asap.
Thanks and best regards,
C
外贸开发信模板模板一：
Hi Sir/Madam,
Glad to hear that you're on the market for furniture,we specialize in this field for 14 years,with the
strength of ERU&USA ANTIQUE FURNITURE,with good quality and pretty competitive price.
Also we have our own professional designers to meet any of your requriements.
Should you have any questions,call me,let's talk details.
Best regards!
Leon
外贸开发信模板模板二：
Dear purchasing manager,
Hello,this Lily Lee from xxx company,our company is a professional xx manufacturer with years’s experience.so we want to avail ourselves of opportunity establishing business relation with you.
Please link our company web site:............. if you want to know more about our product.by the way, free sample are available.
Tahnk you in advance!
Best regards] Xxx
Company name: Tel:……. Fax:……. MSN:.......... Skype:………..
外贸开发信模板模板三：
  Subject: XX (products name) you need/ XX factory / xx good quotation
Dear Sirs:
We glad to get your information posted on xxxxxx. that you are in the market for XXXX. We would like to take this opportunity to introduce our company and products, with the hope that we may work together in future .
This is (Name ) from (Company Name ) which is specializing in (Products Name ) for many years. According to your information posted on xxxx, we'd like to introuduce this item for you, and its feture have XXXXXXXXXXX  ( products infomations).....
If you want to see more items,pls visit our websiteShould any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements.
We look forward to hearing from you soon.
Best Regards,
Your name ( position)
company date ....(NAME, ADDRESS, WEBSITE, MAIL TEL AND FAX ETC.)
外贸开发信模板模板四：
Hey guy,
XYZ trading here, exporting LANTERNS with good quality and low price in US.
Call me, let's talk details.
Rgds, Rick Cell phone: ***
（这是一个巴西的贸易公司写给陌生的美国公司的开发信）
外贸开发信模板模板五：
Dear Mr. Mukund Kamath,
Glad to get your contact info from Indiamart!
We supply homogenizers and ice cream freezing machine with good quality and very competitive price. Hope to be a partner of your company!
E-catalog will be provided if needed.
Email me or just call me directly. Thank you!
Best regards,
Mandy ******Co., Ltd. Add: *** Tel: *** Fax: *** Mail: *** Web: ***
外贸开发信模板模板六：
To: Purchase Manager
Re: Supplier of Deep Groove ball bearing   
April 29, 2010  
Dear Sirs,      
It is glad to write to you with keen hope to open a business relationship with you. I obtained your company name and email address from the Internet.
Ningbo Fenghai Bearing Co., Ltd. is a factory specialized in Deep Groove ball bearing. Our products had adopted ISO9001:2000 Quality System Authorities.
For more information, we would like to let you know our company web site as below.
Hope to hear good news from you.
Sincerely Yours,
Sky
Export Manager
Ningbo   Co., Ltd.
TEL: FAX: Email: Website
老外更在意的，并不是你工厂的ISO9001之类的东西，这些都是虚的。如果你是一个不错的工厂，被哪些大客人验过厂，比ISO重要100倍！如果你通过BSCI验厂，或者Disney验厂，或者Wal-mart验厂，那就把这句写上去！  如：We already passed the factory audit from BSCI, with the scores ***  (BSCI验厂是有分数的，而且德国Lidl指定BSCI验的，如果你分数还不错，说明你的产品已经能进德国主流市场了。相比之下，BV和SGS之类的就稍微弱一点点。) 又如：We're the supplier of Wal-mart, and already passed the FE from them.
外贸开发信模板模板七：
Hi, purchasing manager.
Good day!
We are XXXX supplier,and we have researched & designed some new product.
If you are interested in, I 'll send you our catalogue.
Thanks for your valuable time.
Regards.
Yours,XXX(Ms)
compnay name Website:www ADD:XXXXXX TEL:+86 XXXXX FAX:+86 XXXXX
外贸开发信模板模板八：Hi Kelvin,
Glad to hear that you're on the market for flashlight and other promotional items.
This is C from *** Ltd in China. We specialized in flashlights and premiums for 10 years, with the customers of Coca-Cola, Craft, Pepsi, etc., and hope to find a way to cooperate with you!
Please find the pictures with models and different packaging in attachment. An American guy purchased this model in BIG quantity last year. I would like to try now, if it's suitable for Europe.
FREE SAMPLES can be sent on request. Call me, let's talk more!
Thanks and best regards,
C
*** Ltd Tel: *** Fax: *** Mail: ***
当时一共写给6个不同的客人这样一封开发信，内容完全一样，只是对方姓名不同。所谓的某美国客人下过大单，完全是编的，只是给客人一个感觉，美国佬很喜欢这款产品，下过很大的订单哦，你们看看，是不是欧洲市场也能卖一点？最后一句“Call me, let's talk more”是我故意这样写的，因为很少有客人会打电话给一个陌生人，但是这句话写上去让人感觉会大大不一样，首先就是这个人很有自信，其次就是他是有诚意的，不是群发的邮件。
外贸开发信模板模板九：
Hi Chris,
Glad to hear that you are on the market for stainless steel spinning parts.
We, xxx Co. Ltd, is professional in precision machining for nearlly 10 years, covering high precision machining parts, casting parts, metal parts, etc. Hope to establish business relationship with you!
Should you wanna know more about our company, pls visit Any comments, that'll be appreciated! Thanks.
Best regards, xxx** xxx  Co., Ltd. TEL: FAX: Email:
外贸开发信模板模板十：
Dear Sir or Madam,
Are you interested in saving some money on importing any of the following?:
- High quality thickness planer
- Bench planer
- Combined planer & thicknesser
- Woodworking machines
All of our products are very affordable as a result of being produced in special economic development regions of China and we are more than happy to help you with the import/export process too!
My contact details are below, and I would be glad to hear from you.
Kind regards,Kevin Zhu
Sales Executive
开发信要点：说明三点即可：你来自哪里，做什么的，有什么优势1..简短；2.正文中最好不要带网址，否则很容易被外国服务器拦截；3.少用主动语态，多用被动语态