邮件是外贸人与客户沟通的常用方式，那么如何使用邮件从0到1的开发大客户呢？
先来看下面这封开发邮件，也许你也正在套用着相同或者相似的模版，赶紧刹车，别犹豫！
Hello Mr. Jame White
How are you? （分析：“How are you？”的使用本身是没有问题的。虽然我们从小学就学习这样的问候方式，但是这句话在很多国家并不太常用。）
We know your company from the internet and we know that your market is in the LED lighting field in Poland. （分析：本句想表达的逻辑没有问题，但是写法和语法欠妥。“from the internet”会给人不尊重和被骚扰的感觉，可以改为具体的询盘。）
We would like to take this opportunity to introduce our company and products, this is Alice from ABC company, we are one of the largest manufacturer in this field in China, I hope to cooperate with your company. （分析：本句话的句式非常普遍，表达的内容也很笼统。如果公司真的是行业领军企业，可以使用一些实际的数据去证明。）
Please allow me to introduce our products to you, we have many items such as LED lamps, outdoors and indoors bulbs and LED strip. We have much experience in this field. I will give you more details about our products if you are interested in them. （分析：比较空泛的描述，给客户带来的感受不强烈。这部分可以考虑使用具体的数字来表达。）
We will offer you the best price and quality, please go to our website for more details, www.***.com （分析：第一次发邮件最好不要加上网址，防止被系统当成垃圾邮件拦截。）
Can you introduce your company to us, or your target products market, thank you. （分析：这句话不太妥当。第一次邮件客户没有义务也不会很愿意回答你的问题）
We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future. （分析：本句较为空泛，没有实际的含义。）
Best Regards
Alice （分析：签名缺少内容。）
对于邮件内容，文中已经给出了一些分析。
虽然这封邮件在语法和句式上没有什么问题，并且在前几年可能可以被奉为“开发信经典模板”，但是如今这样毫无亮点的写法已经远远不能吸引现在的客户，邮件发出去后也不会有好的效果。
我们再来看看根据分析修改后的邮件：
Dear Jame
Hoping this email finds you well. （非常地道的美式问候语。）
We know your company is in the LED market from our customer data as the main distributor in European market. （“from our customer data”可能引起客户的思考：之前是否问过价格或拿过样品甚至很久之前是不是合作过。这样的话术不会给客户带来骚扰的感觉。）
We are specializing in LED lighting since 2008, our factory has the production capacity of 20000pcs bulbs with CE, Rohs every month, and the new items will be pushed every week from our ODM department. （用实际数据表明公司的地位与规模。）
Please contact me for any further information, free samples would be sent to you in our promotion seasons now. （该句有两个优点：1. 邮件通篇主动语态，但是这句话是被动语态，阅读起来可以让客户感觉到节奏的变化；2. “free samples”、“promotion seasons”刺激客户尽快联系索要样品或下单。）
Have a nice day!
Best Regards
Alice
Company
Tel/Whatsapp
Web
（结尾签名内容完整。）
修改后的邮件明显更加简练，同时话术表达在无形中引导客户进一步联系。
但是该邮件还是有些简单，在实际的邮件中，我们应该针对特定的产品与当前情况增添较为详细的内容。
邮件写作案例
这是一个美国客户，询问了我们一款电竞椅的价格。我们的业务员报价之后，客户没有反应，跟踪了几次依然没有回应。忽然有一天，客户问我们的工厂是不是在安吉，得到我们的确定后他说要来工厂参观拜访。
见面后，客户在工厂看了一番，没有留下名片就走了。客户回去后依旧没有任何动静，也不与业务员联系。
相信这样的场景很多外贸人都经历过。
经过各方面考量，我们还是决定继续跟踪这位客户。通过对客户进行背景调查后，我们了解到了客户的相关信息。同时我们也需要考虑到美国的实际情况。
以上述信息作为切入点，我们又给客户发了一封邮件，这次我们收到了回复。
Hi XX,
Hope this email finds you well.
Concerning the issue of that we export from other country to USA, we are still working on it with Haiti and Dominica free trade zone, the strategy way is ok, but we need confirm the details and make sure get the exact cost from China to their places.
We will have the full information at the end of this month, I will update to you in time. （客户回复：OK let me know what you find out, the only problem I see that is I am sure you know those are 2 countries WITHOUT any factories making anything related to furniture, so even if you can do the paperwork change, I believe that will NOT be accepted by USA customs, they know those are very poor small islands with no factories.）
By the way, the trade war may be stopped soon, we need to make some purchase plan in advance, otherwise every customer will place the orders in the same time, the factory will be very busy and postpone the delivery time too.（客户回复：I understand, but now we buy from 3 other gaming chair factories, so we do not need any new chairs, until after CNY, since we order a lot of stock to arrive before 12/31/2018.）
Have a nice day!
Best Regards Wishes
Ivan
从客户的回复中，可以提炼出三点：他与三家工厂在合作；现在不是他的采购期；2018年12月底之前他不需要电竞椅。
虽然没有成功签单，但是这封邮件也达到了想要的结果。我们收到了客户的回复并且知道了客户目前的情况，以及他的采购周期和时间。接下来就需要根据他给出的时间在合适的时候加强联系。
Dear Sir: May 1, 2001
Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world.
Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.
Yours faithfully
2. 提出询价
Dear Sir: Jun.1, 2001
We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..
Truly
3. 迅速提供报价
Dear Sir: June 4, 2001
Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.
交易的契机
4. 如何讨价还价
Dear Sir: June 8, 2001
We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.
Yours truly
5-1 同意进口商的还价
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.
Sincerely
5-2 拒绝进口商的还价
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.
Truly
6. 正式提出订单
Dear Sir: June 15, 2001
We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date.
Truly
7. 确认订单
Dear Sir: June 20, 2001
Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.
Sincerely
8. 请求开立信用证
Gentlemen: June 18, 2001
Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested.
Sincerely
9. 通知已开立信用证
Dear Sir: June 24, 2001
Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.
Sincerely
10. 请求信用证延期
Dear Sir： Sep. 1, 2001
We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.
Sincerely
11. 同意更改信用证
Gentlemen: Sept. 5, 2001
We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development.
Sincerely本回答被网友采纳
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 requirements.
Should you have any questions,call me,let’s talk details.
Best regards!
Leon
外贸开发信模板二：
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.
Thank you in advance!
Best regards！
Xxx
Company name:
Tel:…….
Fax:…….
MSN:……….
Skype:………..
外贸开发信模板三：
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 introduce this item for you,and its future have XXXXXXXXXXX(products information)…..
If you want to see more items,pls visit our website Should 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:***
外贸开发信模板五：
Dear Mr.Mound Klamath,
Glad to get your contact info from India mart!
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
外贸开发信模板七：
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)
company name
Website:www
ADD:XXXXXX
TEL:+86 XXXXX
FAX:+86 XXXXX
外贸开发信模板八：
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:***
外贸开发信模板九：
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 nearly 10 years,covering high precision machining parts,casting parts,metal parts,etc.Hope to establish business relationship with you!
Should you want know more about our company,pls visit Any comments,that’ll be appreciated!Thanks.
Best regards,
Xxxx
xxx Co.,Ltd.
TEL:
FAX:
Email:
外贸开发信模板十：
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本回答被网友采纳
We have got your order of 加v，wmkh001 。But it seems that the order is still unpaid. If theres anything I can help with the price, size, etc., please feel free to contact me. After the payment is confirmed, I will process the order and ship it out as soon as possible. Thanks！
Best Regards
$myname
译文：我们已收到你的订单，但订单似乎未付款。如果在价格和尺寸上有什么能帮助的，请随时与我联系。当付款完成，我将立即备货并发货。谢谢！
提示：请根据您产品自身特点对描述内容进行修改。