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  • 0 楼#

    伤心的豆干

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    与客户的沟通是一门艺术,不懂沟通技巧的业务员常常发出一封开发信几个星期了,还得不到对方的回复。是客户对产品不感兴趣?是邮件被过滤了客户没有收到?在这些时候,原因往往需要从自身找起。这一次我们就来看看,有哪些话是最好不要出现在开发信当中的。

    一、“My name is…”、“I’m working for…”
    通常人们会认为,与人初次交谈时说清自己的姓名和工作单位不是很必要吗?确实,在面对面的沟通中或外贸展览会上,主动介绍自己通常会给客户留下热情友好的印象。但在电子邮件的联系中,尤其是第一封开发信中,一上来就说“我叫什么”、“我的公司叫什么”,客户并不会记住你的名字(无论你的名字是拗口的拼音名字还是“烂大街”的西方名字)和公司,反而会因为推销而产生反感。我们要做的首先是“投其所好”,可以用问句来引起客户的关注:

    Do you need an LED display?

    Do you need to import some exquisite packing boxes?

    Lightweight and durable building materials, would you like to know something about them?

    这时你的产品如果恰好是客户需要的,那么他一定会对你有一些印象。

    二、“Do you have anything to ask?”
    我们以为问出这句话后客户会告诉我们哪里不明白,但实际上客户也很懵:“问什么?问哪方面?太笼统了吧?”在询问客户时我们一定切记需要具体,这样才能得到富有针对性的答复。比如:

    Does our pricing page contain all the details you need?

    Is there anything you don't understand about the use of our products?

    After using our samples, do you have anything else you need to know?

    Do you have any other questions about our list of goods?

    三、“I think that…”
    客户想要了解的是你的产品和你所提供的服务,而不是你的想法。因此,在邮件中过多地使用“I”、“I think”“my opinion”等词汇会大大降低客户对你的好感。如果一定要表达自己的想法,不如说得迂回委婉一些:

    here are answers to some of the questions you might soon be asking…

    In response to your question, I would like to…

    In response to your request, we hope…

    四、“I know what you must think, but it's not so.”
    没有人喜欢自己的意见受到反驳,尤其是这样直接的表达。如果你与客户之间产生了分歧,首先要做的不是否定对方,而是先肯定对方有他的道理,再去表达“我们也许还有另一种方案”。对于小标题里的这句话,我们可以换成:

    You're right, but we may have another possibility.

    I respect your opinion, of course. however, that is not what we see with over 1/ 3 of projects being over cost and over time.

    Your comments and suggestions that we will continue to make progress in the invaluable source, but we suggest that you can according to your actual situation, choose the most reasonable and convenient transportation.

    虽然表达的是相同的意思,但这样听上去会舒服很多。

    五、“Hope everything goes well with you.”
    尽管祝福类的“客套话”还是有必要的,但这样的祝福太笼统且缺乏新意,也许客户每天都会收到类似的信件,一定会对这些套话感到厌倦。类似的还有“Hope you are doing well.”“I wish you the very best.”“Hope everything will be fine for you.”“Hope everything is all right with you.”等等,我们在开发信的结尾最好尽量避免。要想送上祝福,不如有针对性地写一些关切的话,比如:

    We hope you can open up a bigger market in America.

    Well, to your health and success in business.

    相信你已经学会了一些如何避免开发信“石沉大海”的小技巧。那么让我们行动起来,在实战中获得客户的青睐吧!


  • 1 楼#

    大有coco

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    楼主正解,确实如此啊




  • 与客户的沟通是一门艺术,不懂沟通技巧的业务员常常发出一封开发信几个星期了,还得不到对方的回复。是客户对产品不感兴趣?是邮件被过滤了客户没有收到?在这些时候,原因往往需要从自身找起。这一次我们就来看看,有哪些话是最好不要出现在开发信当中的。

    一、“My name is…”、“I’m working for…”
    通常人们会认为,与人初次交谈时说清自己的姓名和工作单位不是很必要吗?确实,在面对面的沟通中或外贸展览会上,主动介绍自己通常会给客户留下热情友好的印象。但在电子邮件的联系中,尤其是第一封开发信中,一上来就说“我叫什么”、“我的公司叫什么”,客户并不会记住你的名字(无论你的名字是拗口的拼音名字还是“烂大街”的西方名字)和公司,反而会因为推销而产生反感。我们要做的首先是“投其所好”,可以用问句来引起客户的关注:

    Do you need an LED display?

    Do you need to import some exquisite packing boxes?

    Lightweight and durable building materials, would you like to know something about them?

    这时你的产品如果恰好是客户需要的,那么他一定会对你有一些印象。

    二、“Do you have anything to ask?”
    我们以为问出这句话后客户会告诉我们哪里不明白,但实际上客户也很懵:“问什么?问哪方面?太笼统了吧?”在询问客户时我们一定切记需要具体,这样才能得到富有针对性的答复。比如:

    Does our pricing page contain all the details you need?

    Is there anything you don't understand about the use of our products?

    After using our samples, do you have anything else you need to know?

    Do you have any other questions about our list of goods?

    三、“I think that…”
    客户想要了解的是你的产品和你所提供的服务,而不是你的想法。因此,在邮件中过多地使用“I”、“I think”“my opinion”等词汇会大大降低客户对你的好感。如果一定要表达自己的想法,不如说得迂回委婉一些:

    here are answers to some of the questions you might soon be asking…

    In response to your question, I would like to…

    In response to your request, we hope…

    四、“I know what you must think, but it's not so.”
    没有人喜欢自己的意见受到反驳,尤其是这样直接的表达。如果你与客户之间产生了分歧,首先要做的不是否定对方,而是先肯定对方有他的道理,再去表达“我们也许还有另一种方案”。对于小标题里的这句话,我们可以换成:

    You're right, but we may have another possibility.

    I respect your opinion, of course. however, that is not what we see with over 1/ 3 of projects being over cost and over time.

    Your comments and suggestions that we will continue to make progress in the invaluable source, but we suggest that you can according to your actual situation, choose the most reasonable and convenient transportation.

    虽然表达的是相同的意思,但这样听上去会舒服很多。

    五、“Hope everything goes well with you.”
    尽管祝福类的“客套话”还是有必要的,但这样的祝福太笼统且缺乏新意,也许客户每天都会收到类似的信件,一定会对这些套话感到厌倦。类似的还有“Hope you are doing well.”“I wish you the very best.”“Hope everything will be fine for you.”“Hope everything is all right with you.”等等,我们在开发信的结尾最好尽量避免。要想送上祝福,不如有针对性地写一些关切的话,比如:

    We hope you can open up a bigger market in America.

    Well, to your health and success in business.

    相信你已经学会了一些如何避免开发信“石沉大海”的小技巧。那么让我们行动起来,在实战中获得客户的青睐吧!




  • 楼主正解,确实如此啊



2 回复

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