这样回盘，回复率暴涨50%

写邮件是外贸工作重要的基本工作之一。

Writing e-mails is one of the important basic work in foreign business.

关于外贸邮件，Mike之前做过如下一些分享 ：

About this topic, I have written a few articles before as mentioned below:

很多人盲目的追求一些所谓的邮件模板，期待突破客户固有的任何防线，拿下订单。

Many guys head for the so-called " E-mail Templates" blindly, hoping to break all the intrinsic obstacles against cooperation with their clients.

这样的通用模板是不存在的。

Such all-purpose templates don't exist.

因为客户情况不同，订单详情也不同。

Coz the clients are different. The order details are different, too.

当然，Mike所言，并非不能用一些通用的邮件模板作为开发信，而是说不能抛开实际情况，用一样的邮件模板去与所有客户谈判。

Of course, I don't mean that you can't use an e-mail template as your promotional letter. What I am trying to say is that you cannot ignore the practical situation and use e-mail templates to negotiate with any of your clients.

关于如何写开发信，之前已做过一些分享：

About how to write promotional e-mails, I‘ve shared some ideas as below:

关于如何专业地回复客户询盘，Mike今天打算分享自己的一些想法。

About how to give a professional reply an inquiry, I'd like to share some of my ideas today.

我想，看过之前Mike在微信朋友圈分享的VIP教学视频后，大家可能在思维模式和行为模式上或多或少的有所提高。

I believe that you may get yourself improved in thinking mode and behavior pattern more or less after watching the VIP Education Videos shared in my WeChat Friend Circle.

一些粉丝没去添加Mike微信好友，所以可能没能看到。

Some followers haven't connected with Mike on WeChat. So you might have missed these videos.

但是没关系，别担心， Mike以后还会在微信朋友圈持续分享的。

But it's ok, no worries. I will keep sharing ideas in my WeChat Friend Circle in the days to come.

在回复询盘前，我们首先应该去看一下客户的网站以及网站上的产品。

We ought to check their websites （and the products on them） before giving a reply to the inquiries from the clients.

这样做的目的是为了结合自己的产品，针对性做出正确的产品推荐。

In that case, we can recommend the clients right products accordingly.

你还可以通过网站分析客户分销渠道，猜测客户的基本成本构成。

You can also speculate about the basic cost composition of the clients by analyzing their distribution channels.

。。。

（More details in VIP videos）

关于邮件标题，其实也是可以作出改动的。

You can also make some changes on the titles of your e-mails.

很多人在写邮件的时候，从来不去更改题目，一直用的是最初的标题。

When writing e-mails, many salespeople keep the original title of their first e-mail and never consider to change it.

他们认为这样能够让客户更加轻松准确的识别出自己。

They believe that the clients can recognize them easily and accurately.

其实，标题要跟随内容作出变化，明确目的。

In fact, you can also specify the purpose by adjusting the titles of your e-mails.

比如：

For Instance:

Re: Re: TO: ABC Inc. | Wooden Sofa | Quotation Sheet

Re: Re: TO: ABC Inc. | Wooden Sofa | Pics of Products

Re: Re: TO: ABC Inc. | Wooden Sofa | Production Videos

Re: Re: TO: ABC Inc. | Wooden Sofa | *** Certificate

Re: Re: TO: ABC Inc. | Wooden Sofa | CI Confirmation

Re: Re: TO: ABC Inc. | Wooden Sofa | Payment Confirmation

。。。

无论是不是第一封开发信，尽量做到简洁。

Be brief whether it is the first promotional letter or not.

冗长的邮件令人厌烦，消耗精力。

 Long e-mails are irksome and energy-sapping. 

一句话能说清楚的事情，尽量别用第二句。

Never say the second word if it can be clear with only one single word.

比如只有收到货款，我们才能开始生产。写法不同，感觉不同。

For example, the feeling is different by saying in two different ways.

1. We can't produce the products for you. Because we haven't received your payment. After getting your payment, the production will start.

2. The production will start only after your payment is received.

直奔主题，别浪费时间。

Get straight to the point，do not waste time.

很多人绕开客户的问题，说一些没有任何价值的东西，客户一点不关心。

Many guys ignore the questions the clients ask and say something unmeaningful which the clients don't care at all.

谈判的核心是传递价值。

The core of the negotiation is the value delivery.

只有让对方看到你的价值所在，才会更加可能与你进一步沟通。

It's more likely that they'd be willing to have a further communication with you only after they see the value from you.

很多人一味的想要卖给别人东西，却从不知道价值传递的重要性。

Many guys always try to sell people their goods but never know the importance of the value delivery.

小合作要放下骄傲，尊重对方。大合作要缩小利益，寻求共赢。

Lower your head a little and respect others for a small cooperation. 

Narrow your benefits a little on a win-win basis for a great cooperation.

价值传递，就是一切。

The value delivery is everything. 

彼此信任，就是一切。

The mutual trust is everything.

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我是Mike,我想做一些有意义的事情。

I am Mike, I wanna do something meaningful.

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