11个外贸业务邮件模板及精辟分析！ ①发了开发信后客户没回音，催！
Dear ***,
Sorry to trouble you again!
Please find my mail below. Could you please kindly check by return today? Because we'll be on holiday from May.1st to 3rd.
Thank you in advance!
Best regards,
Cindy
先写得委婉一点，把你上次写给他的邮件放在下面。如果他还是没回复，那就再重新发一遍，上面加上大写的红色或者粗体的“RE-SEND！！！”如果还是没消息，就打电话吧~
②展会上遇到客户写的开发信
Hi Alex,
How are you doing? Glad to get your name card from HK fair.
This is Sandy from ***. We specialized in parking sensor system, and all our products with CE/FCC/FCCID approved!
Regarding the FUN MINI DVR your selected on the fair, pls find the details with best offer in attachment. Hope to get good news from you! Thanks.
Best regards,
Sandy
Sales assistant
Sandy，我要说一点，你的情况和其他朋友又不一样了。你在展会上拿到过客人的名片，而且客人曾经对某一款产品感兴趣，那简直是一个相当好的机会！只要你把握住了，成交可能性是很大的！这种情况下，你特别要标注出他在展会上选的东西，而且主动提供详细资料和报价，这一点至关重要！
客人很忙的，他可能在香港展上去过很多同行那边，问同一个产品，他会收到很多很多邮件，恐怕根本没空回复或主动联系你，所以你一定要主动出击，提供完整的资料和好的价格，然后跟进，赢得他的信任！如果像你刚才那样，问他是不是有兴趣，有兴趣你会给他详细资料，客人会觉得很烦的，觉得你怎么需要推一下动一下，做业务要学会主动，客人一个眼色，你就要能完成三四个动作。客人问你价格，你连详细参数尺寸包装材料都一并提供了。
客人问你说明书，你连设计稿和文字都完整无误地给他参考。客人需要彩盒，你不止给了他图片，还有准确尺寸的刀模图，连别的客人的彩盒也一并给他做设计参考。你说，客人是不是会对你印象很好？ ③寄样品运费让对方出（到付）的委婉邮件
Hi ***,
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!
Kind regards,
C
④客户嫌价格高时，你的回复
政策：让他知道你的价格没有报高，不是人家一说便宜点，你嗖一下给人家少了一半价格，而是改变产品规格，比如包装由好的改次的，长度改短点，重量要少点，或者功率低点。
Dear Kelvin,
Thank you so much for your kind mail!
Sure, our models with top quality, and think all of them meet the quality level in your local market! If the price is not suitable in your price range, could you pls accept to do a little change? The price will be reduced 3%. That is, EUR2.13/pc.
Pls don't worry about the quality. Price is important, but quality counts for much more!
Here is just a little change, the original length of the flashlight is 102mm, and now we just make it short, 89mm instead! And then, the total cost will be reduced 3% because of the material saved! All the luminosity and the body look the same! I think it's workable for both of us. Any comments? Best regards,
C
⑤发了PI后客户没回信，催！
Hi ***,
Sorry to trouble you again!
Regarding the PI dated on ***, could you pls sign and confirm by return asap? Because we need plenty of time for arranging mass production!
It's a long time since I have got your reply last time. How is everything going on? If anything changed, pls keep me posted!
Thanks and best regards,
***
⑥寄了样品，并且感觉客户应该是满意的，但是他没有回音，这时你可以发这个邮件：
Dear ***,
Sorry to trouble you again!
Regarding the project we discussed last time, could you pls confirm by return today? Because we need plenty of time for mass production. P/I will be sent to you asap after your confirmation. If anything changed, pls keep me posted! Thank you!
Best regards,
***
或者简单版
Dear ***,
What about the final decision about our samples? We need your comments to go ahead!
Thank you!
Kind regards,
Renee
*** Co. Ltd.
Tel: ***
Fax: ***
Mail: ***
Web: ***
⑦客人死命砍价时回复的邮件
这时你不能一下子给人家底价，可以用采购数量来给他打个小折，这样就算价格低了，数量上也补点进来。 Dear sir,
Pls find the re-checking the price as follows:
1) Super grade, USD***, give you a special discount of 2%
2) A grade, USD***, similar as super grade, but price much more competitive.
Hope we can deal. Thank you!
Rgds,
***
⑧你客户是中间商，他需要等其客户回应之后才能再和你联系，没事时发个邮件让中间商客户别把你忘了。 Hi Johnny,
Thank you for your prompt reply!
Please keep me posted for further details.
Kind regards,
***
⑨客户要来中国看你们厂了！激动时别忘记发邮件确认彼此联系方式呀！
Hi ***,
I'm so glad to hear that you'll be in China soon, and hope to have a face-to-face meeting with you!!! Could you pls give me your time schedule and cell phone number? We'll arrange to pick you up from the airport!
My cell phone is ***. Pls call me if any questions. Thank you!
Kind regards,
***
⑩客户给你的价格太低做不了，给他可以选择的方案。
Dear kelvin,
Thank you for your kind mail! But unfortunately, this price also unworkable for us.
I sincerely hope to have business with you, pls realize our position. 2 suggestions as below:
1) everything keep the same, EUR2.45/pc, C&F air Stockholm
2) everything keep the same, EUR2.60/pc, with 3*AAA battery, C&F air Stockholm
Comments, please. Thank you!
Rgds,
C
?客户明确对你说他的订单下给别人了，这时发封信感谢一下吧，生意不成交情在哈！
Hi ***,
Thank you soooooo much for your kind mail! I appreciate!
We sincerely hope to find a way to cooperate with you! If your customer would like to place the order to another vendor, that's ok! But if you have another chance in the near future, pls keep me posted! It's my pleasure to be on service of you!
By the way, will you plan to visit China soon? I really hope to have a face-to-face meeting with you! Take care! Hope everything goes well!
Thanks and best regards,
第二篇：外贸邮件案例分析
询盘来源国家：阿联酋 产品行业：化工钛白粉
买家询盘：
I Want to purchase 20 MT/month , 240 MT/Year of your product. Dear Sir/Madam I have been involved in
sourcing construction materials for 15 years and I have a client who has a requirement for Titanium Dioxide Rutile for use in the paint manufacturing industry. I require 20
metric tons as a first order and if ok then >240 MT annually of Rutile, (chlorine process) Titanium Dioxide -
Dupont 902 or Huntsman TR 94 grades. I have attached a spec sheet as a
guidline. SGS report required to ensure quality. Please provide me your best price FOB China and als CNF Dubai.
I am looking for a long term supplier and this is a live order. Kind regards XXX XXX
卖家回盘：
Dear Mr. XXX, Good day! Thank you for your inquiry of TiO2. This is XX from XXX. We're among the top 10 TiO2 producer in China since 1988, with ISO9001-2008, SGS, REACH. As your requests for paint, we recommend you our best-sellers rutile R1930 similar to R902 and also our R218 with good quality and competitive price. Below is our quotation: 1. CIF Dubai Xusd/mt for R1930, Xusd/mt for R218 2. FOBShanghai Xusd/mt for R1930, X for R218 3. Payment L/C at sight or T/T 4. Package 25kg paper bag or as per customer's request 5. Delivery within 10-15 days in Shanghai port 6. Loading 20MT/FCL 20' with pallets 7. Valid time 15days Attached is the TDS, would you mind to re-send me your specs? It seems my mail system do not receive the files. Look forward to your reply about our quotation. Best regards. XXX
回盘备注：第二天客户会给我他的指标。我看了一下，我们的R1930合适，于是给他推荐了，但是他回复说觉得这个价格不合适，他的目标价是XX包括SGS费用。于是我回
复： Dear XX, Many thanks for your trust in us and give me your target price. Months ago our price was $XX but now, I'm afraid $XX is too hard for us. As you're in the market for more than 15years, I'm sure you are familiar with Chinese market. Price has doubled than 2010, because price of raw materials [titanium ilminite & Strong Acid] increase sharply. Also the exchage rate decrease from 8 to 6.23. We have no choice but to increase the price. Would you like to try our R218? It can meet all your demands except the oil absorption, it is 20~21max, and you request 19. Since this is our first cooperation, we offer you $20 off at FOB Shanghai 2930usd/mt. Which type of SGS report do you need? The charges are different. If we send samples to SGS for test, we will bear the charge; but if you request SGS to c
ome to our warehouse and pick samples for test, it is $50/mt. Anyway, we look for long-term cooperation, if this time you're not satisfied, you won't give us the second opportunity, right? So I really hope you can understand the price, it is the lowest among the same quality. Look forward to your reply. We should be grateful for your trial order. Best regards. 客户说很快回复我说有消息会告诉我的，可是转眼半个月过去了，我还是没有回复，最近跟他说了下涨价的事情也没反应。不知道是不是我上面这封邮件写的不好。
客户困惑：我们在价格方面的确没什么优势，怎么办？
专家点评：
首先肯定，两次回复在业务员案例中是比较不错的。不知道你们的产品价格在行业中是一个什么样的位置，因为对这个客户来说，价格是硬性指标，如果确实如你所说在行业中没有优势的话，会难以跟进。通常这类买家是比较专业的采购，就算价格上涨也会找到一些赔本吆喝的供应商。在拒绝客户的时候给出具体理由，并给出推荐方案，思路很不错。但这样还是有点被动，在跟着客户的要求走。通常我们说在眼前的条件对自己不利的时候，可以借力，就像在价格遇到节点的时候，不妨想下自己还有什么优势可以做为条件来增加自己的主动权的，如交货期，认证（突出别人没有的），出口经验，合作伙伴，甚至付款方式等，让买家的思考纬度不再局限于价格，可以尝试。
另外，在跟客户说涨价理由的时候到行业网站上找一些材料价格变动的数据图当做论据，也是不错的方法。
最后，如果价格还是有一定竞争力的，不排除客户还在筛选其它供应商或者策略性地不回复，适当保持联系，他不当你是供应商，但你还当他是潜在采购商，至少也算是一次有针对性的广告（或许他与供应商合作不如意的时候会考虑你）。
王邓析 10:18:02
询盘来源国家：South Africa 产品行业：建筑房地产
买家询盘：
Hello seller, I am the Sales manager of XX XX company, we are interested in your doors, please send me price list and any good details about your latest product of doors. Regards, XX XX company. 15/8
卖家回盘：
Hi Mr Have a nice day. Thank you for your inquiry about our doors. This is XX from XX Co.,Ltd. We specialized in various doors with customers from America, Canada, Saudi Arabia, etc. Follow is my answers: 1.As you could pay a visit to our company's website, we deal with many doors, so could you let me know you want to import which products and for which market, South africa or American or other markets. Then w
e could give you some importing advice according to our experience. 2.If South africa, steel security door and stainless steel door are suitable. And if American market, stainless steel door and American steel door can be con-sidered. 3.Enclosed is the steel security door, stainless steel door and American steel door catalogs for your reference. Hope you will like it. Any comments or question-s, feel free to contact us. Best Regards 15/8
卖家困惑：XX XX company后来又发了催
信， Dear Mr XX, How are you. It is regret that I haven't received any information from your side. The pictures I sent have be received or not?May I have your idea about our product? We will try to satisfy your reply. As we don't want to lost a good customer like you!If there is anything we can do for you, we shall be more than pleased to do so. Hope we can build good cooperation with you.
专家点评：
不是所有的询盘背后都有订单，期望值应随客户的询盘目的而调整。这个询盘客户只说对产品感兴趣，要求是报价并提供产品细节，而且特别强调产品细节。这些说明客户手上应该没有实单，发询盘是为了了解产品和价格行情，只是做为产品开发的参考。没有回复很正常。
通常这类询盘的回复都是发一份产品目录，附上几个问题做为后续，如果客户没有回复也就算了，不是重点客户。但这个客户还有点特别，他的公司名称google上没搜索到，而且其中是带有utilities字样的，这表示客户有可能是制造工厂，那么询盘的目的就还有一个可能性，是获取你们的产品资料的，所以跟进的时候建议产品都只发大概的目录，不提供详细信息，如果买家有进一步的反馈才提供。
选择正确的客户跟进永远是最大的前提。