加拿大外贸
当第一次谈话结束之后...给客户打第一次电话的目的不是要客户签单，而是要找到你的真命天子。把客户的名字和邮箱弄到手，同时让客户知道你的存在，对你有印象了，只要这两个目的达到了，这一次的电话营销就已经是成功了！
而第一次电话交谈完毕之后，就应该第一时间着手给客户发第一封开发信了。
开发信应该根据刚才与对方交谈的内容来准备，
看对方关注的内容是什么。是你公司的情况？
是某一样或者某几样产品？是产品质量？是价格？是交期？是运输方式？是代理协议？...
至于能从第一次通话中获得对方多少信息，就看个人在电话里头的发挥了。
总之，开发信应该根据你所获得的客户的信息，有针对性地处理。这里回顾之前提到的很重要的一点，无论对方在电话里给你的邮箱是公司对外的公共邮箱，诸如info@, sales@，suport@等等，还是他自己专用的邮箱都好，在电话交谈结束后，给对方发开发信的时候，要在标题里引用对方的名字（当然，邮件的称呼也应该是他的名字）。比如对方叫“David”，那邮件标题就写“To David”，后面可以考虑加自己的产品名字。这样的话，开发信能发到David手上，并且让David打开的几率就大很多了。
一条重要的原则是，第一次电话过后的第一封开发信，发送一定要及时，最好是打完之后马上写邮件发送。至于开发信设不设阅读回执的问题，那是见仁见智了，而且在我看来，这个回执设不设根本无所谓，因为我们还会打第二次、第三次...的跟踪电话。
最后总结一下电话营销要把握好的几条基本原则（以下原则仅供参考）：
1.打电话的时机。
时机的把握非常关键，有时甚至是致命的，
但实际操作中，
一般情况，周一上午和周五的下午下不宜打，另外，下午四点过后一般不打。
一般中午lunch time（12点到14点）不打，因为那个时候一般也是找不到人的。
原因很明显：会喜欢在周一一上班的时候就接到推销电话的人不会太多；会喜欢在周五下午热切期盼着放假的那一下接到推销电话的人不会太多；会喜欢在下午4点以后等着下班的时候接到推销电话的人不会太多。另外，即使对方不反感在这些时段接到推销电话，但我们在周五下午以及每天下午4点以后给对方发开发信，而能得到对方及时回复的几率也不大。
2. 打电话的频率。
我一般第二个电话和第一个电话之间的间隔是一周左右，换句话就是前一周打，后一周跟踪。
间隔太长了，对方容易忘记你（甚至你自己对客户的印象都不深了，会想不起来对方第一次跟你说过些什么）；间隔太短了，对方还没时间看，或者看完后还没时间做详细的研究。通常这种情况下，客户可能会说让你给些时间他，让你过一周或者两周再给他打电话。或者如果对方没有提出这样的要求，我们就应该主动提出来，询问对方是否希望自己过一段时间（比如一周后）再打过去。
总之，
第一个电话，获取负责人信息，然后发邮件；
第二个电话，跟踪对方是否收到自己的邮件，或者是收到邮件以后是否有足够时间做研究，研究之后，有些什么想法等等；
第三个电话，继续跟踪；...
第N个电话，客户终于下蛋了；
第N+1个电话...
3. 对于电话内容的记录。
跟客户通电话的过程中，要把客户提到的要点记录下来，加上客户的信息，要在通完电话之后整理好，存档，方便后续的跟踪。当然，对于过耳不忘的天才们，就省事很多了。因为天才是不用记笔记的，同时还能为地球节约些纸张和墨水。
4. Last but not least, 保持良好的心态。
做好外贸需要坚忍的精神，良好的心理素质是一个出色的销售人员必须具备的品质。给客户打一个电话，也许不足以带给你一张单，但是，只要你多打一个电话，你就多一分机会。同时，不要因为被拒绝而灰心丧气。要明白，每一次的失败并不会让你损失任何东西，然而却必定能让你从中多获得一份宝贵的经验，让你下一次的电话打得更得心应手。
附：不同场景下的电话用语
1.收到邮件，询盘时：
(1) Good morning / Good afternoon! This is Jack from C&G, May I speak to XX ?
(2) Hello, XX, I’m Jack from C&G,
(3) I received your email on 15th May that you inquiry our XXXX products. Thank you for your enquiry. Are you have free time now?
(4) LED is very environmental, energy saving and long life. You have very good foresight.
How long have you been in this business?
………..
How do you know our company?
………..
I believe you have make a good choice. Our new customers like you told us .Our products are very competitive, always have good response from the market. help them occupy LED lighting market quickly, increase their turnover and make them get more money.
What kind are your customers? Are you only doing project marketing?
What kind of LED products are you selling now?
What quantity will it be monthly? or quarterly? or annual?
What quantity do you think is your regular order?
(5) I will send you quotation by E-mail. If you have any questions, please fell free to contact me.
(6)Thanks for spending a long time listen my phone.
Hope this can give you satisfaction.
Have a nice day. Goodbye.
2.催促确认PI并打款时；
(1)Do you receive the Proforma Invoice I send to you?
(2)Are you confirming the products and items?
(3)Yes:
A. Thank you, It’s a good news. When will you plan to transfer the payment?
B. As you know, normally the bank need 3 or 4 days transfer the payment, In order to send your
samples in time , I should arrange your order in advance. So I hope you can send me copy payment after you wire the transfer.
No.
A1.For led products , it is more early more better .And you need a long time to test the quality .So I am afraid it will be late when you are sure . So we suggest you to try the market earlier ,then you have competitive advantage to get the market .
A2.As you now , There are inflation of economic now in china ,and at the same time , the US dollars depreciate .So most of the manufactory in china will increase their price now including us . So I am afraid the price will change soon . And it is not the same price as I sent you before .
A3. This month is a busy month , there are many orders queuing on the production line .As you know , normally the bank need 3 or 4 days transfer the payment, In order to send you samples in time , I should arrange your order in advance. So I hope you can confirm with me soon and send me copy payment after you wire the transfer .
听不懂对方的话却硬撑下去，并非明智之举，不如坦白请对方更简单明确的说明清楚。
(1) 你讲得太快了。我跟不上。
You’re talking too fast. I can’t keep up.
(2) 恐怕我没听懂。能请你再说一遍吗?
I’m afraid I didn’t understand that. Could you say that again, please?
(3) 对不起，我没听到，请你再说一遍好吗?
Excuse me, but I didn’t hear that, would you mind repeating it, please?
(4) 抱歉，我没听懂，请您拼一下好吗?
Sorry, but I didn’t catch that, would you mind spelling it, please?
1. How long have your company be in LED lighting business?
2. What kind of LED products are you selling now?
3. What quantity will it be monthly? or quarterly? or annual?
4. What quantity do you think is your regular order?
参考： 展会后的跟进
1.How are you?
2.Are you free now?
3.How about your business in this year?
4.I call you want to confirm whether you received my email on 3ed Nov,Last Tuesday,The email title is “Quotation of the products From: Jack Chen / C&G LED LIGHTING”
5.How do you think of our products and quotation?
6.From your company website,I know your company mainly do inport and export business,I think we have strong possibility to cooperate together.Now we are making flexible and competitive marketing strategy, such as pay back cash, product quantity discount, Agent contract, and so on.
Are you interested to cooperate with our company?
7.C&G LED lighting company was invested by China related government.and registed capital is about 6million USD, Quality and reputation is our life,We want ro supply our best products and service to our cuatomer, and take the business opportunity with our customer,also do some work to the environment.
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