我用4封邮件撬走了一个同行的大客户(内容解密)

如我以前曾说过的：在现实市场里，行业的优质采购商都会有自己稳定的供应商。那么对于外贸人来说，学会撬动同行的客户，能够抢走同行的订单，是自己在当下竞争环境里生存发展的重要手段。同时，当你理解和具备了这一思维和能力，就能够帮助你更好的守住自己的老客户。

话不多，进入今天的实战主题：解密从同行手里抢走客户的方法和实际操作中的邮件模板。

开发同行客户的总体框架及方法：

1. 市场调研和客户分析

- 使用市场调研工具了解竞争对手的客户组成。

- 分析客户的兴趣、需求和痛点。

- 识别竞争对手的弱点，例如产品质量、价格、服务、交货时间等。

2. 构建独特的价值主张

- 提供超出竞争对手的优质服务或产品。

- 确保你的产品或服务有明显的优势，可以通过质量、价格、售后服务等方面体现。

3. 直接接触潜在客户

- 使用领英、邮件、电话等直接联系潜在客户。

- 了解客户当前的供应商情况和痛点，提供解决方案。

4. 建立信任关系和声誉

- 在客户面前展示你的能力和可靠性。

- 提供免费样品或试用期，让客户先体验。

5. 长期跟进

- 保持定期的沟通，尊重客户的时间和决定。

- 不断提供行业资讯和市场动向，展现专业性和热情。

开发同行客户的实例及邮件示例

假设你是销售纺织产品的公司，要从同行A手中争取客户B，以下是详细的跟进过程和邮件示例。

步骤1：市场调研和客户分析

通过领英找到客户B，并分析该公司的背景资料，例如他们主要采购的产品种类、目前的供应商，以及他们存在的痛点和需求。

步骤2：构建独特的价值主张

设定你的价值主张，例如：

- 更高的产品质量。

- 更具竞争力的价格。

- 更快的交货周期。

- 更完善的售后服务。

步骤3：第一次联系

邮件示例1：初次联系

Subject: Exploring Potential Collaboration - High-Quality Textiles from [Your Company Name]

Dear [Customer Name],

I hope this email finds you well. My name is [Your Name], and I am with [Your Company Name], a leading manufacturer and supplier in the textile industry. We have been providing top-notch textiles to various companies worldwide and have built a reputation for quality and reliability.

I recently came across [Customer Company Name] and was impressed by your portfolio. I believe that our high-quality textiles can add great value to your product line. I'd love the opportunity to discuss how we can potentially collaborate and meet your specific textile needs.

Would you be available for a brief call next week to explore this further?

Please let me know a convenient time, and I will arrange the details.

Thank you, and I look forward to the possibility of working together.

Best regards,

[Your Full Name]

[Your Position]

[Your Contact Information]

[Your Company Website]

步骤4：详细沟通和提供解决方案

邮件示例2：提供解决方案

Subject: Tailored Solutions for Your Textile Needs - [Your Company Name]

Dear [Customer Name],

Thank you for taking the time to speak with me recently. It was a pleasure to learn more about [Customer Company Name] and your needs in the textile sector.

Based on our discussion, I’ve tailored a proposal that highlights how [Your Company Name] can address the specific challenges and requirements you currently face:

1. Higher Quality Assurance: Our products undergo rigorous quality checks to ensure they meet the highest standards.

2. Competitive Pricing: We offer competitive rates without compromising on quality.

3. Faster Delivery: Our efficient logistics system allows us to promise quicker turnaround times.

4. Superior Customer Service: We provide dedicated after-sales support to ensure your satisfaction.

I’ve attached a detailed proposal and some samples of our products for your review. I am confident that our solutions will meet your needs and exceed your expectations.

Would you have some time later this week to go over the proposal in detail? I’d be happy to answer any questions you may have and discuss the next steps.

Looking forward to your positive response.

Best regards,

[Your Full Name]

[Your Position]

[Your Contact Information]

[Your Company Website]

步骤5：提供样品和信任保障

邮件示例3：提供样品和试用

Subject: Sample Dispatch & Trial Run - [Your Company Name]

Dear [Customer Name],

I hope this message finds you well. As part of our commitment to ensuring quality and customer satisfaction, I am pleased to inform you that we have dispatched a set of sample textiles based on our previous discussions.

We understand that choosing a new supplier is a significant decision, and we want you to have complete confidence in our products. These samples should reach you by [expected date], and we encourage you to evaluate them thoroughly.

Additionally, we are offering a trial run, where you can place a small order to test our product's performance in your production cycle. This trial is completely risk-free and comes with our full support.

Please let me know if there are particular aspects of the samples you would like us to focus on or any additional information you may need.

Looking forward to hearing your thoughts.

Best regards,

[Your Full Name]

[Your Position]

[Your Contact Information]

[Your Company Website]

步骤6：长期跟进

邮件示例4：长期跟进和行业资讯

Subject: Industry Insights and Continued Support - [Your Company Name]

Dear [Customer Name],

I hope all is well with you. I wanted to share some recent trends and insights in the textile industry that might be of interest to [Customer Company Name]. Understanding the latest market shifts can be valuable for making informed business decisions.

[Insert relevant industry information, trends, and news.]

Furthermore, I wanted to check in and see how you are finding the samples and trial run. Your feedback is crucial to us, and we strive to continuously improve our products and services to meet your needs.

Please feel free to reach out if you have any questions or require additional information. We are here to support you in any way we can.

Looking forward to your feedback.

Best regards,

[Your Full Name]

[Your Position]

[Your Contact Information]

[Your Company Website]

通过这个连续且有策略的过程，你不仅能够展示你的产品优势，还能建立起信任，最终赢得客户的青睐和合作。

这些邮件示例提供了一个与客户沟通的全面框架，在实际应用过程中，应根据具体情况进行调整和应用。千万不要生搬硬套，分享是为了帮助对思维的拓展和节奏的参考。

补充知识：

1.想调查分析国外客户？外贸高手们都会这样做！

2.我靠这套方法不断“挖走”同行的客户！

3.从备胎到成交！我用三招取代同行拿下了行业内的大客户。