金九银十一直以来都是采购旺季，九月多国将迎来重要节日。与此同时，国外的几个重大节日也将在下半年展开，这些节日的采购周期往往将持续几个月。例如12月的圣诞节，虽然是12月的节日，但是圣诞购物旺季却是从每年10月初至12月底。
对外贸业务员来说，下半年的业绩怎么样，就看能不能把握好这个采购旺季。很多客户会提前选定好自己下半年的供应商，所以这个时候，跟单询价客户尽快促成订单，将是外贸业务员最重要的工作环节之一。
跟进客户的5个理由
01
公司有促销活动
1.We'rethrilledtogiveyouaspecialofferonour+产品/产品系列.Youcanenjoyadiscountuptoxx%off.Pleaseletmeknowifyouneedmoredetails.
3.Wewishifwecanspareyouafewminutes.Hereisoursuperpromotionsale.Thediscountisevenupto20%off.Feelfreetoreachoutifyougetinterested.
02
公司周年庆或清库存
1.Ourcompanyishavingananniversarysale.Byendofthismonthweareofferingxx%offforallourproducts.Checkoutthelatestcatalogandadviseifanyofthemareinterested.
我们公司正在举行周年庆促销活动。到本月底，我们将为所有产品提供xx%的折扣。请查看最新的目录册，如有感兴趣的请告诉我们。
2.We'recelebratingthe10thofourcompanyandwehaveabusinesssaleforyou.Allproductswillbex%off.Thisdiscountwillonlybevalidforxdays.Kindlyactquicklytoenjoythebenefit.
3.We'dliketoannouncethatwewillbehavingaClearanceSale.Wewillbeofferinguptox%discountonalltheitemsoftheattachedliststartfrom开始日期to结束日期，Itisonafirstcomefirstservebasis.
03
工厂生产旺季，需要排单
1.Busyproductionisapproaching,ourfactoryisworkingatfullcapacity.Theearlieryouplacetheorder,thesoonerwecanscheduletheproductionplan.
2.Sinceitispeakseasonnow,ourfactoryisworkingatfullcapacity.Ifwecanreceiveyourorder，confirmationbythisweekandarrange，productionwithoutdelayduringpeakseason.
3.Pleaseexpedite,otherwiselamafraidthatitmaycauseadelay.
请加快(确认速度)吧，不然恐怕交期会有所延误。
4.Wehighlyappreciateifwecanreceiveyourorderconfirmationbythisweek,andarrangeproductionwithoutdelayduringpeakseason.
04
原材料价格不稳定
1.Sorry,Idonotwanttobesoundpushy.Butpleaseyou'llhavetomakedecisionsoonasthematerialisundergoingmajorfluctuations.
2.Wecannnotordertherawmaterialsuntildepositpaymentisreceived,soitislikelythatwewillmissthisproductiondate.
3.Asthepriceofrawmaterialsisgoinguprecently,wekindlyadviseyoutoplaceyourorderwithoutdelay.
05
物流旺季，尽早下单避免排仓过久
1.Becauseofthebusyproductionseason,weneedtoqueuefortheavailableshippingspace.Pleasemakeyourdecisionassoonaspossibletoavoidfurtherdelay.
2.Inordertomakesureallthegoodscanbedeliveredasscheduled,canyoupleasehelpsendthefinalconfirmationoftheorderbythisweekItwillhelpustoplantheproductionproperly,thanksforyourunderstanding.
3.Becauseofthelogisticspeakseason,it'sextremelydifficulttimetogetthetruckandshippingspace,Pleasemakeyourdecisionassoonaspossibletoavoidfurtherdelay.thanksforyourunderstanding.
由于物流旺季，货车和舱位非常困难，请尽快做出决定，以免造成进一步的延误。感谢您的理解。
开发信怎么写
跟进客户的前提是要找到客户，一封好的开发信对于开发客户至关重要。开发信一定要突出自己的优势。如果你所能提供的和客户现有的供应商一样，那客户为什么要费那么大的力气换个供应商呢？
所以你需要给客户充足的理由，开发信要开门见山，直接告诉客户你能给客户带来的好处，并且要有充分的令人信服的论据来支撑你的观点。
以下这三种开发信，可以作为参考：
推荐新品
Hixxx,
Goodmorning!
WeareacandidatevendorforXXXcompany,currentlyweareservingXXXX，XXXXcustomers(先给2个大客户的名字，最好是同目标客户时同类的).WehavepassedISO9001,andourproductshaspassedUPCcertificate.Weareveryconfidentthatyoucanrelyonusasacapablevendor.
Iamwritingtointroduceanewproducttoyou.Thisproductistargeting产品受众.ThesalesinXXXmarkethaveproventobeverysuccessful.Withinonly2months,thesaleshavereached100000units.Inoticedfromyourwebsite,that目产品受众isoneofyourmajorclientele,sointroductionofproductXXXshouldbeabigsaleshitforyou.
BTW,wehavethesamplesready.DoyouwanttoevaluatethisnewproductXXXX
Bestregards,
XXXXX
克服问题
Ijustvisitedyourwebsite,andstudiedyourcustomers’feedbackonyourproductXXXX.Itsoundsthatyourcustomers(390customersremarkedonline)aredemandingto:XXXXX陈述一下客户潜在的问题。
Wehavesuccessfullyhelped20customerssolvedthisproblem.XXXXX(描述一下细节，给点具体的信息。不要太详细，留个伏笔，下次再联系他)
VerybrieflyaboutABCCompany,wehaveabundantexperienceservingXXXX，XXXXcustomers(先给2个大客户的名字，最好是同目标客户时同类的。).WehavepassedISO9001,andourproductshaspassedUPCcertificate.Weareveryconfidentthatyoucanrelyonusasacapablevendor.
MayyougivemeachancetopresentyoumoreinformationonthisIwillbegladtosendyoumoredetailedinformationuponyourconsent.
降低成本
Hixxx，
WeareacandidatevendorforXXXcompany,currentlyweareservingXXXX，XXXXcustomers(先给2个大客户的名字，最好是同目标客户时同类的).Iamwritingtotellyou,thatweareabletocutyourcostforXXXitemby20%,thankstothecurrentbreak-throughinnovationontheproductionprocess.
Thereductionincostwillnotinanywayinfluencethequality.WehavepassedISO9001,andourproductshaspassedUPCcertificate.
WhatproductsareyoucurrentlypurchasingMayImakeanoffertoyoubasedontheseitemsforyoutocompare
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