外貿(mào)工作中，郵件往復(fù)是最基本的工作狀態(tài)了，與客戶(hù)不間斷的持續(xù)溝通，意味著我們已經(jīng)在步步接近訂單，然而，最令我們頭痛的也往往就是回盤(pán)，很多時(shí)候，我們回盤(pán)后，左等右等，還是等不到客戶(hù)的回復(fù)。
In foreign trade, e-mail communication is the most basic part of this work. Continuous communication with customers means that we are already approaching the orders. However, the biggest headache is also this part.
Sometimes, we cannot get the customer's reply even after long wait.
很多人開(kāi)始琢磨，"這大概是客戶(hù)太忙，還沒(méi)有讀我的郵件。" 最初都是在E-mail后臺(tái)或Foxmail中設(shè)置已讀回執(zhí)，后來(lái)又琢磨琢磨，不對(duì)呀，客戶(hù)如果每次只讀郵件，不點(diǎn)“已讀回執(zhí)”，這還有個(gè)什么用？！
Therefore, many people begin to ponder over such problem , " Maybe the clients are just too busy with work, no extra time for reading my e-mails."
So they set requests for read receipts in the e-mail system or the Foxmail. But soon after that, they begin to realize that this doesn't work if the cients don't click the requests for read receipts after reading the e-mails.
于是，很多人開(kāi)始去網(wǎng)絡(luò)上搜尋自主郵件追蹤程序或插件。
So, many people go find some e-mail tracking programs or plugins.
于是很多人開(kāi)始完全依賴(lài)于此類(lèi)工具，并深深地相信，客戶(hù)就是還沒(méi)讀取郵件而已，早晚會(huì)回復(fù)的，我再repost幾次follow一下沒(méi)準(zhǔn)就回復(fù)我了。
So many people put all their hope on this method and deeply believe that the only reason they haven't got the feedback is because the clients haven't read their e-mails.
很多人一般是這么繼續(xù)跟進(jìn)的：
Many people make the follow-ups as below:
hi, Bright,
① Have you read my last e-mail?
② Reminder!
③ Repost!
④ Any Updates/feedback?
⑤ What else do you need?
⑥ Is the price ok?
⑦ Can I get the order?
... ...
然后，一星期又過(guò)去了，終于按奈不住，去打電話(huà)，可是客戶(hù)連電話(huà)都不接，你頓時(shí)失去了跟進(jìn)的方向，茫然不知所措。
Then another week pass, they suddenly realize that they cannot wait any more. They go call their clients, however, the clients do not let them in.
Then they lose their way of follow-up.
Mike承認(rèn)，這的確是其中一個(gè)最為普遍的可能性原因。但是大哥大姐們，如果客戶(hù)一連三五天不搭理你，打電話(huà)也不接，那就真的說(shuō)明這個(gè)問(wèn)題并非如此簡(jiǎn)單了.
I have to admit that this is the most common reason why your clients haven't replied you. But, you've got to understand that this matter may not be so easy as you believe.
哪里出了問(wèn)題？
What is the core problem?
一定是談判出了問(wèn)題?。?！
The Negotiation!
先不說(shuō)具體內(nèi)容，就單純從題目上看，一些文章也大概闡述了，究竟該如何跟進(jìn)才會(huì)更容易得到客戶(hù)的回復(fù)甚至訂單，沒(méi)錯(cuò)，針對(duì)性?。?！價(jià)值！??！引導(dǎo)?。?！
Regardless of the content, you may understand how to make the follow-ups even from the titles.
Targeted! ! !
Valued! ! !
Guided! ! !
如果不能解決我的問(wèn)題或者達(dá)不到我的要求，那么便是不具備針對(duì)性，沒(méi)有價(jià)值，毫無(wú)引導(dǎo)力，那么這次談判便是失敗的，客戶(hù)只會(huì)無(wú)動(dòng)于衷！?。?/p>
It is not targeted, valued, or guided if you cannot solve my problem or reach my demand. Then this negotiation fail. The clients will make no response.
如果你的郵件只是以“客戶(hù)問(wèn)一句，你答一句”的方式在進(jìn)行，那不叫談判，那叫“朗讀”！
It is not “negotiation” but “Recitation”if you just keep answering the question from your clients.
我們不妨來(lái)用一下逆向思維，仔細(xì)思考，如果你是客戶(hù)，你會(huì)因?yàn)槭裁丛蚧貜?fù)賣(mài)家的郵件？
Let's think it over with reverse thinking method. If you are the clients, what reasons it may be you reply to the sellers' e-mails?
1、產(chǎn)品質(zhì)量?jī)?yōu)越
Superior Product Quality
能夠?yàn)榭蛻?hù)減少售后麻煩（目標(biāo)客戶(hù)群體的售后）或產(chǎn)品自行使用過(guò)程中的各種問(wèn)題（主維修成本）。
It will reduce the after-sales troubles for the clients (The after-sales service for the targeted customer group) or various problemd in use (maintenance cost).
2、產(chǎn)品外形功能強(qiáng)悍
Great Shapes or Powerful Functions
獨(dú)特的外形或?qū)嵱玫墓δ苣軌蜃尶蛻?hù)的產(chǎn)品在市場(chǎng)上脫穎而出，為客戶(hù)市場(chǎng)拓展增加助力。
The unique shapes or practical functions can make the customer's products stand out in the market and contribute to the customers' market expansion.
3、產(chǎn)品價(jià)格ok
Fair Price
為客戶(hù)節(jié)約采購(gòu)成本，以較低的成本買(mǎi)到相對(duì)合適的產(chǎn)品，或可預(yù)見(jiàn)未來(lái)潛在的利益。
It will save a lot for clients on purchasing cost, to buy a suitable product at a relativelylower price with potential benefits in the future.
4、賣(mài)家實(shí)力雄厚
Powerful-Strength Background
公司規(guī)模不錯(cuò)，對(duì)于買(mǎi)家而言，可信度較強(qiáng)。就像你在沃爾瑪聯(lián)合商家買(mǎi)東西，絕對(duì)不用擔(dān)心什么。
The Powerful-Strength Background will increase the clients' confidence and trust. Just like you don't need to worry about anything after you pay at WAL-MART joint venture .
5、各種品質(zhì)證書(shū)齊全
Various Quality Certificates
質(zhì)量有保障，不用擔(dān)心產(chǎn)品過(guò)于垃圾，銷(xiāo)路閉塞，丟掉市場(chǎng)。
The quality is 1000% guaranteed, the clients do not need to worry whether the received products are too bad to ruin their markets.
6、業(yè)務(wù)溝通專(zhuān)業(yè)
Professonal Communication
談單的核心其實(shí)就是解決問(wèn)題。業(yè)務(wù)員在于客戶(hù)溝通的過(guò)程中，對(duì)于產(chǎn)品講解非常到位，并且能夠幫助客戶(hù)解決各種疑慮和想要解決的問(wèn)題，客戶(hù)能感受到業(yè)務(wù)員的人格魅力和專(zhuān)業(yè)度，會(huì)增加好感與購(gòu)買(mǎi)意向。
The core of communication is to solve the clients' existing questions or problems.
It may increase the clients'purchasing desire over the products and satisfaction over your service if you can solve most problems from thethe clients with excellent product presentation.
7、方案合理到位
Reasonable Proposal
業(yè)務(wù)員在談判過(guò)程中，言辭使用恰當(dāng)?shù)皿w有力度，能夠說(shuō)服客戶(hù)。但一切都是基于有價(jià)值、可執(zhí)行的、合適的方案。否則，客戶(hù)根本不會(huì)妥協(xié)。
You mayconvince the clients with the appropriate words during the negotiation process. But everything is based on a valuable, actionable, and appropriate solution. Otherwise, the customer will not compromise at all.
還有很多人每次回復(fù)客戶(hù)的郵件都寫(xiě)的老長(zhǎng)老長(zhǎng)的，自我感覺(jué)良好，“看吧，我英語(yǔ)多厲害，老外一定會(huì)折服的”，殊不知，這已經(jīng)犯了大忌：
Many people reply to the clients with pretty long e-mail and believe that the clients will absolutely compromise after seeing their awesome english writings.
However, they haven't realized that some biggest mistakes have been made.
1、商務(wù)郵件旨在達(dá)意，力求精簡(jiǎn)
Business e-mails aim to convey complete ideas with shortest words.
郵件寫(xiě)得太長(zhǎng)，對(duì)方會(huì)看得很累，思維也會(huì)跟著你的文字左竄右鉆，閱讀過(guò)后會(huì)造成大腦的相對(duì)混亂，反而鬧不清你究竟想要表達(dá)什么，想要讓客戶(hù)做什么。
The long content may make the readers very tired. Also, it may bring them a lot of confusion in head when reading your e-mail. The final result may not be so good. They may get nothing from it.
2、談判重在解決問(wèn)題，而不是長(zhǎng)篇大論
Don't talk too much, talk about the core problem.
每一封郵件的書(shū)寫(xiě)，其目的都是為了解決客戶(hù)提出的疑問(wèn)或談妥我們不愿意接受的客戶(hù)提出的點(diǎn)；如果通篇冗長(zhǎng)，文字無(wú)法get到點(diǎn)上，寫(xiě)的再長(zhǎng)，那也是滿(mǎn)篇廢話(huà)。
The aim of your e-mails is to provide the clients with practical&reasonable solutions over their questions and problems, and convince the clients over the terms that has not yet been settled.
It's nothing but rubbish if your words cannot reach to the main points no matter how long your e-mail is.
3、英文書(shū)寫(xiě)欠佳，詞不達(dá)意
Poor English Writing With Inaccurate Words
中文思維不好，無(wú)法縷清事實(shí)或方案脈絡(luò)，或者即便中文想好了如何去跟客戶(hù)溝通，當(dāng)把這些想法寫(xiě)成英文后，又毫無(wú)代入感和力度，讓客戶(hù)看了也沒(méi)什么興趣或反映。
You cannot have a good english writing if you your thinking in Chinese is not so good. Even if your words in Chinese has been organized perferctly, it become powerless after you translate them into english.
The result is, it cannot arouse the clients' interest.
你該關(guān)注的是，如何做好以上的各個(gè)點(diǎn)，讓自己的郵件get到點(diǎn)上，有力度，有價(jià)值，有引導(dǎo)！?。?/p>
Be Targeted! ! !
Be Valued! ! !
Be Guided! ! !
PS:再多說(shuō)一句，很多人覺(jué)得談判沒(méi)什么用，一直希望有什么開(kāi)發(fā)客戶(hù)模板呀回復(fù)詢(xún)盤(pán)技能，其實(shí)這些都是談判所包含的內(nèi)容，如果你掌握了談判的技能，那么讓老外和你做生意不是問(wèn)題。
