LED盘内部会员群回复分享地推经验分享 地推的成本很低

ledpan

LED盘上面有一个LED开发信的板块，
@所有人
大家好，开始LED盘内部会员群里陆续分享以下主题
1. 如何让新人了解专业知识或者说如何快速了解一门新的行业
2. 逼单与促单笔记分享
3. 地推经验分享
4. 开发信
5. 通过分析客户后如何写出让客户回复的邮件

这是第一个分享，第二个分享地推经验
真相：地推的成本很低，一次拜访两个人所有费用加起来也就是一万多点而已，时间2个星期到一个月
注意：地推一定要有一个女生，女生天生跟男业务员是不一样的
拜访前的准备：
1. 查那个国家相关展会时间，如果能在展会期间拜访客户就一举两得，又可以观展找潜在客户，又可以顺道拜访已联系客户，查展会网址https://www.showguide.cn/
2. 办签证
3. 给所有当地客户发一封邮件，看哪些客户回复愿意见面，老客户和发样客户邀请太简单了，不用我把邮件贴上来了吧，以下邀请邮件针对还没有开发出来的客户，这个模版自己可以相应根据实际情况调整的
模版1:
Hi, **
This is ** from **, we are a ＊＊ manufacturer in China.
We’ll be in 客户国家 next month（或其它时间）. Wondering if you will have like ＊＊ mins for me for a quick meeting. We’ve in this industry for many years, and we focus on high quality ＊＊, we know ＊＊ market very well, I believe you will like our product quality and price offer, we want to share you some actual samples to compare with your current product.
Please let me know your idea.
Regards,
**
此处放一张畅销产品的动态图，吸引客人眼球
接下公司信息落款
4. 根据业务员收集到的回复，让他们填写拜访客户明细表
5. 根据表格的城市分布，利用谷歌地图放各个客户的地址做出初步的拜访行程顺序，关于交通工具的话，谷歌上面也可以给你指示的
6. 查漏补缺，未回复邮件的客人再集中打电话跟进，问下到底能不能去拜访他们
7. 拜访表上加上新的意向客户
8. 确认好表格每个客户的拜访日期与时间，然后再次与客人邮件或在线或电话确认具体的时间地点
9. 与客户约好之后，订机票（飞猪网，从香港飞便宜很多很多），订酒店（推荐agoda或者booking选民宿很便宜，去的那天东西多对周边又不熟如果直接有机场大巴到酒店就perfect），可以多预留两三天的时间，因为有些重要客户当时没约到可能去了客户国家再约他又愿意见面了呢（一般订周六去的机票，星期天熟悉下环境，接下来的一周开始跑客户）
10. 准备相应数量的小礼品（不要太大，拖不动），产品册，名片，样品
11. 在机场兑当地货币，如果有需要，也可以租个当地手机打电话
12. 到了当地后，拜访前再次打电话给客户说下什么时候去他们公司，如果客户那里有什么变动，一定要及时调整拜访顺序，把后面的客户离的近的挪到前面打电话约时间
拜访中：
笔记：用苹果电脑吧，比较方便又专业，记录速度也快，每次跟客户聊到的信息都要事无巨细的记下来
      录音笔看个人情况吧，我英语好不需要录音笔，英语不好的，可以带个录音笔回头做下功课
聊什么？客户都跟你见了面了，你问啥都会说的，根据业务员提供的客户信息，要聊什么你应该拜访前做功课，不过一定要记得聊天当中要了解你们产品在当地的线上线下的销售渠道以及客人的渠道，包括展会上面去观展也是有潜在客户的
拜访后：记得留影
周末的时间：去各大商场，超市，产品相应的渠道去找找真实买家，货架上商品拍照特别是经销商的信息。
背景：客户测试了样品但是一直没回复，然后我就经常给他打电话，主要是他不回我邮件然后电话也很难找到人，有一次找到人了，他就叫我以后不要打电话给他了，于是我写了如下邮件

第一封
Dear **,
Autumn is coming, It is really comfortable in 城市, how’s the weather like in 客户城市now?
We would like to thank you for the opportunity to test the samples with good feedback and like the pricing.
I know it’s a time-consuming thing to select the right supplier. I apologize for disturbing you on the phone which caused you too much pressure.
Let’s put it aside, just want to let you know I am always here if you have any questions in the future.
Regards,
过了一星期后，我再通过深挖分析写了如下邮件
第2封

Dear **,

As we know from your website, here is the silicone line in past ＊＊  years—
通过时光倒流机给的sheet

（sheet省略）这个sheet就是从他成立到如今，每一次的产品线变化或者代理的品牌变化
比如1999年卖的品牌，产品类别，2000年，2001年，一直到2020年的一个变化，表格清晰明了

客户公司名 is an old company for selling mould-making materials, just as we can see from the data, you are very careful&serious about adding new brands, so, we fully understand that our cooperation should be step by step.（同理心）

Surely, Dear ＊＊， there is a truth that more and more Chinese silicone enter into ** market as well as ＊＊ market, as the leader of mould making materials, you will find some of your competitors occupied the market with better cost performance silicone, or some of your end users also ask you a better price.

Now, your product line for silicone only focus on two top brands, ** for condensation silicone and ** for addition cured silicone; with the market change, there’s a lot of end users will need a better Medium and high-end brand which is more cost effective, you can build ** your own brand as before. I am sure if you do this, your sales will increase average ＊＊＊kgs per month.

Now you have tested our Silicone and other supplier’s samples, we think you are just considering it, right? But it really takes time to test the market. 客人名字, I don’t want to say how good our Silicone is, you can feel it by yourself, but we have 100% confidence on our quality. Or if you need more silicones to test the market, we can support you with experiential marketing, how’s your idea?

Or it’s not a convenient time to discuss it, please let me know a convenient time, I will not disturb you any more during this time.

Or do you still have other worries, hope you can tell us frankly so that we can know how to support you.

Your open hearted reply will be highly appreciated.

Regards,
**
第三封
Dear ＊＊,

Good day!

Here is the Warm tips for you
Your website ＊＊＊will be expired 在什么时间, please check details as follows:

从whois上面截图

So, please don’t forget to renew it in advance.
后来客人很用心的回了我的邮件，具体内容不方便分享
注意，这里有两个重量级文档，我个人整理总结的，想要的帮我发个朋友圈宣传下就可以，我给文案
拜访客户名单行程表
客户调研和背景分享以及市场分析

接下来我分享在发正式开发信之前我怎么做的
第一封邮件我会用自己的gmail邮箱去发一封询盘式开发信，也就是问明知故问的问题，比如Hi, do you sell Led lamps? Regards, ***
为什么呢？
原因：1. 用gmail发客人不知道你是哪个国家
           2. 操作简单，且有快速知道客人的邮箱是不是有效的
           3. 此开发信回复率非常高，很多回复的客人都是负责人，你不仅知道了负责人的邮箱你还知道了他的名字
类似的还有，比如
Hi,
I found this from your website, are you the manufacturer or the distributor?
截图客户网站上的准图片

Regards,
＊＊＊
正式开发信可以很多种，但是万变不离其中，我在这里举例一种正式开发信模版
Hi,
Good day!
＊＊ from ＊＊＊ company again. We work with the top 3 brands in this product industry, I wish I can tell you who they are, but I can’t disclose my customer’s info.
I can see that you are professional on *** industry,
As we have lots of customers use our silicone to make ***, I do know which kind of silicone to recommend you.
Below is **A silicone rubber datasheet for ***.
The advantage is
1. ****
2. ****
3. ****
产品参数图省略
Besides, we have other hardness from **A to **A. Our EXW price based on **kgs is as below
型号一：
型号二：
型号三：
Sea shipping cost to **港口 is about USD*** within **kgs.
How about to test a sample?
Regards,
还有一种常用的，使用客户见证的开发信
Hi, ＊＊
Good day!
I know you are busy, so please allow me get straight to the point.
I want to pitch you with our product **, please find below other new & old customer’s feedback.
新客户邮件反馈截图省略
Let’s keep the ball rolling if you are interested.

Regards,
我的建议是，你们自己整理10个左右的开发信模版先，我这里再发几个我在帮课学的开发信笔记给你们开拓下思维
分享开发信写法 doc
几个文件放上去
关于开发信标题，一个好的开发信标题是一块好的敲门砖

开发信推荐标题：
1. To ***公司/人名＋产品名
2. 产品优势属性关键词比如Long shelf life（这个可以不断换着用） +产品名
3. 用how， what, why带疑问的标题，比如Why we can gurantee ** long shelf life for 产品名
4. Free sample of +产品名
5. make extra $50K profit in the next 3 months（这叫插入数字）
  the top 3 best sellers from our Alibaba store
  How I close this $**K order
6. 突出关键词ORTABLE FANS, the next big thing?
              Let’s talk about PORTABLE FANS