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                  回復率提升 80% 的開發信公式,拿走不謝!

                  2019-08-01 10:13:15

                  開發信不在于多,貴在于精!不要為了發而發。今天,我們就跟大家分享 開發客戶的高回復率公式,更有超多實用 Tips,一起 get 起來!

                  一個月發上千封開發信的業務員大有人在,可是真正有回復的卻少得可憐。我一個月只發 40 封都不到,數量上我很慚愧,但回復率有 20% 以上。

                  由于買家角色不同,所處行業不同,你需要展示的方式和內容也不同。買家在行業中的地位、對供應商的需求程度、采購偏好、性格差異等等都會影響開發信的回復率。

                  高回復率雖不可輕易復制成功,但仍可以從實戰中提煉出一個公式:


                  高回復率開發信 = Basic Search, Target Right(初步調查,有的放矢)+ 避開 spam 過濾詞 + 好的標題 + 少圖片、少鏈接 + 行文簡潔清晰 + 有吸引客戶的 Key Point + 運氣 or 時機


                  一、Basic Search, Target Right(初步調查,有的放矢)

                  開發信寫的再出彩,但你能保證開發信遞送到真正的買家嗎?先進行初步的調查了解,前期的工作很必要!


                  二、避開 spam 過濾詞

                  什么樣的郵件會被判定為垃圾郵件?

                  根據國際電子郵件協會的判定規則:

                  未經收件人允許的在一段時間內,發送頻率過快,內容重復度過高;

                  對方未訂閱但發件人發送附件的;

                  郵件中含有 spam 高頻詞。

                  因此,即使你是用模板發送開發信,也請盡量設置多種不同內容的模板,且不要發得過于頻繁。


                  三、好的標題

                  一個好的標題尤其重要,當買家收到一封郵件時,最多 3 秒就決定看或者直接 delete,所以開發信的標題我們絕不可大意。

                  因此,如果標題行不能抓住注意力,刪除你的開發信僅一個點擊即可完成。

                  如果你經常收到國外的新產品推廣信,你會發現歐美人郵件標題反而通常都是一些非正式性的、輕松的語句。


                  四、少圖片,少鏈接

                  第一封郵件中盡量不使用圖片和超鏈接。很多反垃圾郵件機制對圖片很敏感!雖然圖片會很直接,但是垃圾郵件過濾器卻不這么認為。有些國外郵件客戶端默認就不顯示圖片,這樣你的圖片就變成了 blocked images!

                  而超鏈接能不用就不用,文中千萬不要寫類似“For more details, pls visit our website www.xxxx.com”之類的文字,有些反垃圾郵件機制對正文中的鏈接非常敏感。


                  五、行文簡潔清晰

                  郵件的正文也非常重要,務必在有限的空間內把意思表達清楚,能用一個詞表達就不要用兩個詞,盡量壓縮再壓縮,主動改被動語態,可省略的盡量省略。


                  六、 Key Points

                  開發信中,一個很明顯的規律是:你對客戶公司有多少了解,你的內容就有多少能引起對方興趣。說白了,為了進入對方的視野,你需要前期了解這個客戶,你的郵件才能有“料”,才能吸引對方注意和興趣。


                  七、運氣 or 時機

                  這個沒什么好說的,但卻非常重要!時機好的時候甚至可以顛覆以上所有內容!有時候,一封平淡無奇的開發信,只要客戶正想更換供應商,或者增加供應商,在垃圾郵件箱中翻到你的郵箱等,照樣會回復你。但是我們不能靠運氣,因為成功,永遠不是只靠運氣!


                  遵循以上原則,一封好的開發信基本已經具備,針對小伙伴們最頭疼的郵件標題,小編在這里提供幾個思路:


                  客戶網站上找素材

                  瀏覽客戶的網站,看看有沒有公司明顯的標語、核心價值、總裁致辭等等,然后借用內容,放在標題里,這樣對方想不打開都不行。


                  舉個例子,我曾經找到一個客戶,經過初步調查分析,客戶是真實的買家。我當時的郵件標題為“Attn: GDP Inc - Professional Manufacturer - Safety vests”。發布后等了兩天都沒回復。重新發送,還是沒回復,這時我在客戶網站上看到一行大字“Secure Your Daily Work”,然后,我把標題欄換成了“Secure Your Daily Work, can we involve?”, 結果沒用多久,對方的采購就回復了“Thanks for your interest in applying for our supplier…”。


                  以客戶利益為目標,越具體越好

                  比如,客戶行業對口,但是網站上沒有看到你做的這類產品,不知道對方是否做這類產品:

                  1.初步設定:Expand your safety products line with economy items - PIS company

                  2.接著進行改造:Economy safety products - Revenue 20% up - PIS company  

                  3.加上對方公司,最終改造為:

                  Attn: GDP INC - Economy safety products get Revenue up - PIS company

                  Attn: GDP INC - Economy safety products get Revenue 20% up - PIS company


                  以主打產品為標題,一目了然

                  例如:Attn: purchasing - Featured products/Safety vests - PIS company


                  以特定市場信息為標題

                  例如:PIS Company: Nonwoven material rise in April


                  直接表明意圖

                  例如:How could we be your possible vendor - PIS company




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