转载须Mike授权并注明来源：公众号-Mike外贸说

邮件，作为我们主要的开发客户的方式之一，已成为日常工作中炙手可热的话题。

Email, as one of the main methods of business development, has been a hot topic in our daily work.

目前，大多数销售人员在以同一封邮件模板碰运气，期待遇到潜在的客户，期待通过这一封邮件拿下订单。

For now, most of the salesmen keep trying their luck with one email template, hoping that they can get potential customers and orders by this single email.

但是现实往往是残酷的，大多数邮件发出去后，没有回复。

However, the reality is often cruel. Most of the emails sent cannot get any response.

于是老板和员工都很困惑，为什么这么努力了，还是没有客户，没有订单？！

So the employees and bosses feel very confused regarding this situation that no customers or orders come from their hard work.

其实，像Mike之前也提到过，邮件需要发给对的人才会提高工作效率。

In fact, as I mentioned before, the emails ought to be sent to the right persons. Or the effectiveness of work cannot be improved.

如何去找到这些目标联系人？Mike之前提过，利用谷歌，领英以及其他社交平台。

How to find the right targets? As I mentioned before, you've got to locate them with Google, LinkedIn, and other SNS platforms.

很多销售人员在给潜在客户的第一封邮件就加入附件，图片或链接，导致邮件进入垃圾邮箱。很多公司固执己见，认为这是没问题的，强制员工这么做。

Many salesmen attach files, pictures or links to the first email for the potential customers, which results in the fact that most of the emails go into the trash box. 

Many companies stick to the wrong direction and force their employees to work by this way.

其实，最糟糕的事情不是无知，而是知道以后不去学习和改正。

Actually, the most terrible thing is not ignorance, but the way they choose to ignore it without learning and correcting it.

还有的人说报价只能在邮件里，不能发附件。 如我所言，第一封不可以添加附件，以后是可以的。

Some say that the offer can be only listed in the emails without attachments. As I mentioned, the files cannot be attached to the first email, but you can enclose the files in the latter ones.

很多联系人并非决策者，他需要向自己的老板或者客户提交报价详情，等待进一步指示。

Many contacts are not the decision makers. They have to submit the details to their bosses or clients for further orders.

如果你能够提供这样一份文件，他就不用自己费事整理了，帮助客户节约了时间和精力，这样能够让客户更加依赖于你。

They won't have to make the documents themselves if you can provide them with the files, saving their time and energy, which will allow customers to rely more on you.

如果这次竞价失败，没拿到订单，以后再有订单，客户需要找供应商，他可以直接在电脑桌面找到保存的文件，联系到你。

If the competition fails and you lose the order this time, the customers would be more likely to find the files they put on the computer desktop and get contact with you.

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