做贸易，常常要面对客户突然神隐的状况。如：邮件不回，社交软件留言不答复或约定好的电话/视频会议不出现，都是常见的事儿。
不过客户已读邮件不回或会议爽约，并不代表双方合作的终止，具体问题要具体分析。
首先，业务员要根据所掌握的客户信息及业务内容，认真分析客户的具体情况，仔细研判是否继续跟这个客户合作。
其次，要确认是否是目标客户，有了确切的结果后，可以通过拟写以下有针对性的邮件，得以恢复与买家/进口商的联络，获取重启合作的机会。
01
外贸已读不回10步跟进模板
如果只是三两天的断联，先按捺住。老客户一星期的正常跟踪，新客户十天半个月的跟踪，就可以了。不要邮件轰炸，客户也不一定要回复你。
1.常规的跟进，询求客户对价格的看法，记得长话短说。
比如 Can you please let us have your comments on the offer we sent on +月日？
2.如果客户继续不回复
May I know if you get my offer on+月日？I am attaching again herewith the offer for your reference. Hope to get your feedback soon.
3.继续不回复，打不死的小强精神起来。利用报价的有效期说事。
Friendly reminder on the validity date. Can you please further advise if the price is workable for you? Price will be invalid on+时间
4.继续不吭声。发最新产品/宣传册子，最新出货记录照片，尺寸要控制在1MB以内/目录控制在3MB以内。
Here is our newest model which will be in the market soon.
或Just shipped 1 container to your country and please see some photos for your reference. Any news from you?
5.当客户对原来报价或者方案一直没回复，尝试发下另外的方案或者推荐其他型号报价。
I've attached another proposal for you to review. Please look it over and let us know about your thoughts.
6.对于有潜力或者比较大的采购商，可以主动表示提供免费样板。
7.设法得知客户的Facebook或Instagram。可以在上面关注下他们的动态，从网友的互动做起。
8.低价诱饵效应。可对印度，中东，南美那些无限追求低价的国家客户。
可以探下他们的目标价 Can you please advise your target? 如果你的价格很有优势很可能就拿下单子。
但是如果价格低到你做不下去，也要在下封邮件展开攻势，突出产品的优势和卖点，并表示price will be more competitive if you can allow to adjust the quality .
这里面两个意思，一分钱一分货，你们价位高是因为这些优势，第二个意思他愿意妥协质量，价格可以再优惠 。
9.雷打不动，可以开门见山
Much appreciated if you can further offer some comments. Then I can know if you still get interested in our products. Otherwise I will stop to bother you.
开门见山，直接问他意见，不然停止写邮件给他了。
10.长期沟通的客户，突然无音讯了，这时你可以再发一封邮件说明下情况。
Since I haven't heard from you since last week, I realize my email may have gotten lost in the slush pile, so I'm following up again.
从上周开始，就没收到你的回复。我意识到邮件可能进了垃圾邮箱。所以我今天再跟进下。
02
邮件模板参考
以下4封邮件模板，供大家参考：
1
跟进新客户
Hi [Name],
I really enjoyed chatting with you earlier today and learning more about how you and [your company].
很高兴今早与您的交谈，并进一步了解了您和[贵公司]。
I promised you some more info and here it is. I’ve attached more information about [request] and [other].
请查收我答应给您的资料，已附上有关[要求]和[其他]的更多信息。
Please let me know when you have had a chance to take a look at this info and would like me to give you a call to discuss. I’d be happy to answer any questions you have. Feel free to call me at [number] any time.
请让我知道您何时有机会查看这些资料，并希望我何时给您打电话进行讨论。我很乐意回答您的任何问题。也欢迎您随时给我打电话。
[Signature]
2
邮件发出后，客户没有动静
Hi [Name],
I trust that you have had an opportunity to read my previous email and look at our website, so I figured it’d be worth checking in with you again.
我相信您已查阅了之前给您发送的邮件并浏览过我们的网站，因此我认为是很有必要再次与您联系的。
Have you given any additional thought to my proposal? I’d be happy to do a quick review of it on the phone and answer any and all questions you may have.
您对我的提议（方案）是否有其他的想法呢？我很乐意通过电话对其进行快速审核，并回答您可能遇到的所有问题。
When would suit you for a quick call?
什么时候方便跟您通话呢？
[Signature]
3
按照约定给客户发送资料
Hi [Name]
I’d like to thank you for taking the time to hear me out on [DAY]. I’m really excited about the big progress of this relationship.
感谢您抽出宝贵的时间在[日期]跟我进行通话。我们关系的进一步推进让我感到非常兴奋。
You mentioned that you would need to consult with [Person] before making a decision. I am really eager to hear what they thought of my proposal.
您提到在做出决定之前，需要与[人员]进行协商。我真的很想听听他们对我的建议的看法。
Is there a spot on your calendar I could claim to discuss how we can take this deal forward?
您能给我一个准确的日期，让我们讨论如何推进这项交易吗？
[Signature]
4
适用于好久没联系的客户
Hi [Name],
I’m sorry we haven’t been able to connect recently. When we last spoke, you seemed very interested in [objective of product or service].
很抱歉我们最近没有怎么联系。从我们上次交谈中，您似乎对[产品或服务的目标]非常感兴趣。
I realize that you are most likely incredibly busy, so I am happy to schedule a call with you at any time, even if it falls outside regular office hours or on a weekend if that makes it easier for you.
我知道您很可能非常忙，因此就算不是上班时间甚至是周末，我也很乐意随时跟您进行电话交谈，只要在您方便的时候就行。
I really don’t mean to harass you, but would appreciate some indication on your decision either way.
我真的不是想要打扰您，但希望您能以某种方式向我表明您的决定。
Thanks in advance.提前致谢
[Signature]
（文章来自外贸营销俱乐部、索菲外贸笔记，如有侵权请联系删除）
