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用“海关数据+google搜索”,我6天搞定客户

anrjewelryltd@gmail.com
com作者:雨果网
2013-08-22 15:04:30

上星期,@雷鸣-Alex给我发了些我们行业内的海关数据,对于一个不是很习惯用海关数据的我来说,看得很是淡然。过目了一遍,随便挑了几家从中国进口量多的公司,把最近一段时间他们的进口数据,公司名字,地址copy在自己每天开发客户的word信息上面 (说实话,我之前也用过

用“海关数据+google搜索”,我6天搞定客户

上星期,@雷鸣-Alex给我发了些我们行业内的海关数据,对于一个不是很习惯用海关数据的我来说,看得很是淡然。过目了一遍,随便挑了几家从中国进口量多的公司,把最近一段时间他们的进口数据,公司名字,地址copy在自己每天开发客户的word信息上面 (说实话,我之前也用过一些海关数据,但是感觉Alex他们家的真心不错!)

插一句,我一般每天都要用google行业关键词搜索自己行业里的一些潜在客户,把一些重要的信息记录下来,从而保证自己不定期的都有潜在客户资源在手,给办公室新人去开发或者自己留着用。

8月14日晚上,我随机选了一家叫 American Jewelry XXX LLC (importer ,imitation jewelry wholesaler) 的公司。从数据上看,他们的进口量很大。(大家注意这里我用的公司名字不是真的,因为前段时间@料神sam分享的时候用了客户的真实信息,居然还有人发邮件告诉客户,尼玛这种事情也做得出来,我觉得这种小人是外贸人中的人渣和废品!为了不引起不必要的麻烦,文章中我就叫他American Jewelry Co代替)。

当然,我们拿到这些基本信息以后,是不是马上去找邮箱直接写开发信呢?答案当然是NO? 海关数据只是一个分析和参考的工具,更多的是需要我们去验证,进而找到更多我们需要的信息,有时候海关数据就不一定很准确。

验证什么? ——其实,这也是准备工作(往往很多人把这个过程直接delete了,看到邮箱就直接给客户写开发信,其实这是很幼稚的行为

这里我还得插一句,很多人问:为什么我写的开发信怎么都没有人回复啊?是不是我的开发信写得不好?行文结构有问题?——写开发信是不是要像穿超短裙一样越短越迷人呢?还是越长越好呢?关于这些技巧上的东西,很多老鸟都已经分享过了。

其实,我想说的是,你的技巧再牛逼,你写的开发信再无可挑剔,但是你连客户是什么定位和性质都不知道,他仅可能只是与你的行业沾点边而已,所以无论你写得多好,人家基本上都没需求,这样怎么会回复你呢?

所以,我为什么一再强调大家要分析背景!就比如珠宝行业,一个关键词jewelry,它会有很多wholesaler 和 buyer,以材料而言,你说一个卖不锈钢饰品的供应商向国外卖白金、钻石和真金白银饰品的buyer和wholesaler推荐你的产品,那回复率能高吗?人家还以为你神经病呢!老子是做高档产品的,你居然推荐一些破铜烂铁,就是这个道理……

所以,我们在写开发信前要做以下三个工作:

1、分析客户背景(客户是否是我们的同行?) Imitation jewelry

2、客户性质(零售商、经销商还是importer ....?)

3、客户的进口情况(当然首选海关数据,不过海关数据只能是一个参考而已),这个直接从数据里面看就行了。

接下来就是客户信息的验证过程:

1、打开Google,输入:American Jewelry CO(查询验证背景、性质、基本信息)

用“海关数据+google搜索”,我6天搞定客户

下面我们可以看到很多关于这个公司的介绍。经过筛选,我找到了下面的信息:

用“海关数据+google搜索”,我6天搞定客户

用“海关数据+google搜索”,我6天搞定客户

从上图中我们明显可以看到 :

1、Jewelry distributor 经销商;2、Import-从而推断是importer;  

很明显,这是我们的目标客户,而且是经销商,还是进口商!关于进口商就无需置疑了,因为海关数据里面都有显示,所以我们没必要去怀疑。

当然,找到这些信息以后还有很重要的工作要做!——那就是找产品。饰品行业分不同的材质!所以我们还要去了解他们做的产品是什么材质的:不锈钢、铜、铁、金银?

为了进一步求证,我打开了美国珠宝行业供应商介绍网站(做首饰行业的亲,可以把这个网站记录下哦,里面有很多东西可以深挖!)

2、http://www.jewellist.us把公司名字和这个网站结合,在google搜索得到下面的信息:

用“海关数据+google搜索”,我6天搞定客户

用“海关数据+google搜索”,我6天搞定客户

这里可以看到这家公司的基本情况(公司名称、地址、CEO、联系方式……不过没有邮箱有点遗憾……,但有公司网址,上图被我不小心刷红了。)

打开网站:艾玛,一看就是对路产品,小兴奋一下 !

这说明了2个问题:一是产品对路;二是海关数据还是很给力的!

这些找到以后我还是不放心,因为产品有主次的,所以我看了他们的网站上有关其公司的介绍:一般来说要看客户的主打产品,打开其网页就可看到,或者看网站上的About Us。)

如果你还想看下客户以前的产品,或者近几年来的产品变化情况,大家可以用@料神sam上次分享的网站去看看(这里不做介绍了)

客户的背景、性质、产品搞清楚后,我们现在就开始找人了。通常,我们要找的是purchasing、CEO或者operating Manager 。

找邮箱很多时候我们可以直接找网站上面的CONTACT US 。一般情况下,这些对方显示出来的邮箱都是什么 sales 、info 、support@....com对我们基本上没用,真心让人蛋疼的慌……

其实,深挖邮箱有很多种方法:找源文件代码,whois查询,行业商会网站,特别是美国有很多yellowpage /whitepage (这2个中更多的是公司名字、地址还有电话号码),公司+CEO+linkedin OR Facebook也都可以……

这里小小说明一下:如果你找到的信息和Facebook,或者LINKEDIN (非会员) 的话,特别是Facebook,都要等对方接受你的connect以后,才能彼此看到对方的联系方式(特别是邮箱)

我的方法是:因为前面我已经知道这公司的jewelry.list,里面查找到CEO 的名字,很快我用自己经常搜索的一种方式:公司名字+ CEO名字 OR Mail 的组合,找CEO邮箱:

用“海关数据+google搜索”,我6天搞定客户

如果你深挖的话,还能找到如下信息:(CEO, VP...)

用“海关数据+google搜索”,我6天搞定客户

很快出来了,其实,有时候这种方法是不一定能找到我们想要的邮箱,这得靠我们平时积累和总结,其实还有很多其他方法,这里不做介绍了。

邮箱找到以后,是不是马上去发邮件?我建议大家把邮箱验证一下是否还存在:

验证邮箱大家可以尝试用: http://valyds.com(Valid Email)或者www.mailtester.com  &  http://verify-email.org/

打开网站,输入我们找到的目标mail account,查询邮箱存在的有效性即可。

用“海关数据+google搜索”,我6天搞定客户

再来一个。

用“海关数据+google搜索”,我6天搞定客户

OK !2个验证都说明这个邮箱是存在的,基本上可以确定你信息是找对了!

当然,如果你还想深挖——还有一个国外的网站也是可以查询的(他能知道这个邮箱的使用者信息,地址……不过要付费)www.emailfinder.com

用“海关数据+google搜索”,我6天搞定客户

当所有的基本信息都了解得差不多的时候,我们是否可以用一个表格记录下来,方便以后查询(这一步我觉得非常有必要,免得以后找个资料乱七八糟的)

用“海关数据+google搜索”,我6天搞定客户

下面是我这几天和客户来往到成交样品的邮件 (8月14日到20日来回邮,20几封开发信,到客户准备下样品,此文有点长,我省去了一些内容,请见谅!)

————————————————————————————————————————————————————

开发信(14日晚上开始开发信)

From: FRANK WONG

Sent: August 14, 2013 20:48 PM

To: Glenn NC

Subject: To American Jewelry Co / Inquiry  标题:我没写cooperation ,原因你懂的!

Dear Mr Glenn ,

Nice to contact you from a YouTube and i know you are a big wholesaler and importer for body jewelry .

很多人会写I got your contact list from google ,from alibaba,from made in china ,..这不是自找死路吗?写这种询盘的人太多了 ,而且客户也知道基本上说这种来自B2B平台的都是供应商。youtube大家应该知道,我写youtube因为我在用VPN的时候看到了有他们公司的视频介绍。

It’s Frank ,from a leading stainless steel jewelry (imitation) producer and manufacture the 316L stainless steel based metal imitation jewelry to overseas markets since it was in 2003 , now ,the vendor of famous jewelry brands . The ring collection is our strengthen products .

自报家门,基本介绍,实力(famous brand vendor , ring collection 我不喜欢讲很多,一笔带过,不让对方觉得你吹牛,没耐性看),为什么我单独用一句写:the ring collections is our strengthen products .因为他们的网站上 Ring最多,而且是主打enamel rings产品 。

The products customized customer requests are available constantly . 这句话很重要,因为我们行业基本上都是customized 产品。

Attached i have sent you some of our hot selling ring enamel that you have not listed in your site and i think it will be a good implemental to expand your jewelry line accordingly .

我附上的图片上的东西,他们网站是确实是没有的,吸引他。

Any details & further information needed , i please don't hesitate to contact us .

这些都是客套话了。

We will look forward to hearing about from you early .

Best regards,

Frank Wong

————————————————————————————————————————————————————

很快,晚上12点多的时候,对方回复我了:

Dear Sirs, 尼玛,居然不叫我名字,嘿嘿....

We are interested in your enamel rings as shown in your photos. Is this the only items you manufacture with enamel. We would like to see other items and techniques you use with enamel rings. Please send more photos. Once we see these we will send you our own design drawings, for you to send us cost pricing . 真是一招见血啊!主打产品是enamel ring(这个就需要我们浏览他们的网站和分析得出,如果你只看邮箱就写开发信,是不是会大打折扣你的回复率) 而且又是进口商。对方回复邮件干脆利落,正是符合老美的style。

Please advise the cost price of your item in Photo 0846 and 0867, 0868 开门见山询价了,一般的客户都会这样。其实他们这样做是为了了解我们产品的roughly cost .

Regards

Glenn 说明我们刚才的验证是有效的!

————————————————————————————————————————————————————

Dear Glenn ,

Thanks for your soon email response .  

考虑到对方是进口商而且经常进口enamel ring ,很多问题我也就没必要问了。按照客人的风格,我的回答也很simple。

1. I have attached some more photos for your reference for the ring please go ahead to check and actually in our factory and we have many many of ring items .(进一步我们ring collection style很多 )

2. Please find our cost for the 0846, 0867 , 0868 :

1 0846 : Unit Price : US$ 2.00/pcs ( many of different styles of covers on the top of ring:-) Check the pis of 0998

2 0867: Unit Price: US$ 1.70 /pcs (rose gold plating)

3 0868 :Unit Price :US$ 1.50 / pcs ( gold plating )

Well any questions and further information , please get and keep us know .

We'll await to hearing from you early .

Best regards

Frank Wong

————————————————————————————————————————————————————

Dear Frank,

Please send individual pictures of items shown in picture 0998 and 1009. Please confirm that these are made in stainless steel.

1、因为之前我把几款ring拍在一起了,其实是为了让他看下我们的style,而且如果他不回复我,也就算了……他这样回复,肯定是对这2款有兴趣 ,我的价格应该和他们的预期不远。做采购的亲,你应该懂的;2、对我们的材料提出疑问。

The attached item shows that we have factories that photo etch inside and outside of a ring. Please advise if you can do this procedure with our artwork in the future. This is deep etched filled with no lead enamel, then heat treated and then polished off to surface height. We also use laser engraving on products that have ION plated surfaces.

对方直接发了一款他们现有的产品,从客户描述情况来看,对方非常professional .(其实,这是客户在test us 是否专业……)

Please advise

Glenn
————————————————————————————————————————————————————

Dear Glenn,

Thanks for your soon reply .Will do and send you the photo in 1 hour .

Sure and it is stainless steel and please find our certification for SGS for stainless steel .No worry for our quality . SGS质量认证 ,打消对方对我们材料的怀疑。

既然你想考验我,我就给你指出了问题来,即使你不是故意的:

For the etch ring , please advise you just etch the half of ring with writings or all round inside of ring . Normally , the width of ring should be lower of 7mm . So if etching , and the size of writing will be so small . (戒指内孔腐蚀周圈,如果内壁低于7MM,腐蚀效果bad. 除非腐蚀半圈)这是专业问题,得靠我们在行业内慢慢累积,对问题要防患于未然。)

索要样品,同时给出问题的solution:

Also it will be great if you can send us one sample for further reference so we can finalize . Anyway, if the etch is half of ring and it's ok for us to make ( laser is ok :-) ) .

Welcome any questions for products . 对产品的自信!

Talk to you soon .

kind regards

Frank
————————————————————————————————————————————————————

Dear Frank,

Please note that most of our items are 316L, is that your quality?? 再次问到材料,说明很在乎质量问题。

We always make our artwork for a ring size 5. In that case some of the writing will go all around the ring , but on a size 12 it will only be half. 真黑啊!确实是在test me with prior questions来刁难我。不过我喜欢这样的客户。

I think you should experiment with this process on some of your rings, but when the time comes we would send you samples to see the technique. 终于得到肯定了。

Please also advise if you use ion plating (第二次关注质量问题,如果我不懂产品的话,这个是什么肯定不知道的)

Glenn
————————————————————————————————————————————————————

Dear Glenn

1.Yes and it's same with us with 316L material based , just a few clients for their requested with 304 based on .

2.Yes and this is why i am asking you to get a sure answer so everything can be clear for us .

3.It's true and we always use the ino plating , not water plating so all items can keep long and always anti-tarnish and durable . 顺便指出ino plating的优点,其实也是为了让客户放心,总之,一定要熟悉产品。

Please find some more photos for your requested about 0998 & 1009 just now and also i need give you some statements when you are seeing the below photos.

For 0998 :

1 For 0868 , you can seet here are 8 different colors , also in 8 colors and it can be divided 3 style for inside and outside of ring ( steel , gold plating ,rose gold plating )

2 Please find pictures of (1033 ,1034,1035,1036,1037) . Here it has 5 different symbols on the surfaces of ring .

So for 0998 , it's why it has many different styles :-) .

For 1009 :

Please find the individual picture of 1009 ( HXN001 ,HXN002 ,HXN003, HXN004 ,HXN005, HXN006)

Take care and regards,

 Frank

————————————————————————————————————————————————————

Dear Frank,

I have a few other questions.

1- Is it possible to make the pierced portion a little thinner?

2- Is this top portion in a fixed position or does it spin

3- If it is in affixed position, is it glued or welded

越问越多说明很有兴趣:

Please advise your sampling process, as we must work with a few samples in order to give you our designs . 一般的客户都会这样说,特别欧美地区的客户

Please note that our company “ XXXX LLC.” is in business for 40 years and is one of the largest importers of jewelry from China in the United States. We sell all the major department stores. My division uses all alternative metals including, Stainless Steel, Titanium, Tungsten. Cobalt chrome. 自我介绍再次证明我的判断-肯定对方对我们的产品interests :-) 而且涉及的饰品材质很多。

We sell all the major catalog companies. our product, and the factories that work with us by sampling items to the many catalogs have the benefit of receiving re-orders on a weekly basis. This is the most important issue when we do business with our factories. They must recognize the method of how we do business successfully, and service our needs in a prompt manor. We have factories that we give over $500,000 in business on a yearly basis, but we have delivery problems with them because they cannot handle all our business. We are always looking for factories that can deliver quality product in a reasonable amount of time. 说明与现有的一些公司合作不是很理想

Please note that Sampling, delivery and quality are our most important issues. 客人的Key points

Please advise your understanding

Regards

Glenn
————————————————————————————————————————————————————

又来了一封邮件:

Dear Frank

A few more questions

1.What is the width of the rings 1033,4,5,6

2. What is the thickness of the rings from inside the shank to top of ring

3. Are the inside shanks –comfort fit?

Regards

Glenn

果然是行家!有问题来,说明里成功不远了....嘿嘿

————————————————————————————————————————————————————
Dear Glenn,

Thanks for your brief introduction about your company . .

Here our reply :

1- Sure , it can and it can reduce to 2MM .

2- Fixed and firmly on it .

Sampling , Normally 7 working days can be ok

Delivery time : Depends on the order capacity ( 20-35days)

1. The width of the 1033,10334,1035 is 7mm  2. The thickness of the ring is 2.5mm .  3. For the inside of ring , we can make 2 performances : inside shank , inside round ( just customized) . Here you see is inside shank .

It will be good and comfort to wear if as you said , you like etch / laser the writing inside :-)  for optional .

Best regards

Frank

————————————————————————————————————————————————————

Dear Frank,

I have attached a photo of a ring. This is our copyright. I am sending this to you to see if you can make this ring. We have many other drawing with different shapes in the enamel. You must guarantee that your factory will only sell our designs to us. 看到这个我轻松了不少,基本上压力都打消了,连copyright产品都发给我了,国外是很注重copyright的。

The above ring is 7mm. it is a low dome with a thickness of 2.13mm.

The writing inside the shank is Deep photo etched with no lead enamel that has been hat treated to insure that it will not come out of the recesses when worn. It is then polished off to the surface. Of course if you can make this at good price we would give further production to you and we would send other designs for you to make.

Please advise your thoughts

Glenn
————————————————————————————————————————————————————

Dear Glenn

Thanks for your information and sorry for my late reply you .

Yes and we never do like that to release the copyright to others and we think the business should establish the basis of credit both . This is important point to expand the business .

This morning and we had a meeting with our designers and technician for this ring you sent , our conclusion is we can make this for your requested . But our technician said it will be great and much appreciated if you can send us a sample for reference before sampling to ensure everything is all right . 再次试探,顺便争取samples?

Kindest regards,

Frank
————————————————————————————————————————————————————

Dear Frank,

Can you give me a rough cost before I send a sample . 放心了基本上.

Glenn

Dear Glenn ,

Thanks for your soon reply .

The rough cost followed your moment picture should be US$ 2.15

Thanks and regards

Frank

Dear Frank

I am currently paying $1.85. My big issue with this style is how fast your delivery would be. Please advise and re-study your figures.

Regards ,Glenn
————————————————————————————————————————————————————

Dear Glenn,

Thank you for your Email .

Your price is a little far with our cost , i have to check and re-study your style with our cost controlling department staff and will advise you soon . 其实,这个价格我可以做,我是故意拖延的,幸福来得太快,不长久啊.....

For the sample delivery , i think 7 working days is enough to send you once we are with your moment sample possible .

Kind regards ,Frank
————————————————————————————————————————————————————

Frank,

Please advise after you review.

Regards ,Glenn

Dear Glenn

Consideration seriously , the best price is US$ 1.95 . 通过前面沟通和试探性来回邮件,基本上符合我的判断,所以报价我也很干脆。

Kind regards ,Frank
————————————————————————————————————————————————————

20号客户同意价格要求sampling 成交:

From: Glenn Nichols

Date: 2013-08-20 01:08

To: FRANK WONG

Subject: RE: RE: To American Jewelry Co / Inquiry

Dear Frank

Cheers !!please go ahead that price and send me the invoice for sampling .

Regards

Glenn
————————————————————————————————————————————————————

后面就不写了!当然,你可能会觉得对方比较好说话,所以成交了,我想说的是,客户不是SB,天下没有一辈子都靠运气活着的人……

通过这个案例,我只想想告诉大家一个思路:作为外贸业务员,在我们写开发信之前一定要弄清楚你收信的对方:

1.是谁?TA做什么?怎么做?甚至做得怎么样?(写开发信前。我花了起码2个小时去了解对方背景和性质)

2.多花一点时间专注产品;

3.网络时代多学一点网络搜索技巧。

深挖用户“金矿”都有那些绝招?关注雨果网官方微信公众号【cifnews】, 快速抢占行业商机。

扫描下方二维码,获取大咖PPT!(获取PPT:雨果网App->圈子->干货铺 )

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谢谢分享
芸-WENDY2014-06-13 11:54:46

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hi Frank,能否告知下你这篇博文中提到的ALex 的联系方式呢? 我们也准备在考虑海关数据
qiuqiuchunhuo2013-11-14 15:54:08

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mengtelier2013-11-13 19:06:35

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方法是不错。谢谢分享。不过第一封开发信就attach图片,有时候客户会不乐意打开且更易进入spam。不过博主很lucky,客户不考察下供应商资历和真实性就开始谈生意了。
p d che jing2013-09-09 21:28:54

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学到很多方法,谢谢!
Alfred.C.Leung2013-08-28 10:16:57

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不错,非常有经验
jakechen2013-08-27 11:05:55

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可能不能提供一下ALEX家的联系方式呢?我们最近也在拆选几家,准备用海关数据。
carolli07572013-08-25 23:04:36

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可以多讲一些深挖客户邮箱的思路吗?
xxielong2013-08-25 11:04:04

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啰嗦。。。
lizy2013-08-23 17:54:38

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谢谢无私分享。
Trader1682013-08-22 22:36:21

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Frank 我正在苦恼这事 你就送来及时雨啦 看了你的分享 心中有底去开发信啦 非常谢谢!
小dan妞2013-08-22 17:07:44

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很实用啊,学习了!
C周刊-stacey2013-08-22 15:45:23

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frank又出好文啦,外贸小伙伴们,收藏起来先~~~
maggie qiu2013-08-22 15:23:40

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6天搞定一个客户,绝对不是偶然。客户也不是说你能牵着鼻子走的,Frank在发开发信之前,他花了2个小时去了解客户的背景信息,这个时间不是白花的。所以maggie也不赞成盲目地发开发信,有针对性地写开发性,会让你的时间成本缩短,这样效益就大了~
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