貨運(yùn)代理，收“貨”英語。

Hello, 大家好，歡迎來到TALK英語小課堂，我是Katherine 給我五分鐘， 讓你的FEU干貨滿滿。

你感受到了嗎？

我開門見山的誠意

我獨(dú)一無二的心意

我為你赴湯蹈火的決心

我為你排憂解難的耐心

（小拓：咦，我是走錯(cuò)頻道了嗎？說好的“書不盡意，余言后續(xù)”，我的“開發(fā)信寫作技巧”沒有了嗎？）

你沒有走錯(cuò)頻道

我這不就是在幫你回顧上一期小課堂的主要內(nèi)容嗎，關(guān)于開發(fā)信正文的四點(diǎn)寫作技巧：


1)Introducing Your Services To Prospects 開門見山自我介紹

2)The Business Differentiator Email 為客戶量身打造開放信

3)Problem And Solution Email 直接拋出問題的解決方案

4)Question The Prospect’s Upcoming Product Launch 借花獻(xiàn)佛，找個(gè)由頭搭訕
今天，我們將繼續(xù)這個(gè)話題，來看看還可以從哪些不同的角度書寫郵件，牢牢抓住顧客的心！

5) Compare And Contrast Vs. Competitors

在開發(fā)信中，把產(chǎn)品拉出來與競爭對手比一比，這樣做的好處是顯而易見的。

向客戶秀出產(chǎn)品特點(diǎn)，顯示我們的與眾不同，比如像下面這封郵件：


Hey Gavin,

I'm sure you've been on both ends of a move before.

You know the pain points: sore backs from loading boxes, cars zig-zagging around town to pick up and drop off items.

If this sounds familiar, I may have found your new best friend in Truckie!
Truckie is an app that connects people who need help moving with local movers looking for work.

It's like Uber meets TaskRabbit, but we're better than our competitor because we offer better service at a lower rate (and don't mind if you want to chat about football).

Please feel free to email me back if you want to chat more!

Thanks!

<Signature>
在給Gavin的這封郵件里，銷售直擊客戶的痛點(diǎn)——貨物裝卸的難題，在門到門的方案中，拖車司機(jī)需要在城市中迂回婉轉(zhuǎn)，裝貨卸貨，十分麻煩。

巧妙的引出了Truckie這個(gè)應(yīng)用能幫助客戶解決燃眉之急。并丟出比其他競爭對手更具吸引力的價(jià)格優(yōu)勢，最后幽默的表示來信可以不止談工作，也可以談天談地談足球，只要在談，一切皆有可能。

6) The Cost-Effective Solution Email

上條技巧談到要將我們產(chǎn)品的特點(diǎn)與競爭對手進(jìn)行比較，那產(chǎn)品的成本我們也需要這樣做。

畢竟“性價(jià)比”也是客戶看中的點(diǎn)。
Hello Monica,

Do you know that a well-designed logistics plan can help move products from one place to another cost-effectively?

There's just one problem: most firms struggle to design a proper logistics plan.

That's where Truckie comes in with an amazing price range by offering competitive freight charges and delivery methods. Also, you'd be surprised to know that we offer our services at $699 instead of $899 just for you!
Why?

Because you ship medical equipment.

I would love to chat with you. Let me know what time works for your schedule!

Thanks!

<Signature>
這封郵件里，銷售直接道出了一般公司的“通病”，只為客戶提供所謂的合適的物流計(jì)劃。

可是Truckie不同，它的運(yùn)費(fèi)、送貨方式都是有競爭力的，最重要的是，它的價(jià)格是驚人的amazing。

這高性價(jià)比或許已經(jīng)讓客戶動(dòng)心了，銷售乘勝追擊，文末再點(diǎn)出客戶運(yùn)輸?shù)漠a(chǎn)品是醫(yī)療設(shè)備。這樣一個(gè)懂你的銷售，客戶的芳心早已被俘獲。

9) Features-Advantages-Benefits

記住“特優(yōu)優(yōu)”，我們和客戶的溝通會變得樂悠悠。來看案例：
Hi Jane,

Truckie offers you the best logistics services in New York, providing clients with the best transport solutions.

You can find the most reliable carriers to move load anywhere.
You can also track where the load is in transit with all in one dashboard.
This means you save time and money with complete control over the results.

Are you free tomorrow?

I can explain more about Truckie's Features on a call!

Thanks!

<Signature>
在郵件中，銷售開門見山的用了幾個(gè)“最”來吸引客戶的注意，再分門別類的列出自己產(chǎn)品的特點(diǎn)，優(yōu)勢，優(yōu)點(diǎn)等，如：Truckie這個(gè)應(yīng)用可以幫客戶找到可靠的貨運(yùn)，可以追蹤貨物，還能節(jié)省時(shí)間和金錢，一切盡在客戶的掌握之中。

以此作為“誘餌”，讓客戶有回復(fù)你的欲望。并立刻提出明天的電話邀約，再詳細(xì)談產(chǎn)品的特點(diǎn)。

10) Get The Prospect To Talk About Their Situation

我們還可以把主動(dòng)權(quán)留給客戶，讓客戶說出自己的故事，以便我們?yōu)樗麄兞可矶ㄗ龇?wù)。來看下面這封郵件。
Hi John,

I noticed from a recent article that you're currently looking at alternatives within the domestic transportation space.

I'd love to hear more about what is going through your head regarding logistics solutions!

Truckie identifies and matches freight carriers to your shipment needs in real-time with the help of our proprietary AI algorithm.

Have you given any thought to outsourcing your supply chain logistics?
I would love the opportunity to speak more about your logistics management system solutions.

Please feel free to email me back if you want to chat more!

Thanks!

<Signature>
信件中，銷售貼心的做了客戶的背景調(diào)查，得知客戶最近的動(dòng)向，即正在尋求國內(nèi)運(yùn)輸領(lǐng)域的替代方案。于是立馬向客戶遞出橄欖枝，希望能了解到客戶的真實(shí)需求。

你有故事，我們有酒，暢談無憂。

（小拓：原來，寫開發(fā)信還有這么多的套路啊！）

不過，行于世最深的套路就是真誠。拿出我們的誠意，去開拓我們的市場，開發(fā)信自然也會信手拈來。

下期課堂我們會有新內(nèi)容分享哦，敬請期待。

歡迎大家點(diǎn)贊，分享，再看。