货代的海外客户该怎么开发？

一、首次开发邮件

1.打电话联系到负责人

Good day, this is Lily from Coastline freight limited China, nice to talk with you on the phone today.

Please allow me to introduce our company shortly,

We are specialize in providing professional logistic plan and great rates to our clients, we are doing Ocean shipping, Air freights, UK haulage, Central European train

The head office of Coastline Shipping is located in Shenzhen, China and our branches are around the China main ports, and we have more than 80 agents around the world. We are able to provide you with best services of FOB (Port to door), EXW (Door to Door) ect.

Our business is growing very fast and expanding increasingly. We handle more than 3000TEU in the last year.

As we are sharing the market in UK now, so the shipping rates to UK would be very competitive, you can check our below rates, may I have your comments on it？

报价

Looking forward to your kindly feedback.

2.打电话联系不到负责人

Good day, this is Lily from Coastline freight limited China, I try to connect you today, but unfortunately I didn’t get the chance to introduce our company to you.

Please allow me to introduce our company shortly ,

We are specialize in providing professional logistic plan and great rates to our clients, we are doing Ocean shipping, Air freights, UK haulage, Central European train

The heaquater of Coastline Shipping is located in Shenzhen China and our branch offices are around the China main ports, and we have two agents’ offices located in UK. We are able to provide you with best services of FOB (Port to door), EXW (Door to Door) ect.

We are proficiency in helping our cutomer import from Fareast to UK and Europe, the total TEU of last year would be 2000 Teu.

As we are sharing the market in UK now, so the shipping rates to UK would be very competitive, you can check our below rates, may I have your comments on it？

报价

If you don’t import from the above ports, please advise the POL and POD of your regular shipment, I will check the competitive rates for you.

3.一般情况

Dear friend,

I’m Lily from Coastline Shipping.

I have just contacted your company and I know that you do import from China.

Then, my quotation and introduction deserve your precious time!

After all, you may be happy to find a reliable forwarder with good service and reasonable rates.

We are specialize in providing professional logistic plan and great rates to our clients.

Coastline Shipping was established at Shenzhen, China and our branches are around the Chinese main ports.

We’ve helped our customers to import from far east to Europe with a total volume of 3000TEU per year.

Our services includes: Ocean shipping, Air freights, UK haulage, Central European train.

Our company can provide you updated rates monthly, to enable you to get a good understanding of the freight market.

Please check below our rates valid to 31, May.2019

报价

If you are interested in our service, please feel free to let us know!

二、深度开发邮件

1.询问客户对报价的看法

Dear friend

Hope everything goes well with you!

Have you kindly checked my offer? Hope they are workable for you. It is a regret that I haven’t received any information from your side. May I have your idea about our offer? We will try to meet your requirement upon receipt of your reply. If there is anything we can do for you, we shall be more than pleased to do so. Hope we can build good cooperation with you and your company.

2.开发流程

Dear friend

Hope you are keeping well.

This is Lily again, I have update our latest prices to you (具体时间). In order to let you know more about the process how we are working on it, we made a shipping process picture for your reference.

And if you have extra requirement, we will follow your instruction specially during the way.

Ocean freight

If you show any interest about us, wish we can get any feedback from you soon, thank you.

3.给客户发我们的跟踪以及操作流程

Dear Purchasing Manager,

Hope you well, this is Lily from Coastline.

Unfortunately I didn’t get any reply from your side, I think maybe you are worried that you haven’t cooperated with Coastline.

Hoping the Comic below could help you learn more about what we can do for you and learn more about Coastline.

If the above process clear enough for you? or do you have any confusion for any part? Please feel free to let me know.

Many thanks

4.追问客户评价，求回复

Dear friend,

How are you recently?

Several days no news from you, have you got my quotation? I have also showed you about the process of our working comic. Fully understand that you are too busy to reply us. But we are still waiting for your comments. We need your feedback to go ahead. Thank you in advance.

5.介绍公司优势

Dear friend,

This is Lily again from. I know you might too busy to reply me, but still I want to show you about reasons why should you choose our company. Here are the unique advantages that we have:

1: ONE TO ONE

One professional sales is communicating with One customer specially.

2: ONE MAN TO ALL PORTS

One professional sales is charging of all your shipments from all the ports of Far East(Mainly China).

3: DAY TO DAY

24hours+7days. Out of work contacts are available for any urgent matter.

4: COUNTRY TO COUNTRY

For both POL & POD, we are providing the same high level services. And we also have at least 7 days Demurrage + at least 7 days Detention.

5: GUARANTEED SPACES

We have a long term and firm partnership with several strong carriers( MSK, EMC…); we can provide guaranteed spaces with attractive rates for our customers.

6.询问有无货+特价船期（可经常穿插使用）

Hello Sir./Madam.

This is me again. It has been a while to hear from you, I am wondering do you have any comment with our quotation, service process or any other facts? Since I’ve sent you our quotation regularly but receive nothing from you all the time, then I want to make sure if you have received my quotation and if I sent to the right email?

And I also would like you to know that we push out a special price vessel for the following week. Please could you take your time and have a look at the below schedule? If you are having any container that will be shipped next week, this would be the best chance to try our services.

7.介绍代理

Good morning.

This is Lily.

Today I am not sending you our ocean rate, but I would like to introduce our agents in UK.

So you can know more about our local services in destination ports.

We have 2 partners in UK to help our clients to do clearance and delivery.

They are specialized in providing clearance and delivery in UK. They have more experiences compared with others, and If you have other special requirements like warehouse storage, deferment account etc. our agents will try their best to offer.

Normally 1-2 week before vessels docks, our agents will contact you to collect clearance documents and then book the delivery date as your request.

They are very experienced making all your document process easier and more effective.

So you don’t need to worry about local services.

Please reply my email if you want to know more about the local services. I will advise their contact details to you, or I can also ask them to contact with you if you like.

Thank you.

8.询问无回复的原因

Dear Manager,

Good morning. Hope everything goes well with you.

It has been a while since I send you the first email, but I do not get any reply from your side.

Could you please help me to find the reason?

1, the quotation is not including port information that you need.

2, currently you have got a better price?

3, Satisfied with your current forwarder?

4, Import by LCL, air or other ways?

5, Do not import in these months?

6, Do not want to work with Chinese forwarder?

I guess you may too busy to reply me, so just write down the number.

If you have some other reason or suggestion, it will be my honor to receive your email.

三、针对客户回复内容回复的邮件

1.直接按照客户 回复的港口进行报价

2.currently you have got a better price?

Could you advise how much better rate you got from other forwarder? We will try our best to match it.

Trust in an import company, the price is only one aspect, the shipping schedule can arrive in time as plan and guarantee the safety of goods are particularly important.

As we know you also have your customers, it is important for you to deliver goods to your customer in time.

However, what we offer is a guarantee of these basic priorities.

We not only can offer the good rate, we always pay attention to the customer’s loading, boarding and arrival time. Thanks.

3.Satisfied with your current forwarder?

Good morning, happy to receive your feedback.

I have continuously updated ocean freight for you monthly, it is a regret that I didn’t successfully connect with you.

Highly respect the relationship between you and your current forwarder.

At the same time, like the famous saying goes, do not put all eggs into one basket, once you have a huge amount of import requirement, you may consider some back up solution to hang up all unexpected problems.

Would you please consider me as a back up solution? we are providing competitive rates with guaranteed and high-level services. We work in 24hours+7days, out of work contacts we are available for your any urgent matter. For both POL & POD, we are providing the same high service level.

Come and try, our best rates and best services.

4.Import by LCL, air or other ways?

（1）LCL

Good morning, nice to receive your feedback.

Coastline is really happy to provide LCL service for you.

Please kindly check below LCL rates:

For your convenience, we can do FCL consolidation service, as you may be used to buy difference cargoes for one shipment, more than 1 supplier.

Process below:

1.Confirm ocean freight with you.

2.Contact every supplier to confirm actual cargo ready day, report to you.

3.Book space for you according to all suppliers’ cargo ready date.

4.Your suppliers send good to our warehouse by themselves, or we could help you pick up all cargoes to our warehouse.

5.Report all shipping details for you and your suppliers.

Come and try, the best LCL rates and the best services.

（2）AIR

Good morning, the weather in UK now is cold, please keep warm.

Our company Coastline has been specialized in the international air/express transport and logistical solutions for import and export trade. Our company is located in Shenzhen.

We have the unit load device for air shipment. We can provide ex SZX/CAN/HKG/PVG/PEK/XMN…etc. Air service.

Not only the great custom-built services will be offered, but the competitive pricing will also be provided to you.

If you have any air or Express shipment, welcome to contact me at any time.

Please kindly check below air freight for week 18：

You can just fill in the specific cargo details on below sheet, then I will check our competitive rate for you, thanks.

5.Do not import in these months?

Could you advise which periods you are import from China? When is your latest shipment? I will look forward to your queries even if that is for comparison, thanks.

6.Do not want to work with Chinese forwarder?

I understand UK company is more easier for you to contact and communicate, but we have professional UK agent to cover the UK side. Our UK agent is BOWER GREEN SHIPPING which already have more than 60 years logistics experience, Coastline and Bower Green are more like friends, not just partner. Also they are very professional in customs clearance and delivery at UK destination. So you don’t need to worry about the UK service.

BTW, Below I also want to show our working process with you:

1: After we received booking from supplier, we will confirm sailing schedule to you at once.

2: We will update you the stuffed date, on board date in time.

3: After vessel depart, we will send you shipping list. If there is any problem with sailing schedule, we will also work out in time.

4: Bower Green will contact you before vessel arrive UK, to confirm the delivery date.

If you have any question, you just need do contact me directly one by one, you can contact me anytime I am available almost 24×7, so don’t worry the difference time zone, I always here, thanks.

四、本着小强精神，保证客户收到报价，船期表，及以上邮件

Hello, friend,

Wish you have a nice day!

May I ask whether you have received my quotation? I have also sent you the introduction of our company and our XX agents. I have showed you the whole process of our services by a comic, I hope you can take your time and have a look on it. And do you have any extra requirement which we haven’t concerned? We would like to get your feedback if it is available. If you have any other ideas, pls feel free to contact me. We will do much better if you can give any advices to us.

Waiting for your favorable reply soon!

五、介绍我们的内拼服务

Good morning, this is Lily, I contacted you before,

and I would like to introduce our service with you,

We can do FCL consolidation service, as some customers are used to buy difference cargoes for one shipment, more than 1 supplier, so FCL consolidation is convenience for them. They can receive goods at the same time and save more money.

Below is our service introduction:

1: quotes

We will confirm seafreight rates with you first.

2: contact every suppliers

We will contact every supplier to confirm actual cargo ready date, and update you as well.

3: book vessel space according to all suppliers’ cargo ready date.

Choose the fastest schedule, and earlier schedule, all are based on every supplier’s cargo ready date.

We will book vessel space under your agreement.

4: stuffing

We have warehouse that suppliers can deliver goods to our warehouse before SI closing date, and we arrange stuffing, waiting for on board.

5: tracking report

Update you every supplier cargo entry date, actual loading date, departure date and ETA after vessel departure.

6: destination service

Our UK agent will contact you 1-2 weeks before vessel docks, and do clearance for you and delivery on time.

Thank you.

六、航运联盟分析，可以穿插在其中

七、客户过节，送祝福

1.圣诞邮件

（1）针对新客户

Dear friend,

We know each other for 3 months, you are very professional, which impress me a lot.

Thank you for your trust, we will give you best support in the next year.

May your Christmas be full of love, laughter, and goodwill. And may the new year bring peace and joy!

Have a Merry Christmas.

（2）针对合作多年的老客户

Dear friend,

We know each other on May 5th in the year 2015, and until now it’s 5 years and 7 months, time flies!

I still keep all the photoes we have, attached are all our beutiful memory.

We are lucky that god bring you to us, and you bring us a lot of inspiration not only on product development, but also on customer-service, we are very grateful and impressed a lot. Next year we will continue to give you our best support.

Please pass my best regargds to xx and xx, (回忆与客户之间一些难忘的点滴瞬间)

May your Christmas be full of love, laughter, and goodwill. And may the new year bring peace and joy!

Merry Christmas & Happy New Year!

（3）针对意向客户催单

Dear friend,

Hope everything is going well.

As you know the Christmas season will get busy with factories and then we have CNY, so let’s move fast.

If you have any order arrangement, whether it is now or after the holiday, we hope you can communicate with us as soon as possible. Because the orders during the holiday will be piled up after the holiday, in order to smooth your order, please contact us as soon as possible to arrange.

Thank you.

（4）针对圣诞促销

Dear friend,

First of all, I wish you a merry Christmas!

We would like to announce that we will be having a Christmas Clearance Sale. We will be offering up to 30% discount on all the items of the attached list starting from [开始日期] to [结束日期]. It’s on a first come first serve basis.

Feel free to reach out if you get interested.

Best regards！

八、催款可分几种情况

1.做了PI后客户迟迟不回复

追问①：

Dear friend,

Could you check and confirm PI please?

分析：首次追问不能急躁，要简短

追问②：

Dear friend,

Could you say something? If you want to cancell the order, pleade let me know

分析：多次之后，可以以退为进。我之前就用这招，催到了客户2周没有付款的PI，

而且客户说打算下周一付，我说物流紧张，运费会越来越贵，要早点生产发货，客户一个小时后就发水单给我了，催我生产了，骄傲~

如果多次不回邮件，在线信息可以call下客户看邮件，问他订单是否还需要，不一味就催付款

2.客户确认PI后，给了具体付款时间，但是推迟了好几次

Dear friend,

As you mentioned you will arrange payment on xx, but fews days past we haven’t recieve bank slip,

Could you please send?

If you didn’t arrange payment, could you please do it? Because you have good credit in my mind, I arange raw materials for your order, once you arange payment we can produce it immediatly to shorter the production time,

Need your support~

分析：先装傻，以为客户付了，但是忘记发水单了。

其实给客户立信誉很好的人设，提出当他确认了PI时，就有帮他安排物料，以便于收到水单可以帮上排产，不用等齐料，客户觉得你在为他着想。

3.做提单，中信保等延期付款的

Dear friend,

The B/L date is XX, there’s very limited days to recieve your payment. It will takes few days to recieve it in our bank, could you please ask your FIn. Dept. to arrange payment ASAP, otherwise I am afraid that I will affects your credit. In future, we can’t arange production without deposit, or we need to changed the payment term to be 100% before delivery.

如果逾期没有付款，会影响他在中信保的信誉，付款方式会从延期付款改到100%款到发货。

4.物料角度，运输紧张，订舱难，运费贵

Dear friend,

Now is the peak production season. Spaces are very tight during peak season now. We need to book warehousing in advance, once we receive your deposit, we will immediately arrange the order schedule to produce and deliver for you as soon as possible.

please arrange payment as early as possible to avoid any further delays.

5.原材料供应角度：原材料涨价，原材料价格不稳定

Dear friend,

Friendly reminder to pay in advance. Raw material costs continue to fluctuate. Please update the payment as soon as possible, otherwise we are worried that the price provided will soon expire.

6.还可以表达困境去催促客户结款

Dear friend,

Since we are now facing a shortage of funds, this is really difficult for us. Remittance as soon as possible would be greatly appreciated. After that, I will continue to provide you with high-quality products and services, and apply for you with competitive prices.

7.适合发给偶尔拖款的老客户

Dear friend,

Hope you‘re doing well. This is just to remind you that the invoice +号码 with the total of+金额sent you on+时间. Although I’m sure you’re busy, I’d greatly appreciate it if you were to go over the invoice and payment details for the services rendered. Please contact me if you have any questions.

8.迂回催款

Dear friend,

we just got a payment this morning, which is very similar to your total amount. May l know is that yours? If so, please send me the bank receipt so that we can arrange production without any delay.