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今天的重点是邮件推广中的产品价值宣传说明，强调我们的产品能给客 户带来什么利益，对他有什么好处，怎样给他节省成本。
这个是开发信的铁三角原则，做好这点，你的信的开发效回复果会倍增。
寻找到目标客户后，发这样一封强调产品价值的开发信出去，开发信如下：
标题：How to high exposure your brand in your customers office 365 days!
Dear Sirs/Madam，It is a good way to comparing different gadgets to do promtional actions.Does any gaddets can do 365 days advertising in your clients office? 提出问题引起客户的共鸣，任何公司不论多大都想要更好的宣传效果，而成本要最低。
Our clients feedback that when their customer get untanger and plug in telephone, their customer will not tear out untangler at least 1 year.Our clients are remembered everyday by their customers.推出我们的产品能解决客户的需求。并说明效果。
When you calculate 365 days marketing cost for one untangler.You will discover follow data: For example: EUR2.0/365=0.055EUR/day One untangler marketing cost just only 0.055/day Any other gadgets can well done this job? When your clients choose untangler to do promotion actions,their company logo, telephone number are high exposure!说明产品的宣传价值，宣传时效很长，宣传成本极其低。
Our client done promotional action always chooesen pen,keychain,badge and pins before they chooese untangler.Pen,keychain,badge and pins can only be keep on their customers hand no more than 1 or 2 weeks.Customer will offen forget where are them.强调客户过去的选择，强调选择这些产品促销生命周期短,容易被遗忘。
Untangler will be your local sales on your customers office everyday.结尾再次强调我们的产品对客户的品牌宣传效果是如何的强大。
Please contact us to talk detail.这样的开发信语言不多但，铁三角的要素都有了。附件附上PDF产品宣传说明书（100K大小以内）Best regards, Wolf
和未成交客户保持联系, 让他始终记得你。这点在客户准备换供应商的时候尤为重要，他会第一时间想到你！Dear XXX，How are you ? I hope your everything is going well.I wonder whether you have any pending orders or inquiry recently ? If so, please contact me with no hesitate, we are sure any of your inquiry will get our prompt attention & reply.Thanks.Best regards，和已经成交客户增进关系，展示服务 Dear XXX，Hope this email finds you well.Have you received the goods ? How do you think ?
I hope you are satisfied with our quality.If any comments, please let me know.Thanks.Best regards，提醒老客户是否考虑新的订单计划 Dear XXX，How are you ? I hope your everything is going well.I wonder whether you have any pending orders or inquiry recently ? If so, please contact me with no hesitate, we are sure any of your inquiry will get our prompt attention & reply.Thanks.Best regards，婉拒降价理由
Thanks for your email.We regret that it’s hard to meet your target price.It’s a quite low price and below our cost / make us have no margin profit.Please note that the material cost rising about 5% per ton The exchange rate float from 6.34 to 6.20 during last two months We would like to work with you and we believe we can be good partners each other, but we really need a health start of cooperation and keep that long-term.Hope to get your understanding and support.已经记不清有多少次价格谈到最后，我价格坚决不再让步，客户对我说：
If that, we are afraid we will place order to other suppliers.而我回复：
Based on our quality, our profit is very low.If we cut 0.70 USD/CTN, we cannot keep reasonable profit then order will be rejected by our financial dept.Because it's no meanning of accepting this order, it only makes our workers tired and occupy capital.If we force ourselves to accept this order, we may have to bring down the quality to average our cost
So please kindly evaluate our price again.If it's really hard to work, we hope we can work with you for next order.Appreciate for your support.我们是工厂，我很确信我的价格很有竞争力，可客户还是拒绝我们，说价格太高。应该怎么回复呢？
很多业务员被客户这样拒绝会很泄气，不知如何是好。这个时候，这一个客户的拒绝找不到真正原因，可能会导致该市场一揽子的客户也会说你价格太高。
我认为，如果一个市场上的客户都说价格相差太大，价格太高，这类业务员，需要加强对市场或者行业信息的敏感度的修炼。如果确信价格有绝对的竞争力，那么这里一般只有两种可能：
要么是你的规格已经跟不上目前的市场变化；
要么是有些同行在偷工减料；
（但这里要注意排除中东客户，因为很多中东客户还价都是无节操，超低的，跟你慢慢还价）
市场行情瞬息万变，你能保证你的规格就一朝鲜吃遍天吗？
也许去年市场上在卖着A品质或规格的产品，今年已经普遍卖着B品质或规格的产品；也许也有你的某些同行在想尽办法偷工减料或者帮助客户偷工减料。
（注意有经验的业务员不会去胡乱猜测下结论告诉客户你的供应商在偷工减料，这是一种贬低竞争对手的行为，会引起客户的反感。）
我一般会先把客户的拒绝放在一边，因为相对于单单一两个客户的拒绝，这个问题背后隐藏的问题更值得研究 —— 洞察和摸清当下的市场信息行情。
这时候，宁愿安排快递去客户那里取样品到付也要积极索要到客户的样品，然后好好研究到底和你的产品有什么不一样，花再大的代价也值得，这个是相当必要的！
我一般这样和客户沟通：
With reference to your target price, we believe we are not talking the same product, maybe different quality or specification.According to our experience, this is frequently happen when price has big gap.For you to get right cost, It would be better if you could send us your samples.We think it is the best and effective way to avoid any poible mistake or misunderstanding.然后如果客户不愿意寄样品或者说没有到付账号，可以表现得积极有诚意一些：
If not convenient, we will arrange courier to collect samples from your side.How do you think?
我有很多此类的客户都做了起来。这类说价格相差太多的客户并不可怕，因为有时候一旦发现了原因，价格高的问题就很容易解决。相比较而言，那些一还价就还到成本价的客户反而难搞定一些。
如果是价格的确报的比较高（你自己都怀疑价格高了），面对客户拒绝价格，可以考虑降价重新报价，但千万不要无条件降价！
降价时要讲究策略，用一些不难接受的条件换取对方让步，你再给出降价。不要显得你是在随意降价，那么客户会怀疑你的价格很有水分！
