看似一句话的差别，其实决定了——客户愿不愿意回你、愿不愿意继续谈、愿不愿意把钱给你。
今天总结分享的是适用于外贸实战的 全流程话术 ：开发、探需、跟进、报价、推进、成交，一篇就够。
01开发信
很多业务开发信一发就是 catalog＋报价，客户一看就知道你是新人。
A 成熟的外贸沟通不是上来就给，而是上来先探。比如第一次发邮件，你可以这样开场：
Hi xx, thanks for your message. Before preparing the quotation, I’d love to understand your project a bit more, so the solution we offer fits your market better.
开场不强推、不打扰，但能让客户明显感受到你是专业供应商，而不是报价工具人。
B 接下来用一个简单的四连问，能比你自己说一堆更有效挖出需求：
To make sure our offer fits your market, may I confirm:
-
Your target customer group / sales channel?
-
Which specifications matter most to you?
-
Estimated quantity for the first purchase?
4 Preferred specification-Packaging option +Shipping method (your forwarder or need us deliver?)
这一段话的作用是让客户说出他到底想要什么。
外贸真相：问得越清楚，你的专业感越强，客户越愿意继续给你信息。
C 如果你担心客户觉得你不懂，也可以这样补一句专业背书：
We’ve been supplying the xx region market for years and understand the standards well. If you need, I can share some successful cases from the same industry.
这是摆出具体案例，是让客户安心——你不是第一次做这个市场。
(而在报价前，你最好永远加一句：)
Before quoting, may I confirm whether your priority is cost, durability, branding, or lead time? Different priorities lead to different configurations.
这句话的作用：你来引导客户，而不是让客户牵着你走，提前做好预备。
02跟进
外贸为什么怕跟进？怕客人嫌烦、怕问太多显得不专业、怕被已读不回、怕催单像在求人。
其实你要明白：跟进的核心不是催，而是推进。你把推进做好了，客户不但不会烦你，还会觉得你有价值。
A 客户报价后不回，你可以轻轻确认一下：
Hi xx, just checking in to confirm you received the quotation. If any adjustments are needed, I’m here to help.
简单、礼貌、不给压力，但客户看到这句话就知道：你还在负责这个项目。
B 客户说要跟老板确认后就消失——大部分业务员都不敢问，其实可以帮他省事：
I understand internal approvals take time. If helpful, I can prepare a short summary for your manager—this often speeds up the decision process.
你帮客户做他的工作，他自然愿意继续跟你说话。
C客户在比价，你越解释，客户越觉得你急；你应该反问，让客户理解价格不是唯一维度：
To optimize our offer, could you share your target retail price or a competitor reference? We want to match the right configuration for you.
这叫顾问式销售，而不是推销式销售。
D 寄了样品客户不回，你不用紧张，只要轻轻把记忆唤醒：
Hope the samples arrived smoothly. If you need testing instructions or comparison suggestions, feel free to tell me anytime.
E 客户真的失联，也别急着追命式催问，体面收尾才能给他留下空间回来：
I understand priorities may shift. If the project is on pause, just let me know—I can follow up again when timing is right.
F 如果客户犹豫不下单，你可以给一点轻压力：
Just a quick update: the current batch has limited stock. If you'd like to secure the price & lead time, I suggest reserving soon.
A 客户说我再想想，你不要急着反驳：
Sure, take your time. Let me know if anything is unclear—I’m happy to help you compare options.
你是在帮客户做决定，而不是逼他做决定。
B 客户说你贵了，也不要立即降价而是先澄清
I understand the pricing concern. Just to confirm—are you comparing the same specifications, materials, and warranty terms? Sometimes lower prices come with major spec differences.
你越贵，越要讲清楚差别。
不是解释价格，而是解释价值。
C 客户疯狂砍价，你不需要拒绝，只需要把选择权给对方：
I can apply a small discount for you, but only if we keep the current specification.
If you need a much lower price, we may adjust the configuration—just let me know which part matters less.
降价＝换配置，这样才不会伤利润。
D 如果客户要求一个明显做不出来的低价，你要敢讲真话，比如面对欧洲客户，你可以这样：
I understand your budget concerns. However, at that price level the quality cannot meet EU standards and could bring after-sales issues. I wouldn’t recommend that—it’s my responsibility to ensure what you purchase is safe & reliable.
很多业务不敢说实话，但你越诚实，客户越尊重你。
E 催付款也不用扭扭捏捏：
Hi XX, production is ready to be arranged.
To keep everything on schedule, may I confirm when the deposit will be arranged?
稳、专业、体面、有界限。
外贸沟通里所有厉害的话术，都不是为了听起来厉害，而是为了让客户觉得：
你是专业的、有判断力的、能解决问题的、值得托付的。