2021毅冰公开课两个案例+Mail Group

再一次回顾2021.12.22毅冰老师的公开课，毅冰老师到底藏着什么干货啊，两年后的今天回看，依旧不落伍，落伍的只是我自己。

从0到1，用LinkedIn高效开发潜在客户

三个月突破500+connections，各种Buyer加到手软。

案例一：如何开发Costco的买手

1.可以添加同一公司的多个人员，不同采购线，负责人往往并不相同。而同时拥有一家公司多个connections,也是能力背书。

2.谈判参照物手法，可以灵活运用，往往会有出其不意的效果。

Step 1: First E-Mail To Allie Duncan

Hello Allie,

Thanks for getting in touch with me. As a potential Costco vendor, I am now doing projects for Mr.Jackson, the company's buyer.

Could you please let me know if there is something I can do for the Kirkland team?

May I send you some more information for further discussion, if possible?

Thanks,

Yibing

Step 2: Mail Group Follow-up

Hi Allie,

With our own brand and product development and design capabilities, we are a pretty

professional Chinese company.

A simple quotation attached has been prepared for you based on the selection of products

suitable for the US market. Some of them we developed for Starbucks are quite diverse.

In terms of Kirkland's needs, we are fully confident that our products can fulfill them.

Kind regards,

Yibing

Quality Control Factory Audit

Photos/Video For Factory Walk Through

Testing Report Samples Ready-to-ship

样品切入

Hi Allie,

Me,again.

Some more information for your reference. No good vendor would be complete

without some social proof. Please check the most recent review I received from my new

customers.

Could you please give me the chance to provide quotes, to do sampling, or to do

anything else?

Meanwhile,I apologize for my numerous emailing.

Best,

Yibing

案例二：如何拿下利丰英国公司总经理

1. 利丰英国公司总经理，位高权重，对买手和项目有相当大的影响力。

2. 我们有共同工作经历，这是突破口之一。

3. 我们还有四个共同联系人，这是突破口之二。

4. 拿下他以后，作为参照物，开发他手下的买手，会容易许多。

邮件内容的构思：

第一，声情并茂，适当煽情一些无妨。

第二，马屁拍得恰到好处。

第三，打情感牌为主，暂时不谈生意问题。

第四，做好elevator pitch,让对方无从拒绝。

Hi Destan,

It is a pleasure to greet you in this way.

I am a former Li Fung employee. Many years ago, I worked in the LF1

department at the Hong Kong headquarters. Those experiences have

remained with me all my life. It helped me become who I am today.

Thanks to LinkedIn, I was able to contact you, and I am impressed by the

depth of your work experience.

Could you please accept me as your contact? To have someone like you in my

circle of friends who will be the benchmark for my hard work would be incredible!

Regards,

Yibing

用LinkedIn添加陌生客户的四个步骤：

Step 1:搜索和定位你的目标客户

Step 2：认真分析对方在LinkedIn上的简历、动态、文章等，包括给什么内容点赞

Step 3:结合Google搜索，尽可能了解和掌握对方和公司更多信息

Step 4:认真写一封私信，设法打开局面

客户一旦允许添加，接下来怎么做？

1.先沉淀一下，不要急着推销，认真分析客户和公司情况，以及产品情况。

2.找到彼此生意上的切入点，同时研究对方可能会有的痛点。

3.针对性构建Mail Group,一整套专业组合拳。

新手玩LinkedIn常犯的四个错误

不精准添加目标客户

喜欢用一些第三方工具

一上来就推销

内容和形象没有精准定位

执行过程中的三个误区

内容准备不充分

自我介绍不到位

谈判沟通无技巧

LinkedIn的私信，不要一成不变

私信需要不断的总结和迭代，有兴趣的可以看我的另外一篇文章：

8+1个领英邀请信模板，让加人通过率提升200% - 米课圈|最会赚钱的外贸人都...https://ask.imiker.com/question/786648

最后要形成自己的特色，特点，优势，让客户记住你，有印象。

比如毅冰老师的温文尔雅、博学多才。

马上开始我新的Mail Group的优化之路。