开发信技巧之一：借引荐建立业务关系

At the beginning of this month , I attended the Harrogate toy
fair. While there , I had an interesting conversation with Mr. Douglas Gage of
Edutoys plc about selecting an agency for our teaching aids. Douglas described
your dynamic sales force and innovative approach to marketing. He attributed his
own company's success to your excellent distribution network which has served
him for several years. We need an organization like yours to launch our products
in the UK. Our teaching aids cover the whole field of primary education in all
subjects .Our patented ‘Matrix’ math apparatus is particularly successful. You
may have reservations about American teaching aids suiting your market. This is
not a problem since we have a complete range of British English versions. I
enclose an illustrated catalogue of our British English editions for your
information. Please let me have your reactions to the material. I shall be in
London during the first two weeks of October .Perhaps we could arrange a meeting
to discuss our proposal.

用这招的前提是首先你可以确定客户在哪个国家，哪个城市，做哪个行业，然后在那个国家城市的行业内找一个比较出名的公司的抬头作为引荐，这样客户一看是自己国家城市里的同行引荐，会引起看你开发信的欲望，至少不会看几秒就关掉，或者直接不看，起码会好奇看几眼，这样你开发信被了解的几率就增大，成不成就看你开发信的重点是否抓到客户的眼球了。如果你熟悉那个城市，你还可以不断的描述你的产品怎么合适在当地的发展和销售。