一．判断有价值的客户：

有价值的客户不多，所以判断客户的价值性很重要。

1.你有没有客户的网站？或是其邮箱后缀是否有网站？

2.客人的询盘是否很笼统？

3.是否明确他所要的产品？

4.如果没有网站和详细的联系资料，请不要马上回复价格，先问他6个问题：

（1）他是否从事××行业？

（2）从事该行业多久？

（3）目标客户是什么？零售商？经销商？

（4）年销售额多少?

（5）详细的公司名称/地址/电话/传真？

（6）有没有公司网站？

5.如果及时回复了，你看诚实信用。说明还是有诚意的。然后对它的公司网站好好研究，从中发现其专业性，具体客户具体对待。不要每封邮件都公事公办，要有亲和力，就像是朋友一样。

6.收到后可以进行一下“反询问信函”有关产品，款式，型号，甚至问他的市场，公司性质，告诉客人这有助于你向他推荐你的产品。

7.报价是不管价格可否接受，都尽量要能让他可以回复你，因为这样你就可以知道你是否有些地方应该改进

二．样品费

Dear sirs,

Firstly thank you for your continuous supports in the past years. We wish both business snowballing in the coming years.

As per the summing-up made by our financial department in the last half year, the statistics showed that we had a very heavy burden on sample cost, just as you know, during the past years we supplied the small qty samples to our customer free of charge.

In this way, we not only had to pay the sample cost in our factory, but also pay for the postage to express courier, such as UPS, FEDEX. However , our profit is getting smaller and smaller,under the above-mentioned situation, we find it is getting difficult to run business in this way. In order to solve this matter in a reasonable way, we hope our customer could help to share the cost by paying the postage, so could you please inform us your account number of UPS or FEDEX or other express by return? So that we could send sample by your account number.

We believe this will do favor to develop the business between us, most of our customers is doing in this way now, we sincerely hope it will be also workable to you, please kindly comment the new way and advise us you're a/Cno. Thank you for your cooperation