前言：销售中最公认的手法之一是顾客介绍，通过顾客介绍的顾客，忠诚度、合作度、可信度非常高。

当然转介绍有多种展现形式，不是说因为行业的原因或者客户不想告诉别人他的供应商就无法进行转介绍的操作。如果你有社会证明（social proof）来为你的专业知识进行背书，潜在客户更有可能在早期信任你的品牌，而推荐信和成功案例册是我们最强大的隐形资产和资源人脉价值之一。如果我们掌握了销售中的专业价值和资源价值（资源整合、异业联盟等常用策略），变成客户的硬通货，变成客户的社交货币，客户他就很乐意去帮我们介绍，甚至是不计酬劳。因为我们在这个过程当中同时也建立的很好的亦师亦友的客情关系！客户帮助朋友当然是理所当然的事情。

一、感恩回访

1、发货后给客户的感谢信！

在外贸业务中，我们要全程主动地引导客户推进服务，以下是以感恩切入，做客户调查和回访、及常规客情维护！

Dear Xxx,

Wishing you have the most fine days there~

Please accept our sincerest thanks and gratitude for your recent purchase with us! It was truly my pleasure to serve you.

（感恩+赞美话术自定义：可以加入一两句客户订单中对我们的包容，帮助，理解和具体支持事项等。It is very nice of you...）

Here at XXX Company, we always strive to provide the highest level of service as we can do. We hope that your experience of XXX (产品名) with us was a pleasant one. As our valued customer, your comments and opinions are very important to us to improve our services：(利他思维做为铺垫，不要太直接！)

1. If you have any concerns、questions or comments, we hope that you will bring them to our attention.

2. If there are any other ways that we can serve you better at this time or in the future, please let us know.

Thank you once again for your business, and we will look forward to serving you again in the near future.

Taking care in this special period and all the blessings to your and yours! （有爱的精神：良好的祝愿！）

Best regards,

Yours faithfully,

Xxx

PS：连续动作：

1、可配合电话回访;

2、收集客户的好价、图片、视频等作为成功案例的资料;

3、营销部门可共创，做一下顶层设计：可以结合好评可用优惠券，可设计优惠策略，作为邀请客户好评（图文、视频）的一种回馈等。(根据我们的行业特质，可以把话术参考发给客户。这将对我们后期开发同类型的客户提供良好的参考力见证。)

4、邀请客户作为我们的公司的标杆客户，为我们谈其他的订单提供借力和转介绍，并可主动介绍此标杆客户，并提供联系方式，这也是非常好用的一种变异转介绍！创造出转介绍情形，如果要求保密性的行业，建议找一些无关紧要的客户。

5、一些低价签单的客户，可以要求客户必须给客户我们做上面这些服务和转介绍!

二、请求帮助和感谢客户的表达！

前言：在业务当中，难免需要客户各种帮忙，我们也会掌握给客户提小要求，利用“登门槛效应”，让客户付出多一点，客户就会潜意识认为他在我们之间的合作之中又做了投资，他就有了更多的沉没成本！从小忙先开始，到后期有利于客户帮我们大忙！同时当然要学会感恩客户，又不能一句“Thank you very much”走遍天下！

有效应用注意点：

1）做销售永远是会哭的孩子有奶喝，学会有温度地请求帮助和感谢非常重要！

2）结合“HAPPS”原则，可以自己生发话术。（请求帮助要真诚，说明动机，原由，难处，感恩要结合过程与细节！HAPPS法则见下：）

外贸销售理念篇：感恩的力量 —— 询问客户销售情况及返单意向？(深度解析)

外贸人心理课：做一个感恩幸福又高情商的人

3）选 3-5句自己比较喜欢、适合我自己的，并在早会早读环节，进行刻意练习：背诵+大声朗读！（5分钟）

1、请求客户帮助和感恩

1）I'd like to ask you a few questions, if you don't mind.

我有几个问题要请教你,如果你不介意的话。

2）Would you please do me a favor?

能请你帮我一个忙吗?

3）I'm afraid it was bother for you to do this.

恐怕这件事要麻烦你了。

4）I'm sorry to bother you, but may I ask favor of you?

很抱歉打扰你,能帮我一下吗?

5）I am grateful for all your past kindness.

多蒙关照,万分感激。

6）Thank you for doing me a real favour.

感谢你实实在在地帮了我的忙。

7）I am greatly indebted to you for the trouble you have gone.

你为我的事不辞辛劳,我感激不尽。

8）It is generous of you to take so much interest in my work.

你对我的工作如此操心是多么的慷慨。

9）I realize that the task took a lot of your precious time.

我知道你为这事花了大量宝贵的时间。

10）Thank you very much for your warm letter.

感谢你暖心的来信。

11）A thousand thanks for your frequent letter of encouraging advice.

万分感谢你经常来信给我以鼓励和忠告。

12）Your letter of congratulations gives me a great deal of pleasure.

你的贺信带给我莫大的欢乐。

13）Your note of congratulations is deeply appreciated.

你的贺信使我非常感激。

14）I owe a debt of thanks to you, your careful and remarkable research was of great help.

我要衷心地感谢你, 你严谨而卓著的研究给予了我极大的帮助。

15）If I can offer you any similar service, please feel free to contact me.

如果我也能为你做点什么,请随时与我联系。

16）It's very kind of you. really don't know how I can thank you enough.

你真好, 我真不知道怎样感谢你才好。

17）Thank you for opening a new account with Bank of South America. It is a pleasure to serve you, and we look forward to a long and cordial relationship.

18）I am writing to you personally just to stay how much I appreciate the warm welcome you extended to our Mr. Wu when he visited your own last week.

19）This is just a note to say “thank you” for your support over the past year and to tell you how much we appreciate having you for a customer.

20）I am particularly grateful to you for having taken time out of your busy schedules to meet me. It was thoughtful of you to send me a wonderful gift.

21）I wish to thank you mostly for the many courtesies extended to me during my brief visit to XXX.

22）Many thanks for your most useful letter of March 14 and the material sent to me separately. All the material will be invaluable to me in preparing my book.

23）This is to thank you once again for so kindly making your plant available to our team of visiting engineers. I know they were very impressed with your works, as well as by the hospitality shown to them. It was most kind of you to ask us and we enjoyed every minute of it.

24）May I thank you most heartily on behalf of my Board of Directors, for your good wishes on the occasion of the 50th anniversary of our company.

25）I sincerely appreciate your warm congratulatory message on the completion of our new port of facility.

26）Thank you very much for the sympathy and kindness and your kind offer of help.

2、在得到客户的转介绍帮助后, 写信向对方表示感谢！

标题: Thanksgiving Greetings from XXX, Thank you for all your assistance about the referral

Dear Xxx,

Wishing you have a sweet Thanksgiving holiday and weekend~

I am writing to extend my sincere gratitude for your help on the referral. I'm very grateful for such detailed info from your friends who may need our services. The info you provided and the contacts you helped me to establish are most useful to proceed with my business.

If it had not been for your assistance, I fear that I would not have been able to make it myself on my business road. And I am particularly grateful to you for everything you've done for me! Of course, you have my word that I will try my best to improve and do the best level possible as we can do for you.

A thousand thank-yous in advance!

With heart!

Yours very truly,

Xxx