外贸新人入门指南：从零开始的外贸客户开发全流程
外贸行业的门槛看似较低，但实际上能做好的人依然遵循着二八定律。 如果你也希望自主开发外贸客户，这篇指南将为你提供系统化的开发流程。
The threshold for entering foreign trade seems low, but in reality, the 80/20 rule still applies to successful practitioners. If you want to independently develop foreign trade clients, this guide will provide you with a systematic development process.
1. 学习产品知识 | 1. Learn Product Knowledge
进入新公司后，首要任务是尽快学习新产品知识。重点了解：产品特性与独特卖点、生产工艺(公模/私模)、价格构成。参观生产线将极大帮助后续开发工作。
When joining a new company, the first priority is to quickly learn about new products. Focus on: product features/USPs, production process (common mold/private mold), pricing structure. Visiting production lines will greatly assist future development work.
2. 明确目标客户 | 2. Identify Target Clients
通过公司会议了解主要合作对象类型：批发商、商超、零售商、经销商、品牌方等。明确客户类型有助于制定精准开发策略。
Learn about main client types through company meetings: wholesalers, supermarkets, retailers, distributors, brand owners, etc. Identifying client types helps formulate precise development strategies.
3. 确定目标市场 | 3. Determine Target Markets
使用海关数据分析出口需求大的国家。若公司已划分区域，则需在既定范围内寻找最佳市场。
Use customs data to analyze countries with high export demand. If the company has divided regions, find the best market within the established scope.
4. 了解竞争对手 | 4. Understand Competitors
通过Google搜索"产品关键词+supplier/manufacturer China"研究行业竞争对手，特别是龙头企业。
Research industry competitors, especially leading companies, by searching "product keyword + supplier/manufacturer China" on Google.
5. 探索国外大客户 | 5. Explore Overseas Key Accounts
建立潜在客户清单，分析现有大客户合作原因，明确公司适合服务的客户类型。
Create a potential client list, analyze reasons for existing key account cooperation, and clarify the types of clients your company is best suited to serve.
6. 开发客户准备 | 6. Client Development Preparation
• 使用图灵搜等工具获取精准客户信息
• 进行客户背景调查
• 准备专业开发信模板
这些将成为日常工作的核心环节。
• Use tools like Turing Search to obtain accurate client information
• Conduct client background checks
• Prepare professional email templates
These will become the core elements of daily work.
外贸新人建议：初期可先寻找最容易合作的中小型客户积累经验，逐步挑战大客户。
Advice for beginners: Start by targeting easier-to-cooperate small/medium clients to gain experience, then gradually challenge key accounts.
