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外贸入行基础步骤与注意事项
Basic Steps and Precautions for Entering Foreign Trade
今天整理了做外贸的基础步骤，以及一些注意事项，认真看。
Today we've compiled the basic steps of foreign trade and some important precautions - read carefully.
常见外贸概念
Common Foreign Trade Concepts
1、传统外贸: 就是国内企业为老外生产加工出口，以OEM为主(为品牌代工)，近年来由于国内企业创新能力提升，ODM(企业自主设计，贴老外的牌子)、OBM(自主品牌出海）也越来越多。
1. Traditional Foreign Trade: Domestic enterprises produce and process for foreign clients, mainly OEM (original equipment manufacturing). With improved innovation capabilities, ODM (original design manufacturing) and OBM (original brand manufacturing) are becoming more common.
2、传统电商: 以pxx、淘为主的平台型电商。
2. Traditional E-commerce: Platform-based e-commerce like Pinduoduo and Taobao.
3、跨境电商: 就是直接在国外开店，属于外贸和电商的混合体，以亚马逊，速卖通,ebay，lazada等平台为主
3. Cross-border E-commerce: Selling directly on foreign platforms like Amazon, AliExpress, eBay, Lazada - a hybrid of foreign trade and e-commerce.
4、B2B,C2C,B2C,020:
4. B2B, C2C, B2C, O2O:
B2B: Business to Business，企业对企业，比如1688等，但现在也有零售化趋势
B2B: Business to Business (e.g. 1688), though showing retail trends now
C2C: Customer to Customer，个人对消费者，典型的就是某淘，pxx
C2C: Customer to Customer (e.g. Taobao, Pinduoduo)
B2C: Business to Customer，企业对消费者，典型的如某东，亚马逊等
B2C: Business to Customer (e.g. JD.com, Amazon)
020: Online To offline，线上线下结合的新零售模式，典型的如饿了么、盒马
O2O: Online To Offline new retail model (e.g. Ele.me, Hema)
注意事项
Precautions
1. 不要让老客户知道他们所在国家有新客户，否则老客户要仅他一家代理,会损失新开发的客户
1. Don't let existing clients know you have new clients in their country, or they may demand exclusivity and you'll lose new clients
2. 不要让供应商知道自己卖国外客户的利润
2. Don't let suppliers know your profit margins with foreign clients
3. 做好打持久战的心理准备，好多客户跟进三年甚至更久才会买
3. Be prepared for long-term follow-up - some clients may take 3+ years to convert
4. 跟同事处好关系，否则办公室斗争会影响情绪
4. Maintain good colleague relationships to avoid office politics affecting your mood
5. 多学，网上很多外贸知识干货和经验分享，多听多看
5. Keep learning - there's plenty of foreign trade knowledge and experience shared online
6. 注意风险把控，不要为了接单而同意高风险的付款方式，导致收不回款
6. Manage risks - don't accept high-risk payment methods just to get orders
外贸入行分3步
3 Steps to Start Foreign Trade
1. 前期准备工作
1. Preparation
无论你是外贸小白，还是自己开外贸公司，一定要先开通自己的，这里建议使用国际，避免出现收不到国外email的情况。
Whether you're new or starting your own company, first set up professional international email to ensure you receive foreign emails.
2. 了解产品
2. Know Your Product
①产品本身的特性:
①Product characteristics
②了解公司规模，生产流程的各个环节;
②Understand company size and production processes
③检测设备的了解，品质管控的特点;
③Know testing equipment and quality control
④产品原材料的了解(自家产品和同行的产品都要了解)
④Understand raw materials (both yours and competitors')
3. 开发客户
3. Client Development
外贸人可以根据产品的H.S编码或关键词，使用外贸平台查找客户。整理好后，选择发开发信，或者使用领英进行开发。
Use HS codes or keywords on trade platforms to find clients, then send outreach emails or use LinkedIn.
①了解客户的行业，是否是你的客户圈;
①Understand if the client is in your target market
②了解客户的专业度，从客户询问的问题就可以来判断;
②Assess client professionalism through their questions
③确认客户go买意愿，一般随便聊几句就能判断
③Confirm purchase intent - often evident in initial chats
④提前了解客户所在国家或地区的生活风俗、禁忌。
④Research client's country customs and taboos
⑤做下简单的调查，出口需求更多的国家，出单更快。
⑤Research countries with higher demand for faster orders
外贸地图大数据找客户工具： uultt.cn/604E12
Foreign Trade Map Big Data Tool: uultt.cn/604E12
更多外贸资讯请关注公众号Erica外贸分享
For more foreign trade information, follow Erica's Foreign Trade Sharing
往期推荐：
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