跨境电商必知的10个外贸实战经验 - 避免这些坑能让你多赚30%
在外贸行业中有很多坑都是我踩过的，今天我来分享给大家，让大家少走弯路。
There are many pitfalls in the foreign trade industry that I've personally experienced. Today I'll share these insights to help you avoid detours.
1. 现汇买入价的重要性
1. The Importance of Spot Exchange Buying Rate
对于外贸而言，我们看汇率是看现汇买入价，因为进来的是外汇，银行买入是用人民币买入我们的外汇，所以是现汇买入价！
In foreign trade, we focus on the spot exchange buying rate because incoming payments are in foreign currency. When banks buy our foreign currency with RMB, this is the spot exchange buying rate!
2. 报价必须设置有效期
2. Quotations Must Have Validity Periods
外贸订单即使敲定了，国内环保问题以及汇率等不稳定因素，都会影响报价和后期订单处理成本。
Even after finalizing foreign trade orders, domestic environmental protection issues and exchange rate fluctuations can affect quotations and subsequent order processing costs.
正确处理：在报价表中标注，比如若汇率超过2%，则需要重新报价。
Correct Approach: Specify in the quotation form that if the exchange rate fluctuates by more than 2%, re-quotation is required.
3. 提单金额的行业惯例
3. Industry Practice Regarding Bill of Lading Amounts
提单上一般不允许有金额，因为提单是货权凭证。如果出现金额，船公司就等同于认可了货物价值，一旦货物损失就要赔偿。
Amounts are generally not allowed on bills of lading because they serve as title documents. Including amounts would make the shipping company liable for the full value if goods are lost.
4. PI(形式发票)的真正作用
4. The Real Function of PI (Proforma Invoice)
PI不一定代表成交，当客户需要你对报价信息进行书面确认时，也会要求你发一份PI。
A PI doesn't necessarily mean a deal is closed. Clients may request a PI when they need written confirmation of your quotation.
5. 提单的局限性
5. Limitations of Bills of Lading
不要以为你把货发回去了，提单在你手里，就可以轻易的把货拖回来。大部分国家港口规定，货物到港后想要退运，必须有原收货人的"退货无异议证明"。
Don't assume that holding the bill of lading means you can easily retrieve shipped goods. Most ports require the original consignee's "no objection certificate for return" before allowing returns.
6. 信用证的第一付款人
6. The Primary Payer in Letters of Credit
信用证的第一人称永远是开证行。如果你能把单据做的天衣无缝，无论开证人死了还是活着，开证行都得付款。
The issuing bank is always the primary party in letters of credit. With perfectly prepared documents, the bank must pay regardless of the applicant's status.
7. 退税的计算基础
7. Basis for Tax Refund Calculations
退税不是按照FOB价，贸易公司计算退税都是按照进项发票，也就是你们购买此批货物时，供应商开给你的发票价值。
Tax refunds aren't based on FOB prices but on input invoices - the invoice value from your supplier when purchasing the goods.
8. 信用证中的数字格式
8. Number Format in Letters of Credit
信用证中出现小数点，必须要用逗号表示。SD79,230,00——这个数值在信用证里面表示79,230.00。
In letters of credit, decimals must be represented with commas. SD79,230,00 in a LC means 79,230.00.
9. 避免与客户争论
9. Avoid Arguments with Clients
永远不要跟客户有口舌之争，最简单的回答是："yes，I think in your side, it is right. But for us..."
Never argue with clients. A simple response is: "Yes, I think from your perspective it's right. But for us..."
10. 客户开发与跟进策略
10. Customer Acquisition and Follow-up Strategies
80%的客户都是靠跟进。找到客户后，深入背调，尽可能筛出对口客户，然后有针对性地写开发信。
80% of clients come from follow-ups. After identifying prospects, conduct thorough background checks to filter suitable clients and write targeted outreach emails.
客户背调方法：
Background Check Methods:
- 企业官网分析(成立时间/行业/规模)
- Company website analysis (establishment date/industry/size)
- 邮箱验证与反查
- Email verification and reverse lookup
- 社交媒体验证
- Social media verification
- 海关数据分析
- Customs data analysis
