一个在非洲市场打拼数年的外贸人总结的几点经验 做非洲市场必看
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 随着一代一路的崛起,中非之间的贸易<span style="color: black;">快速</span>上涨,之前中非贸易<span style="color: black;">重点</span>是<span style="color: black;">经过</span>海运或人力从国外运到当地，时间成本和物流成本非常高物品种类<span style="color: black;">亦</span>受局限，<span style="color: black;">引起</span>大部分非洲国家对轻工、纺织、服装、五金、钟表、家电等<span style="color: black;">制品</span>的需求量猛增。随着移动用户的增长，B2B网上交易势头不可遏抑。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/b9ab135de4f84c54b8623a198fb0f03e~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724005746&x-signature=dVm6q1rALXoSiStlzxuIl7IaooE%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">非洲市场的特点和发展趋势</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1、人口多，市场大，物质匮乏</strong> 非洲人口高达12亿，消费市场巨大，但物质贫乏。大到钢铁铝材，机械设备，粮食，电动车，小到深圳制造的手机，义务制造的工艺品，再到生活用品<span style="color: black;">例如</span>婴儿尿布，日用品尤其是塑料制品，礼品，装饰品，灯饰，等等都是需求量<span style="color: black;">极重</span>的<span style="color: black;">制品</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">这儿</span>重点讲三种在非洲供<span style="color: black;">不该</span>求的<span style="color: black;">制品</span>系列：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">①假发、美发护发用品</strong>：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在非洲<span style="color: black;">相关</span>头发的事都叫头等大事。非洲<span style="color: black;">女性</span>的真头发大概<span style="color: black;">仅有</span>一两厘米长，<span style="color: black;">况且</span>是毛茸茸的小短发，所见的造型各异的发型几乎都是假发。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">她们</span><span style="color: black;">这般</span>其实是为了避免夏天虫子在头发上肆意生长，<span style="color: black;">同期</span><span style="color: black;">亦</span>比乱蓬蓬的卷发舒服凉快，经济<span style="color: black;">要求</span><span style="color: black;">准许</span>的非洲人都会去专业的理发店打理。大<span style="color: black;">都数</span>护发用品是从美国/中国进口的，而非洲假发大<span style="color: black;">都数</span>都是中国制造。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">②布料、辅料、服装：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">棉花是非洲重要的重要经济作物，种植地区很广，<span style="color: black;">然则</span>产业链不完善是硬伤。<span style="color: black;">她们</span>缺乏加工能力，还是只能依赖进口的布艺，面料，<span style="color: black;">乃至</span>是成品的服装。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">③包装材料：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">尤其是矿泉水标签和饮料瓶标签。<span style="color: black;">因为</span>气候和水资源稀缺，矿泉水和饮料很受欢迎，<span style="color: black;">因此呢</span>收缩膜PVC shrink label等标签经常会以一个季度/半年的订量在返单。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2、中国产业有<span style="color: black;">优良</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对非洲的物资和技术等输出上，中国与印度的竞争<span style="color: black;">亦</span>是相当激烈的。在<span style="color: black;">研究</span>技术，采矿，制造和建筑业<span style="color: black;">咱们</span>占据<span style="color: black;">优良</span>，而在农业，纺织，食品等<span style="color: black;">她们</span><span style="color: black;">亦</span><span style="color: black;">一样</span>占有<span style="color: black;">优良</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3、电商平台锋芒初现</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">虽然物资稀缺，物流不发达，<span style="color: black;">然则</span>非洲的电商平台<span style="color: black;">已然</span>展露尖尖角。像尼日利亚最大的Konga, 中国人创办的Kilimall, <span style="color: black;">或</span>南非号<span style="color: black;">叫作</span>亚马逊的劲敌Takealo, 网购用户对价格会更<span style="color: black;">敏锐</span>。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/dfic-imagehandler/581b5e58-6945-4eb2-9d32-88a8c9138fb5~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724005746&x-signature=i7eE%2Fi9pTReOoArcyKAqpxi0cRM%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">4、照明行业<span style="color: black;">拥有</span>相当大的开拓<span style="color: black;">潜能</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">一带一路的政策下，中非合作项目<span style="color: black;">持续</span><span style="color: black;">起步</span>，<span style="color: black;">亦</span>带动建筑五金灯饰等装饰装修材料的需求。尤其是灯饰，非洲大<span style="color: black;">都数</span>国家照明业滞后，市场相当大的空白，照明行业<span style="color: black;">拥有</span>相当大的开拓<span style="color: black;">潜能</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">5、非洲本地代理<span style="color: black;">功效</span>大</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">打通非洲市场，除了参展，更好的途径是<span style="color: black;">经过</span>当地的中间商/代理<span style="color: black;">帮助</span>来。<span style="color: black;">更加多</span>的客户<span style="color: black;">选取</span><span style="color: black;">地区</span>代理形式是<span style="color: black;">由于</span>，代理/中间商在当地有仓库，清关能力<span style="color: black;">亦</span>强，省去<span style="color: black;">非常多</span>不必要的麻烦。收款<span style="color: black;">亦</span><span style="color: black;">能够</span>以现金形式，货到付款，这些都是<span style="color: black;">非常多</span>中国供应商<span style="color: black;">没法</span>满足得到的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">非洲客户的特点</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1、<span style="color: black;">非常多</span>非洲人的办事缩影</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不慌不忙不紧不慢。尤其在工程设备，机械方面出单非常久，<span style="color: black;">必定</span>要沉住气，去<span style="color: black;">协同</span>和沟通<span style="color: black;">各样</span>细节。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2、非洲客户热情幽默，尤其是黑色幽默</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">能够</span>和<span style="color: black;">她们</span>保持每日互动，时不时发信息给客户<span style="color: black;">平常</span>问候：How are you?/Wish you have a lovely day today. <span style="color: black;">或</span>发<span style="color: black;">有些</span>中国的趣闻，美食等配上文字，分享给<span style="color: black;">她们</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3、非洲客户书面英语<span style="color: black;">广泛</span>良好</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">然则</span>像在多哥，摩洛哥<span style="color: black;">非常多</span>被法国殖民统治过的国家地区，法语为当地商务<span style="color: black;">重点</span>用语。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">遇到绝大数黑人客户<span style="color: black;">她们</span>会随着你的<span style="color: black;">白话</span>速度去调节，发音<span style="color: black;">亦</span>比较清晰，但<span style="color: black;">亦</span>遇到<span style="color: black;">有些</span>口音又浓又重，<span style="color: black;">由于</span>性子急，还说得<span style="color: black;">火速</span>，有时有种<span style="color: black;">好似</span>要说唱RAP的错觉。<span style="color: black;">倘若</span>能学<span style="color: black;">有些</span>土著语言，是拉近和客户距离的好办法，<span style="color: black;">例如</span>斯瓦希里语。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">4、很<span style="color: black;">爱好</span><span style="color: black;">叫作</span>兄道弟</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>你是男人，你和男客户说HeyBro好感顿升，口头禅还<span style="color: black;">能够</span>是Himyfriend. <span style="color: black;">倘若</span>是遇到比较商务型<span style="color: black;">爱好</span>邮件正儿八经说事的客户，就不<span style="color: black;">意见</span>这么做。还是以常规的跟进时不时发一个Gentle reminder , friendly reminder , warm reminder on+事情去提醒<span style="color: black;">她们</span>更新<span style="color: black;">发展</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">5、非洲地区尤其是尼日利亚，经常断电，<span style="color: black;">她们</span>大多更倾向打<span style="color: black;">tel</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">遇到<span style="color: black;">爱好</span>打<span style="color: black;">tel</span>的非洲客户，<span style="color: black;">必定</span>要做好记录，再一次书面确认重要细节。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p26-sign.toutiaoimg.com/dfic-imagehandler/3264de92-5622-4264-bf3d-15dc8729d642~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724005746&x-signature=TA5XpqfgE9u63%2FOlP7nuTF%2Ff6pQ%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">6、对价格很<span style="color: black;">敏锐</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">跟<span style="color: black;">她们</span>购买力有限的关系，追求性价比高的东西，<span style="color: black;">乃至</span><span style="color: black;">不吝</span>牺牲质量，追求低价。不要太描述质量上有多好，<span style="color: black;">由于</span><span style="color: black;">她们</span>关注点<span style="color: black;">更加多</span>在价格。在讨价还价环节，要和<span style="color: black;">她们</span>解释的是，人工非常贵，做工非常<span style="color: black;">繁杂</span>，成本比较高，工艺耗时<span style="color: black;">尤其</span>久，等等影响到价格<span style="color: black;">原因</span>的<span style="color: black;">原由</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非常多</span>采购新手会经常货比多家，<span style="color: black;">而后</span>比较的时候又心中没谱，<span style="color: black;">因此呢</span>会纠结。<span style="color: black;">一般</span>遇到<span style="color: black;">这般</span>的客户，<span style="color: black;">必须</span>跟紧去打消<span style="color: black;">她们</span>的顾虑，多发视频，照片，<span style="color: black;">或</span>其他客户的安装<span style="color: black;">状况</span>，购买<span style="color: black;">状况</span>，展会的动态，样板间的<span style="color: black;">部署</span>，工厂的流水线等去给<span style="color: black;">她们</span><span style="color: black;">更加多</span>信赖你们的依据。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">7、非洲人<span style="color: black;">非常多</span>很讲人情道义</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">深层<span style="color: black;">原由</span>是<span style="color: black;">由于</span><span style="color: black;">她们</span>常年受到的种族<span style="color: black;">卑视</span>关系。不怎么<span style="color: black;">爱好</span>欧美人，会更<span style="color: black;">爱好</span>黄皮肤的人，尤其对中国人还是有好感。<span style="color: black;">必定</span>让<span style="color: black;">她们</span>觉得你不是只是为了做他生意，而是真的在帮他。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">8、<span style="color: black;">她们</span>经济有些很紧巴</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">常常</span>筹备很久<span style="color: black;">才可</span>拿钱出来做生意。<span style="color: black;">因此呢</span>一定要让<span style="color: black;">她们</span>很相信你们，<span style="color: black;">否则</span><span style="color: black;">她们</span>会一惊一乍。<span style="color: black;">能够</span>从下单前的专业跟进，到过程中实时的<span style="color: black;">报告</span>做货<span style="color: black;">状况</span>，做验货报告等，去让<span style="color: black;">她们</span>觉得你们<span style="color: black;">办事</span>很专业。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/dfic-imagehandler/ef6de4c8-e4bf-43f9-aab6-b66c99c6e51c~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724005746&x-signature=ASpiHIdwtYYdy8Vpxr8jjKE5wQ0%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">研发</span>非洲客户的黄页<span style="color: black;">举荐</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">非洲人动作很墨迹，<span style="color: black;">因此</span>收到<span style="color: black;">研发</span>信可能还真的懒得回。<span style="color: black;">因此呢</span>要打开非洲市场，除了实地拜访，参展，还<span style="color: black;">能够</span>直接<span style="color: black;">tel</span><span style="color: black;">研发</span>，<span style="color: black;">或</span>直接加Whats App报价，直接推广。<span style="color: black;">她们</span>有话说话，直来直去，<span style="color: black;">因此</span>不要和<span style="color: black;">她们</span>绕弯子。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">http://hao.360fob.com/africa_.html 收录非洲各国，海关，B2B等讯息门户网。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">以下几个是<span style="color: black;">研发</span>非洲市场的黄页，上面的<span style="color: black;">机构</span>信息都比较齐全：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">http://www.ezsearch.co.za/index.php 南非</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">http://www.ghanaforum.com/ 加纳</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">http://sudanhome.com/ 非洲</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">http://capechamber.co.za/ 南非</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">http://ww1.woyaaonline.com/ 非洲</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">非洲贸易的付款谈判</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1、非洲<span style="color: black;">非常多</span>国家限外汇流出，客户申请贷款，银行批复得<span style="color: black;">尤其</span>缓慢。有时候开了PI<span style="color: black;">或</span>货<span style="color: black;">已然</span>做好，仍旧要等很长的时间<span style="color: black;">才可</span>盼到定金<span style="color: black;">或</span>结清货款。TT付款<span style="color: black;">必定</span>要<span style="color: black;">保持</span>款到做货，款清发货原则。不要开任何先河。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2、来华的非洲客户很<span style="color: black;">爱好</span>现金交易，<span style="color: black;">必定</span>要验钞机过一过。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3、<span style="color: black;">触及</span>到付款<span style="color: black;">要求</span>，<span style="color: black;">必定</span><span style="color: black;">不可</span>妥协。<span style="color: black;">她们</span><span style="color: black;">非常多</span><span style="color: black;">需求</span>O/A赊账付款，除非<span style="color: black;">她们</span><span style="color: black;">已然</span>和你们有<span style="color: black;">太多</span>次的交易往来，<span style="color: black;">她们</span><span style="color: black;">亦</span>曾实地拜访过，否则<span style="color: black;">这般</span>的付款方式是不要去冒险的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4、信用证<span style="color: black;">必定</span>要调查开证行的资信，<span style="color: black;">能够</span><span style="color: black;">需求</span><span style="color: black;">她们</span><span style="color: black;">经过</span>国际大银行开出，减少支付<span style="color: black;">危害</span>。</p>
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“板凳”（第三个回帖的人） 软文发布平台 http://www.fok120.com/
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