深夜良心吐血输出，外贸业务员每日工作内容（仅供参考）
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">罗马不是一天建成的，客户<span style="color: black;">亦</span>不是<span style="color: black;">短期</span>就成交的。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有的外贸业务，有自己的工作规划，<span style="color: black;">每日</span>都<span style="color: black;">晓得</span>自己要干什么，要得到什么结果，有条不紊的忙碌着。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有的外贸业务，面对电脑，随便写写邮件，在外贸平台上搜来搜去，谷歌搜来搜去。<span style="color: black;">而后</span><span style="color: black;">这儿</span>聊聊，那里聊聊，一天就过去了。日复一日，一月就过去了，三月一到，未过试用期，又卷铺盖走人了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这般</span>下去，在哪里都是新人，都是在抱怨怀才不遇！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我前面几周进了几个外贸群，里面聊得过于热闹了，几乎和外贸<span style="color: black;">无</span>关系，大都是外贸新人，<span style="color: black;">或</span><span style="color: black;">无</span>什么业绩的外贸人（<span style="color: black;">否则</span>哪里这么多时间聊天）。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">后面就果断从几个群里面退出来了，实在是<span style="color: black;">无</span>时间看<span style="color: black;">各样</span>闲聊的外贸群。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/396201bbc95a43c492c945f4ce3a162c~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724957375&x-signature=yIehTe8chZYK2tJQOYO%2FrblTb%2Fc%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;">一个关于任总的一个当下的<span style="color: black;">机构</span><span style="color: black;">重点</span>内容爆火，“活下来”是华为的<span style="color: black;">重点</span>纲领。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“活下来”，<span style="color: black;">针对</span>大<span style="color: black;">都数</span>老板，<span style="color: black;">亦</span>确实是现<span style="color: black;">周期</span>的基本追求。<span style="color: black;">全世界</span>经济的萎靡，不是<span style="color: black;">咱们</span>觉得要<span style="color: black;">怎么样</span>就<span style="color: black;">怎么样</span>的。开源节流，多接客户，多接单，才是主旨。<span style="color: black;">非常多</span>外贸老板们，自己<span style="color: black;">无</span>做过外贸，只是心里急，想要把团队做好，想要自己的业务出单，一顿瞎指挥，精力花了，心血花了，成本<span style="color: black;">亦</span>花了，<span style="color: black;">无</span>好的结果。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">基于，外贸业务们，和外贸老板们，这类受众，我<span style="color: black;">这儿</span>有如下的外贸业务每日工作安排内容。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">做为</span>参考，<span style="color: black;">不消</span>照搬，<span style="color: black;">大众</span>结合自己<span style="color: black;">机构</span>的<span style="color: black;">实质</span><span style="color: black;">状况</span>来做特定的修改。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">首要</span>，<span style="color: black;">咱们</span><span style="color: black;">做为</span>外贸业务，<span style="color: black;">或</span>外贸老板的<span style="color: black;">心理</span>，就应该是做客户，做多的订单。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸业务，<span style="color: black;">亦</span>要<span style="color: black;">安然</span>面对<span style="color: black;">做为</span>sales的过山车般的心情，<span style="color: black;">根据</span>计划，把该做的做了，<span style="color: black;">必定</span>不会差的。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/b996217e90d84f48828ba8794446b410~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724957375&x-signature=qTuYwehPLmC%2FIPDlKC4nDzqgIfw%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、</span></span><strong style="color: blue;"><span style="color: black;">工作安排</span></strong></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;"><span style="color: black;">倘若</span>有阿里国际站/环球资源/中国制造等平台的：</span></strong></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;">需要先做如下工作，</span></strong></p><strong style="color: blue;"><span style="color: black;">上传<span style="color: black;">制品</span></span></strong><strong style="color: blue;"><span style="color: black;">每日上传<span style="color: black;">或</span>修改<span style="color: black;">制品</span>，先把<span style="color: black;">制品</span>传到自己的账号去，<span style="color: black;">这般</span><span style="color: black;">才可</span>让客户看到，才会有<span style="color: black;">揭发</span>，<span style="color: black;">从而</span>才会有询盘的机会。</span></strong><strong style="color: blue;"><span style="color: black;">页面优化</span></strong><strong style="color: blue;"><span style="color: black;">比较和同行的<span style="color: black;">制品</span>的Listing, 优化自己<span style="color: black;">制品</span>的关键词（多样化\专业度），参数，<span style="color: black;">照片</span>等。</span></strong><strong style="color: blue;"><span style="color: black;">TM在线，随时<span style="color: black;">能够</span>抓住机会。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">科研</span>RFQ，有机会报价的，马上去报价，<span style="color: black;">无</span>名额了，就<span style="color: black;">按照</span>客户的信息，去搜客户的联系方式，<span style="color: black;">从而</span>报价。</span></strong><strong style="color: blue;"><span style="color: black;">有询盘的业务，处理客户询盘，<span style="color: black;">科研</span>客户，针对客户要做的案子，给到一个满意的回复，把客户需要的<span style="color: black;">关联</span>资料，发给客户。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">定时</span>清理效果差的<span style="color: black;">制品</span>，能删除就删除，不想删除就去找办法优化。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">定时</span>清理重复上传的<span style="color: black;">制品</span>。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">倘若</span><span style="color: black;">能够</span>，把线下的客户，引流到线上成交，<span style="color: black;">加强</span>平台星等级，<span style="color: black;">增多</span><span style="color: black;">机构</span>权重。</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">虽然各大外贸平台流量似乎很尴尬，成交率很尴尬，成交的客户<span style="color: black;">亦</span>很尴尬。<span style="color: black;">然则</span>，<span style="color: black;">亦</span>不是一无是处，<span style="color: black;">亦</span>有<span style="color: black;">非常多</span>订单<span style="color: black;">每日</span>在平台成交，只是分的人多了。<span style="color: black;">况且</span>，老板每年投入<span style="color: black;">最少</span>3万元人民币去投这个平台，<span style="color: black;">做为</span>业务员的，应该好好<span style="color: black;">爱惜</span>，把它用起来。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">疫情之下，国际展会几乎不可能实现，地推<span style="color: black;">亦</span>是难上加难，其实<span style="color: black;">机构</span>有外贸平台的，应该好好谢谢老板的投入。</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;">主动<span style="color: black;">研发</span>客户的工作（<span style="color: black;">倘若</span><span style="color: black;">无</span>阿里国际站等外贸平台的业务员，就要花<span style="color: black;">更加多</span>时间在主动<span style="color: black;">研发</span>上面）</span></strong></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;">找客户以及跟进潜在客户</span></strong></p><strong style="color: blue;"><span style="color: black;"><span style="color: black;">经过</span>Google, linkedin, facebook, ins等自主搜索客户，搜索新客户数量5-10个（<span style="color: black;">按照</span>各自<span style="color: black;">机构</span>的<span style="color: black;">制品</span>和<span style="color: black;">详细</span><span style="color: black;">状况</span>来定）。</span></strong><strong style="color: blue;"><span style="color: black;">在Linkedin, facebook, ins等平台发<span style="color: black;">制品</span>推广（需要每日<span style="color: black;">保持</span>做）。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">倘若</span>有<span style="color: black;">非常多</span>潜在客户的业务，<span style="color: black;">能够</span><span style="color: black;">每日</span>发邮件营销（<span style="color: black;">研发</span>信）20-50封，<span style="color: black;">按照</span><span style="color: black;">机构</span>邮箱成功率来确定<span style="color: black;">详细</span>的数量。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">倘若</span>有<span style="color: black;">必定</span>的潜在客户，发邮件<span style="color: black;">研发</span>信效果小，<span style="color: black;">必定</span>要结合<span style="color: black;">tel</span>，打<span style="color: black;">tel</span>去联系客户，get到客户的<span style="color: black;">需要</span>点，<span style="color: black;">处理</span>客户的问题。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">倘若</span>有重点客户，样品客户，<span style="color: black;">能够</span>直接<span style="color: black;">tel</span>联系，<span style="color: black;">每日</span><span style="color: black;">按照</span><span style="color: black;">实质</span><span style="color: black;">状况</span>来定<span style="color: black;">tel</span>联系的客户数量。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">经过</span><span style="color: black;">微X</span>，whatsapp, Skype等社媒，联系老客户返单，潜在客户发新品推广。</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">样品客户</span></strong></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;">需要跟进样品的交期，给客户反馈样品的进度等。</span></strong></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;">成交客户</span></strong></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;">1. 需要跟进老客户订单生产进度，<span style="color: black;">即时</span>给客户反馈，要列为工作内容，这个是非常重要的一环。</span></strong></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;">2. 安排给客户出货</span></strong></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;">3. 做报关资料等</span></strong></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;">4. 催货款</span></strong></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;">5. 跟进老客户返单</span></strong></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;">关于所有跟进的客户，<span style="color: black;">倘若</span>客户在中国有中国办公室，<span style="color: black;">咱们</span>都应该安排业务去拜访客户，<span style="color: black;">或</span>邀约客户来<span style="color: black;">机构</span><span style="color: black;">或</span>看厂，<span style="color: black;">按照</span>各业务的客户跟进<span style="color: black;">状况</span>，管理来安排拜访客户或邀约客户看厂的工作！加入到每日工作内容去！</span></strong></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;">注： 新业务员：需要安排学习<span style="color: black;">制品</span>知识，以及<span style="color: black;">基本</span>的外贸知识。</span></strong></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;"><span style="color: black;">2、</span>客户跟进</span></strong></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;"><span style="color: black;">针对</span>已有的客户资料，需要把自己的客户进行<span style="color: black;">归类</span>。<span style="color: black;">咱们</span>时间都是有限的，需要有效的分配时间，达到最大的效果。</span></strong></p><strong style="color: blue;"><span style="color: black;">客户<span style="color: black;">归类</span></span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">A级：有<span style="color: black;">知道</span>意向，成交可能性<span style="color: black;">很强</span>的客户，<span style="color: black;">晓得</span>客户要的<span style="color: black;">制品</span>，数量，就差单价<span style="color: black;">或</span>验厂或者样品未确认。</span></strong></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;">B级：有意向，但有些犹豫，需要<span style="color: black;">经过</span><span style="color: black;">奋斗</span><span style="color: black;">才可</span>争取的客户，<span style="color: black;">亦</span>许和客户的其他供应商PK，<span style="color: black;">咱们</span>要快速准确的<span style="color: black;">协同</span>客户。</span></strong></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;">C级：有意向，但属于长线采购，周期较长，不确定<span style="color: black;">原因</span>较多，<span style="color: black;">连续</span>跟进客户，<span style="color: black;">即时</span>回复客户在<span style="color: black;">区别</span>时期的<span style="color: black;">制品</span>等问题。</span></strong></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;">D级：意向不<span style="color: black;">知道</span>，但<span style="color: black;">亦</span>有可能成交，还在做和<span style="color: black;">机构</span>匹配的<span style="color: black;">制品</span>。</span></strong></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;">2. 跟进周期</span></strong></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;">A级：每周2次</span></strong></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;">B级：每两周三次</span></strong></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;">C级：每半月一次</span></strong></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;">D级：每月一次</span></strong></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;">（以上跟进客户，可结合打<span style="color: black;">tel</span>，视频等，尽快<span style="color: black;">处理</span>客户的问题，<span style="color: black;">从而</span>进入下一步流程。）</span></strong></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;">3. 客户跟进流程</span></strong></p><strong style="color: blue;"><span style="color: black;">将所有的客户资料（如阿里等外贸平台询盘、老客户、展会、其他<span style="color: black;">途径</span>）放入CBM客户管理系统中。</span></strong><strong style="color: blue;"><span style="color: black;">收到客户邮件 。</span></strong><strong style="color: blue;"><span style="color: black;">客户管理系统匹配（<span style="color: black;">是不是</span>老客户）。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">倘若</span>该客户以前<span style="color: black;">无</span>联系过，则为新客户，将他的资料录入到系统中，如有联系进入下一步 ，<span style="color: black;">连续</span>跟进客户。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">研发</span>信发邮件。</span></strong><strong style="color: blue;"><span style="color: black;">回复客户询盘。</span></strong><strong style="color: blue;"><span style="color: black;">二次跟进。</span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">连续</span>跟进直至成交。</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">3、</span>学习</span></strong></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;">无论是老业务，top sales, 外贸老板，外贸小白，<span style="color: black;">是不是</span><span style="color: black;">已然</span><span style="color: black;">所有</span><span style="color: black;">把握</span>外贸流程和<span style="color: black;">办法</span>，还是什么都不懂，<span style="color: black;">咱们</span>都要怀着空杯的<span style="color: black;">心理</span>去学习。</span></strong></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;"><span style="color: black;">非常多</span>时候，<span style="color: black;">咱们</span>自己是自己，即使多聪明，<span style="color: black;">亦</span>会有想不通的时候，<span style="color: black;">亦</span>会有<span style="color: black;">阻碍</span>要跨越，<span style="color: black;">大众</span>的案子是不<span style="color: black;">同样</span>的，<span style="color: black;">然则</span><span style="color: black;">亦</span>可能<span style="color: black;">出现</span>在<span style="color: black;">咱们</span>自己身上，<span style="color: black;">因此</span>多学习，<span style="color: black;">必定</span>是对的。</span></strong></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;"><span style="color: black;">然则</span><span style="color: black;">亦</span><span style="color: black;">不可</span>只流于学习，而不实践，理论运用于现实，知行合一，才会有好的结果。</span></strong></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;">再者，外贸人<span style="color: black;">每日</span>要做的事情的太多了，<span style="color: black;">根据</span>我这个每日工作内容，<span style="color: black;">必定</span>需要沉得下心去安排自己的工作，去<span style="color: black;">研发</span>客户，学习<span style="color: black;">制品</span>知识。大多时间献给沉默的发<span style="color: black;">研发</span>信，管理平台，<span style="color: black;">科研</span>客户上去吧！</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">更加多</span>外贸干货知识，请关注<span style="color: black;">微X</span>公众号：</span><strong style="color: blue;"><span style="color: black;">外贸原力</span></strong></p>
我深感你的理解与共鸣，愿对话长流。 软文发布论坛开幕式圆满成功。 http://www.fok120.com 外贸论坛是我们的，责任是我们的，荣誉是我们的，成就是我们的，辉煌是我们的。 你的努力一定会被看见，相信自己，加油。
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