做外贸的基本是什么？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/7dZmMhCSFSc7ic01t41G0Ru9x4oqrbDQKYl1S4QU0NfGWp6kRvyPveg6o63ag6eHShjqVmMrT7GYlEQiapB2rBTg/640?wx_fmt=gif&wxfrom=5&wx_lazy=1&tp=webp" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不是订单，不是客户，是<span style="color: black;">制品</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">高档的<span style="color: black;">制品</span>卖给高档的欧美日本客户，中档的<span style="color: black;">制品</span>卖给东中欧澳洲中档客户，低档<span style="color: black;">制品</span>卖非洲，东南亚客户，只要有<span style="color: black;">制品</span>，肯定能找到相应合适的客户。但工厂给<span style="color: black;">制品</span>并不是只让你一个推，<span style="color: black;">怎样</span>和其它外贸同行在同一个<span style="color: black;">制品</span>中区别开来？<span style="color: black;">基本</span>上，<span style="color: black;">便是</span>工厂对你的支持。<span style="color: black;">因此</span>说，工厂才是你的衣食父母，只要建立起两家三家有<span style="color: black;">制品</span><span style="color: black;">特殊</span>的工厂<span style="color: black;">做为</span>你的基地，就成功了<span style="color: black;">第1</span>步。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/ibAvEW3ZDibzoibYfYp1HRVSK6ia2bDjZ0uVGm2zibBEZkhgUbYDxZ6icic7l0eIOvoYMOEnw15jCDzLpbQfkzFLM8DicQ/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这类基地工厂需要满足几个<span style="color: black;">要求</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1. 独断性</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">只看重和你的合作，给你最大的支持。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这分两个层次：</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;">第1</span>层给别人的报价永远比给你的高，你最少最少都有个基本的利润空间。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">第二层，当你的业务比例越来越大时，<span style="color: black;">能够</span>包厂，厂的业务单都由你来处置，这才是真正的独断行。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2. 质量<span style="color: black;">掌控</span>能力</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">说到底，<span style="color: black;">倘若</span>对<span style="color: black;">制品</span>质量都没把握，做业务心里会犯虚，老担心<span style="color: black;">制品</span>出事，<span style="color: black;">思虑</span>翻单问题，那是最累的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3. 和老板理念近，值得<span style="color: black;">很久</span>合作</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">找个基地厂<span style="color: black;">不易</span>，只三五年的生意交往意思不大，还得老担心会不会挖你大客户。</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;">一样</span>，我比较讨厌，<span style="color: black;">亦</span>不看好和土老板打交道，层次低，又唯利是图，不<span style="color: black;">晓得</span>什么时候为了省成本就给你挖坑，丢个客户无<span style="color: black;">所说</span>，砸了金字招牌就因小失大了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4. 工厂外贸能力<span style="color: black;">通常</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">和其它几点是相通的，<span style="color: black;">通常</span><span style="color: black;">来讲</span>，老板技术出身，知识层次高，谈吐好，为人<span style="color: black;">亦</span>偏向耿直，<span style="color: black;">制品</span>质量<span style="color: black;">靠谱</span>，但<span style="color: black;">常常</span>外贸能力就很<span style="color: black;">通常</span>。这年头，全才的太少。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">只要在<span style="color: black;">她们</span>发展的初期<span style="color: black;">周期</span>找到他，陪<span style="color: black;">她们</span>度过最苦的<span style="color: black;">周期</span>，<span style="color: black;">她们</span><span style="color: black;">一生</span>都会感谢你看得起<span style="color: black;">她们</span>。于公于私，无论以后是和<span style="color: black;">她们</span>做生意还是当谈天喝酒的<span style="color: black;">伴侣</span>，都很值得。好比买股票，这类是<span style="color: black;">潜能</span>股，抓住了就别放手。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">能三年培养出一个厂，都<span style="color: black;">不易</span>，但这是外贸成功最关键的一步，必须走。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸的成果是什么？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不是订单，不是利润，是客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">订单不<span style="color: black;">很久</span>，固定利润不<span style="color: black;">很久</span>，客户的关系<span style="color: black;">无</span><span style="color: black;">创立</span>起来，<span style="color: black;">仅在</span>意<span style="color: black;">制品</span>的报价，那随时都可能消失。<span style="color: black;">仅有</span>当和客户<span style="color: black;">创立</span>起相同经营理念和<span style="color: black;">制品</span>认识时，<span style="color: black;">持续</span>磨合，逐步形成个利益<span style="color: black;">一起</span>体，<span style="color: black;">才可</span><span style="color: black;">创立</span>“战略合作伙伴关系”。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/ibAvEW3ZDibzoibYfYp1HRVSK6ia2bDjZ0uV60bsj1V7MRZrZdAaCrBbC8dOpuACPg8LA1ca7iamlXvPrG07L4vsCpg/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这<span style="color: black;">通常</span>需要几步</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1. 自己的定位</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">众生平等，这<span style="color: black;">亦</span>是西方的价值观之一。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">绝对不要在内心有“客户是上帝”的想法，<span style="color: black;">亦</span>绝对不要有“我<span style="color: black;">供给</span><span style="color: black;">制品</span>和服务给客户，是服务者”的想法。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">产供销是条利润链，工厂，你，客户，消费者等等都是利润链的<span style="color: black;">区别</span>环节，<span style="color: black;">大众</span>起<span style="color: black;">区别</span>的<span style="color: black;">功效</span>。我是<span style="color: black;">供给</span><span style="color: black;">制品</span>的，客户是买<span style="color: black;">制品</span>的，<span style="color: black;">大众</span>是平等的，各安其所。</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;">仅有</span>理解了这个理念，对客人不恰当的条款或<span style="color: black;">需求</span>，你才有底气拒绝。<span style="color: black;">日前</span>我的客户在向别人介绍我时，都是“MY PARTNER"或”MY GOOD FRIEND"，我<span style="color: black;">亦</span>不习惯帮<span style="color: black;">她们</span>拎包。</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;">弥补</span>一句，对工厂<span style="color: black;">亦</span>该<span style="color: black;">这般</span>，别认为给工厂下了张订单，工厂就该当你是大爷。工厂的<span style="color: black;">伴侣</span>来到我的城市找我，都是我请<span style="color: black;">她们</span>吃饭，<span style="color: black;">由于</span>我<span style="color: black;">保持</span>众生平等。你来了<span style="color: black;">便是</span>我的<span style="color: black;">伴侣</span>，和工厂交上<span style="color: black;">伴侣</span>，其他的都好说了，但不是人人都够格当<span style="color: black;">伴侣</span>的，得看人，正道直行者，方可为友。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2. 改造自己的思维，<span style="color: black;">行径</span>和谈吐</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">用<span style="color: black;">她们</span>的方式和<span style="color: black;">她们</span>交往。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在香港<span style="color: black;">机构</span>上班时，除了大老板还有个直接管着的小老板，看我成天在SKYPE上和客户们闲聊，非常大意见，认为我浪费时间。但我个人觉得，这是让你“欧美化”最快捷<span style="color: black;">或</span>最经济的做法，一来加深私人交往，<span style="color: black;">经过</span>聊些感兴趣的事情，<span style="color: black;">持续</span>引导对方，让他<span style="color: black;">作为</span>你的“利益<span style="color: black;">一起</span>体”或“兴趣<span style="color: black;">一起</span>体”，事半功倍。二来改造你自己，让你“欧美化”，<span style="color: black;">增多</span>预判能力，即对任何你要说出去的话，做出去的事情，你都预先<span style="color: black;">晓得</span>客人的反应会<span style="color: black;">怎样</span>。三来还时不时能套出些小道<span style="color: black;">信息</span>。</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;">机构</span>邮件<span style="color: black;">常常</span>只是官方沟通<span style="color: black;">途径</span>，<span style="color: black;">相关</span>合同的不确定信息，客人<span style="color: black;">亦</span>不敢随便<span style="color: black;">经过</span>邮件发出来，但模糊的信息<span style="color: black;">经过</span>聊天很容易<span style="color: black;">得到</span>，到<span style="color: black;">日前</span>我自己觉得客人对我最大的赞赏语<span style="color: black;">便是</span>“你跟<span style="color: black;">咱们</span>真像！”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3. 眼光长远，不计较一时订单得失</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">长存“帮客户<span style="color: black;">处理</span>问题”的想法。客户遇到些<span style="color: black;">制品</span>问题（当然，绝对<span style="color: black;">不可</span>是资金上的问题！），万不得已，只要<span style="color: black;">保准</span>最低的利润空间，能帮都<span style="color: black;">尽可能</span>帮帮他。<span style="color: black;">这般</span><span style="color: black;">才可</span>在最<span style="color: black;">短期</span><span style="color: black;">创立</span>起他对你的信任感，归属感， 才有做10年20年<span style="color: black;">长时间</span>的可能。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4. <span style="color: black;">重视</span>细节</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">细节决定成败。举几个普通例子，去接美国客户，别用好车，面包车最好。<span style="color: black;">由于</span>按<span style="color: black;">通常</span>美国人的思维，你有高利润才有能力买好车，那谈价钱时会狠杀你价。和东欧客户，要平级接触，<span style="color: black;">通常</span><span style="color: black;">来讲</span>东欧人爱面子，又好客，请<span style="color: black;">她们</span>吃顿饭，<span style="color: black;">她们</span>怎么都会想方设法下张单给你，算饭钱。会餐喝汤<span style="color: black;">尽可能</span>别出声，吃西瓜，<span style="color: black;">必定</span>要用叉把西瓜子给去了，别到嘴里再吐出来……</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5. 善于<span style="color: black;">处理</span>问题</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">订单<span style="color: black;">发展</span>一切顺利不是大本事，问题不可能永远不<span style="color: black;">显现</span>。<span style="color: black;">仅有</span>在<span style="color: black;">危险</span><span style="color: black;">出现</span>的时候，你的<span style="color: black;">危险</span>处理能力才显真本事，<span style="color: black;">亦</span><span style="color: black;">仅有</span>处理<span style="color: black;">稳妥</span>，令各方满意，<span style="color: black;">才可</span>更<span style="color: black;">增多</span>客户或工厂对你的依赖性。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">任何行业，要精进，都需习“道术”。“术”是师傅<span style="color: black;">能够</span>现成教你，能即学即用的。遇到个好的师傅，他会教你一堆“术” <span style="color: black;">例如</span>衣食住行，待人接物，<span style="color: black;">亦</span><span style="color: black;">便是</span>我前面所讲到的细节。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“道”要靠自己悟，不到那<span style="color: black;">周期</span>，听着<span style="color: black;">亦</span>糊涂，到了那<span style="color: black;">周期</span>，凭个人资质，<span style="color: black;">亦</span>许你会有<span style="color: black;">更加多</span>的想法。打个比方，倚天屠龙里，谢狮王教张无忌背的七伤拳总纲，就属于“道”的范畴了，功力越深，领悟越深。“道可道，非常道；名未名，非常名”，理若是<span style="color: black;">亦</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">修“道”者不可太执着。对利润，订单追求得太迫切，会让你忽略真正该找寻的东西。人人<span style="color: black;">选取</span>做业务都是<span style="color: black;">由于</span>“发财容易”。越执着去追求的东西<span style="color: black;">常常</span>越难得到。修为深了，有些东西<span style="color: black;">常常</span>自然就来了。“自然”才是最重要的，<span style="color: black;">因此呢</span>，干任何一行，先学会做人。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最后，需要优秀的客户<span style="color: black;">研发</span>能力</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">前面<span style="color: black;">咱们</span><span style="color: black;">已然</span><span style="color: black;">说到</span>了<span style="color: black;">制品</span>、工厂和自己的修行培养，<span style="color: black;">那样</span>你<span style="color: black;">最后</span>还是需要有能力去<span style="color: black;">得到</span>稳定的询盘和订单，把<span style="color: black;">制品</span>卖给客户。</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;">咱们</span><span style="color: black;">始终</span>是<span style="color: black;">处在</span>一个告诉发展的年代，<span style="color: black;">咱们</span><span style="color: black;">能够</span>对比<span style="color: black;">瞧瞧</span>五年、十年前后的变化，同理，外贸<span style="color: black;">亦</span>是<span style="color: black;">同样</span>，这<span style="color: black;">亦</span>是<span style="color: black;">为何</span><span style="color: black;">此刻</span><span style="color: black;">非常多</span>人抱怨外贸<span style="color: black;">欠好</span>做，举步维艰，<span style="color: black;">非常多</span>都源于竞争环境变了，而你还是用老的<span style="color: black;">营销</span>方式去<span style="color: black;">研发</span>国外买家，国外买家在成长并变得更精明，又怎么可能继续奏效？</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;">那样</span><span style="color: black;">倘若</span>当你<span style="color: black;">已然</span>觉得付出<span style="color: black;">非常多</span>，收获很少时。就该静下来想一想，你的战略和<span style="color: black;">办法</span>是不是失败的？<span style="color: black;">倘若</span>是失败的，即使你再<span style="color: black;">奋斗</span>，<span style="color: black;">亦</span>只会更加离<span style="color: black;">目的</span>越来越远。<span style="color: black;">倘若</span>是正确的，<span style="color: black;">那样</span>就不要怕路远。</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;">往期：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;">顶易云客户<span style="color: black;">研发</span>系统功能详解</a></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/ibAvEW3ZDibzr7lyDIEqNtkk8J5wA4FYhYicB3Ceg5ltBbG1pyN7agIHZhFZiadSzpkyGqNJiahtuNdtG0icyhcD35tA/640?wx_fmt=png&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"></p><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/ibAvEW3ZDibzo2ChbRfnQW6ZbCysoGUIIGAQXjkhC6ZthAb6nZxtyQxZZKE8z57c9XbxrX9WicVgDgFpLtIZCIGaQ/640?wx_fmt=png&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">点击左下角“阅读原文”，<span style="color: black;">认识</span><span style="color: black;">更加多</span>！</strong></p>
感谢您的精彩评论，为我带来了新的思考角度。 你字句如珍珠，我珍藏这份情。 感谢楼主分享，祝愿外链论坛越办越好！
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