怎么样从零初始研发外贸客户：新手干货教程
<h1 style="color: black; text-align: left; margin-bottom: 10px;">做市场调研，<span style="color: black;">认识</span>市场<span style="color: black;">状况</span></h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">先对国内外大经济环境、社会发展趋势做全面深入的调研，决定做什么<span style="color: black;">制品</span>，再对市场<span style="color: black;">需要</span>、竞争对手<span style="color: black;">状况</span>进行分析，制定有效的<span style="color: black;">制品</span>策略和营销计划。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1.国内外大经济环境</span>：关注<span style="color: black;">目的</span>市场的经济环境，<span style="color: black;">包含</span>国内外贸易货币政策、消费市场、经济周期，提前<span style="color: black;">评定</span>经济波对你<span style="color: black;">选取</span>的业务的影响。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2.社会发展趋势：<span style="color: black;">认识</span><span style="color: black;">日前</span>市场的<span style="color: black;">社会趋势和变化</span>，<span style="color: black;">例如</span>人口结构和城市化进程，来决定做什么<span style="color: black;">制品</span>符合流行趋势，更吃香。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3.市场<span style="color: black;">需要</span>：确定<span style="color: black;">客户群体范围</span>，针对这一群体的客户<span style="color: black;">需要</span>、偏好和购买<span style="color: black;">行径</span>、消费能力，去制定针对性的<span style="color: black;">制品</span>和营销策略；提前<span style="color: black;">评定</span>你所做的<span style="color: black;">制品</span>在<span style="color: black;">目的</span>市场的适应性，再决定要不要进行本地化<span style="color: black;">调节</span>；<span style="color: black;">同期</span>还要<span style="color: black;">认识</span><span style="color: black;">目的</span>市场对产品质量、包装、规格等方面的<span style="color: black;">需求</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4.竞争对手<span style="color: black;">状况</span>：对标行业内的竞争对手，分析<span style="color: black;">她们</span>的<span style="color: black;"><span style="color: black;">制品</span>、价格、市场定位和营销策略</span>，为自己的<span style="color: black;">制品</span>做市场策略<span style="color: black;">供给</span>参考；将自己的<span style="color: black;">制品</span>、营销策略、推广手段和竞争对手进行对比，分析出自己和竞争对手的<span style="color: black;">优良</span>和劣势，找出差异化<span style="color: black;">优良</span>并将其放大。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-axegupay5k/1b67ae8d4b6444b6bbf033aa97b71cff~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725344792&x-signature=LU18i4bnlrxSCLwh%2Fjy3jx9YvVw%3D" style="width: 50%; margin-bottom: 20px;"></div>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">找客户</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">确定好做什么<span style="color: black;">制品</span>，<span style="color: black;">制品</span>策略和营销计划，最重要的一步<span style="color: black;">便是</span>找客户、<span style="color: black;">研发</span>客户。找客户的<span style="color: black;">办法</span>有<span style="color: black;">非常多</span>种，<span style="color: black;">针对</span>刚入门的新手小白，<span style="color: black;">必定</span>要主动出击寻找客户，守株待兔式的等待客户询盘，是不会有什么效果的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1.参加展会</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•参加行业展会例如<span style="color: black;">广交会、汉诺威工业博览会</span>等。提前预定好展位，做好功课，<span style="color: black;">尽可能</span><span style="color: black;">选取</span>靠近<span style="color: black;">重点</span>通道、人流量大的有利位置。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•<span style="color: black;">选取</span>自己<span style="color: black;">机构</span>最具<span style="color: black;">表率</span>性的<span style="color: black;">制品</span>展出，并且<span style="color: black;">协同</span><span style="color: black;">运用</span><span style="color: black;">展示架、宣传海报</span>等方式，<span style="color: black;">加强</span>展位的吸引力。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•准备好<span style="color: black;">制品</span>的小样和宣传资料，以及印有<span style="color: black;">机构</span>LOGO、<span style="color: black;">拥有</span><span style="color: black;">机构</span><span style="color: black;">特殊</span>的<span style="color: black;">纪念品</span>，来<span style="color: black;">增多</span>客户的好感和印象。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•主动出击，与观众交流沟通，现场<span style="color: black;">制品</span>演示，每一个路过的观众都有可能是你的潜在客户，展位旁最好安排<span style="color: black;">能够</span>供坐下<span style="color: black;">交流</span>的<span style="color: black;">地区</span>，方便接待客户，与客户沟通交流，沟<span style="color: black;">经过</span>程中，<span style="color: black;">即时</span>记录会话要点，收集好联系方式，方便后续跟进。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/06f5810388aa46c8ad3dd698407fc8cf~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725344792&x-signature=ofGZiy7ViqQN10uYoES5tOBnfK8%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;">2.B2B平台</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•传统的外贸<span style="color: black;">研发</span>方式——<span style="color: black;">运用</span><span style="color: black;">阿里巴巴国际站（Alibaba）、环球资源（Global Sources）、中国制造网（Made-in-China）、Tradekey</span>等B2B平台<span style="color: black;">研发</span>客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•在平台上完善<span style="color: black;">机构</span>和<span style="color: black;">制品</span>信息，<span style="color: black;">包含</span><span style="color: black;">机构</span>的历史、规模、生产能力等，来展示<span style="color: black;">机构</span>的专业性和实力；<span style="color: black;">仔细</span>描述<span style="color: black;">制品</span>的规格、用途、<span style="color: black;">优良</span>，并配以高质量的<span style="color: black;">照片</span>和视频，将<span style="color: black;">机构</span>重点<span style="color: black;">制品</span>放在平台的首页和重点位置，<span style="color: black;">增多</span>展示机会，等待客户主动询盘，短时期内可能得不到<span style="color: black;">有效</span>益，但日积月累下来还是<span style="color: black;">能够</span>收获到客户的询盘。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•<span style="color: black;">定时</span>分析平台数据，例如<span style="color: black;">浏览量、点击率、询盘量</span>等<span style="color: black;"><span style="color: black;">调节</span><span style="color: black;">制品</span>关键词</span>、优化<span style="color: black;">制品</span>描述，<span style="color: black;">例如</span>多<span style="color: black;">运用</span><span style="color: black;">目的</span>客户常用关键词，<span style="color: black;">提高</span><span style="color: black;">制品</span>在搜索结果中的排名。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•利用B2B平台主动寻找客户，<span style="color: black;">运用</span>搜索功能，主动联系有潜在<span style="color: black;">需要</span>的买家，向<span style="color: black;">她们</span>发送询盘，这种大海捞针的<span style="color: black;">办法</span><span style="color: black;">亦</span>会有不少收获。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•<span style="color: black;">同期</span>在多个B2B平台上进行推广，不论是收费的平台或是免费的平台，<span style="color: black;">增多</span><span style="color: black;">揭发</span>机会和客户资源。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/1a5d42017070461d900e92fc004c13d0~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725344792&x-signature=RWdVz8cuBzG%2FJTocdOM7KtRReKQ%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;">3.搜索引擎</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">经过</span><span style="color: black;">运用</span><span style="color: black;">Google、Yahoo、Bing</span>等搜索引擎<span style="color: black;">研发</span>客户。采用“关键词组合”搜索<span style="color: black;">目的</span>客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">关键词组合：</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;">基本</span>组合：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">主关键词 +<span style="color: black;">制品</span>描述：“lightweight running shoes"</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">主关键词 +地理位置：running shoes in New York”</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">•扩展组合：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">主关键词 +品牌：“Nike running shoes”</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">主关键词 ＋功能特性：“waterproof running shoes"</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">•长尾组合：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">问题形式：“what are the best running shoes"</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">类别和型号：“mens running shoes size 10”</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/48dae14439814b4484ccca174490055c~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725344792&x-signature=erN5kgla95nSngg3mly6yj%2Fqzb4%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.社交<span style="color: black;">媒介</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•利用国外的社媒平台例如<span style="color: black;">Facebook、Instagram、Twitter、YouTube、LinkedIn。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•在平台上<span style="color: black;">定时</span>有规律的发布与行业<span style="color: black;">关联</span>的有价值的内容、利用<span style="color: black;">照片</span>、视频、<span style="color: black;">文案</span>、图表等多种形式，吸引<span style="color: black;">区别</span>类型的客户。运用这些平台，不可求快，把它当做一个<span style="color: black;">企业的宣传平台+知识分享平台</span>去运营，时间久了就有客户主动来找你。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•运营平台的<span style="color: black;">同期</span>要<span style="color: black;">即时</span>回复客户的评论和私信，<span style="color: black;">增多</span>与客户的互动，<span style="color: black;">能够</span>主动向潜在客户发出询盘，但<span style="color: black;">不可</span>过量，容易被封号。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•<span style="color: black;">定时</span>组织<span style="color: black;">有些</span>线上活动，例如<span style="color: black;">问答、抽奖、投票活动</span>，吸引用户关注和参与。<span style="color: black;">例如</span>经营<span style="color: black;">打扮</span>品，<span style="color: black;">能够</span><span style="color: black;">定时</span>组织抽奖活动，<span style="color: black;">增多</span>品牌的<span style="color: black;">揭发</span>度。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">5.黄页目录</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•<span style="color: black;">运用</span><span style="color: black;">Yellow Page、Yelp、ThomasNet、Kompass</span>等在线黄页找到潜在客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•<span style="color: black;">运用</span>黄页目录的搜索功能，输入关键词（行业、<span style="color: black;">制品</span>类型、地理位置等）进行搜索</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">6.海关数据平台</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•海关数据平台是外贸企业<span style="color: black;">研发</span>客户的重要工具，它<span style="color: black;">供给</span><span style="color: black;">海量</span>的数据（供应商、<span style="color: black;">制品</span>、交易量、交易金额）和最重要的客户联系方式，<span style="color: black;">选取</span>性的购买海关数据平台，<span style="color: black;">能够</span><span style="color: black;">精细</span>的找到潜在客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•在海关数据那一栏里<span style="color: black;">运用</span><span style="color: black;"><span style="color: black;">制品</span>关键词（英文）、HS编码<span style="color: black;">或</span><span style="color: black;">机构</span>名<span style="color: black;">叫作</span></span>进行搜索。得到国外采购商的<span style="color: black;">详细</span>进出口数据（市场趋势、采购商供应商分析等数据）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•点击采购商进行AI检索，可<span style="color: black;">查找</span>到<span style="color: black;">关联</span>客户邮箱、职<span style="color: black;">叫作</span>、<span style="color: black;">tel</span>和领英</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/d7e488d27c2a4cb69d794e3ef5b2de93~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725344792&x-signature=nBFawEiau%2Frsntfgr2BafTEVvGI%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;">7.资源共享互换</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•利用<span style="color: black;">外贸论坛、博客、讨论室</span>等<span style="color: black;">能够</span>进行资源共享的平台网站，寻找潜在客户；<span style="color: black;">或</span>分享自己不需要询盘的客户来资源互换。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•<span style="color: black;">守护</span>好合作过的老客户，老客户可能带来新客户，<span style="color: black;">得到</span><span style="color: black;">更加多</span>的返单效益。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/132c9580389f4f8ab0dd30fcd9aa6175~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725344792&x-signature=Uk1XWR5ed1eG5ooUngVVu9mFGzI%3D" style="width: 50%; margin-bottom: 20px;"></div>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">谈客户</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1.沟通技巧</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•在与客户谈判之前要<span style="color: black;">认识</span>客户所在<span style="color: black;">机构</span>的背景、<span style="color: black;">制品</span>和市场定位；<span style="color: black;">倘若</span>是国外客户要<span style="color: black;">重视</span>客户所在国家的文化、<span style="color: black;">商场</span>习惯和沟通风格。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•在沟<span style="color: black;">经过</span>程中要主动倾听客户的<span style="color: black;">需要</span>和问题，<span style="color: black;">针对</span>客户的疑问和顾虑，耐心解释。多向客户<span style="color: black;">分享成功的案例和自己的经验</span>，<span style="color: black;">加强</span>客户的信任。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•每一次与客户沟通，都要<span style="color: black;">即时</span>记录、总结，方便后续跟进，<span style="color: black;">定时</span><span style="color: black;">tel</span>回访客户，向客户<span style="color: black;">供给</span>最新的信息，维持良好的关系</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2.时间规划</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•<span style="color: black;">每日</span>规划出一部分时间来专门联系客户，并将客户整合起来，<span style="color: black;"><span style="color: black;">选取</span>统一的时间<span style="color: black;">一块</span>拨打<span style="color: black;">tel</span></span>，<span style="color: black;">这般</span>的效率更高，你能力<span style="color: black;">提高</span>的<span style="color: black;">亦</span>越快。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•<span style="color: black;">多<span style="color: black;">选取</span>几个时间段来统一拨打<span style="color: black;">tel</span></span>，统计总结<span style="color: black;">每一个</span>时间段的<span style="color: black;">tel</span>效果，来<span style="color: black;">调节</span>拨打<span style="color: black;">tel</span>的时间。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">•对客户<span style="color: black;">归类</span>，<span style="color: black;">针对</span>重要的客户多<span style="color: black;">选取</span><span style="color: black;">几个<span style="color: black;">方法</span>来备选</span>，保持灵活，遇到问题或<span style="color: black;">歧义</span>，寻找双方都能接受的<span style="color: black;">处理</span><span style="color: black;">方法</span>。</p>
这篇文章真的让我受益匪浅，外链发布感谢分享！ “BS”（鄙视的缩写）
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