辞职做外贸SOHO，能实现时间和财富的自由吗？（5000字分享给你答案）
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/zfvCa2YtHyKOlFuJSZhhTKEt5ibpCdQ5Au1zia1qdNcrvKudrrnUSpvfvERia3aib2y2AlBSiakNNI47CKOQ2hWZOvw/640?wx_fmt=gif&wxfrom=5&wx_lazy=1&tp=webp" style="width: 50%; margin-bottom: 20px;"></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">外贸营销俱乐部 万人群</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">尊享外贸营销技巧，干货等！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;"><span style="color: black;"><strong style="color: blue;">立即加入</strong></span></a></p><a style="color: black;"><span style="color: black;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/XEzOdP1BicphKhb0icZzicaZgtOxegg2kxRnOvp5rK60RRsN11teFB0mA6AANn4LMzMdOYEFadOB4PdPnM0cDm5tQ/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"></span></a><img src="https://mmbiz.qpic.cn/mmbiz_jpg/XEzOdP1BicpjrDbkv39vn1bz5oyiaK7juYrLYcshyicrbUcZiaNzMibiadibUw3K5lPYQuL8DGxlj04rxMLclyiaFSzZyQ/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">每日</span>学习3分钟，订单来得很<span style="color: black;">容易</span>！</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;"><span style="color: black;"><span style="color: black;">做为</span>一种“小成本”“低门槛”的创业模式，<a style="color: black;"><span style="color: black;">SOHO</span></a>是<span style="color: black;">非常多</span>外贸业务员向往的<span style="color: black;">选取</span>。</span></span></strong><strong style="color: blue;"><span style="color: black;"><span style="color: black;">但我要泼一盘冷水，</span></span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;">判断</span><span style="color: black;">你<span style="color: black;">是不是</span>满足</span><span style="color: black;">尝试</span><a style="color: black;"><span style="color: black;">SOHO</span></a><span style="color: black;">的</span><span style="color: black;"><span style="color: black;">要求</span>，先</span><span style="color: black;">问问自己这些问题</span><span style="color: black;">：</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1.</span></strong><span style="color: black;">你<span style="color: black;">是不是</span>真的<span style="color: black;">巴望</span>创业</span><span style="color: black;">并</span><span style="color: black;">愿意为之</span><span style="color: black;">厉兵秣马</span><span style="color: black;">？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2.</span></strong><span style="color: black;">你手里的</span><span style="color: black;">可<span style="color: black;">安排</span>资金<span style="color: black;">是不是</span></span><span style="color: black;">充裕到不需要为基本生活担忧？</span></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;"><span style="color: black;">3.</span></span></strong><span style="color: black;"><span style="color: black;">你对</span><span style="color: black;"><span style="color: black;">制品</span>行业<span style="color: black;">是不是</span>深度</span><span style="color: black;"><span style="color: black;">熟练</span>到</span><span style="color: black;">能<span style="color: black;">叫作</span>之为专家级？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">4.</span></strong><span style="color: black;">你<span style="color: black;">是不是</span></span><span style="color: black;">有</span><span style="color: black;">关系</span><span style="color: black;">牢靠且稳</span><span style="color: black;">定</span><span style="color: black;">的供应商资源</span><span style="color: black;">？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">5</span><span style="color: black;">.</span></strong><span style="color: black;">你<span style="color: black;">是不是</span></span><span style="color: black;">有</span><span style="color: black;">对你个人充分信任和认可的</span><span style="color: black;">客户资源</span><span style="color: black;">？</span></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;"><span style="color: black;">6.</span></span></strong><span style="color: black;"><span style="color: black;">你<span style="color: black;">是不是</span></span><span style="color: black;">具备</span><span style="color: black;">优秀</span><span style="color: black;">的独立</span><span style="color: black;">开</span><span style="color: black;">发跟进</span><span style="color: black;">客户的</span><span style="color: black;">能力？</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">7.</span></strong><span style="color: black;">你对事物</span><span style="color: black;"><span style="color: black;">是不是</span></span><span style="color: black;">有全面</span><span style="color: black;">的</span><span style="color: black;">机遇和<span style="color: black;">危害</span></span><span style="color: black;">识别</span><span style="color: black;">能力？</span></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;"><span style="color: black;">8.</span></span></strong><span style="color: black;"><span style="color: black;">你<span style="color: black;">是不是</span>能</span><span style="color: black;">享受</span><span style="color: black;">孤独并</span><span style="color: black;">持</span><span style="color: black;">久性的</span><span style="color: black;">进行自律管理</span><span style="color: black;">？</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;"><strong style="color: blue;"><span style="color: black;">做为</span>一名外贸<span style="color: black;">先辈</span>，想强调再三的便是：</strong>千万</span><span style="color: black;">不要<span style="color: black;">由于</span>在<span style="color: black;">机构</span>工作的<span style="color: black;">不睬</span>想，就</span><span style="color: black;">一时冲动</span><span style="color: black;">的</span><span style="color: black;">辞职去<a style="color: black;"><span style="color: black;">SOHO</span></a>，更<span style="color: black;">不可</span>天真的把</span><a style="color: black;"><span style="color: black;">SOHO</span></a><span style="color: black;">的</span><span style="color: black;">工作</span><span style="color: black;">和生活</span><span style="color: black;">状态</span><span style="color: black;">想象的多么美好。</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">倘若</span>你想<span style="color: black;">起始</span>SOHO，就</span><span style="color: black;"><span style="color: black;">必定</span></span><span style="color: black;"><span style="color: black;">必定</span><span style="color: black;">必定</span></span><span style="color: black;">是</span><span style="color: black;">在你深思熟虑后，依然对自己说“我准备好了”的<span style="color: black;">要求</span>下去</span><span style="color: black;">作出的决定。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">早在2003年，我便做过1年<a style="color: black;"><span style="color: black;">SOHO</span></a>，<span style="color: black;">不外</span>，不是完整<span style="color: black;">道理</span>上的<a style="color: black;"><span style="color: black;">SOHO</span></a>，依靠一个工厂来做，佣金是从工厂拿的，工厂有进出口权。这一年业务额度还不错的，收入<span style="color: black;">亦</span>很好，<span style="color: black;">因此</span>就才有后面开工厂失败的教训。</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;">三年后我卷土重来，踩过一个个坑，迈过一道道，披荆斩棘，终有所成！</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">在这个经历里，我总结了<span style="color: black;">有些</span>做<a style="color: black;"><span style="color: black;">SOHO</span></a>的经验和教训，和<span style="color: black;">大众</span><span style="color: black;">一块</span>分享，<span style="color: black;">期盼</span>能帮到<span style="color: black;">哪些</span>想要SOHO和正在SOHO的同路人</span></strong></span></p>
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<span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">起始</span><a style="color: black;"><strong style="color: blue;"><span style="color: black;">SOHO</span></strong></a>的门槛</span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">必定</span>不要把客户直接给工厂做</span></strong></span><span style="color: black;">，<strong style="color: blue;"><span style="color: black;">必定</span>不要做自己不<span style="color: black;">熟练</span>的行业</strong>。在网上经常看到和遇到许多<span style="color: black;">伴侣</span><a style="color: black;"><span style="color: black;">SOHO</span></a>走不下去，时常<span style="color: black;">亦</span>有以前的外贸<span style="color: black;">伴侣</span>发信息告诉我：“他(她)不得不结束SOHO，重新回去找工作。<span style="color: black;">”</span></span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">针对</span>职业发展<span style="color: black;">来讲</span>，这可是致命伤。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><a style="color: black;"><span style="color: black;">SOHO</span></a>有"槛"，你要有能力迈得过去。否则，腿抬得太低，会被绊倒。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">那有<span style="color: black;">那些</span>“槛”？</strong></span></p><span style="color: black;"><strong style="color: blue;">1</strong></span><span style="color: black;"><strong style="color: blue;">供应商/客户</strong></span>
<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;">为何</span>将两者放在<span style="color: black;">第1</span>位，<span style="color: black;">大众</span>都很清楚。<span style="color: black;">无</span>供应商的支持，你有客户<span style="color: black;">亦</span><span style="color: black;">无</span>用。有供应商支持，<span style="color: black;">无</span>客户<span style="color: black;">一样</span>不行。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这一点会被许多人不屑一顾，但<span style="color: black;">起始</span>做<a style="color: black;"><span style="color: black;">SOHO</span></a>就会深有体会，<span style="color: black;">乃至</span>会感觉供应商比客户还难<span style="color: black;">研发</span>。以前<span style="color: black;">研发</span>客户有了经验，但有多少做业务的<span style="color: black;">同期</span><span style="color: black;">亦</span>与供应商有着良好关系的呢？<span style="color: black;">能够</span>回顾学习：<a style="color: black;">外贸实战篇 | 复盘不到1年外贸业务SOHO生涯，看我<span style="color: black;">怎样</span>拿下5个合同2275万元</a></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;">通常</span><span style="color: black;">来讲</span>，做外贸业务员的时候，<span style="color: black;">机构</span>会限制业务人员不要与供应商有来往。<span style="color: black;">因此</span>，</span><span style="color: black;"><strong style="color: blue;">对<span style="color: black;">咱们</span><a style="color: black;"><span style="color: black;">SOHO</span></a><span style="color: black;">来讲</span>，供应商比客户还要难<span style="color: black;">研发</span></strong><strong style="color: blue;">，这一点做过<a style="color: black;"><span style="color: black;">SOHO</span></a>的人<span style="color: black;">才可</span>理解。</strong>许多订单都是<span style="color: black;">由于</span>工厂的<span style="color: black;">原由</span>而<span style="color: black;">显现</span>问题， <strong style="color: blue;">配合得好的工厂<span style="color: black;">才可</span>带来好的利润和客户，<span style="color: black;">这般</span>的工厂<span style="color: black;">亦</span>值得<span style="color: black;">长时间</span>合作。</strong>不要为了那一毛二毛的眼前利益去换工厂，谁<span style="color: black;">皆想</span>要更高的利润，但<span style="color: black;">亦</span>要为客户<span style="color: black;">思虑</span>一下订单操作的<span style="color: black;">危害</span>。</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;">我几年的<a style="color: black;"><span style="color: black;">SOHO</span></a>生涯中，严格遵从一点，利润在正常水平，<span style="color: black;">必定</span>不更换工厂。</span></strong><span style="color: black;"><span style="color: black;">瞧瞧</span><span style="color: black;">哪些</span>出问题的订单，有许<span style="color: black;">大都是</span>工厂的<span style="color: black;">原由</span>。市场细分后，客户<span style="color: black;">已然</span>很难<span style="color: black;">研发</span>了，不要又<span style="color: black;">由于</span>工厂的<span style="color: black;">原由</span>而把客户做死了。</span></p><strong style="color: blue;"><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2</p><span style="color: black;">制品</span>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">做专, 而<span style="color: black;">不可</span>做泛。</span></strong></span><span style="color: black;">专，最少需要在一种<span style="color: black;">制品</span>上有二到三年的经验，它<span style="color: black;">便是</span>你的<span style="color: black;">优良</span>。<span style="color: black;">倘若</span>客户发的资料你还要找供应商来帮你解释，那就需要静下冲动的心，等几年再出来吧。回顾学习：<a style="color: black;">外贸人从月入5千到月入5万，只因他在跟进客户时，做对了<span style="color: black;">制品</span><span style="color: black;">优良</span>的介绍…</a>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">每一个</span>行业都有得做，许多人成功了，当然会有<span style="color: black;">有些</span>人失败。<span style="color: black;">因此</span>，不要认为只是自己以前的行业<span style="color: black;">制品</span><span style="color: black;">欠好</span>做，试问<span style="color: black;">此刻</span>哪个行业好做呢？<span style="color: black;">大众</span>竞争都这么激烈。</p>做泛。贸易<span style="color: black;">机构</span>、香港<span style="color: black;">机构</span>，<span style="color: black;">她们</span>的<span style="color: black;">优良</span>大过你，实力更<span style="color: black;">不消</span>说。<strong style="color: blue;"><span style="color: black;">仅有</span>做专，客户才会<span style="color: black;">选取</span>你。这才是你的<span style="color: black;">优良</span>，<span style="color: black;">亦</span>是<span style="color: black;">为何</span>客户会<span style="color: black;">选取</span>你的<span style="color: black;">原由</span>。</strong>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3</p>
</strong></span><span style="color: black;"><strong style="color: blue;">找到切入点</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我从我一个香港客户DENNIS那里学到<span style="color: black;">非常多</span>，<strong style="color: blue;"><span style="color: black;">尤其</span>是</strong><strong style="color: blue;">工作的态度</strong>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">。他说，不要老是抱怨。做，就尽全力在<span style="color: black;">这儿</span>做好。要么，早点出去。抱怨影响心情，<span style="color: black;">亦</span>影响工作。</p>去和留，你们要<span style="color: black;">思虑</span>好。<span style="color: black;">倘若</span>觉得前面1, 2两点<span style="color: black;">已然</span>成熟，还需要<span style="color: black;">思虑</span>到"切入点"。<span style="color: black;">由于</span>你出来，肯定是与原<span style="color: black;">机构</span>竞争客户。<span style="color: black;">那样</span>，<strong style="color: blue;">你怎么样让客户<span style="color: black;">选取</span>你，而不<span style="color: black;">选取</span>原来的<span style="color: black;">机构</span>?</strong>能回答这个问题就成功了一半。
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>与<span style="color: black;">机构</span>签了同行竞争协议的，<span style="color: black;">由于</span>有<span style="color: black;">机构</span>的<span style="color: black;">补助</span>，<span style="color: black;">能够</span>重新<span style="color: black;">研发</span>客户。</p><strong style="color: blue;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">切入点，<span style="color: black;">便是</span><span style="color: black;">为何</span>客户<span style="color: black;">选取</span>你！</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4</p>银子和决心
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<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 style="color: black;"><span style="color: black;">SOHO</span></a>的<span style="color: black;">平常</span>开支、订单操作的活动资金、样品<span style="color: black;">花费</span>等，这些需要<span style="color: black;">思虑</span>进去，核算一下一年的总开支 x 1.5=<span style="color: black;">实质</span>开支</span></strong><strong style="color: blue;"><span style="color: black;">，这部分银子<span style="color: black;">是不是</span>准备全了？</span></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<span style="color: black;">无</span>供应商支持(订单余款的问题)，那这银子问题可就大的去了。动动脑，想想办法，<span style="color: black;">能够</span>去“借”，但不要去借。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">＂借＂：有人投资和你<span style="color: black;">一块</span>做，那最好。但<span style="color: black;">要求</span>最好是有<span style="color: black;">知道</span>的利润分配，<span style="color: black;">这般</span>合作才<span style="color: black;">很久</span>。<span style="color: black;">倘若</span>有人只投钱，只拿利润，恭喜你。</p><span style="color: black;">＂借＂</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">：<span style="color: black;">倘若</span>家里<span style="color: black;">要求</span>比较好的，那就<span style="color: black;">无</span><span style="color: black;">所说</span>，借出来算股份等。但<span style="color: black;">倘若</span>是<span style="color: black;">要求</span>不太好的，还是想好来钱的路子。</p><strong style="color: blue;">决心：</strong><strong style="color: blue;">要有必须成功的决心</strong><strong style="color: blue;">，不要有"大不了再回去给别人打工"的想法，<span style="color: black;">要有背水一战的决心。</span></strong>回去，你的<span style="color: black;">心理</span><span style="color: black;">已然</span>不适合给别人打工了。
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然，<span style="color: black;">倘若</span>有业务经理/市场部经理的位子等着你坐，<span style="color: black;">能够</span><span style="color: black;">思虑</span>。提醒一点，<span style="color: black;">倘若</span>哪个<span style="color: black;">机构</span>发展到了瓶颈，让你去突破。<span style="color: black;">倘若</span>不让你做总经理，不要去，<span style="color: black;">倘若</span>去了，你只会是个工具，<span style="color: black;">况且</span>会被当成"卸了磨子的驴"给杀掉，我就<span style="color: black;">这般</span>被杀过一次。</span></p><strong style="color: blue;"><span style="color: black;">5</span></strong><span style="color: black;"><strong style="color: blue;">运气</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">别用砖头拍我，我相信做任何事都需要运气。但运气这个东西，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">只要你够<span style="color: black;">奋斗</span>，不放弃，它迟早都会来找你。</strong></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><a style="color: black;"><strong style="color: blue;"><span style="color: black;">SOHO</span></strong></a>成功的<span style="color: black;">要求</span></span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">关于<a style="color: black;"><span style="color: black;">SOHO</span></a>，成功的<span style="color: black;">哪些</span>人有一个共性：在业务方面<span style="color: black;">最少</span>有3年以上的工作经验，这<span style="color: black;">亦</span>是我认为<span style="color: black;">能够</span><span style="color: black;">起始</span><a style="color: black;"><span style="color: black;">SOHO</span></a>的一个最短的时间。我是第6年才<span style="color: black;">起始</span>真正的<a style="color: black;"><span style="color: black;">SOHO</span></a>的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">那样</span>，<a style="color: black;"><span style="color: black;">SO</span></a>HO</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">成功的<span style="color: black;">要求</span>有<span style="color: black;">那些</span>呢？</strong></p><span style="color: black;"><strong style="color: blue;">1</strong></span><span style="color: black;"><strong style="color: blue;">3年及以上的外贸工作经验</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做外贸业务，<span style="color: black;">非常多</span>人认为一年时间很长，能力<span style="color: black;">已然</span><span style="color: black;">提高</span>得很不错了。<strong style="color: blue;">说实在<span style="color: black;">有些</span>，外贸三年才只能叫作<span style="color: black;">刚才</span>起步和入门。</strong>按我的标准，可能高了<span style="color: black;">有些</span>，但<span style="color: black;">实质</span>操作的时候真的<span style="color: black;">便是</span><span style="color: black;">这般</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;">第1</span>年，学习<span style="color: black;">基本</span>的操作和流程，<span style="color: black;">熟练</span><span style="color: black;">制品</span>，打下一点<span style="color: black;">基本</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">第二年，进入实战，独立<span style="color: black;">研发</span>客户，询价，报价，打样，订单生产等各方面的沟通，<span style="color: black;">熟悉</span>业务操作和流程，这个时间<span style="color: black;">提高</span>很关键。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">第三年，更高一个层次的<span style="color: black;">提高</span>，例如外贸的整体规划，找到自己的定位，更深一个层次地学习怎么样去服务好客户，创造价值空间。</p><span style="color: black;">倘若</span>你刚做外贸不久，稍有成绩就<span style="color: black;">起始</span>自满，<span style="color: black;">这般</span>你很难再学进什么东西。不要说<a style="color: black;"><span style="color: black;">SOHO</span></a>，可能单单外贸业务员，你<span style="color: black;">亦</span>很难做得下去。
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>，<strong style="color: blue;"><a style="color: black;"><span style="color: black;">SOHO</span></a></strong></span><strong style="color: blue;">是优秀外贸业务人员更高的一个<span style="color: black;">周期</span>。</strong><span style="color: black;">无</span>学会走，就要去跑，自然很难做起来。<span style="color: black;">周期</span>性的东西，需要经历过<span style="color: black;">非常多</span>的订单操作，与<span style="color: black;">各样</span><span style="color: black;">区别</span>的客户打交道，与<span style="color: black;">区别</span>的供应商打交道，<span style="color: black;">出现</span>了问题，要能随时找到<span style="color: black;">处理</span><span style="color: black;">方法</span>。要搞得定客户，还要能搞得定工厂。<strong style="color: blue;"><span style="color: black;">此时</span>，你才准备好了。</strong></p><span style="color: black;"><strong style="color: blue;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2</p>除了时间，还需要业绩
</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span>人确实做了三年<span style="color: black;">或</span>以上的外贸，但在<span style="color: black;">每一个</span><span style="color: black;">机构</span>时间呆得都不长，<span style="color: black;">每一个</span><span style="color: black;">地区</span>都<span style="color: black;">无</span>出什么业绩，基本上<span style="color: black;">无</span>让自己的老板从自己身上赚到太多的钱。<strong style="color: blue;"><span style="color: black;">倘若</span>是<span style="color: black;">这般</span>，HOLD一下。</strong><strong style="color: blue;">你需要还<span style="color: black;">最少</span>奋斗两年，先让你的新老板赚到一点钱。</strong>而<span style="color: black;">仅有</span><span style="color: black;">这般</span>，你后面<span style="color: black;">才可</span>做得起来。<strong style="color: blue;"><span style="color: black;">由于</span>"<span style="color: black;">倘若</span>"越多，离成功越远。</strong><span style="color: black;">倘若</span>……我就能做得更好，<span style="color: black;">无</span><span style="color: black;">道理</span>。</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;">在<span style="color: black;">咱们</span>自己<a style="color: black;"><span style="color: black;">SOHO</span></a></span>的时候，资源比打工的时候更缺乏，<span style="color: black;">要求</span>和受约束的<span style="color: black;">状况</span><span style="color: black;">更加多</span>。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>，<span style="color: black;">不可</span>有<span style="color: black;">那样</span>多“<span style="color: black;">倘若</span>”。</p>在<span style="color: black;">机构</span>专心做业务都出不了业绩，出来<a style="color: black;"><span style="color: black;">SOHO</span></a>
以后，基本上工作量<span style="color: black;">增多</span>了一倍，<span style="color: black;">乃至</span><span style="color: black;">更加多</span>。不少人说，给自己做，再辛苦<span style="color: black;">亦</span>顶得住。不错，出来了，确实是给自己在做，而多辛苦，都不会觉得累。<strong style="color: blue;">但现实残酷得让你<span style="color: black;">显出</span><span style="color: black;">那样</span>无力，并不是你辛苦就能出成绩的。</strong>基本上有业绩了以后出来<a style="color: black;"><span style="color: black;">SOHO</span></a>的，成功率应该会比较高。业绩，是决定一切的。订单<span style="color: black;">便是</span>一切，这在我二次创业中是有深刻体会的。有业绩，不管怎么样，钱是赚多赚少的问题。而<span style="color: black;">无</span>业绩，直接就吃老本。<span style="color: black;">无</span>老本<span style="color: black;">能够</span>吃，就关门了。<span style="color: black;"><strong style="color: blue;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3</p>
</strong></span><span style="color: black;"><strong style="color: blue;">要有一个中<span style="color: black;">长时间</span>的规划</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">从<a style="color: black;"><span style="color: black;">SOHO</span></a></span>
</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">，到一个人<span style="color: black;">机构</span>，再到招业务人员和跟单人员。这三个<span style="color: black;">周期</span>，不要强求，而应该是顺其自然。</p><strong style="color: blue;">人无远虑，必有近忧，<span style="color: black;">必定</span>要做好中<span style="color: black;">长时间</span>的计划和<span style="color: black;">目的</span>。</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">既然是创业，就<span style="color: black;">必定</span>会很辛苦。而<span style="color: black;">咱们</span>会享受这种辛苦的感觉，可能这<span style="color: black;">便是</span>创业。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不要指望别人能帮你，能帮你的是你自己。<span style="color: black;">因此</span>，<span style="color: black;">仅有</span>你自己够强大，<span style="color: black;">才可</span>做成功。</p><strong style="color: blue;">中<span style="color: black;">长时间</span>的规划是<span style="color: black;">创立</span>在一个稳定的<span style="color: black;">基本</span>上的。</strong><span style="color: black;">夫妇</span>档是<span style="color: black;">能够</span>的，不要情侣档，<span style="color: black;">或</span>刚认识不久的人做搭档，这是<span style="color: black;">按时</span>炸弹。
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">关于合作，<span style="color: black;">必定</span>是一个人主导，而另一个人<span style="color: black;">协同</span>。</span></strong><span style="color: black;"><span style="color: black;">倘若</span>二个人都<span style="color: black;">期盼</span>主导的，<span style="color: black;">意见</span>各做各的会比较好。</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>事情并不以个人的意志为中心。自己是<span style="color: black;">能够</span><span style="color: black;">掌控</span>的，但第二个人只能是影响，<span style="color: black;">况且</span>受影响的程度会很小。</p><strong style="color: blue;">关于合作，我不是太看好。</strong>吹牛的人比较多，而<span style="color: black;">实质</span>能做实事的比较少。<span style="color: black;">因此</span>这<span style="color: black;">亦</span>是<span style="color: black;">为何</span><span style="color: black;">非常多</span>人一旦合作以后就<span style="color: black;">发掘</span>有问题<span style="color: black;">显现</span>，<span style="color: black;">况且</span><span style="color: black;">不可</span><span style="color: black;">一块</span>去<span style="color: black;">处理</span>。一旦<span style="color: black;">触及</span>到利益，就算是如来佛祖<span style="color: black;">亦</span>不是<span style="color: black;">那样</span>好说话了。<strong style="color: blue;"><span style="color: black;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4</p>
</span></strong><strong style="color: blue;"><span style="color: black;"><a style="color: black;"><span style="color: black;">SOHO</span></a>出成绩需要一年<span style="color: black;">乃至</span>两年时间</span></strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span>人看到其他人做成功，以为<a style="color: black;"><span style="color: black;">SOHO</span></a>几个月就<span style="color: black;">能够</span>做出成绩出来，这是错误的。前面<span style="color: black;">已然</span>说过的，<strong style="color: blue;"><span style="color: black;">哪些</span>做成功的<a style="color: black;"><span style="color: black;">SOHO</span></a>，<span style="color: black;">由于</span>有4、5、6年时间打<span style="color: black;">基本</span>，而<span style="color: black;">此刻</span>的成功<span style="color: black;">不外</span>是将以前的创造价值的受益人改为了自己罢了。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">把利益的导向给改变了，</strong><strong style="color: blue;">以前是钱进了老板的钱包，<span style="color: black;">此刻</span>是进自己的钱包。</strong>
</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">前面都<span style="color: black;">无</span>帮老板赚到钱，老板亏得在那哭，就算你自己做，就只能自己哭了。</p>我的<span style="color: black;">意见</span>是<a style="color: black;"><span style="color: black;">SOHO</span></a><span style="color: black;">最少</span>要做好一年出不了什么成绩的心理预期，<span style="color: black;">亦</span><span style="color: black;">便是</span>说你需要规划好一年的时间，你需要去做什么。一年后出结果，时间方面应该就差不多了。
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">尤其<span style="color: black;">针对</span><a style="color: black;"><span style="color: black;">SOHO</span></a><span style="color: black;">来讲</span>，<span style="color: black;">因为</span>资金、平台、资源等都有限，<span style="color: black;">因此</span>各方面都要寻找差异化，形成自己的一套打法和竞争力。</span></strong></p><span style="color: black;"><strong style="color: blue;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5</p>做人的道理，还是需要去懂的
</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span>人做<a style="color: black;"><span style="color: black;">SOHO</span></a>一<span style="color: black;">起始</span>，就<span style="color: black;">发掘</span>原来工厂这么难沟通。<span style="color: black;">倘若</span>好沟通，要你做什么呢？这刚好是一个机会，<span style="color: black;">那样</span>多工厂<span style="color: black;">倘若</span><span style="color: black;">她们</span>都很好沟通，客户就直接找<span style="color: black;">她们</span>去了。<span style="color: black;">因此</span>，<span style="color: black;">这儿</span><span style="color: black;">便是</span>一个转化的过程。要讲<span style="color: black;">有些</span>技巧的，而这些技巧不是说做业务一年二年就能学到的。</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;">大众</span>都是做外贸的，出来做<a style="color: black;"><span style="color: black;">SOHO</span></a>，多少能搞得定客户。<strong style="color: blue;">但能<span style="color: black;">不可</span>搞得定工厂，这就<span style="color: black;">欠好</span>说了。</strong>而<span style="color: black;">非常多</span>人就死在了搞定工厂这个环节上。</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;">拿什么搞定工厂？</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">要和工厂的老板做<span style="color: black;">伴侣</span>。在工厂的老板那里稍稍弱势<span style="color: black;">有些</span>，不<span style="color: black;">必定</span>是坏事。</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;">不要对工厂期望过高。</span></strong><strong style="color: blue;"><span style="color: black;">不管是多么简单的事情，要亲力亲为。</span></strong><span style="color: black;"><span style="color: black;">由于</span>简单的事情，我不<span style="color: black;">晓得</span>摔了多少次跟头。一个小订单，<span style="color: black;">由于</span>一天之差，搞到我自己厂工厂加了二天二夜，赶包装。<span style="color: black;">由于</span>懒，<span style="color: black;">无</span>去看装货柜，工厂漏装了计算器，<span style="color: black;">而后</span>把货又送到快到码头的货柜上。</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;"><span style="color: black;">因此</span><span style="color: black;">必定</span>不要懒，多<span style="color: black;">重视</span><span style="color: black;">有些</span>细节，跟到位</span></strong><strong style="color: blue;"><span style="color: black;">。</span></strong><span style="color: black;">把自己的利润SHOW出来。生意是从小订单做起来的，本来就<span style="color: black;">无</span>赚几个钱，还<span style="color: black;">好似</span>怕工厂<span style="color: black;">晓得</span>。其实干脆让利润透明<span style="color: black;">有些</span>。<span style="color: black;">这般</span>工厂老板会觉得，你真的拿得不多。等做起来了，你说了算。他不接受，<span style="color: black;">亦</span>得接受。有了订单，<span style="color: black;">她们</span>会更愿意来找你的。这个时候，规则由你来定。</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;"><span style="color: black;">针对</span>一类<span style="color: black;">制品</span>，<span style="color: black;">尽可能</span>固定在一个供应商那里做。</span></strong><span style="color: black;">只要不出问题，<span style="color: black;">尽可能</span>不要变供应商。有许多人为了一点芝麻大的利润，就把工厂给换掉了。圈子很小的，你的订单在哪做，数量多少，什么商标，<span style="color: black;">她们</span>都<span style="color: black;">晓得</span>得一清二楚。我以前有个订单换了供应商，连我订单尾数，<span style="color: black;">她们</span>都<span style="color: black;">晓得</span>。</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;">工厂的支持很重要，砍价要讲技巧。</span></strong><span style="color: black;">70%真话，30%吹一吹。不要太老实。<span style="color: black;">况且</span>好处要给到明处，要让工厂<span style="color: black;">晓得</span>。应该争取的利益<span style="color: black;">亦</span><span style="color: black;">必定</span>要争取，争取不来，<span style="color: black;">亦</span>要让工厂<span style="color: black;">晓得</span>，你给了他好处，<span style="color: black;">这般</span>他会觉得欠你一个人情。人情欠1个2个就好了，<span style="color: black;">倘若</span>你<span style="color: black;">始终</span>觉得工厂欠你的，那说明<span style="color: black;">特别有</span>问题，<span style="color: black;">况且</span>不在工厂身上。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">跟单，和老板谈大概的，<span style="color: black;">重点</span>是去搞定厂长。<span style="color: black;">非常多</span><span style="color: black;">详细</span>的事情，问几次老板都<span style="color: black;">无</span>一个准信，那你就需要<span style="color: black;">重视</span>了：看找谁能拿到准确的信息。</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;">挖墙角的事情永远不要做。</span></strong><span style="color: black;">你挖过来不<span style="color: black;">必定</span>是块宝，搞<span style="color: black;">欠好</span><span style="color: black;">便是</span>块又臭又硬的石头。不管是供应商的业务<span style="color: black;">亦</span>好，生产人员<span style="color: black;">亦</span>好，不要和<span style="color: black;">她们</span>走得太近。<span style="color: black;">亦</span>不要尝试去挖<span style="color: black;">她们</span>过来，到了管理的那个级别，<span style="color: black;">薪水</span><span style="color: black;">必定</span>不低的。好<span style="color: black;">欠好</span>用，那就不<span style="color: black;">必定</span>了。<span style="color: black;">况且</span>，你会<span style="color: black;">因此呢</span>损失一个供应商。让<span style="color: black;">她们</span>做好本职的事，给你跟好单就够了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">再<span style="color: black;">便是</span>钱的问题。答应工厂的，<span style="color: black;">必定</span>要准时。<span style="color: black;">不可</span>给，要提前讲。工厂资金周转是很紧张的，你答应了就<span style="color: black;">必定</span>要做到。</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;">对工厂<span style="color: black;">供给</span>的，<span style="color: black;">必定</span>要预留<span style="color: black;">有些</span>空间。</span></strong><span style="color: black;">打样时间，大货时间等等，这些节奏性的<span style="color: black;">原因</span>，要把握好。对工厂的生产能力要有<span style="color: black;">评定</span>，<span style="color: black;">同期</span>分<span style="color: black;">周期</span>去工厂看货。<span style="color: black;">每一个</span>订单<span style="color: black;">最少</span>不要少于3次(虽然<span style="color: black;">此刻</span>越来越少去工厂看货，但这只限于合作开的工厂，<span style="color: black;">况且</span>我<span style="color: black;">亦</span>会抽时间去)。</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;">大众</span>的利益是<span style="color: black;">一起</span>的，<span style="color: black;">因此</span><strong style="color: blue;">谈任何事情，要把工厂和自己放在一条线上。</strong><strong style="color: blue;"><span style="color: black;">最少</span>要让工厂的老板感觉到是<span style="color: black;">这般</span>。</strong></span></p><span style="color: black;"><strong style="color: blue;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">6</p>依然是资金<span style="color: black;">贮存</span>
</strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在你决定创业前，<span style="color: black;">必定</span>要有足够的资金<span style="color: black;">贮存</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">虽然<span style="color: black;">大众</span><span style="color: black;">针对</span><a style="color: black;"><span style="color: black;">SOHO</span></a>需要多少钱<span style="color: black;">无</span><span style="color: black;">详细</span>数字上的<span style="color: black;">结论</span>，<span style="color: black;">然则</span><strong style="color: blue;"><span style="color: black;">无</span>钱肯定是万万<span style="color: black;">不可</span>的。</strong></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;">最少</span>得有一点，能应付自己的<span style="color: black;">平常</span>开支，能正常的进行业务开支，还有<span style="color: black;">有些</span>备用金，<span style="color: black;">倘若</span>几个月<span style="color: black;">乃至</span>更久<span style="color: black;">无</span>订单和生意<span style="color: black;">源自</span>，<span style="color: black;">能够</span>撑下去。又<span style="color: black;">或</span>一两张订单出了问题，有索赔，<span style="color: black;">亦</span><span style="color: black;">能够</span>扛住。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">看了这些<span style="color: black;">亦</span>许你觉得我说的<span style="color: black;">要求</span>有些苛刻，我不想争论，<strong style="color: blue;">懂的人，自然会懂！</strong><strong style="color: blue;">外贸<span style="color: black;">很难</span>，<a style="color: black;"><span style="color: black;">SOHO</span></a>更<span style="color: black;">很难</span>......</strong></span></p><img src="https://mmbiz.qpic.cn/mmbiz_gif/7QRTvkK2qC5Ae7TL0ribktKWDdib4Lv47xsog4G72hP4TiceEfibZ8KibSDBg2SRNvDzOa8abYBLdQQNRY3tkZMIrfg/640?wx_fmt=gif&wxfrom=5&wx_lazy=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/rXia2ibiaoTJlUL1CEmN55aSHGkDRRUKKKKcTg9owqRej5mEGxgBP5fu9YfXCKJnZ6EtxJp3oXicCF0py3T1QWPTVg/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;">小贴士</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">关联</span>知识</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_gif/bwjfWWUQrFicey02EGHg1Y1obBTc9ia9SnoPCJ9Yh2YvppjBNB794bm7Iuf76gHUNRxnx7ibbvVmN1tpsMhNloPBw/640?wx_fmt=gif&wxfrom=5&wx_lazy=1&wx_co=1&tp=webp" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">以上<span style="color: black;">文案</span><span style="color: black;">源自</span>于外贸营销俱乐部、外贸知识课堂</span><span style="color: black;"><span style="color: black;">等</span></span><span style="color: black;">，转载请注明出处，仅供学习交流，如侵即删~</span></p><strong style="color: blue;"><span style="color: black;">外贸营销生态系统 搭建顾问领航者</span></strong>
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margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></p>
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