How to obtain foreign trade orders?

Now, foreign trade is like doing business at your own door. So what should we pay attention to? Dai Yuyang is a friend who is proficient in foreign trade and has done a lot of business. Some of his experiences are worth learning from.

--------Zhuge Changqing

1. In the factory, when customers complain that the price is too high, I always say that every penny is worth a penny, and the quality is good. After entering the trading company, I learned that price is the only reason. Especially for big customers, the consideration of price is definitely higher than the consideration of quality. And don't think that you can't do it at a price that others can't do. If you have a penny of goods here, other factories can do it at half a penny. Take the electronics factory as an example. There are more than 3000 large and small factories in Dongguan, Guangdong Province alone. The choice of customers is very large. So when the customer threatens to transfer the order without reducing the price, don't think it can't be transferred at his price.

2. If the customer says he wants to inspect the factory, your opportunity will come. Don't be too troublesome. Only major customers will inspect the factory before placing an order.

3. Don't brag about your current performance to willing customers. I once met with some businesses. When talking with me about the price, I talked about how one of his major customers was, and said that the order of 200K a month was also the same price. This kind of talk is tantamount to sealing my mouth. I felt that he had eaten enough and would not give me any more food.

4. Do what you promise. Even if you can't finish it, tell the guests in advance. Don't wait until the guests ask. Honesty is too important, not only for the company, but also for the individual. Even if the list is not completed, at least the integrity in front of the guests is maintained, which is good for both the business and the future development.

5. Offer with skill. There have been a lot of posts on this issue, but I can't help it, because some factory businesses have quoted the price as sky-high (3~4 times higher than other factories!!). Fortunately, I mean that I am because of the excellent quality. After I ask what is good, I also say that the engineering personnel are quite clear, and I don't know!! Customers are not stupid. If the price of MP3 with the same capacity is higher than SONY, who will be interested?

6. Reply promptly when receiving the guest's inquiry. Even a reply in public format will let the guest know your efficiency and respect for the guest. Sometimes when you think about how to reply, the customer has already flown away. This is especially important for those businesses that advertise on Alibaba or Global Resources and have a large number of messages every day.

7. SENSE in business is essential. This is difficult to describe. In short, we can find out what is the most important factor when customers are considering whether to place an order. I once lost a list of $5 million. The specific reason is not easy to explain, but it was OK to make a phone call to clarify it. I didn't realize the importance of the call. As a result, the list was robbed by others, and I was depressed for a long time.

8. Don't say "no" to guests easily. Smooth handling is a good choice. For example, the target price of the guest is really impossible to achieve. You can say "I will help you and the boss fight for it again", or recommend products that can achieve the target price to the guest.

9. When attending the exhibition, I like to go on the first day, because except the first day, most of the business at the exhibition has no passion, and I am almost tired of dealing with the price search of customers. Those businesses that think they have hot eyes treat guests differently. These are deadly. The exhibition is just a few days. Please give 12 points to give every guest who comes to your booth a good impression.

10. Sitting in the office, repeating the same work, sending and receiving emails.... Many people have worked for several months but have no orders, or even no clue. I believe that most salesmen have experienced this situation. When I was in the factory, I also had this kind of confusion. When I came to the trading company, I realized that the original customer development was not purposeful, that is, it did not focus on key customers at all, but on extensive contacts. Naturally, it was difficult to achieve results. In business, before sending email to new customers, make sure that your email is valuable to customers. For example, if you are making cheap gifts and want to develop the American market, you should know that the target customers are WAL-MART, DOLLAR TREE, DOLLAR GENERAL Stationery makers should know that the target guests are OFFICE MAX, OFFICE DEPOT You should know CIRCUITCITY, RADIO SHACK, STAPLES As long as these guests capture one, the business volume will be enough for the boss to laugh for several months.

11. Questions about the quotation. Most of the current customers have their own quotation format, which is convenient for comparison, but there are factories that can't understand the business, even lazy, and can't fill in timely, complete, and correctly. They always feel that their quotation is OK, and there is no need to fill in such complicated things. But from the customer's point of view, if a factory salesperson can't even do a simple thing like a quotation well, how can he rest assured to hand over the order to you.

12. Questions about business skills. If you want to become a real business, you should pay attention to things other than foreign trade. I mean, in addition to documents, customs declaration and other things that only foreign trade can involve, you should learn more business skills from domestic salesmen. I have posted this before, but it has not been widely recognized. In practice, I deeply feel how foreign trade business is doing business, and business smell is much worse than domestic salesmen. Although we face different markets and customers, business skills are interlinked. (PS. My LP works in the world's largest trading company and is recognized as one of the golden salesmen. I am learning business skills with the help of LP)

13. About payment method. In foreign trade business, payment risk is high, so when considering the payment method, we should first pay attention to controlling the risk, which is understood by everyone. Then, if the customer's payment method conflicts with your risk control, which affects the transaction, how can we get the order and ensure the payment. I have no choice but to go to China Export and Credit Insurance Corporation. Although the procedures are complicated, once the insurance is underwritten, it is absolutely safe.

14. The relationship between business and boss. When I was negotiating with the factory, I obviously felt that talking with the boss was more effective than talking with the business, because the business never knew where the boss's bottom line was, which raised the question of how much the business should know when preparing for negotiation. Don't think that the boss is trusting you by throwing the bill of materials to you. How to grasp the boss's mentality is also what the salesperson needs to learn, especially when the price is not agreed.

15. This one should be sent to the salesmen of the factory. Because in my experience, the service awareness of factories, especially the business of large factories, is very poor. What I mean by service is not that the guests come to serve tea, but that in daily communication with guests and dealing with problems, we should have the awareness of not only making good products, but also making good service. For example, I want a business to help me handle samples. He is tired of doing it and complains that I am the most annoying of his customers. Just think, if the waitress blames the guests while pouring tea, can he continue. Here, we should remind some young women businesses not to play a lady's temper or be coquettish in front of guests, even if they have a good relationship with guests at ordinary times. Foreign trade business pays attention to the rigorous and meticulous style, and must not show a little woman's face in front of guests.

16. Now some marketing books emphasize that salesmen should be neither humble nor arrogant when meeting customers. However, many businesses have only done their best and are cool in front of customers. It's cool. I don't even know the basic situation of the factory after asking many questions, and I put on an expression of "your question is ridiculous". It seems that it is easy to be not inferior, but it is not so easy to be not arrogant at the same time.

17. In school, I also learned some courses in marketing, including psychology, but now it seems that those things are not mastered by people like me who have few years of social experience, especially those who are engaged in foreign trade. The interpersonal relationship is relatively simple, and it is basically impossible to accurately grasp the psychology of customers in negotiations. Therefore, if you don't have enough complicated thoughts, don't waste time and energy to guess what the guests are thinking, let alone make any judgments based on the guess. All judgments must be based on facts.

18. A customer contact list is very important. It is best to compile one in your own OUTLOOK, and send some new products and quotations every other time. Although it is only a matter of hands, it can make customers keep an impression on you. In fact, the number of valuable guests is limited. After the early screening and screening, how to let potential guests place an order becomes the first priority, and how to keep customers' impression of you is the first step to success.

19. Guests are also human beings, and they will also make mistakes and be impolite. Therefore, for those guests who do not scold enough to calm people's anger, they must scold, and they must scold severely. However, after scolding, they must call to explain that they are too young and impulsive, and other appropriate comforts, such as not only sulking in the chest, but also not offending the guests.

20. When I do business in the factory, I often feel that procurement and finance are more difficult to deal with than customers, and a lot of time and energy are spent on internal consumption. Now, if you want to get the support of the company, you must pay attention to the interpersonal relationship at ordinary times, and do not be arrogant.

如何获取对外贸易订单？

  现在，对外贸易，就象在自己家门口做生意一样。那么应当注意什么呢？戴宇阳 朋友，精通外贸，做过很多生意，他的一些经验很值得学习借鉴。

                         -------- 诸葛长青

   1、在工厂时，客人抱怨价格太高时，我总是说一分钱一分货，以质量好来回复。进入贸易公司后，才知道价格才是硬道理，特别是大客人，对价格的考虑绝对是高于对质量的考虑的。而且千万不要以为自己做不了的价格别人也做不了，在你这里一分钱的货，别的工厂半分钱就可以了。以电子厂为例，光是在广东东莞一个地方就有大大小小3000多家，客人的选择余地是非常大的。所以在客人威胁不降价就转单的时候，千万不要以为以他的价钱根本转不出去。

　　2、如果客人说要验厂的话，你的机会就来了，千万不要嫌麻烦，只有大客户才会在下单之前验厂的。

　　3、不要过分向有意愿的客户吹嘘现有的业绩。我曾经碰到有的业务，和我谈价格时，大谈他的一个大客户如何如何，说别人一个月200K的订单也是这个价格。这样的谈法，等于是在封我的嘴，我当时就感觉他已经吃撑了，再给饭也不要了。

　　4、答应的事情要做到，即使完成不了也要提前告诉客人，不要拖到客人来问才说。诚信太重要了，不只是公司，个人诚信也很重要，即使单子没做成，至少保住了在客人面前的诚信，无论是对业务，还是对自己将来的发展都大有好处。

　　5、报价要有技巧。关于这个问题，已经有很多帖子，但我不吐不快，因为居然有的工厂业务把价格报个天高（比其他工厂高3～4倍！！），还好意思说自己是因为质量过硬，在我追问到底好在哪里，又说工程人员比较清楚，自己不知道！！客人都不傻，如果相同容量的MP3，报价比SONY还高的话，又有谁会感兴趣呢？

　　6、接到客人讯盘时要及时回复，即使是一封大众格式的回复都会让客人知道你办事的效率及对客人的尊重。有时候等你考虑好如何回复，报价时，客人已经飞掉了。对于那些在阿里或者环球资源上做广告，每天有大量讯盘的业务，这点尤其重要。

　　7、生意上的SENSE必不可少。这个东西比较难描述，简单的说是能够发现客人在考虑是否下单时，最主要的因素是什么。我曾经丢掉一个500万美金的单子，具体原因不方便说明，但是当时只要打一个电话澄清一下就OK了，我没察觉出这个电话的重要，结果单子被别人抢了，郁闷了好一阵。

　　8、不要轻易的对客人说“不”。圆滑的处理是好的选择。例如，客人的目标价格实在是做不下来，可以说“我再帮您和老板争取一下”，或者推荐可以达到目标价格的产品给客人。

　　9、参加展会时，我最喜欢在第一天去，因为除了第一天，大多数参展的业务都没有了激情，对于客人的寻价几乎是疲于应付。那些自以为有火眼睛睛的业务则对客人区别对待。这些都是很致命的。展会就那么几天，拜托各位打足12分精神，给每一个到你展位的客人良好的印象。

　　10、坐在办公室里，重复着千篇一律的工作，发邮件，收邮件。。。。很多人干了几个月却没有订单，甚至一点头绪都没有。相信多数的业务员都经历过这样的情况。本人在工厂时也有过这样的迷茫，来到贸易公司，才知道，原来的客户开发很没有目的性，即，根本没抓重点客户，而是泛泛的联系，自然很难有成果。做业务，在开始向新客人发邮件前，一定要确认你的邮件对客人是有价值的。例如，如果你是做廉价小礼品的，又想开发美国市场，你就要知道目标客人是WAL-MART, DOLLAR TREE, DOLLAR GENERAL....做文具的就要知道目标客人是OFFICE MAX, OFFICE DEPOT....做家电的就要知道CIRCUITCITY, RADIO SHACK, STAPLES....这些客人只要攻下一家，业务量就够老板笑几个月了。

　　11、关于报价单的问题。现在的客户大都有自己的报价单格式，方便比较，但是有工厂的业务不能理解，甚至偷懒，总是不能及时，完整，正确的填写，总觉得自己的报价单就OK了，不需要再填那么复杂的东西。但是站在客人的立场上，如果一个工厂的业务人员，连报价单那么简单的东西都做不好，怎么会放心把订单交给你呢。

　　12、关于商业技巧的问题。如果大家想成为真正的业务的话，就要注意一下外贸以外的东西，我是指除了单证，报关等等只有外贸才会涉及的东西，还要多多向国内的业务员学习业务的技巧。这一点我以前也发过帖子，不过并没有得到广泛的认同，而本人在实践中深刻感受到外贸业务在如何做生意，以及商业嗅觉上比国内的业务员差的好多。大家虽然面对的市场和客人不同，但是，商业的技巧是互通的。（PS.本人的LP在世界第一大贸易公司工作，是公认的金牌业务员之一。本人正在LP帮助下学习商业技巧）

　　13、关于付款方式。做外贸生意，付款风险大，所以，在考虑付款方式时，要首先注意控制风险，这个道理大家都明白，那么，如果客人的付款方式和你的风险控制发生冲突，影响成交时，该如何既拿到订单，又确保收款呢。本人只有笨办法，去找中国出口信用保险公司，虽然手续复杂，但是一旦承保，绝对安全。

　　14、业务和老板的关系。我在和工厂谈判时，明显感觉到和老板谈比和业务谈有效果，因为业务永远都不知道老板的底线在哪里，这就带出一个问题，业务在准备谈判时，到底该知道多少。千万不要以为老板把BOM单丢给你，就是对你的信任了，如何把握老板的心态，也是业务员要学习的东西，特别是在价格谈不拢时。

　　15、这一条要特别送给工厂的业务员。因为在我的经历中，工厂，特别是大工厂的业务，服务意识很差。我说的服务不是说客人来了端茶倒水，而是说在日常与客人交流和处理问题上，要有不光做好产品，还要做好服务的意识。例如，我要一个业务帮我处理样品的事情，他做着做着就烦了，抱怨说他的客人中我是最烦人的一个。试想，如果饭店服务员一边给人倒茶一边埋怨客人，他还能干下去吗。这里要提醒一些年轻的女业务，不要在客人面前耍小姐脾气或者撒娇，即使平时和客人关系再好也不可以，外贸生意讲究的是严谨，细致的作风，切不可在客人面前显示出小女人的面目。

　　16、现在有的营销书上强调业务员在见客户时，一定要不卑不亢。但是很多业务只做到了不卑，在客户面前很酷。酷也就算了，很多问题一问三不知，连工厂的基本状况都还不了解，而且摆出一副“你的问题真可笑”的表情。看来，做到不卑很容易，但是同时做到不亢，就不是那么简单了。

　　17、在学校里，我也学过一些营销方面的课程，其中心理学的内容也有涉及，不过现在看起来，那些东西不是我辈这种没几年社会经历的人能掌握的，特别是做外贸的，本来人际关系就比较简单，想要在谈判中准确把握客人的心理基本是不可能的。所以，没有足够复杂的思想，就不要浪费时间和精力去猜测客人在想什么，更不要基于猜测做任何的判断，所有的判断一定要有事实做基础。

　　18、一份客户联系名单是很重要的，最好是在自己的OUTLOOK里编一份，每隔一段时间就发一些新产品拉，报价拉之类的，虽然只是举手之劳，但是却可以让客人对你保持印象。其实，有价值的客人是有限的，在经过了前期的散网和筛选后，如何让有潜力的客人下单就变成第一要务，而让客人保持对你的印象是成功的第一步。

　　19、客人也是人，也会发昏犯错，也会不礼貌，所以，对于那些不骂不足以平民愤的客人，一定要骂，而且要狠狠的骂，不过，骂完之后，一定要打电话解释，说自己太年轻，比较冲动之类的适当安抚一下，既除了胸中闷气，又不得罪客人。

　　20、我在工厂做业务时，经常觉得采购和财务比客人还要难对付，很多的时间和精力都花在内耗上了。现在想起来，要得到公司内部的支持，就一定在平时就注意搞好人际关系，切忌目空一切骄傲自大。

(This article is an original article by Zhuge Changqing, and the pictures are selected from the Internet. Welcome to forward it, and please indicate the source for forwarding)

Introduction to Zhuge Changqing: Zhuge Changqing, the inheritor and promoter of traditional Chinese culture, is willing to "learn from sages, promote virtue, revitalize China and benefit the world" together with people with the same ideals in the world.

(Zhuge Changqing: zhuge8031@163.com ）

Zhuge Changqing mailbox：

zhuge8031@163.com

Zhuge Changqing's Chinese Dream

Learn from sages and carry forward virtue

Revitalizing China for the benefit of the world

 （本文是诸葛长青原创文章，图片选自网络。欢迎转发，转发引用请注明出处）

诸葛长青简介：诸葛长青，中国国学传统文化传承弘扬者，愿与天下志同道合者一起“学习圣贤、弘扬善德、振兴中华、造福世界”。

（诸葛长青：zhuge8031@163.com）

Zhuge Changqing mailbox：

zhuge8031@163.com

  诸葛长青中国梦  

学习圣贤 弘扬善德

振兴中华 造福世界

Selected Articles in Previous Periods

Click the article title to view

往期精选文章

点击文章标题查看

1The wisdom of traditional Chinese culture changes the destiny: filial piety to parents+five in one+self-improvement

1 国学智慧改命运：孝敬父母+五合一+自强不息

2Zhuge Changqing's Three Golden Keys to Changing Destiny

2诸葛长青改命运三把金钥匙诸葛长青施食仪轨 （十五步简洁版）

3Zhuge Changqing's Greeting Ritual (15 Steps Concise Version)

3 诸葛长青施食仪轨 （十五步简洁版）

4How to repent: the ritual of repentance and the method of repentance (full version)

4   如何忏悔：忏悔仪轨忏悔方法（完整版）

5How to read the Dizang Sutra: Methods for reciting Dizang Sutra (complete version)

5 如何念地藏经：念地藏经仪轨方法（完整版）

6How to release? The ritual of releasing life

6怎样放生？放生仪轨

7Zhuge Changqing's Repentance Culture: A Case Study of Repentance Methods for Changing Destiny

7诸葛长青忏悔文化：改变命运忏悔方法案例

8Free Life Culture: Free Life Culture in Ancient China

8放生文化：中国古代的放生文化

9Shocking photo of feeding: Buddha, Bodhisattva and Dharma Protector come to the scene

9施食震撼照片：佛菩萨护法神亲临现场

10Feeding Rite Return: the return is changed to simple return

10施食仪轨回向：回向修改为简洁回向