某些人最纠结的问题：客户问是贸易企业还是工厂？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户问了小 Y 一个问题：<strong style="color: blue;">你们是 Trading 还是 Manufacturer？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">01</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">我认为要看<span style="color: black;">详细</span><span style="color: black;">状况</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">其实这个问题我之前的<span style="color: black;">文案</span>里<span style="color: black;">亦</span>说过，像这种问题，要看<strong style="color: blue;"><span style="color: black;">详细</span><span style="color: black;">状况</span></strong>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">可能已说过，我不<span style="color: black;">爱好</span>太过中正的价值观，这可能会和众多外贸大神清一色的“<strong style="color: blue;">诚实论</strong>” 不相符，但我有我的路。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我实打实地做了十年外贸业务，从工厂到纯外贸<span style="color: black;">机构</span>再到工贸一体，我接触过太多的客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸中各个客户的<span style="color: black;">状况</span><span style="color: black;">亦</span>很<span style="color: black;">繁杂</span>，很难简单地用一种处理方式来应对。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我信奉“<strong style="color: blue;">铜钱理论</strong>”，铜钱外圆内方，其实很像<span style="color: black;">营销</span>人员的性格写照。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对外，<span style="color: black;">咱们</span>与客户接触和洽谈时要“圆”。<span style="color: black;">这儿</span>的“圆”并非是一味的“圆滑”，而<span style="color: black;">更加多</span>应该<span style="color: black;">表现</span>的是情商，与人沟通的能力，读取和分析信息的能力，获取信任的能力等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对内，<span style="color: black;">咱们</span>要有做人<span style="color: black;">办事</span>的原则。内心为“方”，有内心的坚守。不违背良知，不恶意欺诈。真诚积极地<span style="color: black;">帮忙</span>客户，力求实现双赢。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">其实这两点并不矛盾。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有时候，我会说自己是工厂，出口是设立了单独的贸易<span style="color: black;">机构</span>；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有时候，我会说自己是贸易<span style="color: black;">机构</span>，<span style="color: black;">咱们</span>有自己的工厂；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有时候，我会说自己是贸易<span style="color: black;">机构</span>，跟<span style="color: black;">非常多</span>专业的工厂有紧密合作。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">02</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">这个问题素有争论</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">关于客户问 Are you Trading or Manufacturer 怎么回复的问题，历来素有争论，并且可能以后还会继续下去。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有人说，<strong style="color: blue;">你明明是外贸<span style="color: black;">机构</span>，非要说自己是工厂。当婊子还想立牌坊？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我有点<span style="color: black;">不睬</span>解这类人的思想，一是这类人习惯于偷换概念和诡辩，外贸<span style="color: black;">机构</span>和婊子有什么可类比的联系？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">二是这类人带着<span style="color: black;">显著</span>的有色眼镜。做生意不分贵贱，三六九等。<span style="color: black;">大众</span>平等的，外贸<span style="color: black;">机构</span><span style="color: black;">亦</span>好，工厂<span style="color: black;">亦</span>好，都有各自的<span style="color: black;">优良</span>劣势。何来外贸<span style="color: black;">机构</span>低人一等？</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>时候<span style="color: black;">咱们</span>都会听到一句：<strong style="color: blue;">客户不会<span style="color: black;">留意</span>你是外贸<span style="color: black;">机构</span>还是工厂，<span style="color: black;">仅在</span>意你<span style="color: black;">是不是</span>能满足了客户的<span style="color: black;">需要</span>。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这句话听起来似乎<span style="color: black;">特别有</span>道理，洗脑力十足。但这句话本身<span style="color: black;">最少</span>有两个问题：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">少了前提<span style="color: black;">要求</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">个例不足以推及到<span style="color: black;">所有</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">虽然素有争论，但其实并<span style="color: black;">无</span>什么标准答案。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">03</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">要看<span style="color: black;">区别</span>的行业及客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这个问题，<span style="color: black;">倘若</span>要说<span style="color: black;">尽可能</span>客观<span style="color: black;">有些</span>，<strong style="color: blue;"><span style="color: black;">那样</span><span style="color: black;">便是</span>要看<span style="color: black;">区别</span>的行业以及客户。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">行业怎么理解？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有些行业<span style="color: black;">制品</span>很杂，部分客户不想太操心，<span style="color: black;">期盼</span>供应商能整合采购，<span style="color: black;">那样</span>更偏向于跟外贸<span style="color: black;">机构</span>合作。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有些行业，则大部分客户更<span style="color: black;">期盼</span>直接跟工厂合作，你即使诚实说是外贸<span style="color: black;">机构</span>，客户<span style="color: black;">亦</span>会回一句 we only work with manufacturer 并立即走开，九头牛都拉不回来。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当然这种<span style="color: black;">状况</span><span style="color: black;">亦</span>不是不可扭转，除非你确实能<span style="color: black;">得到</span>机会证明，你虽然是贸易<span style="color: black;">机构</span>，<span style="color: black;">然则</span><span style="color: black;">同样</span>的质量下，你的价格比<span style="color: black;">非常多</span>工厂还低。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">客户怎么理解？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有些<span style="color: black;">机构</span><span style="color: black;">分部</span>和人员结构齐全，有专门的采购<span style="color: black;">分部</span>养了不少人。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">机构</span>养这些人<span style="color: black;">便是</span>要降低<span style="color: black;">机构</span>成本<span style="color: black;">加强</span>利润的，<span style="color: black;">便是</span>要找到生产商，<span style="color: black;">创立</span>生产商到仓库的供应<span style="color: black;">掌控</span>管理。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">要不凭什么这些采购的员工一年拿六七万美金？不<span style="color: black;">定时</span><span style="color: black;">研发</span><span style="color: black;">有些</span>新的供应商？不出差到中国印度泰国来验验厂？不去供应商那里走走维系一下关系？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这些都计入绩效指标考核，工作不积极淘汰走人！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这般</span>标准化管理的客户，<span style="color: black;">她们</span>只<span style="color: black;">思虑</span>和工厂合作，千万别奢望他会<span style="color: black;">由于</span>你的诚实而感动到下单给你。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">还有<span style="color: black;">有些</span>客户<span style="color: black;">机构</span>，可能员工工作范围和责任不<span style="color: black;">那样</span><span style="color: black;">知道</span>，身兼数职；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">或</span>老板的重心不在节流而在开源，扩展业务上；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">或</span>业务多元化，<span style="color: black;">制品</span>线分散非<span style="color: black;">重点</span>业务等等，<span style="color: black;">那样</span>可能就不<span style="color: black;">那样</span><span style="color: black;">留意</span>你<span style="color: black;">是不是</span>是工厂还是外贸<span style="color: black;">机构</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;">为何</span>大部分客户不愿意跟外贸<span style="color: black;">机构</span>合作？<span style="color: black;">重点</span>还是这些<span style="color: black;">原由</span>：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">认为直接和 Manufacturer 合作，减少了中间环节，价格会低<span style="color: black;">非常多</span>。 其实，外贸<span style="color: black;">机构</span>的价格未必高，工厂的价格<span style="color: black;">亦</span>未必低。但你要令大<span style="color: black;">都数</span>客户能转变<span style="color: black;">这般</span>的观点，几乎很困难！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">沟通<span style="color: black;">不方便</span>，需要在工厂和客户中间等待意见，来回确认。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">某些行业，如<span style="color: black;">繁杂</span>工艺的<span style="color: black;">制品</span>，外贸<span style="color: black;">机构</span>人员的<span style="color: black;">制品</span>专业度<span style="color: black;">显著</span><span style="color: black;">不足</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸<span style="color: black;">机构</span>合作的工厂<span style="color: black;">非常多</span>，可能这次货给这家工厂做，下次给那家工厂做，货物质量的稳定性得不到<span style="color: black;">保证</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">04</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">说谎是个技术活儿</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">有人说，我<span style="color: black;">便是</span>不<span style="color: black;">爱好</span>说谎话。感觉说了个谎还要硬去圆，好累！</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">的确，有些话可能你说的时候没经过<span style="color: black;">思虑</span>，就随口说了，后面却<span style="color: black;">发掘</span> bug。偏偏你圆场的能力又不行，于是说出一个又一个蹩脚的谎话。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而客户呢，碰到过形形色色的供应商，<span style="color: black;">有些</span>蹩脚的谎话客户实在听腻了！有时候只能无奈地看着你<span style="color: black;">扮演</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">其实，<span style="color: black;">这儿</span>面所需的技术含量和沟通技巧其实挺高。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我做过工厂外贸，做过纯外贸<span style="color: black;">机构</span>外贸，再到工贸一体的外贸，我<span style="color: black;">非常</span><span style="color: black;">熟练</span>我的行业，我<span style="color: black;">晓得</span>客人会关注什么，会问<span style="color: black;">那些</span>问题，我<span style="color: black;">晓得</span>做<span style="color: black;">那些</span>方面会<span style="color: black;">增多</span>信任度。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而你可能总有某个方面没做好，让客人产生<span style="color: black;">可疑</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">最简单的例子，注册<span style="color: black;">机构</span>的时候，你的<span style="color: black;">机构</span>英文名<span style="color: black;">为何</span>要用 IMP & EXP 呢？<span style="color: black;">为何</span>要用 TRADING 呢？我肯定<span style="color: black;">不消</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我用 XX PLASTIC PRODUCTS CO., LTD. 我用行业词，我用<span style="color: black;">制品</span>词。你<span style="color: black;">为何</span>会让客人生疑？这是你要<span style="color: black;">思虑</span>的细节。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">说实话，我在工贸<span style="color: black;">机构</span>工作时 (Industrial & Trading Co., Ltd)，<span style="color: black;">亦</span>经常会有客户问你们是工厂还是贸易<span style="color: black;">机构</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我说<span style="color: black;">咱们</span>是工贸一体的<span style="color: black;">机构</span>，但工厂和贸易是<span style="color: black;">掰开</span>经营的，工厂是一家<span style="color: black;">机构</span>贸易是一家<span style="color: black;">机构</span>，<span style="color: black;">机构</span>名分别是 ABC xxxx, XYZ xxxx，欢迎您来参观！并发过去各类<span style="color: black;">咱们</span>工厂的证书。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因为</span><span style="color: black;">咱们</span>的网络营销布局<span style="color: black;">已然</span>基本完成，网站<span style="color: black;">亦</span>建得不错，<span style="color: black;">因此</span><span style="color: black;">实质</span>问这个问题的客户并不是<span style="color: black;">非常多</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><span style="color: black;">亦</span>只是随便问一句，真正带着<span style="color: black;">可疑</span>眼镜不依不挠来问的客户，<span style="color: black;">机构</span>400多个成交客户中挑不出几个来。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我<span style="color: black;">通常</span>泛泛地解释一下就够了，从来<span style="color: black;">亦</span>不需要特地解释清楚，<span style="color: black;">亦</span><span style="color: black;">无</span>几个客人深度纠结这个，非要像侦探<span style="color: black;">同样</span>探查你到底是不是真的工贸<span style="color: black;">机构</span>还是个纯外贸<span style="color: black;">机构</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">反而是<span style="color: black;">另一</span>一个问题问得多<span style="color: black;">有些</span>：订单谈好了做 SC/PI 的时候，客户会问，<span style="color: black;">为何</span>你们账户<span style="color: black;">机构</span>名<span style="color: black;">叫作</span>（离岸<span style="color: black;">机构</span>名）和你们<span style="color: black;">机构</span>名<span style="color: black;">叫作</span>不<span style="color: black;">同样</span>？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我<span style="color: black;">一般</span>是跟客人说：This is our off-shore company, which registed for some financial use. Don’t worry, we are the same company.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有时候客户不明白，我就写完整版本：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">This is our off-shore company for some financial use, we use it for collecting dollors from foreign customers. With this, we can use the dollors at free, we can keep it in accout or pay it to someone abroad ( e.g. pay a foreign middleman commission). Otherwise:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1) under government’s administration, it’s quite difficult for paying dollars to foreign country.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2) for each use of foreign exchange payment, we will be forced to do “foreign exchange verification” by government. We need to make detailed record & report for each overseas income and wait long time for verification. Then after verification, they will change the dollors into RMB, it’s quite incomvenient for us.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">That’s why we use off-shore company and account for collecting payment. Hope you could understand.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">基本上这么解释过的，到<span style="color: black;">此刻</span>还<span style="color: black;">无</span>纠结不付款的！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>你看，<span style="color: black;">非常多</span>时候客户只是随便一问，你<span style="color: black;">必定</span>要有实现头脑风暴的准备。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户<span style="color: black;">发掘</span>你对问题回复解释得很认真时，他<span style="color: black;">都数</span><span style="color: black;">亦</span><span style="color: black;">欠好</span>意思继续纠结下去。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">有人问：你装作工厂，客户要证书的时候，你怎么办？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">确定的一点是：我会把工厂的证书要来。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">以前，我会有两个<span style="color: black;">选取</span>：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1）赌 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2）PS</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我在工贸<span style="color: black;">机构</span>的时候，<span style="color: black;">有些</span><span style="color: black;">咱们</span>不生产的<span style="color: black;">制品</span>，我会把供应商的证书 PS 一下发给客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">可能是我 PS 技术好或运气好，客户从来没<span style="color: black;">由于</span>证书找过我麻烦。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">原由</span>可能是<span style="color: black;">咱们</span>自己<span style="color: black;">机构</span>的证书基本的都有<span style="color: black;">亦</span>都真实，ISO9001，IS14001，CE，FDA (Food Contact Test Report) 等等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>有 PS 的证书掺杂其中，客户并<span style="color: black;">无</span><span style="color: black;">发掘</span>。<span style="color: black;">或</span>客户只是流程性地要去看一下，走个形式。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">从我创业之后，我<span style="color: black;">已然</span>放弃了第 2 条，<span style="color: black;">通常</span>都会<span style="color: black;">选取</span>第 1 条。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">赌客户不去联系证书里的工厂，赌我的供应商即使收到某个客户的英文邮件<span style="color: black;">亦</span>会转给我。<span style="color: black;">倘若</span>赌输了，我认！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">04</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">看你和供应商关系的牢靠度</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">上面说了这么多，其实还是要看<span style="color: black;">详细</span><span style="color: black;">状况</span>的。其中<span style="color: black;">尤其</span>重要的一点是，<strong style="color: blue;">你和供应商之间的关系牢靠程度。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这一点，我<span style="color: black;">尤其</span>想类比高中<span style="color: black;">理学</span>力学的理论<span style="color: black;">来讲</span>明：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">你和供应商之间的关系以及利益能<span style="color: black;">不可</span>平衡，把内力消化，使得你们<span style="color: black;">作为</span>一个整体，这个很关键，这<span style="color: black;">亦</span>是外贸人需要<span style="color: black;">始终</span>在<span style="color: black;">奋斗</span>的工作。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">能看做整体时，我会跟客户说<span style="color: black;">咱们</span>是工厂<span style="color: black;">或</span>工贸；<span style="color: black;">不可</span>看为整体时，我会跟客户说<span style="color: black;">咱们</span>是贸易<span style="color: black;">机构</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当你跟供应商的关系达到<span style="color: black;">必定</span>程度，<span style="color: black;">例如</span>，他非常依赖你的订单。<span style="color: black;">那样</span>即使你不提，他<span style="color: black;">亦</span>会主动提出<span style="color: black;">有些</span>做深层次利益绑定的<span style="color: black;">意见</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">而在这个例子中，我<span style="color: black;">意见</span>小 Y 实话实说。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">由于</span>简单沟通之后，我<span style="color: black;">认识</span>到小 Y 跟供应商之前才合作过一两次，合作时间不长，相互<span style="color: black;">亦</span>不算<span style="color: black;">尤其</span><span style="color: black;">认识</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">另一</span>，我做过<span style="color: black;">非常多</span>中东客户客户，沙特、阿联酋、科威特、卡塔尔、黎巴嫩等，这些中东客户会经常来中国转转，<span style="color: black;">非常多</span><span style="color: black;">亦</span>是每年常规在展会前后会参观参观<span style="color: black;">机构</span>，<span style="color: black;">瞧瞧</span>供应商，而且<span style="color: black;">此刻</span>四月份<span style="color: black;">亦</span>是广交会之前。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>我认为实话实说是当前这个<span style="color: black;">状况</span>下最好的<span style="color: black;">选取</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">最后，小 Y 打算这么跟客户说：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">We are not manufacturer, but we’ve been doing this line for many years. I know you are managing the other products, umbrella, pens, hope we could have further cooperation in the future.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我赶紧制止，这么说并<span style="color: black;">欠好</span>。说的有点多了，反而可能会起<span style="color: black;">消极</span>效果。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">虽然小 Y 是想表达<span style="color: black;">咱们</span>是外贸<span style="color: black;">机构</span>，<span style="color: black;">因此</span>你有其他的<span style="color: black;">制品</span>在采购，<span style="color: black;">咱们</span><span style="color: black;">亦</span><span style="color: black;">能够</span>合作。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">重视</span>，你在谈当前的订单，你<span style="color: black;">乃至</span>还没收到定金，八字还没一撇，关系<span style="color: black;">亦</span>没到那一步，又提他的其他<span style="color: black;">制品</span>雨伞、笔什么的<span style="color: black;">亦</span>能<span style="color: black;">期盼</span>再合作<strong style="color: blue;">，反而会对你影响你的专业度的 Image。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">别什么<span style="color: black;">皆想</span>做，先把你的<span style="color: black;">制品</span>做好有满意度了，有信任<span style="color: black;">基本</span>之后，再<span style="color: black;">思虑</span>其它的事儿。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>记住：<strong style="color: blue;">每次集中去谈一件事</strong>，<span style="color: black;">尤其</span>是 skype 这种即时通讯软件，让你可能很容易跟客户沟通，话<span style="color: black;">亦</span>会很容易多说。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">最后，当然你要<span style="color: black;">重视</span>说辞。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有些人可能就简单一句话，嗯，<span style="color: black;">咱们</span>是外贸<span style="color: black;">机构</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">但积极的<span style="color: black;">营销</span><span style="color: black;">必定</span>会表达：<strong style="color: blue;">即使告诉客人<span style="color: black;">咱们</span>是外贸<span style="color: black;">机构</span>，<span style="color: black;">咱们</span><span style="color: black;">亦</span>要让客人觉得他的<span style="color: black;">选取</span>是正确的！</strong></p>
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