外贸业务员寻找客户的7个技巧，你都把握了吗？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">年末提醒：在外贸充电站对话框内发送关键词『日历』领取2022年外贸专用营销日历</span></strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/3bfa9adbd7924eca8458e0740788fefe~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1723355412&x-signature=GW9JmgMok9jGGiVdkJEysMKnep0%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">做外贸最基本的是找到客户，<span style="color: black;">倘若</span><span style="color: black;">无</span>完成这一步，纵使你有千万种转化客户的<span style="color: black;">办法</span>，<span style="color: black;">亦</span>都是纸上谈兵。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/3b5f509e9c84431984f8e3cc046bca40~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1723355412&x-signature=yfaumwoE7ME3lHvvhx%2BcpCkcUYo%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">#一 关键词法</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">选取</span>适当的关键词，直接<span style="color: black;">查询</span>潜在客户发布的求购信息。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因为</span>中文词汇丰富，<span style="color: black;">因此呢</span><span style="color: black;">选取</span>关键词的时候，不妨用同义词或近义词。<span style="color: black;">另外</span>，<span style="color: black;">触及</span>到行业的，还要<span style="color: black;">重视</span>英文中的行业术语以及对这一<span style="color: black;">制品</span>最<span style="color: black;">爱好</span>的表达方式。<span style="color: black;">例如</span><span style="color: black;">果蔬</span>菠萝，<span style="color: black;">通常</span>用pineapple，但<span style="color: black;">亦</span>有不少外国商人<span style="color: black;">爱好</span>用ananas的。多<span style="color: black;">认识</span><span style="color: black;">有些</span><span style="color: black;">关联</span>的行业英文，有助于收信息。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">判断几个同义词中哪一个更受国际<span style="color: black;">喜欢</span>，更为常用有个小窍门，<span style="color: black;">便是</span>分别去Google搜索，看哪一个得到的网页数量更多，<span style="color: black;">尤其</span>是专业网站的网页<span style="color: black;">更加多</span>。这<span style="color: black;">不仅</span><span style="color: black;">能够</span>为以后搜索信息作参考，<span style="color: black;">亦</span><span style="color: black;">一样</span><span style="color: black;">能够</span><span style="color: black;">作为</span>日后与外商交流时用词的参考。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">直接用关键词去寻找供求信息，自然比<span style="color: black;">经过</span>B2B网站去寻找得到的信息<span style="color: black;">更加多</span>、更专业<span style="color: black;">亦</span>更<span style="color: black;">仔细</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">#二 逆向法</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在国际贸易商中，无论是批发商还是零售商，<span style="color: black;">她们</span>既<span style="color: black;">必须</span>购买进货，<span style="color: black;">亦</span><span style="color: black;">必须</span><span style="color: black;">营销</span>出货，这是逆向法的关键。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">寻找<span style="color: black;">哪些</span>在网站上<span style="color: black;">营销</span>的商家对象，虽然<span style="color: black;">她们</span><span style="color: black;">无</span>发布求购信息，但既然<span style="color: black;">她们</span><span style="color: black;">营销</span>，就肯定<span style="color: black;">必须</span>货源。当然，<span style="color: black;">她们</span>肯定<span style="color: black;">已然</span>有了现成的货源<span style="color: black;">途径</span>，但并不<span style="color: black;">寓意</span>着你<span style="color: black;">无</span>机会——事实上机会比你想像的要大。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">由于</span>即使有了货源<span style="color: black;">途径</span>，<span style="color: black;">都数</span>买家并不介意多寻找合作的供货商，以降低<span style="color: black;">危害</span>，择优比较或讨价还价。更何况，<span style="color: black;">非常多</span><span style="color: black;">制品</span>类别<span style="color: black;">同样</span>而款式<span style="color: black;">区别</span>，你完全<span style="color: black;">能够</span>向<span style="color: black;">她们</span><span style="color: black;">举荐</span>你的多款<span style="color: black;">制品</span>。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p26-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/b772c3beca22456098849b1f85f400db~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1723355412&x-signature=allrahd55F%2BtSyE2PYCpKa5%2BtL4%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">显然，寻找这些在自己的网站或其他网站上<span style="color: black;">营销</span><span style="color: black;">制品</span>的客户，比寻找求购者要容易得多。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">独一</span>的<span style="color: black;">阻碍</span><span style="color: black;">便是</span>这些客户在互联网上<span style="color: black;">颁布</span>的，自然<span style="color: black;">都数</span>是客户负责<span style="color: black;">营销</span>的<span style="color: black;">分部</span>联系方式。<span style="color: black;">怎样</span>在与客户<span style="color: black;">营销</span><span style="color: black;">分部</span><span style="color: black;">tel</span>或电子邮件联系的时候，争取<span style="color: black;">帮忙</span>你转到采购<span style="color: black;">分部</span>，这就<span style="color: black;">必须</span>各自为人处事的技巧了。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">反过来向<span style="color: black;">营销</span><span style="color: black;">制品</span>的客户推销，争取<span style="color: black;">作为</span>其货源，这种逆向法成功的机会比想像的要大得多。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">#三 横向法</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">除了专业性很强的<span style="color: black;">制品</span>，<span style="color: black;">非常多</span><span style="color: black;">制品</span><span style="color: black;">尤其</span>是工艺品和家居<span style="color: black;">平常</span>消费品类别，其潜在客户面是相当广的。当<span style="color: black;">咱们</span>获知一个客户信息的时候，即使他采购的<span style="color: black;">制品</span>并不是你生产的东西，但只要类别接近，仍不妨一试，不管是<span style="color: black;">制品</span>功效接近还是材质接近。<span style="color: black;">例如</span>，向求购木相框的客户推介金属相框，向玻璃杯的买家推销彩绘玻璃碟等，横向地开拓<span style="color: black;">制品</span>外延，争取交易机会。</p><span style="color: black;">尤其</span><span style="color: black;">重视</span>的是，<span style="color: black;">针对</span>横向法找到的客户，促销方式不宜急切。因客户已有预计的采购项目，急切反而<span style="color: black;">导致</span>反感。最好是比较平和的<span style="color: black;">供给</span><span style="color: black;">意见</span>和<span style="color: black;">新闻</span>的方式，只做介绍，不急于成交，争取客户主动提出进一步<span style="color: black;">认识</span>的<span style="color: black;">需求</span>，就成功了一半。
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">横向法<span style="color: black;">能够</span>和逆向法结合<span style="color: black;">运用</span>，扩大寻找买家的范围。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">#四 纵向法</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">纵向法多用于原材料和半成品的<span style="color: black;">营销</span>，即<span style="color: black;">认识</span>你的<span style="color: black;">制品</span>的<span style="color: black;">最后</span>用途或深加工用途，除了专门的原料采购商以外，寻找<span style="color: black;">哪些</span>在网上发布了这些下游<span style="color: black;">制品</span><span style="color: black;">营销</span>信息的商家，与之联系。<span style="color: black;">一般</span>，<span style="color: black;">营销</span>信息比购买信息要容易<span style="color: black;">查询</span>，联系方式等<span style="color: black;">亦</span>更开放。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">关键词法、逆向法、横向法和纵向法，相辅相成，结合在<span style="color: black;">一块</span>用效果更好。尤其是有机会参加传统交易会，收集了<span style="color: black;">海量</span>名片以后，再<span style="color: black;">经过</span>这几个<span style="color: black;">办法</span>拓展，<span style="color: black;">能够</span><span style="color: black;">极重</span>拓展贸易空间。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">#五 <span style="color: black;">研发</span>信</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">得到潜在客户的联系方式以后，接下来当然是主动出击，吸引客户，争取贸易机会了。<span style="color: black;">因此呢</span>，<span style="color: black;">研发</span>信很重要。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">研发</span>信习惯的格式，<span style="color: black;">首要</span>是说明<span style="color: black;">得到</span>客户联系方式的途径，<span style="color: black;">以避免</span>唐突。<span style="color: black;">例如</span>"有幸在广交会上得到您的名片"、"经同行介绍"、"在某某网站上看到您的求购信息"等等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">接下来，简要介绍一下自己的<span style="color: black;">状况</span>，<span style="color: black;">包含</span><span style="color: black;">机构</span>规模、成立时间（国际贸易商<span style="color: black;">喜爱</span>成立时间较久的企业，觉得信用度较高）、<span style="color: black;">制品</span>，<span style="color: black;">尤其</span>是主打<span style="color: black;">制品</span>的简介，对双方合作的诚意以及联系方式等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">必须</span><span style="color: black;">重视</span>的是，<span style="color: black;">研发</span>信应言之有物，凸显<span style="color: black;">机构</span>与<span style="color: black;">制品</span>的<span style="color: black;">优良</span>，<span style="color: black;">加强</span>吸引力。但<span style="color: black;">亦</span>不宜太过<span style="color: black;">仔细</span>，长篇大论。须知<span style="color: black;">研发</span>信不是作文比赛，其目的是<span style="color: black;">导致</span>客户的<span style="color: black;">重视</span>和兴趣，引诱客户回复联系。<span style="color: black;">因此呢</span>，有收有放，有所<span style="color: black;">保存</span>，“欲知<span style="color: black;">状况</span><span style="color: black;">怎样</span>请联系详谈”才是上招。<span style="color: black;">怎样</span>写好<span style="color: black;">研发</span>信可拓展参考：优秀思路的<span style="color: black;">研发</span>信到底应该怎么写？附进阶模板。</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;">以下是一封<span style="color: black;">研发</span>信的例子</span></strong></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;">Dear Mr. Steven Hans,</span></strong></span></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;"><span style="color: black;">Best regards,</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;">Dafu Wong</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">#六 电子邮件战</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">电子邮件<span style="color: black;">日前</span>是外贸中最基本的联系方式，<span style="color: black;">无</span>电子邮箱，外贸寸步难行。</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;">创立</span>了网站，<span style="color: black;">一般</span>就会<span style="color: black;">同期</span><span style="color: black;">持有</span>一个网站下的电子邮箱，这是外贸的首选。<span style="color: black;">由于</span><span style="color: black;">这般</span>的电子邮箱会以你的网站名字<span style="color: black;">做为</span>后缀名，给人一种正规的、有实力的感觉。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/2e2cc645fe9f4681a89960c50cb5e1cd~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1723355412&x-signature=LV%2BFfo3%2BM7yrW7jgeaZmJrj0XFI%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">无论<span style="color: black;">运用</span>的是什么来收发邮件，都<span style="color: black;">意见</span>做个签名档，即固定的邮件落款，以<span style="color: black;">表示</span>正规。利用好电子邮件，能发挥出远远超过"联系方式"这一简单的功效。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">首要</span><span style="color: black;">由于</span>电子邮件通讯成本很低，在市场<span style="color: black;">研发</span><span style="color: black;">周期</span>不像传统的<span style="color: black;">tel</span>或传真容易<span style="color: black;">导致</span>客户反感。其次，电子邮件的格式和措辞比较<span style="color: black;">容易</span>，比古板的<span style="color: black;">机构</span>传真<span style="color: black;">更易</span>接近与陌生客户间的距离。</p><span style="color: black;">另外</span>，电子邮件既然格式不限，适当用<span style="color: black;">有些</span>缩略语或网络<span style="color: black;">平常</span>符号，能<span style="color: black;">容易</span>气氛，沟通感情。<span style="color: black;">例如</span>用hi代替古板的Dear，用":—)"<span style="color: black;">暗示</span>微笑等，但这<span style="color: black;">必定</span>要在<span style="color: black;">创立</span>联系，<span style="color: black;">经过</span>几次信以后再用，否则容易适得其反。电子邮件中，最<span style="color: black;">平常</span>的问题<span style="color: black;">便是</span>客户不回信：<span style="color: black;">研发</span>信总是<span style="color: black;">无</span>回复的<span style="color: black;">原由</span>和<span style="color: black;">处理</span>对策。
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">#七 展会及客户跟进</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">虽然网上外贸的比重越来越大，但传统的交易会仍是直接寻找客户的主流形式，效果<span style="color: black;">亦</span>更为集中。尤其是广交会，来自全世界的进出口贸易商来参观洽谈。<span style="color: black;">那样</span>参加广交会，该<span style="color: black;">重视</span>些什么呢？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">首要</span>，<span style="color: black;">必定</span>要<strong style="color: blue;">深入<span style="color: black;">认识</span>你的<span style="color: black;">制品</span></strong>，记牢<span style="color: black;">区别</span>的品质与价格，尤其是款式较多的<span style="color: black;">制品</span>类别。其次，准备好记录的工具，细致而快速记录客户的询问和<span style="color: black;">需求</span>，这一点非常重要，是后期跟进的关键。<span style="color: black;">另外</span>，利用机会参观同行的参展摊位，<strong style="color: blue;"><span style="color: black;">认识</span>竞争对手的动态</strong>，可能的话，与<span style="color: black;">先辈</span>同行交流一下，互通信息，结交<span style="color: black;">伴侣</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">交易会上，<strong style="color: blue;">待客热诚周到</strong>，<span style="color: black;">倘若</span>碰到几个客户<span style="color: black;">同期</span><span style="color: black;">拜访</span>的情形，<span style="color: black;">重视</span>先招呼，再<span style="color: black;">根据</span><span style="color: black;">次序</span>一个个地谈，不可冷落了客户，但<span style="color: black;">亦</span><span style="color: black;">尽可能</span>不要<span style="color: black;">同期</span>与几个客户谈。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">交易会上<span style="color: black;">常常</span><span style="color: black;">能够</span><span style="color: black;">就地</span>拿到订单合同，但<span style="color: black;">更加多</span>的工作则要后期跟进。交易会结束回来以后，<span style="color: black;">即时</span>整理资料，对<span style="color: black;">拜访</span>过摊位的客户，一一发信问候，确认询问事宜，<span style="color: black;">弥补</span>更<span style="color: black;">仔细</span>的<span style="color: black;">制品</span>资料，<span style="color: black;">促进</span>客户的兴趣变成<span style="color: black;">实质</span>的订单。<span style="color: black;">怎样</span>正确参展可拓展参考：花大价钱去参展，效果却<span style="color: black;">不睬</span>想怎么办？</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;">另重要提醒：</span></strong><span style="color: black;">早已<span style="color: black;">作为</span>外贸人<span style="color: black;">研发</span>客户重要<span style="color: black;">途径</span>的领英(LinkedIn)，在中国大陆登录会被强制<span style="color: black;">转</span>至更新改版后的领英职场，失去了直接进行搜索客户，添加好友，沟通对话等<span style="color: black;">研发</span>客户<span style="color: black;">必须</span>的功能。<span style="color: black;">非常多</span>人<span style="color: black;">因此呢</span>而手忙脚乱，不<span style="color: black;">晓得</span><span style="color: black;">怎样</span><span style="color: black;">处理</span>应对，<span style="color: black;">乃至</span>是一顿瞎折腾，<span style="color: black;">引起</span>自己的领英(LinkedIn)账号被封。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其实我在<span style="color: black;">第1</span>时间就<span style="color: black;">已然</span>分享了非常<span style="color: black;">仔细</span>的应对<span style="color: black;">办法</span>，只要<span style="color: black;">根据</span><span style="color: black;">过程</span>去做就<span style="color: black;">能够</span><span style="color: black;">处理</span>。不要去走弯路，更不要去走错路：</span>领英(LinkedIn)改版！什么功能都<span style="color: black;">无</span>了。外贸人该怎么继续用领英(LinkedIn)<span style="color: black;">研发</span>客户？</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/62c43e701e164a22b766fea81ec9abf8~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1723355412&x-signature=%2Fr124NoTZT%2FcnkR8qtI6SNQK3Ws%3D" style="width: 50%; margin-bottom: 20px;"></div>
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