哪些制品在非洲供不该求？老外贸开拓非洲市场4年的精华总结
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">关于作者：索菲，现任国外采购集团促销礼品采购经理，国内主流外贸论坛及杂志特约专栏作者。十年外贸实战经验，<span style="color: black;">善于</span>商务英语写作，勤奋<span style="color: black;">阳光</span>，热爱分享。公众号：索菲外贸笔记。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">网上看到对非洲客户的特点概况很以偏概全，不是信誉<span style="color: black;">欠好</span>，就<span style="color: black;">说到</span>单量小。这个主题我的发言权应该比<span style="color: black;">很强</span>，非洲<span style="color: black;">始终</span>是<span style="color: black;">咱们</span>的主打市场。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一个TURNKEY PROJECT，从客户的厂房建设，再到生产设备，从包装设计到耗材供应，从<span style="color: black;">帮忙</span>品牌上市的促销<span style="color: black;">方法</span>到促销礼品，<span style="color: black;">触及</span>的<span style="color: black;">制品</span>方方面面达上百种类。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最大的几个客户每年订单都很稳定，<strong style="color: blue;">我连续四年负责非洲市场的采购，接待过<span style="color: black;">非常多</span>非洲客户，<span style="color: black;">亦</span>实地去过非洲几次，<span style="color: black;">累积</span>了<span style="color: black;">非常多</span><span style="color: black;">优秀</span>的非洲客户。 </strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">个人感觉非洲市场的前景很广阔，对非洲<span style="color: black;">有没有</span>以名状的好感。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">本文主旨</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1）非洲土地上的印巴人 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2）非洲市场特点和发展趋势 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3）非洲客户的特点（附应对技巧） </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4）<span style="color: black;">研发</span>非洲客户的黄页<span style="color: black;">举荐</span> </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5）非洲贸易的付款<span style="color: black;">要求</span>谈判 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">6）<span style="color: black;">怎样</span>应对非洲客户索要邀请函？ </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">7）非洲国家的清关认证<span style="color: black;">需求</span> </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">8）关于对尼日利亚的误解 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">9）后记 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">以下只对我这些年打交道过的非洲客户和对非洲市场的分析作总结，如有其它<span style="color: black;">弥补</span>，请多指教。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Part 1: 非洲土地上的印巴人</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非洲是黑人土生土长的<span style="color: black;">地区</span>，但黑人却不是非洲的主宰者。在加纳，在肯尼亚，在乌干达，在尼日利亚尤其到了毛里求斯，你会发觉映入眼帘的<span style="color: black;">更加多</span>的是棕色皮肤的人。<span style="color: black;">她们</span>是印巴人。或叫巴基斯坦后裔。但其实都是印度人，<span style="color: black;">她们</span>在印巴分治前都属同一血统。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">之前<span style="color: black;">颁布</span>的坦桑尼亚<span style="color: black;">巨豪</span><span style="color: black;">亦</span>是印度人。印度人大规模北漂到非洲<span style="color: black;">能够</span>追溯到18世纪之后，比中国人抢占先机。而这一先机，让印度人在非洲的产业发展比中国人繁荣得多。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">印度人虽然<span style="color: black;">无</span>融入非洲，却找到了印非文化/习俗/宗教信仰/语言的平衡点，引领<span style="color: black;">非常多</span>非洲人。<strong style="color: blue;">这是出自当地印巴人的话：Chinese, you call it Africa, but we call it home. （中国人你<span style="color: black;">叫作</span><span style="color: black;">这儿</span>是非洲，而<span style="color: black;">咱们</span><span style="color: black;">已然</span>把它当成家）。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有时候<span style="color: black;">非常多</span>单子的直接负责人其实是印度后裔，<span style="color: black;">因此</span>很难避免不进入杀价竞价环节。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Part 2 : 非洲市场特点和发展趋势</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非洲人口高达12亿，消费市场巨大，但物资贫乏。大到钢铁铝材，机械设备，粮食，电动车，小到深圳制造的手机，义乌制造的工艺品，再到生活用品<span style="color: black;">例如</span>婴儿尿布，日用品尤其是塑料制品，礼品，装饰品，灯饰，等等都是需求量<span style="color: black;">极重</span>的<span style="color: black;">制品</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;">这儿</span>重点讲三种在非洲供<span style="color: black;">不该</span>求的</span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">制品</span>系列</span></strong></span><strong style="color: blue;"><span style="color: black;">：</span></strong></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;">①假发，美发护发用品：</span></strong><span style="color: black;">在非洲<span style="color: black;">相关</span>头发的事都叫头等大事。非洲<span style="color: black;">女性</span>的真头发大概<span style="color: black;">仅有</span>一两厘米长，<span style="color: black;">况且</span>是毛茸茸的小短发，所见的造型各异的发型几乎都是假发。</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;">她们</span><span style="color: black;">这般</span>其实是为了避免夏天虫子在头发上肆意生长，<span style="color: black;">同期</span><span style="color: black;">亦</span>比乱蓬蓬的卷发舒服凉快，经济<span style="color: black;">要求</span><span style="color: black;">准许</span>的非洲人都会去专业的理发店打理。大<span style="color: black;">都数</span>护发用品是从美国/中国进口的，而非洲假发中国造，中国假发多为河南造，这是后话。 </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;">②布料，辅料，服装：</span></strong><span style="color: black;">棉花是非洲的重要经济作物，种植地区很广，但是产业链不完善是硬伤。<span style="color: black;">她们</span>缺乏加工能力，还是只能依赖进口的布艺，面料，<span style="color: black;">乃至</span>成品的服装。<span style="color: black;">咱们</span>的一个客户，在当地开了类似宜家的家居基地，每年从中国浙江柯桥等地进口的窗帘布艺高达几十万美金。</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;">③包装材料：</span></strong><span style="color: black;">尤其是矿泉水标签和饮料瓶标签。<span style="color: black;">因为</span>气候和水资源稀缺，矿泉水和饮料很受欢迎，<span style="color: black;">因此呢</span>收缩膜PVC shrink label等标签经常会以一个季度/半年的订量在返单。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">对非洲的物资和技术等输出上，中国与印度的竞争<span style="color: black;">亦</span>是相当激烈的。在<span style="color: black;">研究</span>技术，采矿，制造和建筑业<span style="color: black;">咱们</span>占据<span style="color: black;">优良</span>，而在<strong style="color: blue;">农业，纺织，食品</strong>等<span style="color: black;">她们</span><span style="color: black;">亦</span><span style="color: black;">一样</span>占有<span style="color: black;">优良</span>。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">虽然物资稀缺，物流不发达，<span style="color: black;">然则</span>非洲的电商平台<span style="color: black;">已然</span>展露尖尖角。像尼日利亚最大的Konga, 中国人创办的Kilimall, <span style="color: black;">或</span>南非号<span style="color: black;">叫作</span>亚马逊的劲敌Takealo,<strong style="color: blue;"> 网购用户对价格会更<span style="color: black;">敏锐</span>。 </strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">4</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一带一路的政策下，中非合作项目<span style="color: black;">持续</span><span style="color: black;">起步</span>，<span style="color: black;">亦</span>带动建筑五金灯饰等装饰装修材料的需求。尤其是灯饰，非洲大<span style="color: black;">都数</span>国家照明业滞后，市场相当大的空白，<strong style="color: blue;">照明行业</strong><span style="color: black;">拥有</span>相当大的开拓<span style="color: black;">潜能</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">5</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">打通非洲市场，除了参展，更好的途径是<span style="color: black;">经过</span><strong style="color: blue;">当地的中间商/代理<span style="color: black;">帮助</span></strong>来。<span style="color: black;">更加多</span>的客户<span style="color: black;">选取</span><span style="color: black;">地区</span>代理形式是<span style="color: black;">由于</span>，代理/中间商在当地有仓库，清关能力<span style="color: black;">亦</span>强，省去<span style="color: black;">非常多</span>不必要的麻烦。收款<span style="color: black;">亦</span><span style="color: black;">能够</span>以现金形式，货到付款，这些都是<span style="color: black;">非常多</span>中国供应商<span style="color: black;">没法</span>满足得到的。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Part 3：非洲客户的特点</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;">01</span></strong></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;">非常多</span>非洲人的办事缩影。不慌不忙不紧不慢。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">尤其在工程设备，机械方面出单非常久，<span style="color: black;">因此</span>才应了标题上的拉锯战。<span style="color: black;">必定</span>要沉住气，去<span style="color: black;">协同</span>和沟通<span style="color: black;">各样</span>细节，<span style="color: black;">她们</span>理解能力有点差，尽可能解释得浅显易懂，不要和<span style="color: black;">她们</span>绕。</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;">02</span></strong></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;">非洲客户热情幽默，尤其是黑色幽默。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span><span style="color: black;">倘若</span>我<span style="color: black;">即时</span>回<span style="color: black;">信息</span>他会说：</span></p><span style="color: black;">“</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Sophie you have been very silent these days. </span></p><span style="color: black;">”</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;">或</span>会回复：</span></p><span style="color: black;">“</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">My daughter, my dear daughter.</span></p><span style="color: black;">”</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">又<span style="color: black;">或</span>在<span style="color: black;">夜晚</span>想要联系你时，说：</span></p><span style="color: black;">“</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">I am so lucky to catch you before you go to bed. </span></p><span style="color: black;">”</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;">或</span>发个<strong style="color: blue;">Take five+</strong>击掌的表情。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">遇到这类型爱说话爱描述个人<span style="color: black;">心情</span>的客户，<span style="color: black;">能够</span>和<span style="color: black;">她们</span>保持每日互动，时不时发信息给客户<span style="color: black;">平常</span>问候：</span></p><span style="color: black;">“</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">How are you? / Wish you have a lovely day today. </span></p><span style="color: black;">”</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;">或</span>发<span style="color: black;">有些</span>中国的趣闻，美食等配上文字，分享给<span style="color: black;">她们</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;">03</span></strong></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;">非洲客户书面英语<span style="color: black;">广泛</span>良好，</span></strong><span style="color: black;"><span style="color: black;">然则</span>像在多哥，摩洛哥<span style="color: black;">非常多</span>被法国殖民统治过的国家地区，法语为当地商务<span style="color: black;">重点</span>用语。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">遇到绝大数黑人客户<span style="color: black;">她们</span>会随着你的<span style="color: black;">白话</span>速度去调节，发音<span style="color: black;">亦</span>比较清晰，但<span style="color: black;">亦</span>遇到<span style="color: black;">有些</span>口音又浓又重，<span style="color: black;">由于</span>性子急，还说得<span style="color: black;">火速</span>，有时有种<span style="color: black;">好似</span>要说唱RAP的错觉。</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;">倘若</span>能学<span style="color: black;">有些</span>土著语言，是拉近和客户距离的好办法，<span style="color: black;">例如</span>斯瓦希里语。</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;">04</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">很<span style="color: black;">爱好</span><span style="color: black;">叫作</span>兄道弟，<span style="color: black;">倘若</span>你是男人，你和男客户说 </span><strong style="color: blue;">Hey Bro</strong><span style="color: black;"> 好感顿升，口头禅还<span style="color: black;">能够</span>是 </span><strong style="color: blue;">Hi my friend.</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>是遇到比较商务型<span style="color: black;">爱好</span>邮件正儿八经说事的客户，就不<span style="color: black;">意见</span>这么做。还是以常规的跟进时不时发一个<strong style="color: blue;">Gentle reminder, friendly reminder, warm reminder on+ </strong>事情去提醒<span style="color: black;">她们</span>更新<span style="color: black;">发展</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;">05</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非洲地区尤其是尼日利亚，<strong style="color: blue;">经常断电</strong>，<span style="color: black;">咱们</span>的工程师在那边可是叫苦不堪。网络信号差，有时候想和客户来一下WhatsApp连线<span style="color: black;">或</span>FaceTime<span style="color: black;">长时间</span>都没能从中缓过来，<span style="color: black;">因此</span><span style="color: black;">她们</span>大多更倾向打<span style="color: black;">tel</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">那边<span style="color: black;">由于</span>运营商多，以MTN, Airtel 等为例，<span style="color: black;">她们</span>打<span style="color: black;">tel</span>来中国资费很便宜，举个例子，在尼日利亚<span style="color: black;">她们</span>打过来几毛钱一分钟，<span style="color: black;">咱们</span>打过去可能要几块钱一分钟。 </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;">因此呢</span><span style="color: black;">倘若</span>遇到<span style="color: black;">爱好</span>打<span style="color: black;">tel</span>的非洲客户，<strong style="color: blue;"><span style="color: black;">必定</span>要做好记录，再一次书面确认重要细节</strong>。而<span style="color: black;">倘若</span>遇到<span style="color: black;">爱好</span>WhatsApp沟通细节的客户，<span style="color: black;">亦</span><span style="color: black;">必定</span>要做好记录，进行邮件确认。对<span style="color: black;">她们</span><span style="color: black;">必定</span>要不厌其烦地做个复读机，好过以后纠纷麻烦。 </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;">06</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">对<strong style="color: blue;">价格很<span style="color: black;">敏锐</span></strong></span><span style="color: black;">，一方面可能面对的是当地的印巴人，<span style="color: black;">亦</span>可能是<span style="color: black;">由于</span><span style="color: black;">她们</span>购买力有限的关系，追求性价比高的东西，<span style="color: black;">乃至</span><span style="color: black;">不吝</span>牺牲质量，追求低价。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不要太描述质量上有多好，<span style="color: black;">由于</span><span style="color: black;">她们</span>关注点<span style="color: black;">更加多</span>在价格。在讨价还价环节，要和<span style="color: black;">她们</span>解释的是，<strong style="color: blue;">人工非常贵，做工非常<span style="color: black;">繁杂</span>，成本比较高，工艺耗时<span style="color: black;">尤其</span>久</strong>，等等的<span style="color: black;">原由</span>，影响到价格<span style="color: black;">原因</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;">非常多</span>采购新手会经常货比多家，<span style="color: black;">而后</span>比较的时候又心中没谱，<span style="color: black;">因此呢</span>会纠结。<span style="color: black;">一般</span>遇到<span style="color: black;">这般</span>的客户，<span style="color: black;">必须</span>跟紧去打消<span style="color: black;">她们</span>的顾虑，多发视频，照片，<span style="color: black;">或</span>其他客户的安装<span style="color: black;">状况</span>，购买<span style="color: black;">状况</span>，展会的动态，样板间的<span style="color: black;">部署</span>，工厂的流水线等去给<span style="color: black;">她们</span><span style="color: black;">更加多</span>信赖你们的依据。</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;">07</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非洲人<span style="color: black;">非常多</span><strong style="color: blue;">很讲人情道义</strong>，深层<span style="color: black;">原由</span>是<span style="color: black;">由于</span><span style="color: black;">她们</span>常年受到的种族<span style="color: black;">卑视</span>关系。不怎么<span style="color: black;">爱好</span>欧美人，会更<span style="color: black;">爱好</span>黄皮肤的人，尤其对中国人还是有好感。</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;">必定</span>要<span style="color: black;">暗示</span>：</span></p><span style="color: black;">“</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">We would like to help you promote your business.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">We want to assist you with the best purchase.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">I treat you as my friend and I will take care of your order carefully. </span></p><span style="color: black;">”</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">让<span style="color: black;">她们</span>觉得你不是只是为了做他生意，而是真的在<strong style="color: blue;">帮他</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;">08</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;">她们</span>经济有些很紧巴，<span style="color: black;">常常</span>筹备很久<span style="color: black;">才可</span>拿钱出来做生意。<span style="color: black;">因此呢</span><span style="color: black;">必定</span>要让<span style="color: black;">她们</span>很相信你们，<span style="color: black;">否则</span><span style="color: black;">她们</span>会一惊一乍。<span style="color: black;">能够</span>从下单前的专业跟进，到过程中实时的<span style="color: black;">报告</span>做货<span style="color: black;">状况</span>，做验货报告等，去让<span style="color: black;">她们</span>觉得你们<span style="color: black;">办事</span>很专业。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Part 4：<span style="color: black;">研发</span>非洲客户的黄页<span style="color: black;">举荐</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非洲人动作很墨迹，<span style="color: black;">因此</span>收到<span style="color: black;">研发</span>信可能还真的懒得回。<span style="color: black;">因此呢</span>要打开非洲市场，除了实地拜访，参展，还<span style="color: black;">能够</span>直接<span style="color: black;">tel</span><span style="color: black;">研发</span>，<span style="color: black;">或</span>直接加WhatsApp报价，直接推广。<span style="color: black;">她们</span>有话说话，直来直去，<span style="color: black;">因此</span>不要和<span style="color: black;">她们</span>绕弯子。</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;">收录非洲各国参赞处，海关，B2B等</span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;">讯息门户网</span></strong></span><strong style="color: blue;"><span style="color: black;">：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">http://hao.360fob.com/africa_.html </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;">以下几个是</span></strong><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">研发</span>非洲市场</span></strong></span><strong style="color: blue;"><span style="color: black;">的黄页，上面的<span style="color: black;">机构</span>信息都比较齐全：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">http://www.ezsearch.co.za/index.php 南非 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">http://www.ghanaforum.com/ 加纳 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">http://sudanhome.com/ 非洲 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">http://capechamber.co.za/ 南非 </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">http://ww1.woyaaonline.com/ 非洲</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Part 5 : 非洲贸易的付款谈判</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、非洲好些国家限外汇流出，客户申请贷款，银行批复得<span style="color: black;">尤其</span>缓慢。有时候开了PI<span style="color: black;">或</span>货<span style="color: black;">已然</span>做好，仍旧要等很长的时间<span style="color: black;">才可</span>盼到定金<span style="color: black;">或</span>结清货款。</span><span style="color: black;">TT付款<span style="color: black;">必定</span>要<span style="color: black;">保持</span>款到做货，款清发货原则。</span><span style="color: black;"><strong style="color: blue;">不要开任何先河</strong>。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、来华的非洲客户很<span style="color: black;">爱好</span>现金交易，弱弱地说<span style="color: black;">必定</span>要<strong style="color: blue;">验钞机过一过</strong>。我就收过两次“假钱”。银行方面的解释是，<span style="color: black;">亦</span><span style="color: black;">不可</span><span style="color: black;">判断</span>假钱，<span style="color: black;">便是</span><span style="color: black;">设备</span>验不了。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、<span style="color: black;">触及</span>到付款<span style="color: black;">要求</span>，<span style="color: black;">必定</span><span style="color: black;">不可</span>妥协。<span style="color: black;">她们</span><span style="color: black;">非常多</span><span style="color: black;">需求</span>O/A 赊账付款，除非<span style="color: black;">她们</span><span style="color: black;">已然</span>和你们有<span style="color: black;">太多</span>次的交易往来，你们<span style="color: black;">亦</span>曾实地拜访过，否则<span style="color: black;">这般</span>的付款方式是不要去冒险的。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4、信用证<span style="color: black;">必定</span>要调查开证行的资信，<span style="color: black;">能够</span><span style="color: black;">需求</span><span style="color: black;">她们</span>通<strong style="color: blue;">过国际大银行开出，减少支付<span style="color: black;">危害</span>。</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;">更加多</span>付款<span style="color: black;">要求</span>谈判<span style="color: black;">能够</span>参照之前的分享：外贸案例 | <span style="color: black;">怎样</span>和新客户谈付款<span style="color: black;">要求</span>？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Part 6：<span style="color: black;">来讲</span>说邀请函的事</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;">首要</span><span style="color: black;">必要</span>认识到你<span style="color: black;">倘若</span>开邀请函要承担的责任和办理的手续：发邀请函是要去贸促会盖章的，贸促会会<span style="color: black;">需求</span>你出具一张担保函，担保你邀请的客户在中国不做什么违法犯罪的事情。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">而一旦你担保，接下来他来华所<span style="color: black;">出现</span>的一切你都得担待。<span style="color: black;">因此</span>要掂量好，不要被<span style="color: black;">有些</span>有心的非洲客户蒙骗。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">壹</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;">倘若</span>是老客户<span style="color: black;">需求</span>出邀请函，<span style="color: black;">那样</span><span style="color: black;">根据</span>正常程序走，<span style="color: black;">帮助</span>其办理。<span style="color: black;">倘若</span>他<span style="color: black;">需求</span>出具给他家属邀请函，以旅游签证的名义去开具。 </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;">必须</span>向<strong style="color: blue;">商务局递交客户的护照复印件和邀请函资料以及酒店的booking form</strong>，凭借这些客户<span style="color: black;">能够</span>去当地中国大使馆申请入境。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">贰</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;">针对</span>尼日利亚，贝宁，多哥等信用比较低的国家，尤其是邮件<span style="color: black;">显现</span>什么分财产，他生命垂危之类假的<span style="color: black;">不可</span>再假的故事，直接<strong style="color: blue;">当垃圾邮件处理</strong>。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">叁</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;">倘若</span>有过沟通，觉得客户可信，并且他是有意向下单的，<span style="color: black;">那样</span>以这边申请资料为名，和他要<span style="color: black;">更加多</span>的信息，先作背景分析，并且<span style="color: black;">需求</span><span style="color: black;">她们</span>先支付USD200的<span style="color: black;">花费</span>，供你们办理，等到<span style="color: black;">她们</span>下单的时候退返。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">试探<span style="color: black;">她们</span>的诚意，而开具的时候以旅游签证开具，不要加盖任何公章。<span style="color: black;">一般</span>大<span style="color: black;">都数</span>客户遇到<span style="color: black;">这般</span>的<span style="color: black;">回复</span>，是不了了之。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">只记得有一个加纳客户，是确确实实<span style="color: black;">必须</span>来华验厂。在三天后支付USD200并且扫描了所有证明身份的复印件过来。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">为了保险起见，<span style="color: black;">咱们</span><span style="color: black;">亦</span>只是发了<strong style="color: blue;">word文档不加印任何公章的邀请函</strong>过去，还是<span style="color: black;">不可</span>办成，而后他自己<span style="color: black;">经过</span>当地代理去大使馆办理，才得<span style="color: black;">败兴</span>华。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">由此证明，<span style="color: black;">她们</span>想来中国，肯定<span style="color: black;">能够</span>来得了。而即便你们不帮着出邀请函，他<span style="color: black;">亦</span>会<span style="color: black;">需求</span>其他的供应商。他来一趟，<span style="color: black;">亦</span>许会安排<span style="color: black;">非常多</span>的行程。<span style="color: black;">因此</span>新客户出具邀请函，<span style="color: black;">必定</span>要<strong style="color: blue;"><span style="color: black;">小心</span><span style="color: black;">小心</span>再<span style="color: black;">小心</span></strong>。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Part 7：非洲的清关认证</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非洲<span style="color: black;">非常多</span>国家对中国进口实行认证<span style="color: black;">需求</span>，做<strong style="color: blue;"><span style="color: black;">制品</span>符合性认证-COC报告</strong>。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">卢旺达COC，肯尼亚COC，坦桑尼亚COC，阿尔及利亚COC，津巴布韦CBCA，尼日利亚SONCAP认证都<span style="color: black;">能够</span><span style="color: black;">经过</span>代理<span style="color: black;">或</span>认证<span style="color: black;">公司</span>SGS等来办理。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">过程<span style="color: black;">需求</span>填写RFQ, 提交<span style="color: black;">制品</span>的测试报告、装箱单、形式发票和<span style="color: black;">关联</span>工厂的营业执照，后期<span style="color: black;">必须</span><span style="color: black;">根据</span><span style="color: black;">她们</span><span style="color: black;">需求</span>制作唛头，等<span style="color: black;">她们</span>的安排验货，直至验货报告符合，一切正常，才出具COC报告。</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;">因为</span>办理周期很长，有时候<span style="color: black;">必须</span>耗上十天半月<span style="color: black;">乃至</span><span style="color: black;">由于</span>检测进度，可能会更久。<span style="color: black;">因此呢</span><span style="color: black;">必须</span>在过程<span style="color: black;">持续</span>安抚客户：</span></p><span style="color: black;">“</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">We work very quickly but you know SGS people is very slow. They need to check every document we summitted carefully.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Anyway we will keep you updated about the status. / We will try our best to expedite the progress as quickly as possible.</span></p><span style="color: black;">”</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Part 8： 关于尼日利亚的误解</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这点误解和大<span style="color: black;">都数</span>人觉得非洲又热又危险的<span style="color: black;">认识</span><span style="color: black;">同样</span>的。我<span style="color: black;">亦</span>曾<span style="color: black;">这般</span>认为，直到出差时，我才<span style="color: black;">发掘</span>大部分尼日利亚客户不是<span style="color: black;">咱们</span>理解的那样。我的几个大客户都是尼日利亚的，从<span style="color: black;">第1</span>单<span style="color: black;">起始</span>都是很和谐地合作。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">尼日利亚项目落成是好运气，<span style="color: black;">然则</span>尼日利亚<span style="color: black;">做为</span>非洲<span style="color: black;">第1</span>人口大国，这个国家<span style="color: black;">亦</span>有<span style="color: black;">非常多</span>真正的大买家。</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;">为何</span>尼日利亚给外贸人的口碑<span style="color: black;">那样</span>差呢？ </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;">和国情<span style="color: black;">相关</span>。</span></strong><span style="color: black;">石油曾是<span style="color: black;">她们</span>国家最大的外汇收入，当年价格大跌后对当地<span style="color: black;">非常多</span>石油发家的商人打击惨重，<span style="color: black;">因此</span><span style="color: black;">非常多</span>受过高等教育的商人<span style="color: black;">起始</span>做起国际骗子的<span style="color: black;">跨境</span>生意。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">骗子其实<span style="color: black;">亦</span>很容易甄别，<span style="color: black;">她们</span><span style="color: black;">爱好</span>发很冗长的邮件内容却无一重点，尤其<span style="color: black;">机构</span>信息<span style="color: black;">模糊</span>谷歌<span style="color: black;">亦</span><span style="color: black;">跟踪</span>不到任何详情，可是询价的订单量却尤其惊人。没任何交道的前提下<span style="color: black;">需求</span>你出具来华的邀请函。<span style="color: black;">各样</span>理由诉说他被政府<span style="color: black;">怎样</span>打压<span style="color: black;">或</span>遇难的求助信。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">尼日利亚黑清关是不争的事实，<span style="color: black;">机构</span>注册成本低<span style="color: black;">引起</span>骗子钻空子<span style="color: black;">亦</span>是事实，但<span style="color: black;">此刻</span><span style="color: black;">非常多</span>骗子是<strong style="color: blue;">利用尼日利亚网络管理疏漏的空子借用IP<span style="color: black;">位置</span>行骗</strong>，换一句话说，骗子不<span style="color: black;">必定</span>是尼日利亚人。还是那句话千万别一概而论，一棍棒打死一国人。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">外贸人每次收到询盘都下<span style="color: black;">认识</span><span style="color: black;">第1</span>眼先<span style="color: black;">瞧瞧</span>客户是来自哪个国家，有些工厂听到印度客户都自带偏见，不愿意多谈。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">无可否认，任何<span style="color: black;">制品</span>都有自己的主打市场，<span style="color: black;">目的</span>客户群。<span style="color: black;">然则</span>越过偏见，去认识一个和你真诚沟通的客户，你的尊重<span style="color: black;">亦</span>会赢得别人对你的信任。不管你对一个国家的客户印象<span style="color: black;">怎样</span>糟糕，不妨重新思考下。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">后记</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">每次去过非洲，回来<span style="color: black;">非常多</span>人都会问非洲肯定很热很晒吧？蚊虫<span style="color: black;">非常多</span>超多？肯定很危险？<span style="color: black;">乃至</span>提醒我去洗手间要<span style="color: black;">尤其</span><span style="color: black;">重视</span>那边的卫生。脏乱差，酷热难耐，危险可能是大<span style="color: black;">都数</span>人对非洲的印象。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">去过非洲后才觉得传说中的蚊虫肆虐，并没<span style="color: black;">那样</span>夸张。大多<span style="color: black;">地区</span>尤其是首都城市都比较现代化了，<span style="color: black;">仅有</span><span style="color: black;">有些</span><span style="color: black;">地区</span>还存在动荡，我去的几趟都无风无雨的平静，<span style="color: black;">然则</span>同事去的时候，<span style="color: black;">亦</span>遇到小偷爬墙进来偷窃。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这些都是要靠个人<span style="color: black;">警觉</span>和防护，尤其女生，<span style="color: black;">必须</span>有当地熟人接洽，<span style="color: black;">保证</span>人身安全。非洲的绝大部分<span style="color: black;">地区</span>都是很太平的，民风<span style="color: black;">非常多</span><span style="color: black;">亦</span>很淳朴。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在去非洲前，<span style="color: black;">必须</span>提前10天去疫苗接种中心打黄热等疫苗，领取小黄本：疫苗接种或预防<span style="color: black;">办法</span>国际认证。<span style="color: black;">按照</span>所去的国家和时间长短不同，<span style="color: black;">必须</span>注射的疫苗<span style="color: black;">亦</span><span style="color: black;">区别</span>，<span style="color: black;">通常</span><span style="color: black;">来讲</span>有黄热、霍乱、流感、乙肝等旅行者<span style="color: black;">必须</span>的疫苗，<span style="color: black;">详细</span>内容可到当地检验检疫局网站<span style="color: black;">查找</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">物资贫乏是事实，中国制造<span style="color: black;">例如</span>华为手机或长城汽车享誉当地。CCTV播放的大自然世界在我面前展露无遗，那是属于热带国家别样的风情。天气却<span style="color: black;">亦</span>怡人，<span style="color: black;">她们</span><span style="color: black;">亦</span><span style="color: black;">必须</span>摇粒绒长衫，<span style="color: black;">亦</span>有早晚温差。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">之前我写过：非洲人<span style="color: black;">亦</span>常常说一句话，</span><span style="color: black;">"Dont worry. God controls everything."</span><span style="color: black;"> <span style="color: black;">她们</span>的喜感和超强<span style="color: black;">愉快</span>感染力<span style="color: black;">便是</span>来自<span style="color: black;">这儿</span>。 </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">而在<span style="color: black;">咱们</span>国家，Time is Money. 时间<span style="color: black;">便是</span>金钱。绝大部分的工作族<span style="color: black;">每日</span>顶着生活压力，提醒自己要<span style="color: black;">爱惜</span>每分每秒去奋斗，而非洲人却简单地把时间定义为Slowly but Surely. 慢一点，你肯定会成功的。</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;">她们</span>用<span style="color: black;">更加多</span>的时间去放松和享受，根深蒂固形成很差的时间观念<span style="color: black;">亦</span>会无形中去影响<span style="color: black;">她们</span>的工作效率。<span style="color: black;">不外</span><span style="color: black;">不可</span>以偏概全，像南非或加纳，多哥<span style="color: black;">非常多</span>大型集团的客户，<span style="color: black;">她们</span><span style="color: black;">持有</span>决策权，<span style="color: black;">商场</span><span style="color: black;">认识</span><span style="color: black;">亦</span>会相对强，信誉<span style="color: black;">亦</span>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;">在这片土地，随处可见原生态。动物仿佛才是主宰，人类皆是过客。这是非洲。观念陈旧，效率低下，办事拖沓，天性开朗，善良单纯，这<span style="color: black;">亦</span>是非洲。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">（本文由焦点视界focusvision转载自《索菲外贸笔记》）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><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>
认真阅读了楼主的帖子，非常有益。 楼主的文章深得我心，表示由衷的感谢！
页:
[1]