海关数据没用是最大的外贸谎言！4步教你找到精细买家
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">利用海关数据<span style="color: black;">研发</span>客户到底有<span style="color: black;">无</span>用？有些外贸人的回答是：没用，<span style="color: black;">由于</span>他用海关数据<span style="color: black;">研发</span>客户就没见到效果。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这是只知其一不知其二。事实上，<strong style="color: blue;"><span style="color: black;">经过</span>海关数据，外贸企业<span style="color: black;">能够</span>分析<span style="color: black;">目的</span>市场、洞察行业趋势、监测竞争对手，更能快速定位<span style="color: black;">精细</span>买家，</strong>是外贸人<span style="color: black;">有效</span>开拓海外市场的<span style="color: black;">必须</span>利器之一。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">下面，OKKI从几个<span style="color: black;">方向</span>来跟<span style="color: black;">大众</span>分享下利用海关数据<span style="color: black;">研发</span>国外客户的<span style="color: black;">办法</span>，<span style="color: black;">期盼</span>能帮<span style="color: black;">大众</span>打开思路、拿下订单。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">1、</span>4种方式，<span style="color: black;">有效</span>利用海关数据<span style="color: black;">研发</span>客户</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不少外贸人用海关数据，都是直接按<span style="color: black;">制品</span>搜索到客户，找到联系方式直接发<span style="color: black;">研发</span>信，结果发了不少<span style="color: black;">研发</span>信出去，回复却寥寥无几，<span style="color: black;">倘若</span><span style="color: black;">这般</span>利用海关数据<span style="color: black;">研发</span>客户，能<span style="color: black;">研发</span>到只能说明是运气。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">想要用海关数据<span style="color: black;">有效</span><span style="color: black;">研发</span>客户，得用正确的<span style="color: black;">办法</span>去<span style="color: black;">运用</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">首要</span>，在<span style="color: black;">经过</span>海关数据<span style="color: black;">研发</span>客户时，你心理要清楚：</p><strong style="color: blue;">客户属于哪个行业？是专门做这一行还是涉猎众多？</strong><strong style="color: blue;">客户采购过<span style="color: black;">那些</span><span style="color: black;">关联</span><span style="color: black;">制品</span>？采购数量是多少？采购周期是多长？能接受什么价格？</strong><strong style="color: blue;">这款<span style="color: black;">制品</span>在<span style="color: black;">目的</span>市场的均价是多少？客户经济<span style="color: black;">情况</span><span style="color: black;">怎样</span>？<span style="color: black;">将来</span>有多大<span style="color: black;">潜能</span>？</strong><strong style="color: blue;">……</strong>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这一系列问题搞清楚了，你就会明白自己想要找什么样的客户，海关数据中有<span style="color: black;">那些</span>客户符合自己的<span style="color: black;">需求</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">那样</span>，<span style="color: black;">运用</span>海关数据<span style="color: black;">研发</span>客户时有什么技巧？接下来，<span style="color: black;">咱们</span><strong style="color: blue;">以OKKI CRM的「海关数据3.0」为例，教<span style="color: black;">大众</span>怎么<span style="color: black;">有效</span><span style="color: black;">研发</span>客户。</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、直接<span style="color: black;">查找</span>，筛选<span style="color: black;">目的</span>客户</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">海关数据是非常庞杂的，直接<span style="color: black;">查找</span>时应该利用<span style="color: black;">有些</span>搜索<span style="color: black;">要求</span>粗取精，筛选出相对更<span style="color: black;">精细</span>的数据。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在OKKI CRM的「海关数据3.0」中，<strong style="color: blue;">支持“<span style="color: black;">制品</span>、HSCODE（海关编码）、<span style="color: black;">机构</span>”3个维度的搜索，直接输入<span style="color: black;">制品</span>关键词<span style="color: black;">或</span>HSCODE就<span style="color: black;">能够</span>直接搜索。</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/a701f8c0add54fe18c972b9b5c991823~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=vSkyk1J21XtwvtgZDh4VwfzilnE%3D" style="width: 50%; margin-bottom: 20px;"></div>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/308d439c2896490da597b161956495c7~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=TRxPvj05pOIkNhRzU80aNf9ElAU%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">如上图所示，<span style="color: black;">倘若</span>你是做Led<span style="color: black;">制品</span>的，<span style="color: black;">经过</span><span style="color: black;">要求</span>筛选<span style="color: black;">能够</span><span style="color: black;">精细</span>搜索到"<strong style="color: blue;">近3个月4,782家来自美国的Led采购商</strong>"，<span style="color: black;">包含</span><strong style="color: blue;"><span style="color: black;">机构</span>名<span style="color: black;">叫作</span></strong>、<strong style="color: blue;">交易总额</strong>、<strong style="color: blue;">交易日期</strong>等信息。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">倘若</span>你想搜索更<span style="color: black;">精细</span>，还<span style="color: black;">能够</span>在高级筛选中<span style="color: black;">选取</span>“<strong style="color: blue;">过滤物流<span style="color: black;">机构</span>、只看有联系人的<span style="color: black;">机构</span>、从中国采购的<span style="color: black;">机构</span>、近一年新增的采购商</strong>”：</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/3116ba2c6ceb412382857792546995e6~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=MnIfgks3QlEQZ5IYLJmGK%2FLyaEs%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">值得一提的是，<span style="color: black;">每一个</span>国家的海关数据都以当地语言写就，<span style="color: black;">一般</span>需要将检索词先翻译成对应国语言再进行搜索。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">而OKKI CRM的「海关数据3.0」的独家黑科技功能，提取出5种常用语言优先进行一键翻译，避免了来回翻译的麻烦。</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/f2cff73ac67c402c8451c0ae7e50fc48~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=WzdA97rF6FTkRMM9s9%2Bmr1%2FzxDw%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;"><span style="color: black;">2、同行<span style="color: black;">查找</span>，分析竞品出口<span style="color: black;">状况</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">输入同行<span style="color: black;">机构</span>的名<span style="color: black;">叫作</span>，<span style="color: black;">能够</span><strong style="color: blue;">对同行的出口<span style="color: black;">状况</span>进行跟踪分析，<span style="color: black;">把握</span>其采购商的基本资料、采购规律和<span style="color: black;">需要</span>变化。</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/bcf0f90e23734990aab6c487eed0ff01~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=gfTCNDof6mm4pmCXtX8q9sR7oMQ%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;">重视</span>：输入<span style="color: black;">机构</span>名<span style="color: black;">叫作</span>时，最好去掉后面的单词，例如：“Guangzhou xxx Lighting Co., Ltd”，<span style="color: black;">能够</span>输入“Guangzhou xxx Lighting ”。</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、反向<span style="color: black;">查找</span>，从出口数据追寻采购商</span></strong></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;">每一个</span>国家的海关政策不<span style="color: black;">同样</span>，<span style="color: black;">准许</span>开放的海关数据<span style="color: black;">亦</span>不<span style="color: black;">同样</span>。例如，欧盟国家是不开放海关数据详情的，<span style="color: black;">倘若</span>外贸人想<span style="color: black;">研发</span>德国、法国、这些国家怎么办？<span style="color: black;">能够</span>利用反查法。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/01ed3cf3f5b74f16854c5316d29efc38~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=j%2F0xd%2B68xjqI6NUJe%2FD2zGGoplg%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">如上图<span style="color: black;">因此</span>，<span style="color: black;">倘若</span>你想<span style="color: black;">研发</span>德国、法国的Led客户，已知这些客户经常从美国、越南、俄罗斯进口，<strong style="color: blue;">你<span style="color: black;">能够</span>利用美国、越南、俄罗斯这些国家的出口数据，反向<span style="color: black;">查找</span>到欧盟国家的采购<span style="color: black;">机构</span>，</strong>这些<span style="color: black;">机构</span><span style="color: black;">一样</span><span style="color: black;">亦</span>是潜在的<span style="color: black;">优秀</span>客户。</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;">4、类比<span style="color: black;">查找</span>，开拓海外市场</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">从海关数据里找客户，其实就等于从竞争对手中撬单</strong>。<span style="color: black;">倘若</span>客户暂时<span style="color: black;">无</span>更换供应商的想法，<span style="color: black;">或</span>你的<span style="color: black;">优良</span>和之前的供应商相比并不<span style="color: black;">显著</span>，<span style="color: black;">那样</span><span style="color: black;">研发</span>起来可能并<span style="color: black;">无</span><span style="color: black;">那样</span>容易。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">此时</span>候，<span style="color: black;">咱们</span>不妨拓展下思路。<strong style="color: blue;">认真<span style="color: black;">科研</span>海关数据中采购商的<span style="color: black;">机构</span>性质，从而<span style="color: black;">认识</span><span style="color: black;">咱们</span><span style="color: black;">制品</span>在海外的分销模式和分销<span style="color: black;">途径</span>。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">举个例子，假设你是一家做太阳镜的外贸企业，<span style="color: black;">经过</span>海关数据对采购商进行<span style="color: black;">科研</span>，<span style="color: black;">发掘</span>该类<span style="color: black;">制品</span>的采购商并<span style="color: black;">不仅</span>是传统<span style="color: black;">道理</span>上的光学仪器零售和批发商，还有<span style="color: black;">非常多</span>女装用品分销商、饰品经销商、汽车零配件（4S店）的供货商，<span style="color: black;">乃至</span>是儿童用品专卖店。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这个<span style="color: black;">发掘</span>非常有意思，<span style="color: black;">亦</span>超出了<span style="color: black;">咱们</span><span style="color: black;">通常</span>的市场调研范围。聪明的外贸企业就会把<span style="color: black;">全世界</span>的"lady fashion" 和 "automotive accessories"<span style="color: black;">关联</span>的经销商搜个遍，开拓<span style="color: black;">更加多</span>有价值的客户资源。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">2、</span>结合大数据分析，<span style="color: black;">精细</span>锁定潜在客户</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">海关数据虽然能看出不少信息，却<span style="color: black;">没法</span>看出<span style="color: black;">机构</span><span style="color: black;">位置</span>、经营主业等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一般</span><span style="color: black;">来讲</span>，外贸人还需要结合大数据：<span style="color: black;">经过</span>Google等平台，手动搜索<span style="color: black;">目的</span><span style="color: black;">机构</span>的<span style="color: black;">位置</span>、背景、<span style="color: black;">机构</span>人员信息等，找到<span style="color: black;">更加多</span>有利于<span style="color: black;">研发</span>与跟进的信息。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在OKKI CRM中，<span style="color: black;">不消</span>手动一个个Google搜索<span style="color: black;">那样</span>麻烦，<strong style="color: blue;">从海关数据中<span style="color: black;">查找</span>到合适的<span style="color: black;">目的</span>客户，点击<span style="color: black;">就可</span>查看该客户的企业背景、联系方式、主营业务、交易历史、海关记录等全方位的信息。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这是OKKI重磅推出的<strong style="color: blue;">AI<span style="color: black;">制品</span>「Discovery」</strong>（智能<span style="color: black;">发掘</span>），结合大数据、网络爬虫、企业知识图谱等技术，构建了海量数据库，数据覆盖<span style="color: black;">全世界</span><strong style="color: blue;">1.2亿+企业、14亿+企业联系人</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、全方位的客户信息</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">举个例子，<span style="color: black;">咱们</span>从海关数据中随便选一家美国Led采购商Trend Smart America Ltd.<strong style="color: blue;">，点击进入<span style="color: black;">能够</span>看到该<span style="color: black;">机构</span>的联系人有802个，<span style="color: black;">包括</span>邮箱、<span style="color: black;">tel</span>、<span style="color: black;">位置</span>、社交<span style="color: black;">媒介</span>等信息，还能同步<span style="color: black;">表示</span><span style="color: black;">机构</span>黄页、<span style="color: black;">制品</span><span style="color: black;">照片</span>和网址。</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/63bc3fb0a5454002b11a822b33e72942~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=wuUKJOzM6QtR3pf0Peq%2FHFxh9uM%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不仅如此，系统还<span style="color: black;">能够</span>从该<span style="color: black;">机构</span>802个联系人中<strong style="color: blue;">自动筛选出有邮箱的联系人，<span style="color: black;">包括</span>Ta的名字、<span style="color: black;">tel</span>、职位等信息。</strong><span style="color: black;">经过</span>输入职位信息搜索，进一步找到最关键的买家决策人。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p26-sign.toutiaoimg.com/pgc-image/58582805150749828d4157ff7d047177~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=X%2BMEjgCUZ%2BQoJ5RDjeH%2F2Hp%2FZEk%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;"><span style="color: black;">2、海关数据分析</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">针对海关数据，OKKI<span style="color: black;">供给</span>了多维度的数据图表，<span style="color: black;">包含</span>这家<span style="color: black;">机构</span>的<strong style="color: blue;">进口<span style="color: black;">制品</span>词云、进口趋势、供应商区域分布、供应商分析</strong>等，<span style="color: black;">经过</span>这些数据，<span style="color: black;">能够</span>很轻易地找到并区分大买家、中型买家和小买家。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/74bba78333ec45618ac8d3b7f3139d2c~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=qk0uC%2BtzGYDDg2S1gVXRM%2B8EWvQ%3D" style="width: 50%; margin-bottom: 20px;"></div>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p26-sign.toutiaoimg.com/pgc-image/5f7ed4b08d9d4777a3776df9194c8f7b~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=rwo4rsCBiE0TrxSBO%2BucUkfzpcI%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">如上图所示，Trend Smart America Ltd.这家<span style="color: black;">机构</span>的供应商<span style="color: black;">重点</span>来自中国，2019年9月-2020年9月的贸易次数很频繁，<strong style="color: blue;">看着不像是个小客户。</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;">3、一键发送AI<span style="color: black;">研发</span>信</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">另一</span>，OKKI有个贴心的小功能。在获取了采购商的真实信息、<span style="color: black;">知道</span>是<span style="color: black;">目的</span>客户的<span style="color: black;">基本</span>上，在页面右侧即有一个<strong style="color: blue;">「AI<span style="color: black;">研发</span>信」</strong>按钮，点击系统会立即生成一封<span style="color: black;">研发</span>信，自动筛选出30个<span style="color: black;">优秀</span>联系人进行邮件营销。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/b1edb93abdc04738a2798c03244231ee~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=WVd1jIhkI5ZOsIrafJV%2F75cBkYU%3D" style="width: 50%; margin-bottom: 20px;"></div>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/f24a40ee6efd4e1a96ac562cf2aaee81~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725000413&x-signature=QSV0AJO7rpasdBPlcfZEz45g700%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">除此之外，OKKI的<strong style="color: blue;">「AI<span style="color: black;">研发</span>信」还<span style="color: black;">供给</span>适用<span style="color: black;">区别</span>场景的<span style="color: black;">研发</span>信话术模板，<span style="color: black;">加强</span>邮件打开率，</strong><span style="color: black;">帮忙</span>你更<span style="color: black;">有效</span>地<span style="color: black;">研发</span>客户。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">3、</span>小结</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">说到最后，在利用海关数据<span style="color: black;">研发</span>客户时，还有一个关键点需要<span style="color: black;">大众</span><span style="color: black;">重视</span>：那<span style="color: black;">便是</span>数据的<strong style="color: blue;">更新速度</strong>，<span style="color: black;">倘若</span>海关数据超过两年的话，真实性就会大大降低。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">与市面上同类<span style="color: black;">制品</span>相比，<strong style="color: blue;">OKKI的「海关数据3.0」更新速度更快，<span style="color: black;">每一个</span>工作日都会更新上周同期的数据</strong>。今天是9月16日，<span style="color: black;">咱们</span>的海关数据最快<span style="color: black;">已然</span>更新到了9月10日，<span style="color: black;">保准</span>给<span style="color: black;">大众</span>呈现的都是最新出炉的一手数据。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">总而言之，海关数据<span style="color: black;">做为</span>外贸大数据的产物，能<span style="color: black;">帮忙</span>外贸人<span style="color: black;">明显</span><span style="color: black;">提高</span>工作效率和客户成交率，值得<span style="color: black;">每一个</span>外贸人去深入<span style="color: black;">认识</span>和应用。</p>
“沙发”（SF，第一个回帖的人）
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