7wu1wm0 发表于 2024-8-24 19:04:55

个人做外贸SOHO需要具备哪些基本的需要？有哪些失败的教训值得咱们注意?


    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">文_猫姐</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">ID_奇来外贸圈</span></p><span style="color: black;">脑海中的SOHO<span style="color: black;">伴侣</span>，随身带着笔记本，一边工作<span style="color: black;">挣钱</span>，一边在海边享受阳光、沙滩。</span><span style="color: black;">尽管对<span style="color: black;">非常多</span>人来讲，SOHO早<span style="color: black;">已经是</span>耳熟能详的词汇，但<span style="color: black;">亦</span>有<span style="color: black;">非常多</span>人疑惑SOHO到底是什么意思。</span><span style="color: black;">SOHO全<span style="color: black;">叫作</span>Small office and Home office,翻译过来<span style="color: black;">便是</span>家庭办公室、小型办公室的意思，<span style="color: black;">实质</span>上<span style="color: black;">便是</span>自由职业者。</span><span style="color: black;">随着互联网普及及通讯技术的发展，外贸SOHO<span style="color: black;">已然</span><span style="color: black;">作为</span>一种<span style="color: black;">非常多</span>外贸<span style="color: black;">伴侣</span>，追求自由，实现财富梦想的一种途径。</span><span style="color: black;">结合<span style="color: black;">自己</span>5年的外贸<span style="color: black;">SOHO</span>经验，<span style="color: black;">这儿</span>分享<span style="color: black;">有些</span>我的<span style="color: black;">意见</span>和意见，<span style="color: black;">期盼</span>能让<span style="color: black;">大众</span>少走些弯路。</span><span style="color: black;">1</span><strong style="color: blue;"><span style="color: black;">办公<span style="color: black;">设备</span></span></strong><span style="color: black;">1、办公场所（个人<span style="color: black;">意见</span>在家庭，等生意做大，需要招人时，可才设立办公室）</span><span style="color: black;">2、<span style="color: black;">能够</span>上网的电脑</span><span style="color: black;">3、<span style="color: black;">tel</span></span><span style="color: black;">4、打印机</span><span style="color: black;">5、扫描仪（最好有一台，<span style="color: black;">能够</span>节省传真<span style="color: black;">花费</span>）</span><span style="color: black;">6、外贸网站（简洁，让客户<span style="color: black;">晓得</span>你卖什么<span style="color: black;">制品</span>就好。<span style="color: black;">倘若</span>客户资源丰厚的<span style="color: black;">伴侣</span>，网站<span style="color: black;">亦</span><span style="color: black;">能够</span><span style="color: black;">不消</span>）</span><span style="color: black;">2&nbsp;</span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">个人素质</span></span></strong><strong style="color: blue;"><span style="color: black;">1）英语<span style="color: black;">基本</span></span></strong><span style="color: black;">做外贸，英语不<span style="color: black;">必定</span>非要英语专<span style="color: black;">8、</span><span style="color: black;">白话</span>流利，但<span style="color: black;">最少</span>要能读能写；语言是工具，有好的英语<span style="color: black;">基本</span>，<span style="color: black;">能够</span><span style="color: black;">帮忙</span><span style="color: black;">咱们</span>做好外贸。</span><strong style="color: blue;"><span style="color: black;">2) 懂产品</span></strong><span style="color: black;">所有的客人买<span style="color: black;">制品</span>时，都<span style="color: black;">期盼</span><span style="color: black;">营销</span>能给到他专业意见。</span><span style="color: black;"><span style="color: black;">倘若</span>自己都不懂自己出售的<span style="color: black;">制品</span>,怎么能说服客人买<span style="color: black;">制品</span>？</span><strong style="color: blue;"><span style="color: black;">3）精通外贸全流程:</span></strong><span style="color: black;">个人做外贸和在<span style="color: black;">机构</span>做外贸是不<span style="color: black;">同样</span>的。在<span style="color: black;">机构</span>做外贸，<span style="color: black;">咱们</span>大多只需要作好外贸其中的一部分流程就好，但个人做外贸，<span style="color: black;">咱们</span>要<span style="color: black;">触及</span><span style="color: black;">全部</span>外贸流程。</span><span style="color: black;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不只需要懂<span style="color: black;">制品</span>，还要搞定客户，会做单据，懂得验货，联系货运等，每步的关键部分都要万分<span style="color: black;">重视</span>。<span style="color: black;">由于</span>出错，就得用金钱买单。</p>
    </span><span style="color: black;">一句话，想做好外贸SOHO，必须让自己<span style="color: black;">作为</span>外贸全才。</span><span style="color: black;"><span style="color: black;">意见</span>参考我公众号<span style="color: black;">文案</span><a style="color: black;"><span style="color: black;">怎样</span>入手做外贸，全流程操作<span style="color: black;">处理</span><span style="color: black;">方法</span>（含<span style="color: black;">研发</span>信，报价单，形式发票，订单，出货文件等模板）</a></span><strong style="color: blue;"><span style="color: black;">4）<span style="color: black;">把握</span>货源,<span style="color: black;">容易</span>做外贸SOHO</span></strong><span style="color: black;"><span style="color: black;">起始</span>做外贸的SOHO人士，<span style="color: black;">非常多</span>愁找不到好的货源。</span><span style="color: black;">SOHO就象贸易<span style="color: black;">机构</span><span style="color: black;">同样</span>，找到好的货源很重要。</span><span style="color: black;">合作良好的供应商,是做外贸SOHO最大的助力。</span><span style="color: black;"><span style="color: black;">制品</span>货源从哪里来？货源途径有<span style="color: black;">那些</span>？哪里进货有价格<span style="color: black;">优良</span>？这些都是SOHO人士的大问题。</span><span style="color: black;">首选<span style="color: black;">意见</span>，自己<span style="color: black;">熟练</span>的<span style="color: black;">制品</span>。还有,<span style="color: black;">拥有</span><span style="color: black;">靠谱</span>厂家的货源，将对生意有大<span style="color: black;">帮忙</span>。</span><span style="color: black;"><span style="color: black;">针对</span>之前在企业做外贸业务员，再出来做SOHO的<span style="color: black;">伴侣</span>,选什么<span style="color: black;">制品</span>来做,<span style="color: black;">她们</span>心理<span style="color: black;">通常</span>是比较有谱的。</span><span style="color: black;"><span style="color: black;">例如</span>我自己，之前在企业出来做SOHO，我的<span style="color: black;">制品</span><span style="color: black;">便是</span>和原来行业同类<span style="color: black;">制品</span>，<span style="color: black;">重点</span>是<span style="color: black;">由于</span><span style="color: black;">熟练</span>，<span style="color: black;">而后</span><span style="color: black;">亦</span>有<span style="color: black;">熟练</span><span style="color: black;">靠谱</span>的厂家，方便采购。&nbsp;</span><span style="color: black;"><span style="color: black;">此刻</span>,<span style="color: black;">针对</span>一部分做SOHO的<span style="color: black;">伴侣</span>，<span style="color: black;">她们</span>会<span style="color: black;">选取</span>网上找货源。</span><span style="color: black;">先拿小样，确定品质后再批量。网上找货源，<span style="color: black;">制品</span>范围比较广，有的<span style="color: black;">伴侣</span>，并不只做一种<span style="color: black;">制品</span>。</span><span style="color: black;"><span style="color: black;">一般</span>，这些拿货的工厂，自己<span style="color: black;">无</span>外贸<span style="color: black;">途径</span>，只能<span style="color: black;">经过</span>贸易<span style="color: black;">机构</span>出口海外。</span><span style="color: black;">这些工厂规模较小，运营成本相对较低，和<span style="color: black;">她们</span>合作<span style="color: black;">很久</span>，取得信任，<span style="color: black;">能够</span>拿到一个比较优惠的价格，从而<span style="color: black;">得到</span><span style="color: black;">巨额</span>的利润。</span><strong style="color: blue;"><span style="color: black;">5）有客户在手，再做SOHO会更好</span></strong><span style="color: black;">。</span><span style="color: black;"><span style="color: black;">非常多</span>SOHO<span style="color: black;">伴侣</span>都是在企业做过一段时间后才出来做，本身<span style="color: black;">已然</span>有一部分客户资源在手上。</span><span style="color: black;">这些客户在大<span style="color: black;">机构</span>刚好不待见，但有<span style="color: black;">需要</span>，愿意<span style="color: black;">经过</span>业务员个人采购，这是做SOHO的一个不错的<span style="color: black;">起始</span>。</span><span style="color: black;">有的<span style="color: black;">伴侣</span>是<span style="color: black;">经过</span>做国外客户代理的方式，客户给予<span style="color: black;">必定</span>的佣金，让SOHO<span style="color: black;">伴侣</span>在国内采购发货。</span><span style="color: black;">还有的SOHO<span style="color: black;">伴侣</span>与海外客户，并<span style="color: black;">无</span>代理协议，按订单供货，赚取中间差价。</span><span style="color: black;"><strong style="color: blue;">6）<span style="color: black;">保持</span>原则，做好个人<span style="color: black;">商场</span>信誉</strong></span><span style="color: black;">个人<span style="color: black;">商场</span>信誉<span style="color: black;">累积</span>起来，原则<span style="color: black;">保持</span>的时间长了，说不定工厂<span style="color: black;">能够</span><span style="color: black;">准许</span>你出货后结算货款，<span style="color: black;">乃至</span>有时<span style="color: black;">能够</span>不要订金，能大大减少自己资金的压力。</span><strong style="color: blue;"><span style="color: black;">7）良好的心理素质：</span></strong><span style="color: black;">在<span style="color: black;">作为</span>SOHO之前，就要<span style="color: black;">调节</span>好自己的<span style="color: black;">心理</span>，<span style="color: black;">由于</span>SOHO<span style="color: black;">特别有</span>可能半年<span style="color: black;">乃至</span>一年接不到一个单。</span><span style="color: black;">总之，耐得住寂寞，熬得住单荒，吃得了出差的苦,顶得住压力，保持一颗平常心。</span><span style="color: black;">3</span>&nbsp;<strong style="color: blue;"><span style="color: black;">附加点</span></strong><span style="color: black;"><strong style="color: blue;">1）付款方式要<span style="color: black;">小心</span><span style="color: black;">选取</span>：</strong></span><span style="color: black;">不管是前T/T还是L/C都要有自己的原则，千万<span style="color: black;">不可</span>动摇，否则出了问题<span style="color: black;">便是</span>自己的麻烦。</span><strong style="color: blue;"><span style="color: black;">2）资金</span></strong><span style="color: black;">：</span><span style="color: black;">资金预备，要<span style="color: black;">保准</span>即使半年、一年不开单，<span style="color: black;">亦</span>能支付自己生活费和办公<span style="color: black;">花费</span>。<span style="color: black;">倘若</span>你的客户不是和你做定金的话，你还可能需要支付工厂定金。</span><strong style="color: blue;"><span style="color: black;">3）<span style="color: black;">最少</span>一个能收外汇的账户</span></strong><span style="color: black;"><span style="color: black;">机构</span>账户<span style="color: black;">无</span>外汇额度限制，用离岸<span style="color: black;">机构</span>开离岸账户，<span style="color: black;">或</span>其他方便收外汇的账户都<span style="color: black;">能够</span>。</span><span style="color: black;"><span style="color: black;">4&nbsp;</span></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">失败的教训</span></strong></span><span style="color: black;">随着业务越做越大，<span style="color: black;">非常多</span>SOHO<span style="color: black;">伴侣</span>成立新的办公室或<span style="color: black;">机构</span>。业务多时，需要请人负责外勤，<span style="color: black;">例如</span>初步采购、品质等这些，自己<span style="color: black;">能够</span>把大部分时间放在业务开拓上。</span><span style="color: black;">但我<span style="color: black;">亦</span>见过<span style="color: black;">非常多</span>SOHO<span style="color: black;">伴侣</span>，从外贸业务员刚转到外贸SOHO时，生意火热，但过几年后就销声匿迹，转做别的了。</span><span style="color: black;"><span style="color: black;">包含</span>我<span style="color: black;">自己</span>,在第5年后，不得不结束外贸<span style="color: black;">SOHO</span>。<span style="color: black;">因此</span>，我不敢说有什么成功的经验,但<span style="color: black;">最少</span><span style="color: black;">能够</span>分享些失败的教训。</span><strong style="color: blue;"><span style="color: black;">*初始<span style="color: black;">周期</span>，SOHO<span style="color: black;">伴侣</span><span style="color: black;">重点</span>利用从事外贸业务员<span style="color: black;">时期</span>的客户资源，上一家<span style="color: black;">机构</span>的影响，初期还在。</span></strong><strong style="color: blue;"><span style="color: black;">*初期的创业激情很高，认真<span style="color: black;">协同</span>，与客户合作比较愉快</span></strong><span style="color: black;">但随着口袋<span style="color: black;">起始</span>鼓起来，创业激情慢慢褪去，还有些SOHO<span style="color: black;">伴侣</span>的胃口变得越来越大，佣金、</span><span style="color: black;">差价要得越来越高。</span><strong style="color: blue;"><span style="color: black;">*客户、工厂两边拿佣金，<span style="color: black;">引起</span>报价太高</span></strong><strong style="color: blue;"><span style="color: black;">*与货源工厂的关系处理不到位，压价太猛</span></strong><strong style="color: blue;"><span style="color: black;">
            <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">*客户资源被工厂窃取</p>
      </span></strong><strong style="color: blue;"><span style="color: black;">*客户这边<span style="color: black;">没法</span><span style="color: black;">即时</span>供货，<span style="color: black;">或</span>价格<span style="color: black;">没法</span>达到，服务跟不上，客户<span style="color: black;">选取</span>放弃</span></strong><strong style="color: blue;"><span style="color: black;">*新客户<span style="color: black;">研发</span>，后续跟不上</span></strong><strong style="color: blue;"><span style="color: black;">*<span style="color: black;">机构</span>内部人员相互猜忌、内耗等<span style="color: black;">原因</span></span></strong><strong style="color: blue;"><span style="color: black;">
            <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">*<span style="color: black;">危害</span>承受能力低，碰上金融<span style="color: black;">危险</span>或<span style="color: black;">外边</span>冲击，很容易让<span style="color: black;">机构</span><span style="color: black;">处在</span>崩溃边缘</p>
      </span></strong><span style="color: black;">最后的结果，不得不关闭<span style="color: black;">机构</span>，重新来过。</span><span style="color: black;">不忘初心，居安思危，在<span style="color: black;">这儿</span><span style="color: black;">一样</span>适应。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">结 语</span></strong></span><span style="color: black;"><span style="color: black;">此刻</span><span style="color: black;">非常多</span>人都在寻找创业的机会。事实上外贸SOHO<span style="color: black;">便是</span>一个从零<span style="color: black;">起始</span>，用知识创业的好途径。</span><span style="color: black;">随着中国改革开放的深入，世界贸易的更加便利化，<span style="color: black;">针对</span>有志创业的外贸<span style="color: black;">伴侣</span><span style="color: black;">来讲</span>，外贸SOHO将不失为一个好<span style="color: black;">选取</span>。</span><img src="https://mmbiz.qpic.cn/mmbiz_gif/Ljib4So7yuWgMKDJSic8ibuqBQ7d7YxwAJGvEgpGP2Ljdjw3sD0RPE5ODIjWmlpeBOyrZMrDfZvFaaPqdicV9VeYCA/640?wx_fmt=gif&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1" style="width: 50%; margin-bottom: 20px;">
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longshao2024 发表于 2024-9-9 07:59:00

认真阅读了楼主的帖子，非常有益。

1fy07h 发表于 2024-10-25 20:07:45

回顾历史，我们感慨万千；放眼未来，我们信心百倍。

m5k1umn 发表于 2024-11-1 21:44:38

论坛的成功是建立在我们诚恳、务实、高效、创新和团结合作基础上，我们要把这种精神传递下去。
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