搞不清楚这5大盲区，外贸新人必吃大亏！
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-axegupay5k/3dfa3b9e43754158bb94f7a403635ec4~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725031124&x-signature=8nopqxB5gGY2VS%2FIp7L5VSx7sso%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这是Mike外贸说的第 1138 篇原创<span style="color: black;">文案</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;">还在为接不到外贸订单而深感迷茫？新手小白<span style="color: black;">亦</span>能<span style="color: black;">容易</span>上手，避开误区，直取订单！今天就来聊聊<span style="color: black;">哪些</span>让外贸新人快速成长的外贸技巧，让你在激烈的市场竞争中脱颖而出！</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;"><span style="color: black;"><span style="color: black;">01 </span></span><span style="color: black;"><span style="color: black;">直接做外贸业务员，别做跟单</span></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;"><span style="color: black;">非常多</span>外贸新人初入职场会<span style="color: black;">选取</span>或被安排从外贸跟单做起，这种工作<span style="color: black;">常常</span>新人陷入琐碎的工作中，难以真正<span style="color: black;">认识</span>外贸业务实操的全貌。外贸业务的核心工作是拓客与谈判，前者负责增量，后者负责转化，而非是接单后琐碎的跟进工厂与出货工作。</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;">我要说的是，直接做外贸业务员能成长得更快。</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;">在外贸<span style="color: black;">研发</span>客户方面要着重强调，<span style="color: black;">针对</span>新人而言，找到<span style="color: black;">供给</span>资源支持的<span style="color: black;">机构</span>是一件好事，但千万不要过分依赖于<span style="color: black;">机构</span><span style="color: black;">供给</span>的资源，<span style="color: black;">持有</span>自主拓客能力<span style="color: black;">亦</span>很重要，否则一旦离开当下的工作环境，你将又被打回原形。</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;"><span style="color: black;"><span style="color: black;">02 </span></span><span style="color: black;"><span style="color: black;">在选品方面有什么<span style="color: black;">意见</span>？</span></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;">曾经有<span style="color: black;">非常多</span>人问过Mike，做外贸<span style="color: black;">到底</span>该<span style="color: black;">选取</span>什么样的<span style="color: black;">制品</span>？</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;">其实在我的眼里都差不多，只要是<span style="color: black;">日前</span>市面上能看到的<span style="color: black;">制品</span>，都有人在<span style="color: black;">挣钱</span>。做的好坏与个人认知和业务能力<span style="color: black;">相关</span>系，<span style="color: black;">制品</span>的影响极为有限。<span style="color: black;">针对</span>外贸新人<span style="color: black;">来讲</span>，只要不做价值太高的大型机械或生产线这种谈判周期长、复购率低的<span style="color: black;">制品</span>，其实都差不多。</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;">想要<span style="color: black;">晓得</span>某类<span style="color: black;">制品</span>有<span style="color: black;">无</span>人在出口，有多少人在出口，出口的<span style="color: black;">制品</span>类型<span style="color: black;">怎样</span>，其实只要去阿里国际站、中国制造<span style="color: black;">这般</span>的大型 B2B 平台上搜一下就<span style="color: black;">晓得</span>了。</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;"><span style="color: black;">倘若</span>你问的是新兴市场趋势，其实是有<span style="color: black;">有些</span>热门趋势的。当前，新能源、医疗器械与设备、环保材料和<span style="color: black;">制品</span>、人工智能等<span style="color: black;">行业</span>正<span style="color: black;">处在</span>高速发展<span style="color: black;">周期</span>，是外贸业务的新风口。</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;"><span style="color: black;">此刻</span>绝大<span style="color: black;">都数</span><span style="color: black;">制品</span>市场竞争都已白热化，虽竞争激烈，但只要有足够的业务能力和敏锐的市场洞察力，就<span style="color: black;">必定</span>能在<span style="color: black;">目的</span><span style="color: black;">行业</span>闯出一片天。</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;"><span style="color: black;"><span style="color: black;">03 </span></span><span style="color: black;"><span style="color: black;">做外贸需要高学历，高英语水平?</span></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;"><span style="color: black;">非常多</span>人认为外贸这个行业<span style="color: black;">需求</span>高学历，高英语水平。</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;">其实Mike<span style="color: black;">自己</span><span style="color: black;">便是</span>大专学历，<span style="color: black;">能够</span>负责任地告诉<span style="color: black;">大众</span>，并不是所有外贸<span style="color: black;">机构</span>都<span style="color: black;">需求</span>应聘者<span style="color: black;">持有</span>高学历和极高英语水平。</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;">Mike的徒弟里面还有初中毕业的，但人家做出的成绩却大放异彩。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/93bc4a54c0504d00b3709253eef8a89f~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725031124&x-signature=umA1gpZ967O0jbaCoKjlE9%2B%2FTDo%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;"><span style="color: black;"><span style="color: black;">“</span></span><span style="color: black;"><span style="color: black;">靠领英前几年<span style="color: black;">研发</span>的客户深入<span style="color: black;">认识</span>合作，我接触到了阿玛尼、Polo等资源，<span style="color: black;">日前</span>正在接洽以切入合作。我正在走向人生巅峰的路上。当年那1万多学费是网贷来的，抱着<span style="color: black;">无</span>出路了投资学习的态度。谢谢您给了我一条吃饭的路。爱你呀师父</span></span><span style="color: black;">”</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;"><span style="color: black;">✅小敏的领英课程<span style="color: black;">把握</span>的确实不错，执行的<span style="color: black;">亦</span>很好，曾经多次在学员群或私信我反馈过领英上的成果。</span></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;"><span style="color: black;"><span style="color: black;">例如</span>：</span></span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/1fe5f3c3160d4ec8b4ca9af21aa80f62~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725031124&x-signature=ojM3egLr4l2PHzh46Mnpj8nCsWA%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/tos-cn-i-6w9my0ksvp/815ff6e47380493ea439bb0e72b8c15a~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725031124&x-signature=fzA4Rxe4VUMrRNUIXvlk4gpAreg%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;"><span style="color: black;"><span style="color: black;">她这一路的成长确实坎坷，<span style="color: black;">不外</span>最后的果实确实很甘甜。</span></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;"><span style="color: black;">的确有<span style="color: black;">非常多</span>学员跟我讲过<span style="color: black;">她们</span>当初是借钱或贷款买的课程。<span style="color: black;">不外</span>如有想要报课的<span style="color: black;">伴侣</span>，千万不要学她网贷，不论你多缺钱，想想其他办法，不碰网贷<span style="color: black;">便是</span>最明智的<span style="color: black;">选取</span>。</span></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;"><span style="color: black;">在她心里，是我成就了她的今天，但我想说，是她的<span style="color: black;">选取</span>成就了她的今天。就像她<span style="color: black;">同样</span>报课后翻身逆袭的学员还有<span style="color: black;">非常多</span>，有我<span style="color: black;">微X</span>的人应该都在<span style="color: black;">伴侣</span>圈见过<span style="color: black;">海量</span>反馈。</span></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;"><span style="color: black;">这<span style="color: black;">亦</span>足以印证<span style="color: black;">无</span>天生的成功者或失败者，<span style="color: black;">针对</span>任何人而言都是<span style="color: black;">同样</span>的，不论出身<span style="color: black;">怎样</span>，只要<span style="color: black;">保持</span>学习和成长，就<span style="color: black;">必定</span>会有更好的<span style="color: black;">将来</span>。</span></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;">想在这个行业脱颖而出，真正要做的是<span style="color: black;">持续</span><span style="color: black;">提高</span>综合业务能力。例如拓客能力、谈判能力、售后纠纷处理能力等，这些都是外贸业务员需要的关键能力。<span style="color: black;">倘若</span><span style="color: black;">长时间</span>在这些能力上<span style="color: black;">无</span>任何成长，做不出业绩，就算是清华、北大、复旦等知名院校毕业的，在外贸职场<span style="color: black;">同样</span>要面临被淘汰的结果。</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;">专注业务能力<span style="color: black;">提高</span>，<span style="color: black;">才可</span>成长更快，收获<span style="color: black;">更加多</span>。</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;"><span style="color: black;"><span style="color: black;">04 </span></span><span style="color: black;"><span style="color: black;">想发财<span style="color: black;">必定</span>要做大客户<span style="color: black;">优秀</span>客户！</span></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;">大客户、<span style="color: black;">优秀</span>客户是外贸业务核心，<span style="color: black;">亦</span>是实现业绩增长关键（这份外贸增长笔记，让你<span style="color: black;">容易</span>实现业绩翻倍！）。<span style="color: black;">因此</span>要<span style="color: black;">持续</span><span style="color: black;">累积</span>客户，<span style="color: black;">持续</span>筛选客户，在<span style="color: black;">区别</span>的业务<span style="color: black;">周期</span>专注<span style="color: black;">区别</span>的工作重点。</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;">想要拿下大客户，需要付出<span style="color: black;">更加多</span><span style="color: black;">奋斗</span>和时间，要深入<span style="color: black;">认识</span>潜在<span style="color: black;">目的</span>客户（外贸客户背调详参：最新版！外贸人<span style="color: black;">必须</span>：客户背景调查分析全攻略）及其<span style="color: black;">需要</span>、<span style="color: black;">目的</span>市场<span style="color: black;">状况</span>等，<span style="color: black;">供给</span>定制化<span style="color: black;">处理</span><span style="color: black;">方法</span>、<span style="color: black;">创立</span><span style="color: black;">长时间</span>稳定合作关系……这些都是与大客户合作的关键。</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;">当然，与大客户合作<span style="color: black;">亦</span><span style="color: black;">寓意</span>着高<span style="color: black;">危害</span>和挑战，<span style="color: black;">例如</span><span style="color: black;">非常多</span>大客户<span style="color: black;">需求</span>做账期，<span style="color: black;">亦</span><span style="color: black;">便是</span>平时讲的O/A。但只要经验足够，<span style="color: black;">非常多</span>问题都<span style="color: black;">能够</span>谈妥，<span style="color: black;">非常多</span>订单都<span style="color: black;">能够</span>拿下。当然，肯定不是一封两封邮件就能搞定的，需要后续<span style="color: black;">连续</span>的跟进，<span style="color: black;">连续</span>的价值传递才有机会（外贸业务员丢掉的订单里，半数以上由此<span style="color: black;">引起</span>！）。</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;"><span style="color: black;"><span style="color: black;">05 </span></span><span style="color: black;"><span style="color: black;">提成选按<span style="color: black;">营销</span>额算还是按利润算？</span></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;">提成方式，<span style="color: black;">意见</span>外贸人优先<span style="color: black;">选取</span>按<span style="color: black;">营销</span>额算，更直观透明。若按利润算，在<span style="color: black;">基本</span>成本<span style="color: black;">形成</span>方面<span style="color: black;">非常多</span>东西是非透明的，<span style="color: black;">针对</span>外贸业务员<span style="color: black;">来讲</span>不太合适。</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;">当然，大多<span style="color: black;">状况</span>下<span style="color: black;">亦</span>要<span style="color: black;">思虑</span><span style="color: black;">机构</span>实际<span style="color: black;">状况</span>，有时没得选，除非换一家<span style="color: black;">机构</span>。</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;">但<span style="color: black;">倘若</span>业务能力超强，能为企业创造巨大价值，其实<span style="color: black;">薪水</span>是<span style="color: black;">能够</span>谈的。<span style="color: black;">倘若</span><span style="color: black;">自己</span>能力平平，经验有限，其实本身是不具备谈判资本的，能有份工作就不错了，你需要在工作过程中，积极找<span style="color: black;">途径</span>（</span><span style="color: black;">免费/付费</span>）学习<span style="color: black;">提高</span><span style="color: black;">自己</span>业务能力，<span style="color: black;">将来</span>才会有<span style="color: black;">更加多</span>更好的<span style="color: black;">挣钱</span>机会。</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;">有多少人认同知识付费，就会有多少人仇视知识付费，其实后者<span style="color: black;">亦</span>将自己成长最快的方式封死了，宁愿傻干、瞎干10年，<span style="color: black;">亦</span>不愿花一年时间去认真学习<span style="color: black;">提高</span>自己，实现逆袭翻身。这两类人的差距将越来越大，前者的收获无疑将是越来越大。<span style="color: black;">倘若</span>你质疑这一点，不妨移步很严重！给今年还想继续做外贸的人提个醒！一文的留言区，看一看<span style="color: black;">大众</span>怎么说。</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;">值得强调的是，<span style="color: black;">非常多</span>人抱怨在外贸行业<span style="color: black;">挣钱</span>很难，其实未必。</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;">在任何行业，<span style="color: black;">挣钱</span>的难易程度以及<span style="color: black;">挣钱</span>的多少、<span style="color: black;">挣钱</span>的速度都是因人而异的，<span style="color: black;">由于</span><span style="color: black;">每一个</span>人当下的认知与能力水平是不<span style="color: black;">同样</span>的，而这二者才是决定你当下能够赚到多少钱、能在多<span style="color: black;">长期</span>内赚到多少钱的核心<span style="color: black;">原因</span>。这<span style="color: black;">亦</span>是我在外贸并不高级或<span style="color: black;">奥秘</span>，但<span style="color: black;">亦</span>绝非‘遍地捡金’、‘人人捡金’的行业！一文中强调的一个核心底层<span style="color: black;">规律</span>：</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;"><span style="color: black;">“</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">财富的<span style="color: black;">累积</span>速度/幅度 = 认知与能力的成长速度/幅度</span></span></strong><span style="color: black;"><span style="color: black;">”</span></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;">在<span style="color: black;">挣钱</span>这件事上，我向来是往深里想、往明里说、往实里做。我认为每一位外贸人都应该把<span style="color: black;">挣钱</span>看做<span style="color: black;">第1</span>要务，而<span style="color: black;">挣钱</span>的前提<span style="color: black;">便是</span><span style="color: black;">提高</span>认知与能力。</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;">外贸之路虽充满挑战，前/钱途却一片光明。只要<span style="color: black;">保持</span>学习和成长，将自己的认知与能力匹配上<span style="color: black;">目的</span>，就一定能够实现发财大计；<span style="color: black;">倘若</span><span style="color: black;">自己</span>认知与能力拉胯，又<span style="color: black;">不愿</span>学习和<span style="color: black;">提高</span>，再下去多少年，在收入上<span style="color: black;">亦</span>不会有任何大的长进（<span style="color: black;">挣钱</span>越来越难？<span style="color: black;">原由</span>可能出乎你的意料）。</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;">以上所有<span style="color: black;">意见</span>，都是基于我这十几年的外贸一线实战经验总结而来。当然，<span style="color: black;">倘若</span>你认为这些<span style="color: black;">意见</span>完全是胡说八道，就不要浪费你的时间，忽略<span style="color: black;">就可</span>。</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;"><span style="color: black;">期盼</span>今天的这篇<span style="color: black;">文案</span>能够为正在阅读此篇<span style="color: black;">文案</span>的你带去<span style="color: black;">有些</span>参考和<span style="color: black;">有些</span>价值，助你在外贸<span style="color: black;">行业</span>大展拳脚。</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;">欢迎转发<span style="color: black;">保藏</span>，以备不时之需。</span></span></p>
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