阿里国际站运营篇（8）-从买家视角深入阿里巴巴国际站途径
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/5f3ca21ddab24daa9f4a29e02cf1e350~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725251671&x-signature=ejEIV5O%2FSWKWlqBw6Xsc4Zmx3tg%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;">NO.8</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;">从买家视角深入阿里巴巴国际站<span style="color: black;">途径</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">阿里巴巴国际站的买家是<span style="color: black;">那些</span>？知己知彼，<span style="color: black;">认识</span>阿里巴巴国际站的客户<span style="color: black;">才可</span>对症下药，更好地做好阿里巴巴国际站规划。今天就来<span style="color: black;">按照</span>阿里巴巴国际站<span style="color: black;">供给</span>的资料<span style="color: black;">科研</span>一下阿里巴巴国际站的买家，从阿里巴巴国际站<span style="color: black;">途径</span>深入买家视角。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p9-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/e9427e75be8147b38164a6bed913ea18~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725251671&x-signature=U84ytNQu7FUJi8KG9PxoYOuQgwk%3D" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">https://sjzxiaoshuju.com/</p>
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<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;">1、</span>国际站买家画像</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;">首要</span>先绘制阿里巴巴国际站买家画像，将买家<span style="color: black;">重点</span>分为三个大群体，<span style="color: black;">包含</span>其买家特性，阿里巴巴国际站在买家视角里的地位，买家的采购特性，<span style="color: black;">需要</span>和痛点。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1.微型创业和新网商群体</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">shopify、自建站买家</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">亚马逊、Lazada、Wish等B2C平台的长尾卖家</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">现货/成品 为主，少量试销，低成本创业</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Alibaba是重要<span style="color: black;">乃至</span><span style="color: black;">独一</span>采购<span style="color: black;">途径</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">快采快销，零库存</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;">研发</span>明星<span style="color: black;">制品</span>，寻找市场</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">痛点：选品<span style="color: black;">不良</span>，抗<span style="color: black;">危害</span>能力弱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2.中小型零售商&批发商</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;">全世界</span>线下零售商，小店主</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">B2C平台的中大型买家</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">现货/成品+部分轻定制+部分订单</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Alibaba是采购<span style="color: black;">途径</span>之一</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">发展<span style="color: black;">制品</span>线，优化<span style="color: black;">制品</span>组合</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;">制品</span>质量，<span style="color: black;">创立</span>口碑</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">痛点：采购效率低，<span style="color: black;">制品</span>交付时间</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3.中大型买家</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">中大型零售商-沃尔玛，梅西等</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">电视购物，电商自营平台等</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">订单，单量大，周期长，稳定</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Alibaba是<span style="color: black;">弥补</span>的采购<span style="color: black;">途径</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">开拓新市场，<span style="color: black;">研发</span>新品类</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">寻找<span style="color: black;">长时间</span>合作供应商</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;">制品</span>质量优于价格</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/3276afd65ade4fa68286d3d4fa44f89b~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725251671&x-signature=ydlz3tig1fAGHuppf0guRfvy8yw%3D" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">https://sjzxiaoshuju.com/</p>
</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;"><span style="color: black;">2、</span>外贸电商交易链</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;">由于</span>疫情，隔离等，近几年加速了跨境电商的发展，供求关系转到线上，外贸链<span style="color: black;">亦</span><span style="color: black;">出现</span>些许改变。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">零售商：线上柔性定制/小额高频复购</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">批发商/经销商：利润<span style="color: black;">需要</span>，绕过进口商寻求货源采购</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">进口商：因传统供应链断裂，寻求<span style="color: black;">更加多</span>供应商<span style="color: black;">保准</span>货源供货安全。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">网络新物种：新的网路结构使消费者直接进行采购。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/d4394e12f3b64dab9439e845e151daa6~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725251671&x-signature=mL6nk8MCp2HGSq9NO9K2L9wvFSQ%3D" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">https://sjzxiaoshuju.com/</p>
</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;">3、</span>B端买家决策关注点</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;">按照</span>B端买家的角色<span style="color: black;">区别</span>，会有不<span style="color: black;">同样</span>的采购周期和链路关系</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1.决策角色不一：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">老板/自用/代理</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">业务员/采购员</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">政府&公益<span style="color: black;">公司</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">地域（买家<span style="color: black;">爱好</span>）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2.决策周期不一：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">咨询（几次后记录下很大可能就会<span style="color: black;">无</span>下文了，<span style="color: black;">倘若</span>有会下单比较快）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">备货（沟通比较<span style="color: black;">仔细</span>，会进行周期安排和下试样单，再进行正常的采购安排）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">补货（各项谈好后会快速下单）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3.采购链路不一：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">运输</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">政策</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">海关</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/d5ba2b5bd146435789bda646777772cc~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725251671&x-signature=Rc%2B8JxFMiNaheuVMwyQBHqvGsdA%3D" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">https://sjzxiaoshuju.com/</p>
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<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;">4、</span>B端买家决策关注点</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;">按照</span>B端的<span style="color: black;">区别</span>，其关注点自然<span style="color: black;">区别</span>，<span style="color: black;">认识</span>这些区别后自然<span style="color: black;">能够</span>对症下药，找到响应的话术拿下客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1.微型创业和新网商群体：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一件起批/代发</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">拿样/包邮</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">时下热卖</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">折扣优惠</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">品牌分销</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2.零售批发商：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">现货库存</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">混批搭配</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">折扣优惠</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">轻定制服务</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">认证专利</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3.中大型买家：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">月年生产量</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">生产标准</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">贸易术语</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">付款方式</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">ODM/OEM</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4.详情页/旺铺/视频/沟通</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">差异化表现</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">服务关注点：响应速度/交易数据/买家评论/定制服务/售后<span style="color: black;">保证</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/4067a2278f2f4b57978c1f5f30388507~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725251671&x-signature=vnthg6RWXsuQZKkA0IU0oe7LVtc%3D" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">https://sjzxiaoshuju.com/</p>
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<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;">5、</span>国际站采购全链路</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">营销渗透：<span style="color: black;">发掘</span>/搜索-挑选-比较（多元场景/品牌营销/平台背书）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">咨询（工具赋能）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">购买（交易<span style="color: black;">保证</span>）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">复购（SCRM）</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p26-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/7c3a644a157f4733aa98f3427d881d0a~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725251671&x-signature=bKfBhgPwWsjvthG1ZqInDyQr1g0%3D" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">https://sjzxiaoshuju.com/</p>
</div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">本篇<span style="color: black;">文案</span>是<span style="color: black;">按照</span>阿里巴巴国际站资料进行整编的买家视角，内容不算多，并<span style="color: black;">无</span>仔细分解，<span style="color: black;">详细</span>的还需自己领悟，<span style="color: black;">更加多</span>针对不仅限于阿里巴巴国际站的买家内容以后有机会再做整理。</span></p>
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