论坛 › 江西 › 从外贸小白到月入过万：你与销冠之间只差这套SOP！

6257rv7 发表于 2024-9-2 19:54:24

从外贸小白到月入过万：你与销冠之间只差这套SOP！

    <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;">作者 I KK</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;">深耕外贸<span style="color: black;">行业</span>9年</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;">自由职业践行者</span></span></span></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-axegupay5k/f0d08abe9fe3496586f863de7e0ccf90~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1725880888&amp;x-signature=kn4T023FFwg%2BiOxMQbk3lMufUD8%3D" style="width: 50%; margin-bottom: 20px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">作者 I KK</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;">你好呀，我是KK。</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;">之前在网上看到麦当劳员工工作手册，里面对时间有着极度苛刻的规范：</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;">例如</span>炸牛肉饼要4分钟，鸡翅6分钟，麦乐鸡3分半，鸡腿4分半；</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;">东西炸好后，后厨人员要马上放到滤网上4到7秒，<span style="color: black;">由于</span>不到4秒会比较油，超过7秒吃起来会比较干。</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;">忍不住</span>感慨：这么标准化的流程，难怪小小的炸鸡店，能席卷<span style="color: black;">全世界</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;">工作中，</span><strong style="color: blue;"><span style="color: black;">我<span style="color: black;">发掘</span><span style="color: black;">非常多</span><span style="color: black;">机构</span>的销冠和这些龙头企业<span style="color: black;">同样</span>，都有一个共性：会<span style="color: black;">创立</span>SOP</span></strong><span style="color: black;">（</span><span style="color: black;">标准操作流程</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;"><strong style="color: blue;"><span style="color: black;">有的人终日碌碌而无为，有的人事半而功倍，<span style="color: black;">她们</span>之间的差距<span style="color: black;">便是</span>一套行之有效的SOP。</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;">跟销冠们学习之后，我<span style="color: black;">亦</span>形<span style="color: black;">成为了</span>自己的SOP，</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;">分享几个外贸工作中常用到的, <span style="color: black;">期盼</span>对你有所<span style="color: black;">帮忙</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;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">01.客户资料管理SOP</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;">外贸业务员<span style="color: black;">每日</span>都会被动接收或主动<span style="color: black;">研发</span><span style="color: black;">有些</span>客户，随着入职时间变长，客户<span style="color: black;">亦</span>越来越多，</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;"><span style="color: black;">倘若</span><span style="color: black;">无</span>进行标准化管理，有时候想找个客户的历史资料都难。</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;">跟<span style="color: black;">大众</span>分享一下我的建档SOP。</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;">首要</span>是按地理分区如下图，点进去</span><span style="color: black;">客户文档的命名方式是“国家+客户名+客户类型+日期编号”</span><span style="color: black;">，<span style="color: black;">这般</span>扫一眼就<span style="color: black;">晓得</span>客户是做什么的，什么时候来的客户，</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;">进入客户文件夹，</span><span style="color: black;">按沟通进度分为：报价，样品详情，订单，出货资料，货款这些子文件夹，</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;">针对</span>重要<span style="color: black;">繁杂</span>的大客户，我会做一个跟进记录表，</span><span style="color: black;">记录重要的时间和沟通要点．</span></span></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/451bf7f9221c4242b29583b245fcbbca~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1725880888&amp;x-signature=Wl7j5vgTJMt6yKS3U8uieTDvs1Y%3D" style="width: 50%; margin-bottom: 20px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户建档SOP</p>
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    <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.复盘SOP</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;">针对</span>外贸业务，复盘是客户跟进中不可或缺的一部分．</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;">下面这个是我自己简化的客户记录模板，<span style="color: black;">大众</span><span style="color: black;">能够</span>参考一下。</span></strong></span></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p26-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/b933031c4d524bb48031c1e603950833~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1725880888&amp;x-signature=GE7M0XluV2CNwf7GqSnnpZP9Hlo%3D" style="width: 50%; margin-bottom: 20px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户复盘表</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;">表格只是一个形式，而</span><span style="color: black;">复盘的真正<span style="color: black;">道理</span>在于避免无效<span style="color: black;">奋斗</span>和重复犯错</span><span style="color: black;">，不让自己在平庸的道路上一去不返。</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;">复盘方式<span style="color: black;">大众</span><span style="color: black;">能够</span>参照GRAI模型．</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;">① </span>回顾<span style="color: black;">目的</span>（Goal）：你这个月的<span style="color: black;">目的</span>是什么？要达成什么样的结果？</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;">② </span><span style="color: black;">评定</span>结果（Result）：<span style="color: black;">瞧瞧</span>你<span style="color: black;">日前</span>得到了什么样的结果，<span style="color: black;">那些</span>客户谈成了？<span style="color: black;">那些</span>还未达预期？</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;">③ </span>分析<span style="color: black;">原由</span>（Analysis）：拿到结果，就要进行分析，<span style="color: black;">为何</span><span style="color: black;">目的</span>达不成，<span style="color: black;">原由</span>是什么？<span style="color: black;">为何</span><span style="color: black;">目的</span>达<span style="color: black;">成为了</span>，成功因子是什么？</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;">④ </span>提炼经验（Insight）：提炼出经验，巩固<span style="color: black;">优良</span>，改善劣势。</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;">《终身成长》一书中有个公式：反思+痛苦=进步。</span></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;"><span style="color: black;">复盘是个<span style="color: black;">持续</span>循环优化的过程。<span style="color: black;">必定</span>要经常做，<span style="color: black;">定时</span>做，坚持做。</span></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;"><span style="color: black;"><span style="color: black;">03.<span style="color: black;">研发</span>信SOP</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;">每一个</span><span style="color: black;">机构</span><span style="color: black;">供给</span>的<span style="color: black;">制品</span>和服务都不<span style="color: black;">同样</span>，千万不要去生搬硬套别人的邮件模板，别人觉得好的你拿来不<span style="color: black;">必定</span>有效果，</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;">必定</span>要结合自己<span style="color: black;">机构</span>的<span style="color: black;">实质</span><span style="color: black;">状况</span>，去<span style="color: black;">创立</span>自己的<span style="color: black;">研发</span>信SOP。</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;">① </span>你们<span style="color: black;">机构</span>的卖点有<span style="color: black;">那些</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;">② </span>你给<span style="color: black;">区别</span>类型的客户需要输出什么<span style="color: black;">区别</span>的信息？</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;">③ </span>给这个国家的客户要先说什么能<span style="color: black;">导致</span>他的兴趣？</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;">提前想好问题，做出<span style="color: black;">方法</span></span></strong><span style="color: black;">，下次找到客户之后，只要找出适合他这个国家这种类型的邮件模板，直接发过去就行了，</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;">而不是找一个想一次，<span style="color: black;">或</span>毫无目的地群发。</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.询盘回复SOP</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;">无论是阿里询盘，官网询盘还是社媒询盘，</span><strong style="color: blue;"><span style="color: black;">客户关心的东西都是类似的</span></strong><span style="color: black;">，</span><span style="color: black;">不外乎</span><strong style="color: blue;"><span style="color: black;">质量，价格，交期，<span style="color: black;">机构</span>实力</span></strong><span style="color: black;">这几个大类。</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;">咱们</span><span style="color: black;">能够</span>把这些问题收集起来，<span style="color: black;">而后</span>填充对应的话术SOP。</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;">举几个例子：</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;">① </span>客户说我价格比别的供应商高，我该怎么判断是真高还是客户的口头禅，要怎么<span style="color: black;">表现</span>我的<span style="color: black;">制品</span>物超所值。</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;">② </span><span style="color: black;">怎么向新客户展示<span style="color: black;">机构</span>实力？怎么设置问题，从客户口中获取信息？</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;">③ </span>客户问我交期要多久，我该怎么<span style="color: black;">表现</span>交期<span style="color: black;">优良</span>，证据是什么。</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;">这些都<span style="color: black;">能够</span>提前做好SOP</span><span style="color: black;">，<span style="color: black;">不消</span>来一个客户就打一堆字，再来一个，又打一堆，<span style="color: black;">这般</span>就<span style="color: black;">能够</span>节省<span style="color: black;">非常多</span>时间啦。</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.写在最后</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;">凡事皆可SOP，<span style="color: black;">大众</span><span style="color: black;">能够</span>沿用这个思路，把重复性的工作流程化，把流程的<span style="color: black;">过程</span>标准化，</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;">让自己的工作变得更加有条理、更<span style="color: black;">有效</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;">而这<span style="color: black;">亦</span>是你走向销冠之路的关键一步。</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;">这儿</span>会<span style="color: black;">连续</span>给<span style="color: black;">大众</span>分享外贸干货和个人成长心得，</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;">点个</span><strong style="color: blue;"><span style="color: black;">关注, </span></strong><span style="color: black;">精进路上不迷路。<span style="color: black;">这儿</span>会<span style="color: black;">连续</span>更新外贸干货+职场精进心得哦。</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;">作者介绍</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;">我是KK, 9年出口经验的外贸主管</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;">这儿</span>有</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;">【外贸技巧+自由职业实践+职场成长干货】</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;">关注我，<span style="color: black;">每日</span>进步一点点</span></span></span></p>

qzmjef 发表于 2024-9-29 09:06:20

你的话语如春风拂面，让我感到无比温暖。

1fy07h 发表于 2024-10-24 15:20:00

感谢你的精彩评论，为我的思绪打开了新的窗口。

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