底薪3K，自己选品和定价：“我是外贸新人啊，逼我创业？”
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-axegupay5k/a9dabea522b64cca8652cf426bfb0152~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725891724&x-signature=wTt4hgCjOpsom%2FMmf%2BMWotbXwPM%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 1094 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;">亲爱的Mike老师：</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;">展信安！</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;">我是今年6月份刚毕业的应届生，在XX找到了一份外贸业务员的工作，<span style="color: black;">机构</span>做传统外贸，所在<span style="color: black;">分部</span>加上经理才零星几个人，都是自己上传<span style="color: black;">制品</span>（自己制作<span style="color: black;">照片</span>视频+自己定价）。</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;">纯贸易<span style="color: black;">机构</span>，<span style="color: black;">无</span>自己工厂，<span style="color: black;">重点</span><span style="color: black;">经过</span>阿里巴巴国际站获取询盘。有询盘<span style="color: black;">或</span>TM咨询自己回复，选品是从1688网站上<span style="color: black;">自动</span><span style="color: black;">选取</span>，定价和数量<span style="color: black;">亦</span>是照搬1688商品页面上的，<span style="color: black;">而后</span>折算汇率什么的机械性计算后进行定价，这<span style="color: black;">引起</span>几乎<span style="color: black;">无</span>价格<span style="color: black;">优良</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;">我本身是英语专业，在试用期经历过外贸流程培训，进到<span style="color: black;">分部</span>后被分配到的子账号里面<span style="color: black;">无</span><span style="color: black;">制品</span>，从7月份<span style="color: black;">迄今</span>我一共传了XXX个<span style="color: black;">制品</span>，询盘少的可怜，之前出了一个几十美金的样品单，客户<span style="color: black;">亦</span><span style="color: black;">无</span>再下单了。据我<span style="color: black;">认识</span>，<span style="color: black;">分部</span>经理她一年大概是十几万美金订单，另一个同事差不多今年做了一万美金订单。<span style="color: black;">分部</span>之前是做XXX类，有几个爆品<span style="color: black;">始终</span>有询盘，从<span style="color: black;">近期</span><span style="color: black;">起始</span>店铺转做XXX和XXX<span style="color: black;">制品</span>，我发布的<span style="color: black;">制品</span>数据非常惨淡。</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<span style="color: black;">无</span>加班费，同事都是到点就走人，我<span style="color: black;">此刻</span>只拿3K底薪，不太满意<span style="color: black;">此刻</span>的薪资。</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;">我自己还是<span style="color: black;">无</span>找到方向。在网上看到您写的<span style="color: black;">文案</span>，想请您提点一下我<span style="color: black;">日前</span>能够往<span style="color: black;">那些</span>方面<span style="color: black;">奋斗</span>以及<span style="color: black;">针对</span><span style="color: black;">此刻</span>工作取舍的<span style="color: black;">意见</span>，谢谢您。</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;">此致敬礼！</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;">一位苦恼的外贸业务新人</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;">2023年11月23日</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">————————————————————————————</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;">01</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;">在传统外贸<span style="color: black;">机构</span>工作是<span style="color: black;">无</span>问题的，但当下入职的这家<span style="color: black;">机构</span>存在很大问题。<span style="color: black;">无</span><span style="color: black;">详细</span>的<span style="color: black;">制品</span>，<span style="color: black;">亦</span><span style="color: black;">无</span><span style="color: black;">详细</span>的定价。选品是外贸业务员自己选，定价是外贸业务员自己定，这就会让本就迷茫的外贸新人更加迷茫，业务<span style="color: black;">发展</span>会相当缓慢。</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;">当下工作形式同自己创业<span style="color: black;">同样</span>都会很累，<span style="color: black;">独一</span>区别<span style="color: black;">便是</span>❶有工资拿+❷<span style="color: black;">危害</span>由<span style="color: black;">机构</span>承担。</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;">其实这种模式<span style="color: black;">针对</span><span style="color: black;">机构</span><span style="color: black;">来讲</span><span style="color: black;">亦</span>不太好，<span style="color: black;">倘若</span>招聘的外贸业务员<span style="color: black;">所有</span>都是外贸老业务，可能会为<span style="color: black;">机构</span>谋取<span style="color: black;">必定</span>的利益，<span style="color: black;">倘若</span>招聘的是外贸新人，摸着石头过河，本来对业务就很迷茫，结果又要自己去选品和去定价，其实短期很难做出成绩。</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;">在这种业务模式下工作，<span style="color: black;">机构</span>资源支持几乎为0，<span style="color: black;">能够</span>说完全靠自己，更加考验外贸业务员<span style="color: black;">自己</span>业务素质。业务能力强的，终会踏出一片自己的天地，<span style="color: black;">亦</span>为今后创业打下<span style="color: black;">基本</span>；业务能力弱的，则“业绩难产”，<span style="color: black;">连续</span>煎熬。</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;">02</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;">因为</span>入职<span style="color: black;">机构</span>并未<span style="color: black;">供给</span><span style="color: black;">详细</span><span style="color: black;">制品</span>方向，自然<span style="color: black;">亦</span>就不存在固定合作工厂，<span style="color: black;">机构</span><span style="color: black;">无</span><span style="color: black;">供给</span>任何<span style="color: black;">制品</span>方向和合作工厂资源，就会<span style="color: black;">引起</span>外贸新人在选品上非常<span style="color: black;">茫然</span>，<span style="color: black;">制品</span>学习难度<span style="color: black;">亦</span>大幅<span style="color: black;">增多</span>，业务开展起来自然就非常困难。</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;">加之价格并未咨询对应<span style="color: black;">制品</span>工厂，完全是看网上标注价格，<span style="color: black;">而后</span>去加利润和成本核算，由此<span style="color: black;">引起</span>的问题<span style="color: black;">不但</span>是价格<span style="color: black;">有没有</span>竞争力，<span style="color: black;">亦</span>有可能价格完全<span style="color: black;">便是</span>错误的，<span style="color: black;">由于</span>批发网上有很大一批工厂或贸易商标注的价格并非真实卖价，可能只是标注了一个<span style="color: black;">尤其</span>低的价格去吸引买家咨询。</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;">真要在这个<span style="color: black;">机构</span>做下去，就要<span style="color: black;">调节</span>操作<span style="color: black;">办法</span>，<span style="color: black;">首要</span>做一下<span style="color: black;">制品</span>调研，<span style="color: black;">瞧瞧</span>入职<span style="color: black;">机构</span>周边有<span style="color: black;">那些</span>工厂资源相对丰富、价格相对较低的<span style="color: black;">制品</span>，固定3~5种<span style="color: black;">关联</span><span style="color: black;">制品</span>，其次<span style="color: black;">制品</span>价格要去同工厂沟通核实，<span style="color: black;">通知</span>对方<span style="color: black;">详细</span>的<span style="color: black;">制品</span>规格和订货量，<span style="color: black;">需求</span>对方进行报价。</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;">周边工厂资源丰富，便于<span style="color: black;">制品</span>学习、谈合作、客户验厂、验货发货等。价格相对较低，谈判周期相对较短，易于<span style="color: black;">营销</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;">关于定价、报价、讲价，详参：❶绝大<span style="color: black;">都数</span>外贸业务员“丢单通病”，你有吗？ ❷“别人报价更低，凭什么给你订单？”：3个实操技巧，彻底告别价格战 ❸ 1个订单10家供应商抢，<span style="color: black;">目的</span>价比成本还低，我以高出竞争对手30%价格成交</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;">03</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;">当下贸易环境<span style="color: black;">已然</span>变得相对<span style="color: black;">繁杂</span>，并不是<span style="color: black;">数年</span>前单纯依靠平台上传<span style="color: black;">制品</span>就<span style="color: black;">能够</span><span style="color: black;">海量</span>获取询盘了。<span style="color: black;">此刻</span>平台获取新盘<span style="color: black;">途径</span><span style="color: black;">重点</span><span style="color: black;">便是</span>RFQ和P4P，疯狂砸钱的都未必有什么太大的效果，何况只是上传<span style="color: black;">制品</span>，不怎么花钱的（这一次，他又删除了我：“人是劝不醒的，只能被痛醒”）？</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;">无</span>订单的时候，其实<span style="color: black;">重点</span>是两个方面的问题，一个是拓客，一个是谈判，前者负责增量，后者负责转化。</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;">既然<span style="color: black;">机构</span><span style="color: black;">供给</span>的资源有限，就要自己去寻找<span style="color: black;">有些</span>获客<span style="color: black;">途径</span>积极自主拓客。在外贸平台效果拉胯，领英<span style="color: black;">研发</span>无从下手？这篇<span style="color: black;">文案</span>带你破局 一文我<span style="color: black;">亦</span>曾强调过，不要死守平台，要尝试多<span style="color: black;">途径</span>获客。</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;">下图仅供参考，有免费<span style="color: black;">途径</span>，<span style="color: black;">亦</span>有付费<span style="color: black;">途径</span>。<span style="color: black;">做为</span>打工者，不<span style="color: black;">意见</span>做付费<span style="color: black;">途径</span>，<span style="color: black;">意见</span>做免费<span style="color: black;">途径</span>，<span style="color: black;">例如</span>谷歌，<span style="color: black;">例如</span>领英等社媒平台。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/6bcded2bf2944832a51210aac8b69cfc~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725891724&x-signature=vXmI2DUoyE8CU1KMZkIkPzlpYzE%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;">其次<span style="color: black;">便是</span><span style="color: black;">加强</span><span style="color: black;">自己</span>跟进谈判能力，以<span style="color: black;">加强</span>询盘订单转化率，避免资源浪费。</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;">关于<span style="color: black;">怎样</span>系统化<span style="color: black;">加强</span>外贸业绩，详参：❶ 这份外贸增长笔记，让你<span style="color: black;">容易</span>实现业绩翻倍！ ❷ <span style="color: black;">作为</span>外贸销冠的九大秘诀！（<span style="color: black;">意见</span><span style="color: black;">保藏</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;">04</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;">至于加班，其实在<span style="color: black;">非常多</span><span style="color: black;">机构</span>都是常态，<span style="color: black;">无</span>加班费<span style="color: black;">亦</span>是<span style="color: black;">广泛</span>存在的现象。</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;">首要</span>，加班本质上并<span style="color: black;">不可</span><span style="color: black;">加强</span>任何人的效率或转化率（“熬夜加班”，正在拖垮你的外贸）；</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;">其次，同事<span style="color: black;">无</span>加班，并不<span style="color: black;">表率</span>对方不<span style="color: black;">奋斗</span>，可能只是对方效率比较高，<span style="color: black;">最后</span>还是要看业绩。就像我在这份外贸增长笔记，让你<span style="color: black;">容易</span>实现业绩翻倍！一文中提及的，做业务始终要以结果为导向，而不是以过程为导向，不是<span style="color: black;">每日</span>很忙就会得到好的结果；</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;">再者，不必同别人比，看自己就好。别人的终归是别人的，自己的才是自己的。</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;">05</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;">底薪3000多，是<span style="color: black;">非常多</span>外贸新人的常态（外贸业务员拿着3K底薪直摇头：做保安都能赚5K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;">在工作初期，不要太关注自己底薪是多少。重点是要<span style="color: black;">加强</span>自己的业务能力，你要思考在这个<span style="color: black;">地区</span>能<span style="color: black;">不可</span>学到东西，能够学到什么东西，这些东西在<span style="color: black;">将来</span>能够<span style="color: black;">帮忙</span>到你什么？<span style="color: black;">倘若</span>能够学到东西，其实比你赚到<span style="color: black;">更加多</span>钱更重要，你学的东西<span style="color: black;">最后</span>会在<span style="color: black;">将来</span><span style="color: black;">帮忙</span>你赚到<span style="color: black;">更加多</span>钱。你的业务能力<span style="color: black;">加强</span>了，你能够为<span style="color: black;">机构</span>谋取更大利益了，自然就<span style="color: black;">持有</span>了谈判筹码和<span style="color: black;">更加多</span><span style="color: black;">选取</span>权利。</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;">想要把外贸做好，<span style="color: black;">重点</span>还是<span style="color: black;">加强</span><span style="color: black;">自己</span>能力，尤其是上面我提及的拓客和谈判两大板块，在外贸行业尤为重要。至于外贸新人业务能力<span style="color: black;">加强</span><span style="color: black;">途径</span>，详参：这篇<span style="color: black;">文案</span>，专治外贸业务员“没客户、没订单、不知该做什么”</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;">至于当下<span style="color: black;">机构</span>是走是留，要靠自己去决定，我很难<span style="color: black;">帮忙</span>你去做决断。<span style="color: black;">倘若</span>实在感觉太累了，不妨换一家<span style="color: black;">机构</span>，找一家<span style="color: black;">供给</span>资源较多、<span style="color: black;">制品</span>固定不需要自己去选品和联系工厂的<span style="color: black;">机构</span>，或许能够让你<span style="color: black;">容易</span><span style="color: black;">非常多</span>。毕竟实在感觉难受，其实<span style="color: black;">心理</span><span style="color: black;">已然</span><span style="color: black;">出现</span>变化了，<span style="color: black;">亦</span>很难在这个<span style="color: black;">地区</span>做好。</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;">对此，你怎么看？</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;">欢迎转发留言讨论。</span></span></p>
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