这篇文案，专治外贸业务员“没客户、没订单、不知该做什么”
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-axegupay5k/ee827a5f83544dd7ba3d1e1e35c18156~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725903199&x-signature=h2I7jlv45g6Qezdw2GO0G0Q7jH0%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 1082 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;"><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;">前些日子，一外贸新人读者咨询，</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我是今年一月底入职的，<span style="color: black;">机构</span>刚做外贸，我<span style="color: black;">亦</span>不懂<span style="color: black;">研发</span>客户沟通技巧这些，没人带，不<span style="color: black;">晓得</span>怎么开展业务了。中间从某里误打误撞了两个小单，客户<span style="color: black;">亦</span>还没回购，都有点焦虑了。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-6w9my0ksvp/61c5be392acd45b08cb6c466f6a99aa0~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725903199&x-signature=Dszi6TsJOSpb9tYtF5shcB9r4D4%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;">虽然头一天帮一个外贸新人解惑被怼了（现实版“东郭先生与狼”：我不愿做东郭先生，更不愿<span style="color: black;">作为</span>你眼中的狼），但我还是忍不住给出了自己的意见。</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;">相信<span style="color: black;">非常多</span>外贸新人都有类似问题，<span style="color: black;">倘若</span><span style="color: black;">机构</span><span style="color: black;">无</span>业务实操培训，新人完全散养的状态，像<span style="color: black;">这般</span>大半年拿不到订单的多的是（❶ 做外贸业务员，半年没接到订单是一种什么感受? ❷ “外贸部都是小白，6个月无单”：老板很淡定，业务很迷茫），能靠自己拿下一两个订单的外贸新人相对<span style="color: black;">来讲</span>还算不错了。</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;">在接到新客订单后需要做出相应分析，<span style="color: black;">倘若</span>是小单的话，有可能是试订单，需要保持跟进，力求让这些客户正常返大货单，钱<span style="color: black;">亦</span>就来了，<span style="color: black;">由于</span><span style="color: black;">非常多</span>客户不可能上来就给你<span style="color: black;">尤其</span>大的订单，还要看一看你的<span style="color: black;">制品</span>怎么样，你的服务怎么样，重点还是<span style="color: black;">制品</span>，<span style="color: black;">倘若</span><span style="color: black;">制品</span>觉得OK，他就会尝试多下一点量。</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;">判断当下的订单<span style="color: black;">是不是</span>为试订单，<span style="color: black;">重点</span>还是看客户的类型以及当下给的量，这基于外贸客户背景调查分析（最新版！外贸人<span style="color: black;">必须</span>：客户背景调查分析全攻略），<span style="color: black;">倘若</span>在做了客户背调后，<span style="color: black;">发掘</span>是非常小的零售商<span style="color: black;">乃至</span>是终端买家，自然就不存在我上面提及的后期增量单的事情了，<span style="color: black;">倘若</span>是批发商或进口商等常规批量采购对象，自然就可能会有后面的增量单。</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;">这位新人反馈，<span style="color: black;">日前</span>手上的这2个客户，确实一个是终端客户，最后不了了之。另一个是的批发商，上个月试订单到港了，想过段时间再问问，老板说不让我问了，等客户给反馈。并<span style="color: black;">叫作</span><span style="color: black;">制品</span>太冷门了，从社媒上找的客户<span style="color: black;">亦</span>都没谈成过。</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;">其实在当今这个<span style="color: black;">制品</span>同质化<span style="color: black;">反常</span>严重的市场，<span style="color: black;">制品</span>冷门未必是坏事，虽然市场受众面比较窄，但竞争压力<span style="color: black;">亦</span>小了<span style="color: black;">非常多</span>。询盘订单转化率<span style="color: black;">重点</span>还是靠后期的跟进以及跟进的效果（</span><span style="color: black;"><span style="color: black;">非常多</span>新人都是无效跟进</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>实在觉得市场太小了，<span style="color: black;">能够</span>做<span style="color: black;">有些</span>边缘<span style="color: black;">制品</span>，扩大合作面或市场受众面，如此便能<span style="color: black;">持有</span><span style="color: black;">更加多</span>市场机会。</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;">随后这位新人<span style="color: black;">叫作</span>，“我<span style="color: black;">此刻</span>上班都不<span style="color: black;">晓得</span>该干什么了。” 相信这<span style="color: black;">亦</span>是绝大<span style="color: black;">都数</span>深感迷茫的外贸新人的真实、<span style="color: black;">广泛</span>状态。</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;">如果实在<span style="color: black;">无</span>付费资源学习，<span style="color: black;">能够</span>在公众号学习免费<span style="color: black;">文案</span>、总结免费的知识，只<span style="color: black;">不外</span><span style="color: black;">这般</span>的知识比较散，需要靠自己一篇篇去梳理<span style="color: black;">才可</span>形成具象的业务思维模式（</span><span style="color: black;">此前<span style="color: black;">非常多</span>读者添加Mike<span style="color: black;">微X</span>晒出过自己学习公众号<span style="color: black;">文案</span>做的<span style="color: black;">海量</span>思维导图和文档归类，非常认真，且收获颇丰</span>），否则只能拿来应应急，很难真正消化吸收成自己的东西。但有好过于无，<span style="color: black;">非常多</span>读者都曾利用我的<span style="color: black;">文案</span>所学拿下大单（<span style="color: black;">晒过反馈</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;">外贸新人实在不<span style="color: black;">晓得</span>该做什么，不妨在完成<span style="color: black;">机构</span>安排的任务后如下操作：</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;">01、</span><span style="color: black;">多背调（最新版！外贸人<span style="color: black;">必须</span>：客户背景调查分析全攻略）分析老客户，<span style="color: black;">连续</span>跟进 </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;">02、</span><span style="color: black;">多在网上学习免费<span style="color: black;">文案</span>，梳理知识点，总结落稿、输出思维导图</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;">03、</span><span style="color: black;"><span style="color: black;">按照</span>所学多实操、多<span style="color: black;">研发</span>、多复盘，迭代业务思维体系</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;">非常多</span>外贸新人抱怨<span style="color: black;">机构</span>安排的任务太繁重，<span style="color: black;">基本</span><span style="color: black;">无</span>多余的时间去做别的事儿，<span style="color: black;">例如</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;">❶ <span style="color: black;">机构</span><span style="color: black;">需求</span><span style="color: black;">每日</span>WhatsApp加50个客户，<span style="color: black;">研发</span>信100封，正常吗？</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;">❷ 一位外贸新人的“崩溃瞬间”</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;">虽然看着很累，但还是要完成，毕竟这是<span style="color: black;">机构</span>评判你<span style="color: black;">是不是</span>在认真工作的标准。</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;">另外</span>，在新入职的外贸新人，<span style="color: black;">机构</span>该<span style="color: black;">怎样</span>培训？一文提及的内容<span style="color: black;">亦</span>很关键。</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;">外贸新人最大的问题是<span style="color: black;">无</span>订单，<span style="color: black;">那样</span>就该分析清楚，没订单是<span style="color: black;">由于</span>没询盘，还是谈判力太差<span style="color: black;">引起</span>转化率低。❶<span style="color: black;">倘若</span><span style="color: black;">机构</span><span style="color: black;">供给</span>付费平台或其他获客<span style="color: black;">途径</span>，此时便无需担心客源问题（长远<span style="color: black;">思虑</span>，后期需要<span style="color: black;">加强</span>自主拓客能力），暂时<span style="color: black;">提高</span>自己的跟进谈判能力，以<span style="color: black;">提高</span>转化率<span style="color: black;">就可</span>。❷<span style="color: black;">倘若</span><span style="color: black;">机构</span>不<span style="color: black;">供给</span>获客资源，那就惨了，新人又不懂<span style="color: black;">怎样</span>拓客，就只能慢慢摸索了，以便在网上学习免费资源，一边尝试实操拓客。❸关于拓客，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<span style="color: black;">亦</span>列举了<span style="color: black;">有些</span><span style="color: black;">文案</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;">必须强调的是，不论你是外贸新人，还是业务老手，<span style="color: black;">连续</span>有效地<span style="color: black;">研发</span>客户都是必须要做的事情，尤其是当你的客户基数不多的时候，这种<span style="color: black;">需要</span>就更加迫切了。</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;">这位外贸新人<span style="color: black;">叫作</span>，“<span style="color: black;">机构</span>经理给我说外贸这几年<span style="color: black;">欠好</span>做，让我别着急，但我自己老着急了。” 这让我想起了此前写过的一篇<span style="color: black;">文案</span>，“外贸部都是小白，6个月无单”：老板很淡定，业务很迷茫</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Mike同咨询的读者沟通，问及经理业绩<span style="color: black;">怎样</span>时，她<span style="color: black;">叫作</span>经理是做内贸的，<span style="color: black;">不外</span>懂外贸流程，<span style="color: black;">由于</span>跟外贸<span style="color: black;">机构</span>合作出货，只是不懂拓客谈判这些。</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;">其实像<span style="color: black;">这般</span>做外贸的工厂<span style="color: black;">尤其</span>多，但<span style="color: black;">这般</span>的模式属于靠天吃饭，人家给吃才有的吃，且吃多少不仅看对方给的意愿，<span style="color: black;">亦</span>要看外贸<span style="color: black;">机构</span>的能力，比较被动的方式。</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;">在外贸创业，以工厂还是贸易<span style="color: black;">机构</span>形式<span style="color: black;">起始</span>？一文中，Mike就讲过，工厂的出路和外贸<span style="color: black;">机构</span>的出路都是订单，外贸<span style="color: black;">机构</span>有了订单<span style="color: black;">才可</span>让工厂更<span style="color: black;">协同</span>自己，并在<span style="color: black;">必定</span>的基础上做出合作<span style="color: black;">要求</span>让步；工厂有了订单<span style="color: black;">才可</span>摆脱外贸<span style="color: black;">机构</span>的<span style="color: black;">捆绑</span>，实现利润的增长。</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;">或许你认为这是老板<span style="color: black;">思虑</span>的事情，与员工无关，其实恰恰相反。<span style="color: black;">倘若</span>你被招聘<span style="color: black;">作为</span>外贸业务员，却<span style="color: black;">始终</span>对接外贸<span style="color: black;">机构</span>，即便有着外贸的头衔，却干着与内贸无异的工作，长此以往，你的能力与职业发展就会受到严重限制。在<span style="color: black;">这般</span>的<span style="color: black;">要求</span>下，要么主动获取拓客能力，带领工厂打破当下的困局，要么跳槽找到能够真正让自己拓展海外直客的外贸岗位发展，否则<span style="color: black;">长时间</span>耗下去，于己无益。</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;">最后需要强调的是，无论你当下是什么水平的外贸业务员，<span style="color: black;">必定</span>要有主动学习的<span style="color: black;">认识</span>，正如Mike在<span style="color: black;">为何</span>外贸人挤破脑袋<span style="color: black;">亦</span>要创业？这个答案过分真实一文中讲的，<span style="color: black;">仅有</span><span style="color: black;">持续</span><span style="color: black;">提高</span>个人认知与能力，<span style="color: black;">才可</span>够把外贸业务越做越好，<span style="color: black;">才可</span>够赚到<span style="color: black;">更加多</span>钱。</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;">意见</span><span style="color: black;">相关</span>阅读：</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;">外贸新人必知<span style="color: black;">制品</span>学习<span style="color: black;">途径</span>！<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;"><span style="color: black;">新入职的外贸新人，<span style="color: black;">机构</span>该<span style="color: black;">怎样</span>培训？</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;">绝大<span style="color: black;">都数</span>外贸业务员“丢单通病”，你有吗？</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<span style="color: black;">研发</span>信写作全攻略，让你的订单翻倍！</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;">大<span style="color: black;">都数</span>外贸人谈判丢单，是<span style="color: black;">由于</span>没抓住问题核心</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;">这份外贸增长笔记，让你<span style="color: black;">容易</span>实现业绩翻倍！</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;">2024、2025，或仍为西方多国噩梦，外贸人直呼：这下彻底凉了</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;">对此，您怎么看？欢迎转发留言讨论。</span></span></p>
我深受你的启发，你的话语是我前进的动力。 你的见解独到，让我受益匪浅，非常感谢。 楼主的文章非常有意义，提升了我的知识水平。 感谢楼主分享，祝愿外链论坛越办越好！ 你的留言真是温暖如春，让我感受到了无尽的支持与鼓励。 你的话语真是温暖如春，让我心生感激。
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