95后外贸SOHO，年入7位数，他到底是怎么做的？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_gif/1GtlpSXtltlHetv6pxM6XeO5OWTicjzhbSFyjhNx27tjDe7GEeVAMicicEhF2IFLib4veWm3kLYQB1lkAIdOFvI35w/640?wx_fmt=gif&wxfrom=5&wx_lazy=1&tp=webp" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><strong style="color: blue;">外贸SOHO，一年到底能挣多少钱？</strong></span><span style="color: black;">有人说：“勤勤恳恳，年薪<span style="color: black;">亦</span>就十来万吧”；<span style="color: black;">亦</span>有人说：“100万<span style="color: black;">罢了</span>我早就<span style="color: black;">已然</span>挣到了”；还有人说：“谁说新手难出头？我做跨境半年赚200万！”</span><span style="color: black;"><span style="color: black;">为何</span>做外贸SOHO差距如此之大？有人年入百万<span style="color: black;">乃至</span>千万，有人可能半年都<span style="color: black;">没法</span>开张？</span><span style="color: black;"><span style="color: black;"><span style="color: black;">这儿</span>给<span style="color: black;">大众</span>分享一个</span><span style="color: black;"><span style="color: black;"><strong style="color: blue;">95后做外贸SOHO年入百万的真实案例</strong></span><span style="color: black;">。</span></span></span><span style="color: black;">（故事<span style="color: black;">源自</span>福步外贸论坛网友发帖）</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">@basixuanye </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">95后，从月薪8K到月入3万美金，分享一下我的<span style="color: black;">办法</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;">说出来肯定有<span style="color: black;">非常多</span>人不信，和<span style="color: black;">大众</span>聊聊我毕业这两年是怎么<span style="color: black;">挣钱</span>发财的。</span><span style="color: black;">毕业的时候，机缘巧合，加入到深圳做跨境电商。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当时我是<span style="color: black;">制品</span><span style="color: black;">研发</span>，做了半年，业绩还比较<span style="color: black;">明显</span>，<span style="color: black;">亦</span>在这过程<span style="color: black;">累积</span>了<span style="color: black;">海量</span>的行业知识、经验。做跨境电商想爆单，</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">7分靠选品、3分靠运营。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当时我自认选品能力还不错，<span style="color: black;">而后</span>就动了自己做的心思。后面和一个关系比较好的运营同事聊，一拍即合，<span style="color: black;">咱们</span>就一人出资10万<span style="color: black;">起始</span>合伙干了。</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;">自己干当然遇到<span style="color: black;">非常多</span>做<span style="color: black;">制品</span><span style="color: black;">研发</span>时没想过的问题，除了找客户，<span style="color: black;">时期</span>还被<span style="color: black;">上当</span>子服务商坑，被供应链的供货商坑</span><span style="color: black;">……<span style="color: black;">不外</span>还好，虽然很苦很累，<span style="color: black;">然则</span><span style="color: black;">制品</span>选对了，在户外和厨房这两个类目越做越好，从出<span style="color: black;">第1</span>单赚到<span style="color: black;">第1</span>笔美元的兴奋，到日出50+单的淡定。</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;">而进入这个<span style="color: black;">行业</span>之后，我<span style="color: black;">亦</span>见了太多和我同龄、<span style="color: black;">乃至</span>更<span style="color: black;">青年</span>的，<span style="color: black;">她们</span>赚得<span style="color: black;">更加多</span>、做得更好。我<span style="color: black;">亦</span>不会就此停留，继续加油！</span></span></p><span style="color: black;"><span style="color: black;">由此可见，想做好外贸SOHO，</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">不仅</span>是客户，选品、供应链都得做好</span></strong></span><span style="color: black;">，这些是缺一不可！</span></span><span style="color: black;"><span style="color: black;">此刻</span>，<span style="color: black;">咱们</span>来<span style="color: black;">详细</span>讲一讲<span style="color: black;">怎样</span>外贸SOHO全链路要<span style="color: black;">怎样</span>做呢？<span style="color: black;">大众</span>继续看下去~</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">NO.1</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;">怎样</span>寻找供应商</strong></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">1、</span>批量找供应商厂家</span></strong></span><span style="color: black;">01. 利用展会找供应商</span><span style="color: black;">稍微有些规模的厂家都会参加展会，利用展会找供应商是最直接的方式。但展会上厂家更加关注老外，<span style="color: black;">因此</span>，要学会放平<span style="color: black;">心理</span>，多点耐心！</span><span style="color: black;">02. 利用知名B2B平台找供应商</span><span style="color: black;">如Made in China、环球资源等B2B平台入驻了<span style="color: black;">非常多</span>的生产厂家，<span style="color: black;">况且</span><span style="color: black;">非常多</span>都是相对成熟的工厂，<span style="color: black;">能够</span>利用高级筛选进行<span style="color: black;">选取</span>。PS：该平台上会有<span style="color: black;">有些</span>外贸<span style="color: black;">机构</span>，<span style="color: black;">必定</span>要<span style="color: black;">重视</span>区分。</span><span style="color: black;">03. 利用海关数据找供应商</span><span style="color: black;">用这种<span style="color: black;">办法</span>，不仅<span style="color: black;">能够</span>找到某个<span style="color: black;">制品</span>的国外采购商，还<span style="color: black;">能够</span>找到<span style="color: black;">全世界</span>供应商。不管你的国外客户要什么样的<span style="color: black;">制品</span>，你都能找到合适的供应商来成交订单、赚取丰厚的利润。</span><span style="color: black;">04. 利用国内论坛来找供应商</span><span style="color: black;">其实<span style="color: black;">非常多</span>厂家<span style="color: black;">亦</span>在急于找外贸企业合作，在<span style="color: black;">有些</span>国内的论坛上经常看到厂家寻求外贸企业合作。低成本找到供应商，<span style="color: black;">海量</span>真实用户，适合<span style="color: black;">区别</span><span style="color: black;">体积</span>的外贸企业<span style="color: black;">运用</span>。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">2、</span>供应商初步筛选</span></strong></span><span style="color: black;">找到供应商后，就要对其进行筛选了。筛选的<span style="color: black;">原因</span><span style="color: black;">重点</span><span style="color: black;">包含</span>：</span><span style="color: black;">01. 价格</span><span style="color: black;">可以<span style="color: black;">经过</span>询盘<span style="color: black;">认识</span><span style="color: black;">制品</span>价格，价格太高的工厂<span style="color: black;">能够</span>忽略掉，没钱赚。</span><span style="color: black;">02. 样品质量</span><span style="color: black;"><span style="color: black;">能够</span>向工厂索要样品，<span style="color: black;">或</span>买一个样品，比较下质量；<span style="color: black;">同期</span><span style="color: black;">瞧瞧</span><span style="color: black;">她们</span>的样品需要多少时间准备、用来考察下<span style="color: black;">她们</span>的生产速度、判断其交货能力。</span><span style="color: black;">03. 工厂的MOQ、MOV</span><span style="color: black;">有的工厂有“最低订购量、最低订购金额”的限制，<span style="color: black;">亦</span>要<span style="color: black;">做为</span>筛选<span style="color: black;">要求</span><span style="color: black;">认识</span>清楚。</span><span style="color: black;">04. <span style="color: black;">制品</span>的认证</span><span style="color: black;">有些国家的采购商会注重<span style="color: black;">制品</span><span style="color: black;">是不是</span><span style="color: black;">经过</span>认证，这个<span style="color: black;">亦</span>要<span style="color: black;">做为</span>筛选<span style="color: black;">要求</span><span style="color: black;">认识</span>清楚。</span><span style="color: black;"><span style="color: black;">经过</span>这个环节，要<span style="color: black;">保准</span><span style="color: black;">每一个</span><span style="color: black;">制品</span>的供应商厂家有5-7家，<span style="color: black;">这般</span>就<span style="color: black;">能够</span><span style="color: black;">把握</span>主动权。<span style="color: black;">尤其</span>是接到大单子的时候、<span style="color: black;">或</span>生产来不及的时候，<span style="color: black;">能够</span>分散到其他几个工厂。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">3、</span>确定下单供应商</span></strong></span><span style="color: black;"><span style="color: black;">最后</span><span style="color: black;">咱们</span>要从以上初步筛选出的“5-7个厂家”中<span style="color: black;">选取</span>一家下单，这就需要比较以下3个方面：</span><span style="color: black;">01. 回复速度</span><span style="color: black;"><span style="color: black;">倘若</span>报个价回复都很慢，一到周六周日、<span style="color: black;">或</span><span style="color: black;">夜晚</span><span style="color: black;">tel</span><span style="color: black;">亦</span>打不通，那这个工厂<span style="color: black;">亦</span><span style="color: black;">不可</span><span style="color: black;">做为</span>首要下单工厂。</span><span style="color: black;">02. 工厂<span style="color: black;">是不是</span>有外贸业务员</span><span style="color: black;">有外贸业务员的工厂，把单子下过之后，直接和外贸业务员沟通就行了，他会跟踪生产过程，将所需数据<span style="color: black;">即时</span>传递给你。能节省<span style="color: black;">非常多</span>时间成本、减少<span style="color: black;">非常多</span>沟通成本。</span><span style="color: black;">03. <span style="color: black;">是不是</span>愿意打样</span><span style="color: black;">外贸订单<span style="color: black;">触及</span>到来来回回打样的<span style="color: black;">状况</span><span style="color: black;">非常多</span>，<span style="color: black;">倘若</span>工厂对这块不是很乐意，那<span style="color: black;">这般</span>的工厂<span style="color: black;">亦</span><span style="color: black;">不可</span><span style="color: black;">做为</span>首要下单工厂。</span><span style="color: black;"><span style="color: black;">重视</span>：找好了供应商工厂，还要学会和<span style="color: black;">她们</span>打交道，要记住：市场很大，客户是做不完的；而找到愿意<span style="color: black;">协同</span>你、全心全意支持你的供货工厂，对外贸<span style="color: black;">机构</span>或SOHO<span style="color: black;">来讲</span>，是最大财富。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">NO.2</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;">怎样</span>寻找潜在客户</strong></span></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">1、</span><span style="color: black;">目的</span>客户<span style="color: black;">重点</span>分布的国家地区</span></strong></span><span style="color: black;">你<span style="color: black;">能够</span><span style="color: black;">按照</span>以往经验，<span style="color: black;">亦</span><span style="color: black;">能够</span>利用Google Trend去<span style="color: black;">瞧瞧</span><span style="color: black;">制品</span>关键词在<span style="color: black;">区别</span>国家的搜索量和搜索趋势，量大者，趋势<span style="color: black;">提升</span>者，说明对<span style="color: black;">制品</span>的<span style="color: black;">需要</span>旺盛，即存在<span style="color: black;">海量</span>的潜在客户。</span><span style="color: black;"><span style="color: black;">另一</span>，你<span style="color: black;">能够</span><span style="color: black;">经过</span>利用Kwfinder去查看关键词在<span style="color: black;">区别</span>国家的搜索量和搜索趋势，以此来判断市场。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">2、</span><span style="color: black;">目的</span>外贸客户的<span style="color: black;">重点</span>活跃平台</span></strong></span><span style="color: black;">你要<span style="color: black;">晓得</span>你的的<span style="color: black;">目的</span>客户会经常玩什么社交平台？经常浏览什么网站？经常观看什么视频频道？</span><span style="color: black;"><span style="color: black;">例如</span>B2B客户在LinkedIn领英上更活跃，<span style="color: black;">青年</span>的终端消费者在Instagram上比较活跃；俄罗斯客户常用VK和Yandex；Facebook上活跃着<span style="color: black;">海量</span>的终端消费者和小B端客户……</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">3、</span><span style="color: black;">目的</span>外贸客户的常用搜索字词</span></strong></span><span style="color: black;">搜<span style="color: black;">那些</span>词的用户会是你的潜在客户？<span style="color: black;">例如</span>你是LED工厂，<span style="color: black;">那样</span>，搜best LED Manufacturer和搜led for sale的用户哪个更可能是你的潜在客户？</span><span style="color: black;">肯定是前者，<span style="color: black;">由于</span>前者在找最好的制造商，他大概率是想制造商来批量订购；而后者则摆明了<span style="color: black;">便是</span>想买一个两个的LED自己用。</span><span style="color: black;">你要做的<span style="color: black;">便是</span>找出这些词来，在搜这些词的用户，<span style="color: black;">便是</span>你的潜在客户。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">NO.3</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;">怎样</span>选品</strong></p><span style="color: black;">01. <span style="color: black;">按照</span>资金定位<span style="color: black;">制品</span>：做生意要量力而行，不要去借钱创业，有<span style="color: black;">危害</span>。</span><span style="color: black;">02. 从<span style="color: black;">熟练</span>的行业入手再扩展</span><span style="color: black;">03. <span style="color: black;">按照</span>供应商<span style="color: black;">选取</span><span style="color: black;">制品</span>：<span style="color: black;">非常多</span>时候单子不难接，难的是稳定的供应商以及能否拿到优惠的价格。</span><span style="color: black;">再细分下来有这几个需要<span style="color: black;">重视</span>的<span style="color: black;">地区</span>：</span>
<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>规格简单、不<span style="color: black;">繁杂</span>，种类少</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>不需要开模具</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不需要太多认证</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>价值低</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>售后<span style="color: black;">需要</span>少</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>应用覆盖面广、出口量大</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">工厂临近、<span style="color: black;">广泛</span></span></p><span style="color: black;"><strong style="color: blue;">不选<span style="color: black;">那些</span><span style="color: black;">制品</span>？</strong></span><span style="color: black;">01. 避免太冷门的<span style="color: black;">制品</span>：<span style="color: black;">倘若</span>你是卖限量版的劳斯莱斯，<span style="color: black;">亦</span>许<span style="color: black;">非常多</span>富豪想找你买。<span style="color: black;">倘若</span>你的<span style="color: black;">制品</span>是限量版的杯子，在别的<span style="color: black;">地区</span>找不到的、别人<span style="color: black;">亦</span>做不了的，<span style="color: black;">意见</span>你把它们锁进仓库<span style="color: black;">一生</span>了，不是别人不想买你的<span style="color: black;">制品</span>，而是客户<span style="color: black;">基本</span>不<span style="color: black;">晓得</span>你的<span style="color: black;">制品</span>的存在。</span><span style="color: black;">02. 避免<span style="color: black;">茫然</span>跟风：之前当疫情刚<span style="color: black;">显现</span>的时候，有的人卖口罩<span style="color: black;">或</span>口罩机赚大钱了。你<span style="color: black;">亦</span>买了一台口罩机准备大赚一笔，结果别人赚了两千万，你的口罩机卖出去按斤算变<span style="color: black;">成为了</span>两千块。</span><span style="color: black;">其实当时卖口罩赚大钱的人有三个特征：人家本来<span style="color: black;">便是</span>生产口罩<span style="color: black;">或</span>食品包装的；市场嗅觉<span style="color: black;">尤其</span>敏锐，当你想卖口罩的时候人家<span style="color: black;">已然</span>在出货了；资金实力<span style="color: black;">浑厚</span>。</span><span style="color: black;">03. 避免<span style="color: black;">制品</span>单一：<span style="color: black;">制品</span>太单一，你就没什么竞争力。适当扩充<span style="color: black;">制品</span>线，就有可能东边不亮西边亮。</span><span style="color: black;">04. 避免竞争过于激烈的<span style="color: black;">制品</span></span><span style="color: black;">05. 慎选抛货：<span style="color: black;">针对</span>重量<span style="color: black;">或</span>体积<span style="color: black;">尤其</span>大的<span style="color: black;">制品</span><span style="color: black;">尽可能</span>不要<span style="color: black;">选取</span>，<span style="color: black;">由于</span>运费会很高，客户可能连样品都不愿意买，怎么会给你下订单？</span><span style="color: black;">06. 避免<span style="color: black;">选取</span>侵权的<span style="color: black;">制品</span>：<span style="color: black;">选取</span>这种<span style="color: black;">制品</span>来做，<span style="color: black;">亦</span>许你挣的钱都<span style="color: black;">不足</span>打官司赔的钱。</span><span style="color: black;">（<span style="color: black;">文案</span>综合整理自：网络知乎cici、邦阅、外贸原力、知乎平哥Lambo、mike外贸说等，版权归原作者所有，如有侵权请联系删除，如需转载请联系原作者）</span><img src="https://mmbiz.qpic.cn/mmbiz_gif/Ljib4So7yuWhYvmHibiaoa0o81ygNeMNbyoCzEKUDsOFJ4hFwAmw335zFy6Mo8f0YdnbCtYjk0ZK1M6SNm88WKHSg/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;">/客户最常问的几个问题，<span style="color: black;">这般</span>回答效果翻倍</strong></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;"><span style="color: black;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/1GtlpSXtltlqmEmRPPFmV9qEzNwGhaTL61EJxU72CCSllTWLYFEiarXHicoibERekjH5Le1vdYvnuHhibUHibaaviaWw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span></a></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;"><strong style="color: blue;">/<span style="color: black;">保藏</span>备用，最全外贸付款方式分享！</strong></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;"><span style="color: black;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/1GtlpSXtltmbiaiagibCTRQ5qqQHCVFz13Ilgefd6wtdyvD5sjtJiariclXzIN4kRTpukcqcyodD4wG6wXJx1Bf3YsA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span></a></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;"><strong style="color: blue;">/客户<span style="color: black;">便是</span>靠这些“<span style="color: black;">招数</span>”吃定了</strong></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;"><span style="color: black;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/1GtlpSXtltltpq9wMBhyjkULTXXBTemN1hXNV0JebmW17odI4Xapk6YexJM7CMPO0YCLz97DshsXTUjT1txNpg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span></a></p><img src="https://mmbiz.qpic.cn/mmbiz_gif/1GtlpSXtltlHetv6pxM6XeO5OWTicjzhbjMBhq6O1QzlVZSibibJFPuLOsEJGVbm8xxTa8fPXRicEghibE6SoQ29Huw/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;">
楼主的文章非常有意义，提升了我的知识水平。
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