Foreign trade business novice quick law

First, the preparation

1, concept. I regard the concept as the primary position for developing the trade route. Naturally, it can be understood as consciousness. Any salesperson is not born with a certain awareness. This consciousness refers to the ability to understand the product/market. As a student who has just come out of school, it is necessary to abandon the classroom learning first. Although the classroom study can lay the foundation for future work, after all, the book is dead, and many things can not be grasped, especially trade experience.

In particular, most people choose to practice and work in a trading company. This is similar to the sales in the freight forwarding industry. There is no need for any experience at all. As long as they can sell the results, the boss does not care what you do, but he cannot do anything for 3 months. Will let you leave.

Foreigners like to deal directly with the factory, so as an intermediary, how the novice lives in a hostile environment depends on the clerk's personal awareness. Many of China's trading companies are agent-based, and they do not have product awareness. They are looking for a list of trading websites everywhere. Today, they make cars and do textiles tomorrow. As a result, salesmen do not have time to understand and analyze their products. For example, the NBA regular season has to face different opponents for a week, and there is no time to think about formations. Once you enter the playoffs, you will face an opponent and have plenty of time to investigate your opponents. Obviously, most of the salesmen now belong to no heads. Many people are asking what is good for exporting, as long as everything can be exported but there is no market. Therefore, in the early stages of entering a trading company, do not try to find a single product, but first consider what to do, and then look for a foreigner according to the product, which is more convenient and effective than simply ordering.

I now do SOHO, doing auto parts all over the product, biased towards daily necessities. Automobiles are universal tools in any country, so don't worry about selling them. What you need to do is to make a good market research on the products, that is, segment the market. I do not do this other products until the product is formed and then consider whether it is the other function of the product.

Therefore, product concept/marketing consciousness is the first choice for constructing business capability.

2, software. Everyone understands which aspect of the software, whether it is a novice, an old salesman or SOHO, is inseparable from stable software services. BEC VABTAGE / international marketing books / mass mailing software / various translation tools and other software.

The reason why the top of the BEC VANTAGE is aimed at salesmen who are not good at English but are very talented in marketing. This book is a must-have for colleges and universities. It does not recommend others because it is a simple and effective way of telling us how to cope with various situations. It teaches us the ability to respond to business problems instead of simple grammar. Some friends said that they don’t know how to write for the first time. Then refer to the book.

Let me first convey my experience here. When writing a letter for the first time, if it is really not the end, if you want to speak out in Chinese, you don't need to care too much about grammar. Foreigners care about the expression and familiarity of the product. This is back to what I said earlier. I am not familiar with the product and I cannot completely express it in my initial letter. Avoid gorgeous words, and use numbers as examples. For example, how many bits of our company's products rise in the market in the last quarter, and how many share they occupy, remember to use abstract phrases such as “Our products are high quality”. If you would EXCEL or POWERPOINT, you can make the product share image to foreigners.

Do not need too much to promote the company, the letter title to highlight the shock, but also simple, such as: occupy 30% of the furniture market, find the strength of the United States importers. Changed to the general title: Changshu XX Factory seeks cooperation. The foreigner has only 5 minutes to read an EMAIL. There is a lot of spam in it. To use it, you need to use more numbers. At the same time be sure to add a business card in the attachment so that the foreigner knows which kind of job the person is dealing with. Of course, the propaganda company is in the attachment. If the foreigner thinks that you are writing an interesting cooperation opportunity, you will open the attachment. Download small accessories, natural business cards are the first foreigners to see. The letter basically mentioned this. Followed by marketing books.

To put it bluntly, dealing with people is all about watching skills. Therefore, in the case of unfamiliar products, foreigners must pay attention to other methods. And these skills are not innate, they need marketing books to make up for. There are many books and I can't recommend them. Everyone chooses what they like to see. Individuals tend to write for foreigners. But do not rush to pay before buying a book, many things are identical, write down the title home to search the Internet, will see other people's evaluation of the book, and then decide whether to buy.

The third is mass mailing software.

The last is a variety of translation software. Many novices are not familiar with many professional words when they look at e-mails/drawings/websites sent by foreigners. This time, they need some professional translation software. For example, if you were to make the Japanese market, Xiao Japan’s English would be crushed. Then the drawings he sent over would probably use foreign languages. They needed Chinese-Japanese translation software. General Kingsoft can only translate Chinese and English. As a habit of using e-commerce, you need to download and install software. Koreans use Chinese-Korean translation software, while Italians use Italian-English translation software. However, if you do not understand other languages, you will need to search for industry websites. If you are not familiar with the industry websites, I have always advocated using ALEXA. You can find any websites that are of interest on this search engine. It is easy to find electromechanical/textile industries. Sites, of course, use GOOGLE.

For example, if you don't know the words sent by a foreigner, then first open the word to understand it. If you cannot syntactically copy the word to GOOGLE, you will find a lot of related pages and copy the word to ALEXA. The search barrier will present the website that is most concerned with by the word in front of you. Find the products you need through these websites. Combine the WODR/EXCEL/POWERPOINT files that GOOGLE searched out and the websites that ALEXA searched out to re-understand the products from foreigners. Even if the foreigner's e-mail expression in English is not clear, they can also have a deeper understanding of the product. The things you understand are organized in your own language and fed back to foreigners, telling him that we want to do this product. Turn passive into initiative.

Second, product development / research

Market research. As I said before, understanding the products can provide a more thorough understanding of the market. Now I will further analyze how to do market research. Although this is a skill that should be mastered in the university, everyone is confused and it is necessary to relearn:

1, the product. Create a product data form. Including Chinese and English product names, packaging and internal packaging volume, gross weight and net weight, customs HS code, if it is dangerous goods, specify UN dangerous number/level (which is convenient for freight forwarding to handle freight, if you know clearly, it is easier to communicate with foreigners), Specifications, quality, appearance, suits, etc. These companies design themselves based on product characteristics. After a good form is established, record it. Conveniently comparing the advantages and disadvantages of the old and new products to the old business can also allow new salesmen to get started quickly to understand the basic characteristics of the product.

2, operating mode. In the case of factory/trading companies, choosing the right way to survive will help gain more rest time in a highly competitive market. OEM, ORM, ODM, Purchasing/International Market/Regional Market Agency, Pure Export Agent etc. According to the characteristics of the product, we can choose a suitable business management model. Although this is not what the salesman can control, the company with clear thinking knows what kind of position its product is and can save a lot of detours. The clerk does not have to worry too much about how the company operates, but it needs to know how the company operates.

3, strategy formulation. Do not ignore this thing. Regardless of any long-term development of any company, it is necessary to rely on this stuff. It is not only that management can handle it. The attitude of the salesman to the product and its performance in the entire trade link will indirectly affect the company’s other. The sales of products. What kind of product strategy to adopt is personal awareness. No one wants to force you to run this product, but since you do it, you must take it seriously. It is lose-win, win-win, lose-lose, or win-win. This depends on the charm of the clerk's personality, of course, reflects the corporate culture. This is not a question of money, but a competition of intangible assets.

Factories and trading companies are inseparable, but both parties want to go beyond each other to complete a one-stop job. I say here that unless the factory is under a trading company, it refers to subordinates of a large group, otherwise do not go beyond this level. Like a thin relationship of interests, once the interest chain is broken, it is confusing. What kind of cooperation mechanism between the two sides also affects the export of products. Before handling the orders, the nature of the cooperation between the two parties should be handled well and it will be beneficial to product development.

4, the international market. After you handle the products, you can start to develop foreign markets. At this time, you understand the nature of your products, their advantages and disadvantages, and find targeted partners who can cooperate. Through the trading platform to find customers have not used me, no account of the account to ask friends who have an account, check the information, personally think that in the case of the company is still good, but if the product overlaps, this friend did not have to discuss From the standpoint of personal interests, the other party will not help you find out. Winning the trust of foreigners is nothing less than competition. I also hope to see both sides, domestic companies compete for orders in a rational and fair environment. It seems like this is a utopian ideal.

Return to the original topic. Looking for foreigners through products is better than receiving orders everywhere, and there is plenty of time to sort out product information. It is necessary to understand that the target customers have local industrial status, economic ability, and comprehensive culture. Of course, the foreigners must not neglect the charm of the foreigners. The lack of domestic sales personnel is also a charm of personality. It is reflected in the weak prices and terms. The world is not the only one. Foreigners, billions of companies, ah, is it being led by the foreigner to go nose? We must be sure to guide foreigners to follow us in a rhythmical way. Do not be afraid of trouble. The place to be scolded will be paralyzed. There will be no other list for this list. Many salespersons thought that it would be fun to pick up a list in a matter of months. In fact, they are desperate to be traded in the future. The foreigner will give you some sweet taste, and then the cheats will come. The reason is that The first one we showed was weak so that foreigners thought it was good to bully!

I say here that the first layer of the market is to show that we understand foreign companies. This is the basic level. The second level is to know more about the local product situation than the foreigners. You can tell foreigners I have products, or similar products in your country sales, popularity and so on. If the other party is a middleman, tell him what the market share of the end market is. Can do a complete EXCEL to give you customers to see, it is very EXCELLENT. The foreigner will feel that your salesman is not good at dealing with it and will take it seriously, even asking the leader to treat your company's products.

In the international market, the situation is changing. We can quickly and consciously conquer each other with regard to foreigners and foreigners. There will be more room for profit in trade negotiations because professionals will be impressed with each other.

After being familiar with the product/company, we have a long-term strategic goal, such as how the product will be sold in the A market, how it will be sold in the B market, and will be based on understanding the market share of the product abroad. You can officially start looking for a foreigner. Remember that sales are not just products but corporate culture and national culture. We must use culture to "invade" each other and use "culture" to occupy the market.

Third, sales / communication strategy

As a very important strategic measure in the foreign trade link, sales skills seem to have been ignored by too many people. Too many people are focusing on immediate interests and giving up large forests. Many of my friends who have come in contact with us are in terms of business capabilities. It is indeed very good, but it lacks a lot in dealing with things. This will inevitably lead to saliva, but there is no way to write this thing is not for you to see is to all friends committed to foreign trade. Here are some marketing methods that you can try based on your interests:

Bundled. Everyone is using the older than the software, so they have different views on his bundled sales. For a friend who produces accessories/finished products, this approach is good. I am now selling a newly developed gas cylinder to Lao and selling him bicycles that are not necessarily suitable for foreign countries. Therefore, I bundled the pump on a bicycle and sold it to him. Because my focus is on gas cylinders rather than bicycles. In the face of the big bike country, Southeast Asia/Europe/USA is the focus of my market, and Southeast Asia is the first place. Compared to Europe and the United States, more extreme sports bikes are sold in Southeast Asia. National conditions are more in line with China's bicycle market. Therefore, at the same time as selling the gas cylinders, it is recommended that foreigners purchase my bicycles at the same time, eliminating the need for them to have a gas cylinder but no suitable finished product. Of course, it is also possible to produce the type of product he requires in the country according to his requirements. There are too many bicycles and the price does not matter. The important thing is the product sales strategy.

The above mentioned method, followed by an example to explain how to communicate with foreigners, that is to sell the product.

I (shortcut A): Thank you very much for taking the time to reply to my email. I don't know if the style and information sent to you last week is satisfactory. If there is any ambiguity, I can send it again.

Foreigner (B): No, thank you. I have received it. It is very delicate. I am happy to sell your product in the home market, but if you say you need to buy a bike again...

A: Yes, I also took this into consideration. The company's decision-makers adopted my opinions after many discussions and decided to formally adopt a bundled sales and development market. As the manager of the company's Ministry of Commerce, I learned that your company has a presence in the local market. We must have the charisma, so we send you an email.

B: But we ourselves are producing bicycles. If we buy foreign bicycles in large quantities, we may not be able to sell them. You know that when two products overlap in performance, they will definitely eliminate one product.

A: You don't have to worry about this. There must be some truth in everything. The concept of selling gas cylinders to bicycles at the same time is to take into account the fact that the other party purchases products but may not have suitable products. It can be debugged and installed as a bicycle. As a leading company in production, our company also hopes to promote the development of trade between the two countries through "replacement".

B: I don’t know what you’re talking about.

A: That's how it works. I assume that if you produce bicycles that are not used by a lot of people in a certain country of performance, I will buy your products for sale in the country. You also know that China is a big country in bicycles, almost a per capita, as a practicality. Few people consider other aspects of sexual transport, such as enjoyment. Through long-term market research, our company sent an e-mail to you just because you produced a bicycle that is superior to its domestic counterpart in terms of body shape, quality, and appearance. Month just obtained the national patent development. At present, there is no suitable product mix. If I buy your product to help you open the Chinese market, can you also consider helping me open the Thai market?

B: I've got a little understanding of what you said. But you have to have the ultimate goal. It won't be such a win-win cooperation.

A: You laughed. I haven't said anything more important. That is, the Southeast Asian market monopolizes sales.

B: Oh, this idea is very powerful. How do you implement it?

A: China and Thailand are big bike countries. So I sell products to you. You occupy the market. At least in the first few years, no one can surpass it. To go beyond a product is necessary to go through a cycle, and my product has just been formed. During the development period, there are still three stages to the demise of the product, depending on your opinion of the market.

B: But I'm just a manufacturer, not a retailer or distributor. After all, I'm mainly responsible for supplying goods.

A: Mr. X, please calculate the following profit. If you sell a pump, you can earn X USD. I've investigated the price of the Thai local market. Please rest assured that I'll give you the price, even including the local sales price. I have helped you calculate and make an EXCEL form. The assistant will arrange to send you in the past.

You still continue to produce bicycles. I suggest that you set up another department. Similarly, we also set up a department to develop this project specifically. What do you think? As a manager of your foreign trade department, I believe that you have the same ideas as me. Everyone is a businessman. I talked to you today not about you and I have a profit, but the entire bicycle market has been strategically sold in Southeast Asia. Say it today, I think Mr. X needs to negotiate with the high-level business. I will email you with the price list in detail. I hope that we can have a pleasant cooperation. Bill Gates can do what we can do. There will be an upsurge in the joint gestures of developing countries. The relationship between China and Thailand is good. I also hope that today's exchanges will win the trust of your company.

B: Well, I'll send your thoughts back to the bosses. After all, if we don't mind if we don't mind such a big project, can I give your contact information to the assistant to the general manager and the specific business cooperation? Responsible for X**.

A: I would like to trouble you. I hope to hear from you at an early date. Thank you very much for taking a chance to experience the culture of Chinese companies and to give me the opportunity to showcase the products and company culture.

Behind the need to save the daily chat ...

Through this communication, we can come to a conclusion that the e-mail address for foreigners must be eye-catching on the title. I have the following title: Take time to browse the e-mail for 5 minutes and you will have the opportunity to control 50% of Thai market share. From the time the foreigners started to wonder, the foreigners began to accept your ideas and finally fed your ideas back to the final decision maker. As a novice, you should feel that marketing is important before you are old. There is also good communication skills. I have grasped the new features of the product and the competition in the market from beginning to end. Comprehensively, I have market research in front of us, and everyone should know that it takes time and effort to gain trust from foreigners and enter the world of products for customers. It took me 2-3 months to complete a product research because I was doing it alone. When I was very familiar with this product, I could talk about products in the market when talking to foreigners.