做外贸的人不仅要发展各方面的方法来寻找客户，还要根据不同国家的客户特点，努力调整策略，积极响应，找到赢得订单的方法。说外贸人士有18种武术并不过分。今天，带你回顾一下重要的干货内容，一起学习~
对于外贸推销员来说，必要的质量是什么？重要的是首先探索寻找客户的想法，不限于一种方法，在实际跟进客户中，也要学会根据不同国家的特点准备多套应对策略，根据不同的客户需求，容易处理，一种方法不适用于所有客户，因此，准备不断尝试和错误。
01如何快速获得买家？学习这五个步骤的业绩倍增
第一步:前期准备阶段:
在联系客户之前的准备阶段，我们应该注意两个问题：首先，我们应该选择联系客户的时间。上午联系客户更合适。最好不要在假期联系客户。比如周末不要联系欧美客户，周五尽量不要联系穆斯林和阿拉伯人，假期很难收到回复。其次，在与客户沟通时，尽可能多地了解客户的基本情况。例如，您可以询问外国客户是否第一次在中国购买，以了解客户对中国采购流程的熟悉程度。或者问客户是否浏览过公司官方网站的主页，通过官方网站的优惠折扣可以获得采购优惠政策，掌握客户的意图。
第二步：探索沟通阶段
掌握客户的具体需求和实际想法，通过设置一些巧妙的问题。只有了解对方的需求，才能有针对性地调整策略，更加注重价格、质量、交货期和服务。例如： 通过提问，“本产品的主要功能是省电。省电对你很重要吗？”如果客户对省电非常感兴趣，则表明客户非常重视产品的功能。如果客户回复希望价格便宜，可以推荐相应的低价产品。
第三步骤 ：为客户提供建议和选择
@ 根据客户来自哪里，推荐满足客户当地市场需求的商品。
@ 重点向客户推荐他感兴趣的商品，记得一次推荐多种商品。
@ 最多提供两三个选择，以免让客户犹豫不决。
02常见海外客户的类型和回复方法
有三种常见的海外客户买家，零售商、批发商和零售商。
第一种:线上线下零售商，比如eBay、Amazon、shopify，他们经常来中国购买产品，在自己的网站上推广。零售商品需要更多的款式和更少的数量。
话术1：款式多
We have our products development team work whom always think outside the box and develop new products.Every few months we will have many new designs , would you like to give you monthly update？
话术2：发货快
More than …… new designs are ready for quick shipping within 5 days , trust you will love all of them , would you like to have a look ?We contact to tell you very nice news that we have more than ...designs are ready to ship.
二是线上线下批发商、大买家、品牌、超市或商场，他们经常来中国购买产品，然后分销给他人。
话术1：价格优惠
We believe that we can offer you competitive advantage products to help you increase your sales in local market.In the last few years many customers were very happy with our prices and quality , we are sure you will pleased with our products.
话术2：质量保证和交货期
We are one of the few suppliers support refund money in case of bad quality or late delivery.
第三种:代理商，外国人在国内开的贸易公司，外国人的buying office，他们帮助他人在中国购买产品，然后获得佣金。
话术1：不要抢你的客户
In order to coopreate more safety we will sign a contract with you and make it clear that we will not contact any of your customers secertly .Please donot worry about coopreating with us as our company business culture is [with us your money in safe your business in safe.
话术2：试试小订单
It is our honor to cooperate with you , we trust that your customers will fully like the quality of our products. we are ready to send you a sample to check our quality first. Would you like to get a sample？
03和外国人谈生意有哪些注意事项？
了解你的客户来自哪里，了解不同国家的文化差异。不同国家的语言、文化、信仰、个性、采购需求、对中国企业和外贸推销员的需求都有所不同。我们应该尊重文化差异的沟通。例如，与来自欧洲、美国和西方国家的客户注意四点。
1.直接开门见山。在发送电子邮件和报价时，直接澄清具体内容、购买商品或与我们合作的好处。2.沟通时，不要太热情，保持一定的边界感。3.通过产品专业知识，欧洲和美国人对英语水平的要求更专业。4.时间概念很强，电子邮件的内容不应该写得太长。最好在30秒到1分钟之间阅读一封电子邮件，并指出要点。
另一个例子是：中东、阿拉伯和其他东方国家的客户需要考虑四点。
1.大多数人对人不对，增加客户对你的信任。
2.喜欢热情幽默的沟通方式，Dear / Brother等称呼。
3.英语相对简单，易于直接理解。
4.回复速度慢，时间观念一般，需要更耐心的沟通。
04如何提高订单转换效率？共享超级好用的实战模板！
刚认识的海外新客户说什么比较好？如何与客户沟通，提高订单转换效率？分享四套超级好用的模板供参考。
话术1：我们公司对您当地的市场非常熟悉
Hi Mr... , Nice day
Hot selling products for your market.
It is our pleasure to offer you some of our (hot-selling ) products for your market. Trust you like them .our market analysis sure these products will be hot sale in your market. Would you like to try any of them?
Fully hope we have a chance to serve you.
Yours
你的签名
话术2：我们的产品性价比高
Hi Mr... , Nice day
Competitive advantage products to help you increase your sales.
In the last 10 years almost of our customers very happy with our quality , we are sure you will pleased with our products, Let’s try with small order , is it ok ? we believe that we can offer you competitive advantage products to help you increase your sales in local market.
Yours
你的签名
话术3：为您提供不同的服务
Hi Mr... , Nice day
For sure we are not the sameYou should discovered that almost of the Chinese suppliers says “ we have very highquality , we have very cheap price “ that is right ? we know maybe we are not the cheapest price in china , also may be we are not the highest quality in china , but we trust we are your right choice supplier in china for ……. Business. please see attachments and you will know more about us.
Yours
你的签名
话术4：质量保障
Hi Mr... Wish you good day.
Fully hope we can have along term co-operation with you.Our company is one of the few suppliers at alibaba.com whom can offer refund money in case of bad quality.We trust you will be happy with our services. Would you like to give us a chance to show you more advantages about our company?
Yours
你的签名
最后，树立双赢意识也很重要。
