轉(zhuǎn)載須經(jīng)Mike授權(quán)并注明：Mike外貿(mào)說、二維碼、原文鏈接   

現(xiàn)在有個(gè)很常見的問題，大家都在談?wù)揃2B付費(fèi)平臺(tái)，展會(huì)(國內(nèi)外），海關(guān)數(shù)據(jù)等等，卻很少有人會(huì)去提一個(gè)及其簡單快速的方式， 我管他叫做“自主開發(fā)”

Mike覺得這是病，得治。 

There's a very common problem now that everybody is talking about paid B2B platforms, Exhibitions ( Domestic Exhibitions and International Ones), Customs Data, etc.

However, seldom will anyone talk about developing business in a quite simple and fast way.  I call it "Active Development"

So I think you may need fresh your ideas of developing business.

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很多老板聽到別人討論外貿(mào)，就會(huì)想到阿里巴巴，中國制造等等大型的B2B平臺(tái)，當(dāng)然，他們也只能想到這些。 因?yàn)楹芏嗥髽I(yè)都是從國內(nèi)的中小型內(nèi)貿(mào)工廠發(fā)展起來的，在過去的幾年里，完全是在經(jīng)營內(nèi)貿(mào)生意。如果他們自身沒有人才或者沒有雇用人才，自己也是需要很長一段時(shí)間來適應(yīng)外貿(mào)環(huán)境的。

Many bosses will talk about large B2B platforms, such as Alibaba, Made-in-China, Global Sources, etc, And of course, that will be the only thing they can think of. 

Coz many of the companies are developed from small and medium factories which were completely dealing with domestic business in the past few years.

If they don't have or hire a fucking genius, it will cost a quite long time for them to adapt to the foreign trade environment.

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就像我們公司之前去當(dāng)?shù)匾患颐媪蠌S采購面料，這些面料是用來給澳洲一家很有實(shí)力的公司做床墊用的，但是當(dāng)對(duì)方聽到外貿(mào)的時(shí)候，卻一臉嚴(yán)肅的說，別跟我提什么外貿(mào)，那就是騙人的東西。

所以，我們只好離開。

We went to a local fabric factory before， sourcing fabrics for mattress making for an Australian customer,  whose company is very strong in Perth, Australia.

But when the factory guys heard " Foreign Trade", they said we are cheaters, 

" Foreign Trade" is a cheating way.

So, you know, we had to leave.

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于是，Mike和老板一連看了好幾家，并最終選擇了一個(gè)很熱情，愿意提供樣板的公司合作。Mike不在乎他們是中間商還是工廠，因?yàn)镸ike喜歡他們的產(chǎn)品，也喜歡他們的人，只要價(jià)格差不多，高一兩塊，無所謂的。我想這也是大多數(shù)在做采購做決定時(shí)，也會(huì)綜合考慮這些因素。

現(xiàn)在，我們已經(jīng)合作了很多單了。

So boss led me to many factories there and finally we confirmed cooperation with one who was full of passion, willing to provide us with fabric swatches and related materials. 

I don't care whether they are trading or directly from the fabric factory. I chose them because of their passion and good products. I didn't pay all my attention to the price. I would choose them as our supplier even if their price is a little higher than others'.

I think most buyers will take all of these factors into consideration when they make the final decision.

Now we have cooperated on many orders.

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當(dāng)然，Mike不是說B2B平臺(tái)不好，而是說，不能完全依賴于B2B平臺(tái)，而要多渠道開發(fā)客戶。

Of course, I am not talking that B2B is bad. What I am saying is, we can't put all hope on the B2B platforms. Instead, we should develop our business with multi ways.

我說的是多渠道，SEO, SNS, 谷歌，B2B平臺(tái), 展會(huì)，海關(guān)數(shù)據(jù)，等等，這些，都可以加以利用，如果能力所及，那就開始吧。

What I am telling is multi ways.

SEO, SNS,  Google, B2B Platforms， Exhibitions, Customs Data, etc, all of these should be our ways of developing business.

If any of these above-mentioned ways are within your reach, go get it.

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那么，作為一個(gè)業(yè)務(wù)員，我們是否應(yīng)該去嘗試上面所述的一切方法？ 不是，我說了，做你力所能及的，如果你時(shí)間還不夠打理你的B2B平臺(tái)或者回復(fù)客戶，跟進(jìn)客戶，那么你如何去做SEO，SNS 這些呢？

So, as a salesman, should we go for all the ways mentioned above?

The answer is NO!!!

As I said, just do the things within your reach. If you don't know how to do SEO, SNS, or have no extra time to do them, then drop it. Your time may be limited, not even enough for replying emails and make follow-ups.

Then how could you be able to do other things like SEO, SNS?

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現(xiàn)在很多人學(xué)了一些付費(fèi)課程，就開始瘋狂迷戀網(wǎng)站建設(shè)，連開發(fā)客戶都扔了。仔細(xì)想想，是不是得不償失呢？

Nowadays, many people learned some paid lessons and got lost in website building. They even drop customers development, saving time to learn it. 

Think about it, is it worthy of that?

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就算讓你建成網(wǎng)站，你不去做SEO， SNS, 內(nèi)容營銷這些，又有何意義呢？ 

網(wǎng)站自身是不會(huì)發(fā)展的！

Suppose the website was ready now, if you don't know how to do or have no time to do SEO, SNS, or content marketing continually, will this be meaningful? 

The website will not develop on its own.

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當(dāng)然，如果你有足夠的時(shí)間，也有能力做維護(hù)，那么盡管去做。 因?yàn)樽鲆粋€(gè)好網(wǎng)站，對(duì)于企業(yè)發(fā)展，的確很重要。

Of course, if you have enough time and ability to maintain it， then just do it.

Coz a good website is indeed very important for business development.

如上所述，綜合一切資源，嘗試開發(fā)更多的客戶，而不是依賴任何單一途徑。

As mentioned above, develop business with multi ways for more potential customers. Don't depend on any single way of that.

想象一下你的目的是什么？ 如何達(dá)成這個(gè)目的？

Think about it, what is your purpose? And how can you achieve it?

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我們的目的就是聯(lián)系上這家公司并取得訂單。 嗯，這個(gè)回答沒毛病。 但是，但可是，可但是，聯(lián)系上這家公司真的很容易么？ 得找到正確的人對(duì)吧？！

Our target is to get in touch with this company and get their orders. 

Right, this answer is no problem.

But, will it be very easy for you to get in touch with them?

We need to find the right guy, right?

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找到正確的人就能拿下訂單么？ 得提供價(jià)值，引起他們的興趣，對(duì)吧？！

So can we really get orders from them if we get in touch with the right guys?

We've got to provide them with value and attract their interests, right?

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那么誰是正確的人呢？采購，產(chǎn)品經(jīng)理，外貿(mào)經(jīng)理，進(jìn)口助手，老板，這些都是有可能的，跟公司性質(zhì)和大小有關(guān)。

So who are the right guys we need go contact?

Purchaser/Buyer/Merchandise/Procurement/Product Manager/Foreign Trade Manger/Import Manager/Export Manager/Import Assistant/CEO/Boss

All possible!!!

It depends. As the companies differ in size and characteristics.

觀察他們的網(wǎng)站的產(chǎn)品范圍和公司介紹，利用Whois查看注冊(cè)企業(yè)（可能挖出上層企業(yè)）或者法人

Check their Product Range and Company Introduction on their website, and check the people or enterprise ( You may dig out a group) of the registration with Whois.

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了解了公司的情況和產(chǎn)品范圍是為了針對(duì)性推薦產(chǎn)品，調(diào)整報(bào)價(jià)。觀察whois  信息是為了判斷聯(lián)系的方向是否單一。

Checking the company introduction and product range will help you recommend the right products and generate your offer in the right way.

Check their Whois info will help you judge whether your contact direction is limited.

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那么海關(guān)數(shù)據(jù)做啥用？ 觀察目標(biāo)公司的采購產(chǎn)品，采購周期，采購能力，采購源等等。

So what can we do with Customs Data?

Check much information of the target company, such as Purchasing Items, Purchasing Cycle, Purchasing Capabilities, Purchasing Sources, etc.

利用谷歌，領(lǐng)英，臉書，其他社交網(wǎng)站等等，去鎖定目標(biāo)。

Use Google, Linkedin， Facebook, and other SNS to get your targets locked.

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小白說了，我還是不會(huì)，沒關(guān)系，先仔細(xì)想想Mike講的這些，自己試試。

實(shí)在不會(huì)告訴Mike，Mike后期再寫一篇全程實(shí)操。

Some freshmen may say " I'm still confused. " 

No worries, just think about the above-mentioned details and try it.

If you still feel confused, tell me, and I will share a whole process of " Active Development"

又是看了就走？

動(dòng)動(dòng)手指，點(diǎn)贊，評(píng)論，轉(zhuǎn)發(fā)朋友圈等等