As Chinese enterprises accelerate their pace towards the international market, more and more small and medium-sized private enterprises begin to recruit and develop foreign markets. Quite a number of fresh graduates and other industry personnel have also applied for or changed jobs to become foreign trade salesmen. However, these enterprises often do not have mature foreign trade departments and personnel. Some have never had direct foreign trade experience, but have only had product supply business with foreign trade companies, and the bosses themselves do not understand foreign trade. So, in this “three-no” environment with no foreign customer channels, no working experience, and no mature business manager guidance, how can a novice carry out his work? In addition to the practical operation guide, some non-business factors are also very important:
First of all, whether it is a business owner or a business novice, they must be clear about two facts:
1. Foreign trade companies are not enemies but friends of factories. For a long time in the development of enterprises, they cannot do without the cooperation of foreign trade companies. Selling goods abroad through foreign trade companies (not export agents, because the customers are foreign trade companies) will of course lose a lot of potential profits-this is exactly what many factory owners are worried about-but it is the only way for most small and medium-sized factories. Foreign trade companies are familiar with the international market and foreign trade operations. Cooperating with them can not only greatly reduce the initial risks of entering the international market, but also gain valuable experience about market demand, which is essential for improving products to meet the needs of international buyers. In addition, when supplying goods to foreign trade companies, foreign trade companies will stipulate many requirements for packaging, transportation and document preparation. Don’t underestimate or get tired of these rules and regulations, because most of them are the requirements of foreign buyers. Follow the requirements carefully and communicate more with foreign trade companies to learn more about the causes and consequences of these requirements for your future reference.
Therefore, as a newcomer, the first thing to pay attention to is to cooperate seriously and actively with the existing foreign trade companies, and carefully organize and archive according to different orders. Foreign trade companies will be your first teacher.
2. The foreign trade market cannot be developed in one or two months. Foreign trade is a systematic project. In addition to the price, other transportation and document handover are also key. So it is not as simple as a general transaction: quote the price, and the customer accepts and signs the contract. Even if you find a potential customer, the customer needs time to understand you and observe you to make sure that you can deliver the goods on time and in good quality and quantity under the price conditions and submit the documents. Because you don’t meet each other and are thousands of miles apart, this process is longer. Moreover, many times customers will not buy your ready-made products, but need to make slight changes, confirm sales samples, etc. You should not only learn foreign trade, but also be familiar with product knowledge in order to answer customer inquiries and increase customer confidence in you.
Therefore, it is not surprising that it takes three to six months from the time you start working to get the first order. Of course, if your product has an absolute advantage, or you have the opportunity to participate in large trade fairs such as the Canton Fair, this process may be shorter.
Therefore, be mentally prepared in the first few months, work actively but don’t rush for success. However, if there is no intentional inquiry or reply during this period, you should review it in time. Is it because of the price, the wrong target market, or the wrong working method, etc., and make some adjustments accordingly.