外貿(mào)工作中，你不僅需要關(guān)注小細(xì)節(jié)，更應(yīng)該有“宏觀”的思考，要學(xué)會(huì)通過流程化與步驟梳理外貿(mào)工作。

今天華sir梳理了外貿(mào)工作全流程，教大家一步一步拉近與客戶的距離。

客人怎么來？

有幾種辦法，主要的有：

一，網(wǎng)上吆喝，找買家。

二，參加展會(huì)，攬生意。

相對(duì)而言，網(wǎng)上找客人費(fèi)用低，成交率低；展會(huì)費(fèi)用高，成交率高。還有其它找客人的辦法。

報(bào)價(jià)怎么報(bào)？

報(bào)價(jià)里有什么內(nèi)容呢？貨物的成本+其他費(fèi)用+利潤(rùn)。

以一單服裝為例，貨物的成本就是采購(gòu)服裝的價(jià)錢(如果是讓工廠生產(chǎn)的話，就是采購(gòu)面輔料的費(fèi)用+付給工廠的加工費(fèi)用)。

其它費(fèi)用就是運(yùn)費(fèi)（價(jià)格條件里有說明）+雜費(fèi)+報(bào)關(guān)費(fèi)用+公司日常開銷費(fèi)用等等。

利潤(rùn)就是自己掙的錢，有兩部分組成：從老外那里掙的+國(guó)稅局的退稅。

所以在搞清貨物品名、型號(hào)、數(shù)量、包裝規(guī)格、交貨期、付款方式及柜型等等之時(shí)，要搞清報(bào)價(jià)里還含有哪些條件：

A、匯率

B、價(jià)格條件

這個(gè)東西其實(shí)就是運(yùn)輸和費(fèi)用的問題，由于交貨的地點(diǎn)不同，產(chǎn)生的費(fèi)用不一樣，國(guó)際貿(mào)易一般以港口碼頭作為交貨的地點(diǎn)。

C、運(yùn)費(fèi)和雜費(fèi)

那么運(yùn)雜費(fèi)有多少呢？這就要去向貨代（貨物運(yùn)輸代理公司）咨詢了。

D、退稅

很多國(guó)家為鼓勵(lì)出口創(chuàng)匯，都有獎(jiǎng)勵(lì)制度，在稅收上予以獎(jiǎng)勵(lì)，這就是退稅，我們也退稅。

E、配額

本以為我們WTO了，配額可以取消了?？蓺W美至今仍對(duì)我們實(shí)行"限量供應(yīng)"，配額依然存在。依然存在配額分配不公的事實(shí)。一切和從前一樣，那些出口大戶們依然享受和占有大量配額。大戶們用不掉的配額仍舊可以倒賣，而那些想增加出口卻沒配額的中小戶們只能買配額，在報(bào)價(jià)中，配額的費(fèi)用是一定要加上去的，因?yàn)榭赡苜I配額的價(jià)錢比你的貨物成本價(jià)還高。

合同怎么簽？

在國(guó)際貿(mào)易中，對(duì)貨物買賣合同并木有固定形式。一般有正式的合同書，也有確認(rèn)書(Confirmation)、協(xié)議書（Agreement）、備忘錄（Memorandum）、定單（Order）、委托訂購(gòu)單（Indent）等等。除非一方聲明"以簽約為準(zhǔn)"，以上的這些都可以認(rèn)為是合同。

確認(rèn)書(Confirmation)、協(xié)議書（Agreement）、備忘錄（Memorandum）等等，就沒有合同那么嚴(yán)肅了，簡(jiǎn)化了很多。像異議索賠、不可抗力、仲裁等等條款都不會(huì)列入。

錢該怎么付？

比較常用的國(guó)際付款方式有幾種：信用證（L/C）、電匯（T/T）和直接付款。

備貨（采購(gòu)或工廠生產(chǎn)）

備貨實(shí)際上就是采購(gòu)貨物或者下定單到工廠生產(chǎn)貨物。在備好貨后要經(jīng)過國(guó)家進(jìn)出口商品檢驗(yàn)檢疫局的檢驗(yàn)（我們叫"商檢"），否則無法報(bào)關(guān)出口。

備貨在整個(gè)外貿(mào)流程中起到有著非常重要地位，須按照合同來進(jìn)行。貨物的質(zhì)量、規(guī)格、數(shù)量、包裝......要符合合同或信用證的要求。要注意結(jié)合船期安排，以利于船貨銜接。

商檢

從這里開始往后的很多工作，很多外貿(mào)公司都交給專門的機(jī)構(gòu)去做了，你只要了解一下流程就可以了。

如果是法定檢驗(yàn)的出口產(chǎn)品，必須辦理出口商品檢驗(yàn)證書。

在商檢里還包涵一個(gè)"原產(chǎn)地證明"(Certificate Of Origin)。

報(bào)關(guān)

貨已經(jīng)準(zhǔn)備好，商檢也OK了，下面就要運(yùn)給客人了。要把貨運(yùn)出去，得先跟海關(guān)打交道，這就是報(bào)關(guān)，每個(gè)國(guó)家都一樣。

海關(guān)對(duì)進(jìn)出口貨物的通關(guān)手續(xù)，包括接受申報(bào)、審核單證、查驗(yàn)貨物、征稅、結(jié)關(guān)放行等幾道手續(xù)。

在裝貨的24小時(shí)之前，你要向海關(guān)申報(bào)（也就是報(bào)關(guān)）。

接下來是貨運(yùn)，你要租船訂倉(cāng)，把貨交給客人了。

如果合同是FOB條款，客人會(huì)指定運(yùn)輸代理公司（船運(yùn)公司）。

如果是由賣方支付運(yùn)費(fèi)（CIF，CNF），那就是要你去找貨運(yùn)公司（船運(yùn)公司）咨詢船期，運(yùn)價(jià)，開船口岸等。

收匯

這是個(gè)相對(duì)簡(jiǎn)單又復(fù)雜的事。

如果是做信用證L/C的話，你開出匯票請(qǐng)銀行議付即可收錢，銀行是不認(rèn)貨物，只認(rèn)票據(jù)的（有的票據(jù)可以買賣），只要你的單證相符，銀行立馬給錢。我國(guó)出口結(jié)匯有幾種形式：收妥結(jié)匯、押匯、定期結(jié)匯。

外匯結(jié)單一定要正確、完整、及時(shí)、簡(jiǎn)明、整潔。對(duì)不同的結(jié)款方式要注意有關(guān)事宜。不要出現(xiàn)貨款兩空，畢竟現(xiàn)在的國(guó)際詐騙是不少地。

核銷

"出口外匯核銷單"是由國(guó)家外匯管理局制發(fā)，出口單位和受托行及解付行填寫，海關(guān)憑此受理報(bào)關(guān)，外匯管理部門憑此核銷收匯的有順序編號(hào)的憑證（核銷單附有存根）。

你應(yīng)當(dāng)在收到外匯之日起一個(gè)月內(nèi)憑核銷單、銀行出具的"出口收匯核銷專用聯(lián)"和其它材料（如來料加工、來件裝配要提供加工合同和"登記手冊(cè)"）到外匯局辦理出口收匯核銷。

退稅

你在取得工商管理部門和其它部門批準(zhǔn)經(jīng)營(yíng)進(jìn)出口業(yè)務(wù)后，要在30日內(nèi)辦理出口企業(yè)退稅登記。在得到"出口企業(yè)退稅登記表"后，按登記表上的要求填寫，并蓋單位公章和有關(guān)人員印章后，連同出口產(chǎn)品經(jīng)營(yíng)權(quán)批準(zhǔn)文件、工商登記證明等證明資料一起報(bào)送稅務(wù)機(jī)關(guān)，稅務(wù)機(jī)關(guān)接到你企業(yè)的正式申請(qǐng)后，審核無誤并按規(guī)定的程序批準(zhǔn)后，核發(fā)給你"出口退稅登記表"。

一筆外貿(mào)訂單的順利成交和完成需要經(jīng)過非常多的細(xì)節(jié)溝通，包括從最初給潛在客戶發(fā)送開發(fā)信或回復(fù)詢盤，到最終客戶收到貨物后的售后跟進(jìn)和維護(hù)。

整個(gè)外貿(mào)業(yè)務(wù)流程中的每一個(gè)細(xì)節(jié)都需要外貿(mào)業(yè)務(wù)人員能夠準(zhǔn)確、及時(shí)的和國(guó)外客戶進(jìn)行有效溝通，只有這樣才能確保每一筆外貿(mào)訂單的高質(zhì)量交付以及后續(xù)客戶的持續(xù)返單。

外貿(mào)開發(fā)信（1）

Dear John Smith,

I hope this email finds you well!

I wanted to reach out because[explain how you got their contact information and how you relate to them:talked to a colleague on linkedin,saw your company online,etc.].

Our company has a new[Product or Service]that will help your company[One sentence pitch of benefits].We do this by:

Benefit/feature 1

Benefit/feature 2

Benefit/feature 3

Let's explore how our[name of your product]can specifically help your business.Are you available for a quick call[time and date]?

Best regards,

Jack

外貿(mào)開發(fā)信（2）

Dear John Smith,

We are the main manufacturer of A product,B product and some other related product here in China,our product have been exported to[Country name]market for many years.For more details about our company and our products,please kindly take a visit to our website at:[www.abc.com].

For your reference,I have attached our product catalogue here in this mail,please kindly take a view of it.

In case you have any interest or inquiry,please feel free to let us know.

Sincerely,

Jack

客戶跟進(jìn)郵件（3）

Dear John Smith,

Quickly following up on my email from yesterday.I tried to call you,but was unable to connect.Hoping to set up a call to introduce my company,[ABC Company].Do you have 10 minutes anytime early next week that would work?

While I have you,I thought you might find some interest in our cooperation with[client name].We helped them[achieve goal]resulting in[ideally you have a%to use here,but any meaningful result will suffice].You can read the whole story here:[Provide case study link.]

As a reminder,we're a[Outline the main business]company,expert(or specializing)in the[Describe more spcifically]category.We've worked with[name 2-3 clients]in your country,and help many others to[achieve goal].

I look forward to hearing from you soon.

Best regards,

Jack

客戶跟進(jìn)郵件（4）

Dear John Smith,

Hope you had a good weekend(been well,etc.).

Not sure if you've been really slammed or you've decided to hold off for now,but I wanted to see if you might have any feedback on our proposal?

Certainly,no rush on our end—I don't want to become a pest if you'd prefer I hold off on contact.

I also thought you might have some interest in a recent post on[a post specific to the prospect's category,or if you don't have one,a category-specific,third-party article].You can read it here:[link].

Look forward to hearing from you.

Best regards,

Jack

詢盤回復(fù)（5）

Dear John Smith,

Thanks for your below inquiry.

We are a professional manufacturer of[Product name]here in China,our product have been exported to[Country name]market for many years.For more details,please take a visit to our website:[www.abc.com].

In order to give you our offer precisely,could you please let us know the below information:

1.Which product do you need?

2.What is your quantity demand?

3.Do you have any specific requirement about the product?

4.Do you need us to give you the quotation with freight charge?If yes,please let us know the name of your destination port.

Looking forward to hearing from you soon.

Sincerely,

Jack

詢盤回復(fù)（6）要求提供產(chǎn)品目錄

Dear John Smith,

Thank you for your interest in our[Product name].

We are excited to hear from you.In response to your enquiry,please find attached to this email our product catalogue.

We hope the information provided in it answers your query.However,please do not hesitate to contact us for further clarification if need be.

We look forward to your patronage.

Best regards,

Jack

報(bào)價(jià)跟進(jìn)郵件（7）

Dear John,

In order to enable you have a better understanding about our product,I have attached some pictures of our product here in this mail,please kindly take a view of it.

Please note that the pictures attached here are for your reference only,we will make the production strictly according to your specific requirement.

Looking forward to hearing from you.

Sincerely,

Jack

報(bào)價(jià)跟進(jìn)郵件（8）

Dear John,

For your further reference,I am attaching the Specification Date Sheet of our[Product name]here in this mail,please take a view of the attached file.

Hope these information will be helpful for you.

Sincerely,

Jack

客戶下單前討價(jià)還價(jià)的回復(fù)（9）

Dear John,

Thanks for your fast reply.

We do appreciate your efforts on this tender,we hope you can win it and we will spare no efforts to assist you to win this tender.

You know,except for giving you our lowest possible price to win this order,we need to use the best material to guarantee the quality of the product.We are a company focusing on long term cooperation instead of doing one time business,we need to give you and your client the best quality product with the best material.Therefore,we can’t compromise on the material,and it will be very difficult for us to reduce the price.

But considering this is a tender and in order to start our cooperation from now on,we’d like to give you our“cost price”and leave no profit margin in our side to assist you win this tender.Attached please find our rock bottom quotation with“cost price”:

We hope our efforts could help you win this tender,and hope to hear from you soon!

Sincerely,

Jack

客戶確認(rèn)訂單讓發(fā)形式發(fā)票（10）

Dear John,

Thanks for your order.

As requested,I am attaching the Proforma Invoice here in this mail,please take a view of it.

By the way,do you need us to book the shipment for you?If yes,please kindly let me know the name of your destination port,we will check the freight cost for you.

Looking forward to hearing from you soon!

Sincerely,

Jack

客戶說定金已付（11）

Dear John,

Thanks a lot for sending us the bank slip,we will check with our bank and let you know immediately once we receive it.

Have a nice day!

Sincerely,

Jack

詢問相關(guān)裝運(yùn)信息（12）

Dear John,

How are you today!

Deposit received,thanks.We are arranging the production now,and will keep you updated about the progress.

By the way,please let us know the below information for arranging the shipment later on.

1.Please let us know the name and contact information of both the Consignee and Notify party,these information will be shown on B/L.

2.We will send Commercial Invoice,Packing List and B/L to you,what other documents do you need us to provide?

3.Please let us know your receipt address for the shipping documents.

Looking forward to hearing from you soon.

Sincerely,

Jack

通知客戶支付余款（13）

Dear John,

Your order is expected to be ready for shipment around 20th Oct.

Please kindly check and make the balance payment with the below details:

Total$39,860.00

Paid$3,200

Balance$36,660.00

Looking forward to hearing from you soon.

Sincerely,

Jack

反饋訂艙情況（14）

訂艙后反饋訂艙情況，告知客戶預(yù)計(jì)裝柜日期和ETD（預(yù)計(jì)開船日期）

Dear John,

We have booked the shipment today,the goods will be loaded into container in our factory on 21th oct,the shipment date has been scheduled on 25th Oct.

I will send you the loading photos after the loading in factory,and will keep you updated about the shipment.

Sincerely,

Jack

裝柜當(dāng)天（15）

裝柜當(dāng)天發(fā)議付單付草本給客戶，并讓其確認(rèn)內(nèi)容

Dear John,

Enclosed please find the draft copy of the shipping documents,please check and let me know if they are ok.

Waiting for your information.

Sincerely,

Jack

開船當(dāng)天（16）

開船當(dāng)天告知客戶實(shí)際開船日期和預(yù)計(jì)到達(dá)日期（ETA)，以及清關(guān)單據(jù)預(yù)計(jì)寄送日期。

Dear John,

The shipment has been made on 28th October,and the ETA is 25th November.

We are working on the shipping documents now,and they are expected to be sent to you on 2nd November.

Sincerely,

Jack

網(wǎng)上跟蹤單據(jù)（17）

網(wǎng)上跟蹤單據(jù)是否簽收，并和客戶確認(rèn)

Dear John,

Today I have tracked the shipping documents on DHL website and found that they have been signed by“Donald Trump”.Have you receive it?

In case you have any questions,please let me know.

Sincerely,

Jack

詢問客戶是否提到貨（18）

Dear John,

Have you received the goods?

If you have any questions or problem with this shipment,please feel free to let us know.

Sincerely,

Jack

上述模板僅供參考，具體應(yīng)用在自己的工作可以根據(jù)自己的行業(yè)、公司、產(chǎn)品情況以及自身的經(jīng)驗(yàn)判斷進(jìn)行調(diào)整和完善，做出一套適用于自己的郵件模板，從而讓你在以后每一次與客戶進(jìn)行郵件溝通的時(shí)候都能夠高效省時(shí)，最大程度上提升你的客戶開發(fā)跟進(jìn)工作的整體效率和效果。

在這個(gè)前期制定過程中，需要花費(fèi)較多的時(shí)間和精力，因?yàn)槟阈枰粩嗟膬?yōu)化打磨。但是一旦你制定完善后，你就可以固化流程，后期不僅可以提高你的工作質(zhì)量，還能規(guī)避犯錯(cuò)風(fēng)險(xiǎn)。終極目的是幫助自己建立工作流程標(biāo)準(zhǔn)化作業(yè)。

更多外貿(mào)干貨知識(shí)，請(qǐng)關(guān)注微信公眾號(hào)：外貿(mào)原力