当你掌握更深一层次的规律,当前的所有问题都会引刃而解。

请注意,是规律,而不是资源。因为这句话很容易理解为:拥有更多的钱,当前的问题都会引刃而解。这句话很可能是对的,但今天不探讨这个。

 

小学三四年级的时候,经常做各种各样的应用题,比如小明从A地出发,小强从B地出发,又比如鸡兔同笼等等。每种问题我们都会按照其具体情况思考解决方法,而每种问题又会有各种变化情况,于是原先的方法好像又不灵了。于是没遇到一个应用题,都要在纸上写写画画,绞尽脑汁,非常痛苦。等到上了初中,学会了设X,Y,你会发现,那时候所有的应用题都很简单,都可以用同一种思路去解决。你面前的所有复杂问题,最后都用同一种简单的方法解决,这种感觉实在是太棒了。

 

迫于生存的压力,大家都在变得越来越急功近利,都在寻求捷径。我们赞赏钦佩那些会“借鸡生蛋”,会“空手套白狼”的人,嘲笑那些傻傻的一步一个脚印的人。很多东西看起来都有现成方案,为什么还要自己再去自造车轮呢??但最后我们会发现,那些一步一个脚印的人,是最聪明的,他们掌握的是更深一层次的规律。

老祖宗说的“欲速则不达”是非常有道理的。因为当你“欲速”的时候,你会把时间用在一些“低投入,低产出”的事情上面,而别人做的是“高投入高产出”的事情。多年之后,你学了一大堆三流剑法,而别人学会的是独孤九剑。

这两年我一直在干一件事,寻找各种博客程序,论坛程序,电商程序。寻找各种不同风格的模板。我脑子里有各种想法各种网站想做,但我想走捷径想用现成的方案或者模板,不想去接触较为底层的代码。但两年后我发现,不管是做什么网站,都没有一款模板能真正符合你的要求,有些类型的甚至就没有。而对于一个懂代码的人来说,可能在一些框架的基础上修修改改就能做出100%符合自己想法的网站,稍微改改又是另外一个网站。而两年时间,足以学会一门语言。但自以为聪明的我,却把两年时间浪费在寻找各种程序上了。

 

写这篇文章的目的有两个:

1-  告诉自己和朋友,不要怕麻烦,多把时间花在学习更深一层次的规律上。

2- 如果现在面临各种复杂的事情,不要气馁,当你掌握更深一层次的规律的时候,你会发现当前面临的诸多问题都可以像当年设X,Y一样轻松解决。

 

忘了在哪里看到的八个字,觉得很不错,送给大家:

虽慢必行,虽远必至。

 

 

 

速卖通等外贸电商各工种分析点评

阿漆操作速卖通4个月左右,如果你是外贸电商的老鸟,就不必看了。如果是新人,可以参考一下。

写此文主要目的是自己做个总结。没啥干货。

————–

 

寻货:包括逛市场,包括在去各种平台搜,从茫茫货海中确定自己要做什么产品。首先不是所有产品适合外贸电商,其次,绝大部分产品,都有很多人在做了,利润很低。但这不代表你非要做没人做的产品。中间的取舍就要看自己把握。你上传10个产品,两个月后有8个没卖出过很正常。所以寻货有一个反反复复的过程。

进货:跟供应商的讨价还价,删选供应商。有几个产品跑遍市场都找不到的时候真是焦头烂额。一个产品你即便有了稳定的供应商,每次进货其实也要话费不少时间精力。

检测:这一项原先以为占用时间不多,但其实挺多的。不懂产品的时候纠结怎么用,懂了之后又觉得枯燥繁琐。但是不得不检,无论是零售还是小额批发,你嫌麻烦不检测,客户收到货发现有问题就会有大麻烦。出过问题之后就乖乖的每次都检了,这样发出去心理也踏实。

打包发货:此项工作的最烦的地方在于要根据货物是否带电,是否带牌子,以及客户在哪个国家来确定发什么渠道。这样一来,本来相对机械化的工作就变得人工程度很高。然后各种渠道本身又在变动之中,昨天瑞典小包还能发带电,今天就不能发了等等问题。如果发DHL,打包也是一项技术活。

以上四项为线下工作。其工作量远超我之前的想象。

 

售前客服:这个还行,老外不像国人喜欢问东问西,很多都是直接下单。

售后客服:处理纠纷,处理差评。 有些差评可能是因为客户不会用你的产品,有些纠纷可能完全是买家的问题。还有更多是物流环节出问题了。当面对这些问题的时候,一定要挺住,心态一定要调整好。这些不公平的事情,其他卖家同样也要经受。

业务员:这个包括整理产品资料,研究关键词,上传产品,定价,搞活动。当然最重要的就是千方百计提升排名。该工种相对笼统。

以上三项工种为线上工作。

 

如果你的业务起来了,准备招一个人,你会怎么分配以上工种呢??

速卖通秘籍

 

阿漆发现近两年有很多朋友开始做速卖通,ebay了。

阿漆自己也开了个店卖一些电子产品。

这篇文章我是在网上看到,觉得写的挺不错的。转载下来。

本文转载自Kevin同学,在此表示感谢。

 

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处理纠纷有妙招

只要单量达到一定程度,纠纷和差评就是避之不及的。一直追求完美,想维持100%好评店铺,接连的几个无来由的差评混杂着纠纷,把我们打的晕乎乎的。有些纠纷是有来由的,有些差评却是莫名其妙的,想搞定它们,先搞清它们:

1-        客人期望值过高,产品没有达到他们的期望值是纠纷和差评的根源
2-        物流速度是造成客户满意度下降的元凶
3-        沟通不够让不满演变成纠纷或差评
4-        产品质量不过关,包装破损
5-        运输过程中,产品不争气的坏了

搞懂了为什么客人差评我们,那么解决起来也就没那么难了。

首先,不要一味的美化产品和图片,如果有瑕疵和不足的,要在照片中体现,产品描述清晰简洁详尽。
接连收到的差评都是因为客人没有注意到尺寸想当然的买了下来,结果货到了觉得小了,不经过任何沟通,直接差评

遇到这样的客人,我们都是先站内信和邮件沟通,请求修改评价,一部分客人很好讲话直接就改了,一部分客人没有任何回应;这样一周之后还有一次邮件轰炸的机会,再没反应就给他们好处,说改了评价返3美金或者下次给5%discount,然后好话继续说;再没反应就每天跟吃饭一样给他站内信留言,用“诚心”感动他们,让他们知道随便给了差评,是没好日子过的!

第二,对于物流速度问题,大家都很清楚,发出去的货就像泼出去的水,我们是控制不到的,可是客人着急了还是会找我们,就和我们在淘宝买东西一样,快递的问题最终还是会转移到卖家身上,对他们发泄,虽然我们也清楚他们是无能为力的。有2点我们可以做的更好,第一就是在发布产品的时候以表格的形式注明各个国家各种运输方式大致到达的时间,让卖家有清楚的认识,第二就是发货后要及时告知客人跟踪信息以及预计到达时间。做到以上两点,当物流有小的延迟的时候,客人也会表示理解的

第三,及时的沟通,首先是主动沟通,发货后的提醒是第一点,然后是被动沟通,成交客人站内信和留言的回复要及时,最后每个周六做个总结,抽出几个小时时间去跟进下发出去的货物,有异常的记录并及时告知客人,这样也能避免纠纷

第四,多买些包装辅助材料,如塑料袋,泡泡袋,泡泡膜,质量好一点的封箱胶,硬度好的纸箱,小投入大回报,值得投入

最后一点,很多产品就比较的容易碎,这样我们一般提供备品,很多时候碎的比备品多,怎么办? 这样客人肯定是不会善罢甘休的。对于这样的问题,首先要承认是我们的过失,其次是要问客人怎么去解决,最后就是随机应变了

————-

选好发布产品的时间

产品发布的多,一直不停的发,流量就上来了吗,订单就多了吗?不尽然。。。

并非人人都能有幸睡到“寒玉床”,就算是睡到了,也有可能因为利用不善走火入魔。 血肉之躯也不是机器,没办法24个小时不眠不休的发布更新,更新发布……之前也有试过一天十几个小时不停的更新发布产品,最后订单量不成比例,直接把小小的自信心给打击没了,也有试过从为了打时差凌晨两点起来发产品处理询盘的,效果也不是很好

数据纵横的新功能——实时风暴可以很好的掌握曝光量和浏览量的峰值数据,尽量在那个时间段发布和更新产品,效果会比不定时的好一些。

举例我们店里的产品,北京时间的早8点到中午12点是没什么流量的,流量最高的在早晨5-6点和下午3点到8点。早晨的那个时间段没有办法把握到,但是根据实时风暴的数据就可以合理的安排好一天的工作:上午不要发布产品,午饭过后开始发,刚好赶上下午的高流量点,这样新产品只要一两天就可以上位,提高了不少效率。

这样就空出来很多时间做别的事,并不要一天都守着电脑守着店铺,人慢慢发福,身体也越来越差就不值得了

从我工作以来,无论是要求自己还是要求同事,我都希望能奉行3点, 第一“工作体现价值”,第二“时间统筹比埋头苦干更重要”,第三“基于正确的方向,努力才有意义”,共勉。

————-

7 D X 24 H 就是好服务吗

之前我们店里打的招牌是7 x 24 service for you. Think customer before us. 顾名思义,就是7天24小时无休(跟EMS一样,哈哈)

一直为此沾沾自喜,以为这样就算是最好的最周到的服务。直到有一天看客人的ebay店铺,上面清楚的注明了工作时间,并且表明是LOCAL TIME。反思下自己的做法,觉得欠妥,首先,这个承诺是不可能兑现的,如果客人一周找你20次,那么你19次都在他不会觉得是你的服务好,1次不在,他会觉得你说话不算,这不就是传说中的“自己打自己耳光”吗

好的服务,首先要有原则,有底线

这点我之前做的不好,有一个PH的客人,经常在店里下100美金左右的单,而且频率很高,可是好景不长,客人开始让我给不断的找别的产品,而且直接发过来速卖通其他卖家的链接,我回复说你直接找他们买就可以了,这些产品我们没优势的,可是客人死缠烂打,没办法就找了,结果他变本加厉,要找的新品越来越多,甚至耽误了我们正常的工作,而且很多产品只买一次,金额就几十美金,每次要查HS编码,再查到目的国海关有没有什么限制,速卖通上的价格大家都懂的,特别是做烂了的大路货,每次也就一百RMB的利润,却要跑断了腿操碎了心。虽然单下的频,但是每个单都是麻烦不断,最后我们算下,从这个客人身上一个月才赚2KRMB,做一个采购代理都不止这个价吧,更何况我们一个团队从采购到发货都要围着他转。最后我们果断的把他拉黑,从此世界安静下来了。

有利润空间,才有提升服务体验的可能性

做速卖通,首先是赚钱,其次是建立在合理利润上的良好服务,包括态度和解决问题的能力。 如果没有合理的利润,还要赔钱赔笑,这个我实在做不到也不建议福友做。定价的时候考虑到后续可能发生的售后服务,就不会在发生一点意外就毫无还手之力更不能提供出任何服务,退款就变成了忍痛赔钱,自然也没什么好心情去做服务,大不了拉黑了事,白白错过了后续合作的机会。

记得刚做外贸的时候,因为没有师傅带,就到论坛学,不知道在哪里看到前辈的一句话:“客人很多,只找适合自己的”。这么多年,也一直这样要求自己,是自己的,要做到最好,不是自己的,就随缘。服务改服务的客人,利用好28原则,才能创造更多的利润。

 

——————–

小包的插曲

因为做的小包单不多,时间也不久,因为工作关系经常性的取消小包发货项,经验尚浅,本不想过多的在进阶教程里讲小包,但是经历了一夜的沟通,为了2个10美金的单,觉得不值的同时,又陷入了深深的思索

先说说这2个单的起因

因为11.26大促订单很多,虽然增加了人手并且加班加点熬了2个通宵包完了货,可是还是没能避免忙中出错:一个国家的2个客人的地址标签贴反了,我们却完全没意识到。最近陆陆续续的小包收货了,晚上12点刚想睡觉,邮件提示来了个纠纷,赶紧去处理,一看是说30天了还没到货,RU,做SMT的都知道,在10月份之后30天就到的可能性和中500w差不多了,赶紧写站内信安慰,写了好几条,客人完全不理会,想想算了,这个问题就算是提交到平台我们也不会输,看下时间快1点了,刚准备睡觉,邮件提示又来了一个纠纷!!!赶紧再起来看,居然是一个RU的客人收到货了说发的与描述不符,11.28日寄出的,12.14就到了,真是中了500w了,要求全额退款。看了这个客人发的照片才知道居然是刚刚纠纷的那个客人的货,晴天霹雳,刹那间不困了,赶紧找出来发货图对照,证明确实是发错了。怎么办? Paypal退款? 不幸里面刚好没钱。同意纠纷?最近没发小包,单少,只有几十个,同意了纠纷率马上就上来了。死撑周旋?一两个月后还是要全额退款,度过了这个月,春节之后还是要处理头疼的问题,而且影响更大。让客人再下一单然后减免10美金?别搞笑了,傻子才会信。那最好的办法只有一个:重发。补发就得沟通,好言相劝到早晨六点,客人算是稳住了,八点客人取消了纠纷。另外一个客人到目前为止没任何反应,已经拒绝了他的退款,虽然还在死撑,可是已经很清楚的知道就算是货到了,客人发现不符还是要退款的。

纠纷率是按照订单量而计算的,如果是按照金额,这么小的单直接全额退款给他们了,省去了麻烦。

本以为这样就算了事了,自责的同时,更多的是对零售客人的不满。

就在昨晚,同意重发的客人下了一个金额还算OK的批发单过来,还给了几个新的idea,有的还是有可行性的,也许年后会按照客人的idea开发新产品。可是就为了这张单,留言记录发了7页,艰辛的程度不亚于海运单,利润却只有那么点

总结做小包单
1-        货值小,运费少,就算利润率高,金额摆在那里的,能赚的有限
2-        运输不确定因素多
3-        在不影响店铺正常经营的情况下,不去过分的处理小包问题,让他们自生自灭
4-        还是好客人多,遇到有问题的客人,动不动就纠纷的,直接给1星差评提醒所有卖家,直接退款给他,直接拉到黑名单永世不得超生
5-        能走CPAM的不走HKPAM,10美金的东西,又有几个是真的在意几天到的呢,节约成本第一,控制利润第二,随时考虑全额退款和重发的高风险

—————-

物流进阶(预计送达时间,你怕了吗?)


穿过了物流折扣物流选择的重重考验,我们以为守得云开见月明,谁知道速卖通“预计运达时间”马上让我们的心在寒冷的冬天降到了冰点。

因为预计到达时间关系到后续放款问题,也许还会影响客人购物体验和商品排名?(没有测试,待考证),最开始是按照系统默认的时间来设置的,可是问题很多,下面是预计运达时间设置建议,FYI

1-        小包统一设置成60天(这已经是速卖通给出的最长时间了)
2-        EMS到东南亚,AU, USA设置成15天,SF到港澳台设置为5天(虽然SF也可以到马来西亚,韩国,日本,新加坡,美国,5天基本能到,但是第一价格贵,第二速卖通系统不支持发到这些国家,所以5天只是针对港澳台的),EMS到其他国家设置为30天(俄罗斯,巴西除外)

————-

邮件的妙用

经过了一段时间的积累,是时候把所有客户资料导出来整理一下了。之后按照金额排列下,就成了比SMT系统里“历史客户统计与营销”更完善更清晰的分析手段。

打电话成本太高,TM客人很少有上,订单留言石沉大海,站内信无法像原来一样给自己CC…… 这样邮件就成了营销利器,好好利用,效果不可限量。

1-        定期给客人推介新品
2-        询问客人使用反馈
3-        偶尔的节日祝福
4-        发货后提醒
5-        评价提醒
6-        售后问题处理
7-        建立比SMT在线店铺更稳定的客户关系体系

Tips
用outlook或者foxmail管理邮件;别用@qq, @163这样的邮箱

——————-

凭什么不评价(新的评价体系我有话说)

速卖通的几次评价改革都让人失望,首先是7天评价期变到30天,之后是默认评价不算分。 唯一好的就是之前修改评价有次数限制而且需要买家点击提出,现在随便几次只要买家愿意帮忙。

30天的评价期很长,但是确认收货不马上评价的,通过观察很少有再去评价的,哪怕写邮件去催,效果也和付出不相符。

有的客人比较懒,不知道要讲什么,就什么都不写
有的客人满意不说话,只有不满才差评

虽然默认好评不算数了,但不影响我们的利润,我曾试过为了更多的评价去信催客人留评,结果以2个差评收场,从此规规矩矩再不敢去惹恼客人。

中评不算数了也算是个好事吧,遇到中评的客人可以不去理会直接拉黑了

我曾经浪费过很多时间和金钱在处理差评方面,这完全是不值得的,省下时间可以管理产品,跟进有价值的客人,或者泡壶茶,慢慢的喝一会。

Tips
不要介意默认好评不算数,你的不算别人的也不算,留评的和不留评的一半一半,订单多多,评价自然会多起来
不要过多的时间去处理差评,在好评率不影响升级和参加平台活动的前提下,就随它去吧

————

 

线下交易之我见

线下交易,让人又爱又恨的方式。

好处在于规避了速卖通线上的风险并且节省了5%的手续费,但是被发现了却要割头的。

不要为了客人的方便而线下,要为自己的腰包去选择

因为速卖通手续费无上限封顶,超过500美金,线下比线上节约超过USD 25,USD 25足够应付我们这边的银行费用,如果客人那边的电汇费用较高,比如澳大利亚,巴西等,可以适当给予5%折扣,就相当于扣除速卖通线上交易费了,用来弥补客人的电汇费,钱到账户,放在里面不取,第一赚利息,第二积攒下来也可以平衡从速卖通提现的USD20费用。个人认为利大于弊。

分析要求线下的客人的几种情况:

1-        为了自己方便直接要求PP金额不大,100美金左右,甚至更少
这种客人我一般直接回绝:没有PP账户。
原因:这种金额的,PP不如直接速卖通线上,因为PP所要承担的手续费比速卖通的还要高,而且积攒到足够金额提现也更困难;另一方面,若后期各种原因引起纠纷,若买家在速卖通投诉,后果很严重

2-        要的产品太杂,没有合适的链接拍下
还是首先要看看客人的订单金额,以500美金为分界点,大于500美金线下还是值得TT的,小于的就辛苦一点做个链接给他,写明要的产品,或者为了省力,直接设个1美金特殊类链接让客人拍算了

3-        公司批发客户,订单量大,直接要求TT
这样的客人要好好把握,因为速卖通不接受公司credit card,如果没有有效的引导,客人一般会直接选择TT到速卖通,收到过这样的款的朋友都懂的,到账金额比实际金额差一些,我们是有权利选择不继续交易把款退回,可是客人收到的款最少的也被扣了30多美金,经历这么一折腾,客人很难再选择这么纠结的交易了
我之前有过一笔交易,当时算是比较大的金额3.8k多,客人直接TT到alipay的新加坡账号,可是因为客人拍下离付款相隔十几天(为了确认订单细节),速卖通因为各种原因一直说没收到钱,这个问题扯了一个多月,我记得当时的那个热线还是可以打通的还没“卖家买家轻松找对方,阿里巴巴“伤人”的网站”这个提示语,但是也花了几个小时话费吧,经常是座机手机一起打,从早晨九点到晚上五点,真是折磨。客人给速卖通也是写了很多邮件,都说会查,直到某一天,我们已经决定放弃做无谓的努力,让客人自行了断的时候,速卖通突然发来一封邮件说经查那笔款已经到了,一查,扣费了,问客人,客人说已经选择了负担全部的银行费用,因为实在是浪费太多时间在这上面,就算扣费也不想去跟客人计较了,少赚一点吧,结果把货发了,吃了哑巴亏。

这样的客人订单和利润最稳定而且更换供应商的可能性小,算是做大速卖通的基础吧

Tips

线下首选TT,若没有公司账户,那多沟通下走私户吧
西联也是不错的选择,不过到账一笔就要去取一下,不取没利息,麻烦
PP不推荐,综合考虑下,走PP不如直接走SMT线上了,优势不明显

还有最后一卷就完成了,随着小店越做越好,相信以后还会写分享的,福步带给我的太多,我能回报的却是少之又少。

—————–

攻克提现的烦恼

很多人反映SMT提现不成功给退回了,有人账号写ALI ID,有人写自己的英文名,这样退回就没什么奇怪的了
下面说下银行选择:
到目前为止我经过农行,工行,招行,中行提现,公司账户是不会有任何问题的,个人账户农行被要求去窗口结算(但却不用写申报单),但是相比还是麻烦,单次五万才值得跑一次,汇率也没什么出彩的地方
工行很简单,只要在网上银行直接随便选个用途结汇就OK,方便,而且汇率是最高的;但是2013年之后用过一次必须去总行柜台办理,说是新政策,从此没再试第二次
招行一贯是首选,因为首个像样的银行卡金葵花是在这里办的,另一方面借身份证开的账户也都是招行的,网银免费,彼此转款实时到账0费用,直接网上申报就可以了,用了几年都很好,就是汇率相比工行、中行低了点
中行提现要去柜台,网上办理有时候会被退票,而且网银一年50块钱确实费用不低,能省则省,6张卡就相当于公司一年的银行账户管理费了。

提现的手续费20美金是省不掉的,唯一能做的就是攒多点再提,3000以下不需要申报直接入账,有时候急用可以提3000。其他前期单不多可以一个月提一次,后期可以以周为单位提,攒多点再提,别都给马云打工了。
如果提50000可以输入50020,这样到账是50000整,可以全部一次结汇,用过的结汇卡做好记录,不要重复使用,否则打进去了结不了只能等到下一个自然年的一月一号了。

—————–

写在最后

这个算是第十章吧,如果你有耐心看到这里,我想告诉你:做速卖通做到什么程度,创造多少利润,是由自己说的算的。

如果你只是为了收入高一些,赚的多一些,付出时间和精力,你可以在SMT上得到的;
如果你只是想赚个零花钱,也别过多抱怨SMT风险大,回款慢,纠纷判决不公,付出和回报是成比的
如果你想用速卖通养活自己和家人,并让它的回报值得你不断付出,需要一直的坚持、努力和思考,每个人都是天生的胜利者,好好利用自己的资源和智慧,随着越做越好,你会对它有更多的容忍和期待

从有SMT到现在因为疑惑和工作时间关系,我几次开店关店,从最开始试试看到现在从海运单倾斜几乎在全职SMT,我渐渐懂得了一个道理:海运单可以由一个公司去运营,只要分工明确沟通到位,跟进客人的人选是可以替代的,而做SMT店铺,让我更能真切的感受到我的工作价值,也让客人感受到这个店铺所要传达出的讯息。愉快的交易,轻松的合作,虽然里面有一些辛酸和失落,但是毕竟到哪里都是好人多。

从一个不知小包为何物,不懂任何零售技巧的外贸人,到线上成交额排名稳居前三位,线下稳定客人稳定订单,我只用了6个月,对于一个把洗衣做饭收拾房间作为首要任务的已婚居家男人,我把家庭和家人看的比什么都重要,一个如此事业心淡薄的人都可以做到一个月的从SMT得来的收入说出来让人完全不信并认为是在吹牛,如果你做,有什么理由不会做的比我好呢?

坚持有神佑,愿所有看到这个帖子的速卖通卖家在2013越来越旺,订单多多,利润多多。

 

 

 

 

一个10年SEO工作者的35个SEO经验

这是阿漆从网上看到的一篇seo总结。推荐下:

—————-

当我第一次开始搜索引擎优化就好像是在昨天,但实际上我已经做了整整十年。十年是一个相当长的时期,即使世事变迁,也有了一些我了解到的经过了时间考验的经验,我决定分享给大家,这样你就不会犯同样的错误。

1、无法保证

这并不是我学到的第一件事,但肯定是SEO中最重要的其中之一。搜索引擎优化就像生活中的其他许多领域,也不能保证 – 永远。不管你做出什么样的奇迹,你都不能保证排名到搜索引擎顶部的位置,特别是随着时间的推移。原因是很复杂的 – 比如算法的变化,竞争对手的攻击,或者干脆是因为你网站的内容变老了,但其后果都是一样的 – 你永远无法保证您的排名。

2、你需要大量的耐心来实现结果

第二个最重要的教训是,SEO绝对不是一个可以快速致富的项目。为了达到效果,除了SEO技能,你还需要大量的努力和耐心(以及大量的时间成本),但结果也许永远也不会到来。

3、链接建设以缓慢的速度增长

反向链接可能是搜索引擎优化成功的支柱,你可能会想急于要反向链接的建设,但是这其实并没有什么帮助。正如我前面提到的,在SEO中你需要大量的耐心和时间。在外部链接的建设中也是如此。你需要建立缓慢增长反向链接的计划,甚至最好固定在一个稳定的增长速度,而不是急匆匆地一下子建立很多反向链接。

4、一个高质量的反向链接的价值超过100个垃圾链接

这又是一个宝贵的教训 – 从一个有信誉的,相关的,高排名网站的单个质量的反向链接远胜过100个垃圾链接。 这是在谷歌企鹅算法,百度绿萝算法更新之后,垃圾链接不仅失去了作用,反而还有可能带来惩罚。

5、不要获得一个不好的产品或服务的排名

如果你的客户打算做一些不是很好的产品或服务,那么你要学会说NO。不然你会在互联网上看到愤怒的网友带给你想想不到的负面宣传。

6、内容为王

简单的来说,如果你没有好的内容,那么你只是在浪费你的时间和金钱。

7、不要伤害Meta标签

十年前当我开始做搜索引擎优化的时候,meta标签是比现在重要得多。然而meta标签任然没有过时,特别是<title>

标签,所以为了以防万一,你要写好你的标题。

8、研究关键词的成败

关于SEO优化中关键词的研究在这10年间并没有发生任何的变化,或者更准确地说,选择错误或正确的关键词没有发生改变。这就是为什么关键词的研究是非常非常重要的。如果你这样做的不对,你所有的后续努力都注定是要失败的。对于优化来说你需要选择正确的关键词,而不是为了某些搜索量很大但是却不能产生转化的关键词。

9、你没有正确的工具哪里也去不了

搜索引擎优化需要使用很多的工具,如果你没有合适的SEO工具,你会得到错误的反馈,这可就是是个悲剧了。

10、利基产品/服务的网站

如果你有你想要覆盖10个行业,那么请建立10个单独的网站,而不是把全部内容都放在一个单一的网站上。

11、快或者失败

SEO是非常动态的。你必须要快,不然你就注定失败。这一点尤其是当主要的算法更新,因为如果你不能迅速采取行动,你会看到你的排名如何在眨眼间下降。

12、你不能只依靠搜索引擎优化

SEO是非常强大的流量入口,但你不能靠单打独斗-你需要的PPC,社会化营销等。正是这种结合,可以帮助你实现真正的成功,使您的网站最赚钱。

13、老域名或域名中加关键词也救不了你

老域名或者域名中加关键词对于你的优化确实有帮助,但是当你没有良好的内容和高质量的反向链接,那么他们不能拯救你。

14、始终要监测与衡量

当你不知道你的成果是怎么样的,那么你所做的一切都是瞎猜的。这就是为什么你总是需要监测你的成果,并努力摆脱那些表现不佳的网站/项目/关键字。

15、不要担心跳出率太高

跳出率是没有直接关系到搜索引擎优化结果的,但是当用户来到你的网站后不久就离开你的网站,这可是一种不好的症状哦,说明他们没有找到他们想要的东西。这是网站的损失,所以要尽量降低你的跳出率。

16、可以实现多个长尾关键词

长尾关键词是非常好的的,因为对他们来说大大的减少了竞争度,而且更高的排名是比较容易实现的。也许你的长尾关键词不会得到那么多的流量,但是在投资回报率方面他们击败了难以得到好排名的热门关键词。

17、黑帽是需要避免的

我需要说为什么?搜索引擎并不傻,黑帽的把戏往往很容易就被发现。所以不要成为一个SEO的罪犯哦!

18、谷歌或百度并不是唯一的搜索引擎

谷歌在全球拥有最大的份额,百度在中国拥有最大的份额。但其他搜索引擎可能带来不错的点击量,比如bing,360so,其他竞争力不大的搜索引擎,你可以得到很好的排名。

19、分散你的搜索引擎优化策略

关键词的排名位置和高质量的反向链接是SEO的核心,但还有许多其他策略。例如,您可能希望把社会化媒体营销加进来。

20、快速下降失败者

SEO成功需要时间和耐心,但是它从一开始就不是一个显而易见的工作,你能做的最好的是快速下降失败者。这适用于项目以及客户。等待是没有意义的,你失去的会更多,所以尽快终止一个失败的项目。

21、找一个好的主机托管商

这又是一个非常,非常,非常重要的一课。如今主机托管商越来越便宜,所以没有任何理由去忍受一个不可靠的供应商。当你的主机是频频出现问题,机器人便无法抓取您的网站,更糟的是,当用户在搜索排名中点击你的结果,他们却无法访问,其结果导致的是巨大的钱和形象的损失。

22、SEO的目的是转化(ROI),不是排名本身

良好的排名可能会让你得到自我满足,但如果你没有得到一个良好的转化以及一个像样的投资回报率,那么这并不是目的,毕竟我们从一个网站中赚到钱才是最重要的,不是吗?

23、只要你活着就要学习

这适用于生活中的许多领域,尤其是在搜索引擎优化中,事情往往变化得很快,。如果你想要生存下去,就需要不断学习新的或更好的方法。

24、学习市场营销,网站的设计与开发

SEO是强大的,但是当你以市场营销,网页设计和Web开发者来使用它,这可以帮助你获得大局。没有人说,你需要成为一个世界上著名的营销人员,设计师或开发人员,但你确实需要有这三个方面至少有基本的了解。

25、搜索引擎优化是一个团队游戏

SEO是不是一匹孤独的狼。你需要与编辑,设计师,开发人员,产品经理等紧密合作,或者你也可以自己做到这一切,但是这需要很长很长的时间,你最好聘请一位专业的。

26、不要忘了重定向和404错误

重定向和404错误会经常被忘记,但如果误用他们可以对你网站产生很大的伤害。所以请花时间来检查重定向和404错误。

27、你需要自己思考问题

你需要学习的是最好的,但是这并不意味着你应该盲目的遵循SEO专家的建议。即使他们不是想试图误导你。某个网站的成功是他们的作品,但并不意味着用同样的方式你也会获得成功。

28、你的竞争对手是你最好的老师

你的竞争是你最好的老师之一。只要分析他们做了什么,那么你会学到很多。

29、不要沉迷于数据

数据给你指引方向,但不要让他们牵着你走完一生。网页排名或者其他排名只是数字而已,沉迷于其中是没有任何的好处。投资回报率更加重要,所以如果你的投资回报率表现的依然很好,那么也就代表一切都很好。

30、您不能让不同类型的网站使用相同的搜索引擎优化策略

一个电子商务网站和一个公司的网站是非常不同的。你需要考虑这些所有的差异,并使用不同的搜索引擎优化策略。

31、在网络上人人都可以很大

即使你是一个小公司,你仍然可以得到比大家伙更好的排名。

32、您的排名不会太好

无论你的排名有多好,总是会有改进的余地。举例来说,如果你对于一个给定的关键词有很好的排名,您可以尝试一些你目前不是很擅长的相关关键词,

33、不要成为工作的奴隶

搜索引擎优化是会上瘾的,尤其是当你看到了结果。然而,成为工作的奴隶是很不好的。你需要的是生活,知道什么时候该停止,这不仅有益于身体健康,而且会提高你的工作效率,所以总是要计划几天远离电脑。

34、请务必填写您的<alt>标签

标签有时会被忽视或者留空,但他们也很重要。特别是对图片的站点,如电子商务网站或图像画廊。如果你的竞争对手标签都是留空的,你努力填写这些将是你一个巨大的优势。

35、有的客户你最好不要要

SEO的不可预测性甚至比等客户还要可怕。客户不熟悉搜索引擎优化的细节,希望做到不可能的事情,比如保证排名,那么你最好和这类客户拜拜。

英文博客平台的使用方法

以下是英文博客平台 chinabusy.com 的使用方法:

  1. 开通后你的邮箱会收到一份邮件包含用户名和初始密码。初始密码是系统生成,较为复杂,登陆的时候建议复制黏贴的方式去登陆。
  2. 登陆后可以修改你为你自己想要的密码。登陆后点击 Users==》》用户名  即可重置密码。
  3. 发表文章在posts。添加图片在 add media。
  4.  换皮肤。在 appearance  == 》》 theme 中可以切换皮肤。但一般建议选定之后不要再轻易换。
  5. 添加插件。plugin 里面可以添加你需要的插件。但较为复杂,一般不建议操作。
  6. 后台统计和评论插件。这两款非常实用,需要的朋友联系阿漆帮你设置好。评论插件可参看linfox.chinabusy.com ,非常好用。
  7. 系统采用wordpress搭建,需要了解更多使用方法请自行百度 wordpress 使用。
  8. 关于英文博客的开通申请  点击这里

外贸业务员值得收藏的实用广交会英语

广交会英语整理篇

广交会常用外语(一)

问好
1. Good morning/afternoon/evening./May I help you? /Anything I can do for you?
2. How do you do? /How are you? /Nice to meet you.
3. It’s a great honor to meet you./I have been looking forward to meeting you.
4. Welcome to China.
5. We really wish you’ll have a pleasant stay here.
6. I hope you’ll have a pleasant stay here. Is this your fist visit to China?
7. Do you have much trouble with jet lag?

 

机场接客
1. Excuse me; are you Mr. Wilson from the International Trading Corporation?
2. How do I address you?
3. May name is Benjamin liu. I’m from the Fuzhou E-fashion Electronic Company. I’m here to meet you.
4. We have a car can over there to take you to your hotel. Did you have a nice trip?
5. Mr. David smith asked me to come here in his place to pick you up.
6. Do you need to get back your baggage?
7. Is there anything you would like to do before we go to the hotel?

 

 

相互介绍

1. Let me introduce my self. My name is Benjamin Liu, an Int’l salesman in the Marketing Department.
2. Hello, I am Benjamin Liu, an Int’l salesman of FUZHOU E-FASHION ELECTRONIC COMPANY. Nice to meet you. /pleased to meet you. / It is a pleasure to meet you.
3. I would like to introduce Mark Sheller, the Marketing department manager of our company.
4. Let me introduce you to Mr. Li, general manager of our company.
5. Mr. Smith, this is our General manage, Mr. Zhen, this is our Marketing Director, Mr.Lin. And this is our RD Department Manager, Mr. Wang.
6. If I’m not mistaken, you must be Miss Chen from France.
7. Do you remember me? Benjamin Liu from Marketing Department of PVC. We met several years ago.
8. Is there anyone who has not been introduced yet?
9. It is my pleasure to talk with you.
10. Here is my business card. / May I give you my business card?
11. May I have your business card? / Could you give me your business card?
12. I am sorry. I can’t recall your name. / Could you tell me how to pronounce your name again?
13. I’ am sorry. I have forgotten how to pronounce your name.

 

 

小聊
1. Is this your first time to China?
2. Do you travel to China on business often?
3. What kind of Chinese food do you like?
4. What is the most interesting thing you have seen in China?
5. What is surprising to your about China?
6. The weather is really nice.
7. What do you like to do in your spare time?
8. What line of business are you in?
9. What do you think about…? /What is your opinion?/What is your point of view?
10. No wonder you’re so experienced.
11. It was nice to talking with you. / I enjoyed talking with you.
12. Good. That’s just what we want to hear.

 

确认话意
1. Could you say that again, please?
2. Could you repeat that, please?
3. Could you write that down?
4. Could you speak a little more slowly, please?
5. You mean…is that right?
6. Do you mean..?
7. Excuse me for interrupting you.

 

社交招待
1. Would like a glass of water? / can I get you a cup of Chinese red tea? / How about a Coke?
2. Alright, let me make some. I’ll be right back.
3. A cup of coffee would be great. Thanks.
4. There are many places where we can eat. How about Cantonese food?
5. I would like to invite you for lunch today.
6. Oh, I can’t let you pay. It is my treat, you are my guest.
7. May I propose that we break for coffee now?
8. Excuse me. I’ll be right back
9. Excuse me a moment.

 

告别
1. Wish you a very pleasant journey home? Have a good journey!
2. Thank you very much for everything you have done us during your stay in China.
3. It is a pity you are leaving so soon.
4. I’m looking forward to seeing you again.
5. I’ll see you to the airport tomorrow morning.
6. Don’t forget to look me up if you are ever in FUZHOU. Have a nice journey!

 

约会
1. May I make an appointment? I‘d like to arrange a meeting to discuss our new order.
2. Let’s fix the time and the place of our meeting.
3. Can we make it a little later?
4. Do you think you could make it Monday afternoon? That would suit me better.
5. Would you please tell me when you are free?
6. I’m afraid I have to cancel my appointment.
7. It looks as if I won’t be able to keep the appointment we made.
8. Will you change our appoint tomorrow at 10:00 to the day after tomorrow at the came time?
9. Anytime except Monday would be all right.
10. OK, I will be here, then.
11. We’ll leave some evenings free, that is, if it is all right with you.
市场销售

客户询问
1. Could I have some information about your scope of business?
2. Would you tell me the main items you export?
3. May I have a look at your catalogue?
4. We really need more specific information about your technology.
5. Marketing on the Internet is becoming popular.
6. We are just taking up this line. I’m afraid we can’t do much right now.

 

回答询问
7. This is a copy of catalog. It will give a good idea of the products we handle.
8. Won’t you have a look at the catalogue and see what interest you?
9. That is just under our line of business.
10. What about having a look at sample first?
11. We have a video which shows the construction and operation of our latest products.
12. The product will find a ready market there.
13. Our product is really competitive in the world market.
14. Our products have been sold in a number of areas abroad. They are very popular with the users there.
15. We are sure our products will go down well in your market, too.
16. It’s our principle in business “to honor the contract and keep our promise”.
17. Convenience-store chains are doing well.
18. We can have anther tale if anything interests you.
19. We are always improving our design and patterns to confirm to the world market
20. Could you provide some technical data? We’d like to know more about your products.
21. This product has many advantages compared to other competing products.
22. There are certainly being problems in the sale work at the first stage. But suppose you order a small quantity for a trail.
23. I wish you a success in your business transaction.
24. You will surely find something interesting.
25. Here you are. Which item do you think might find a ready market at your end?
26. Our product is the best seller.
27. This is our newly developed product. Would you like to see it?
28. This is our latest model. It had a great success at the last exhibition in Paris.
29. I’m sure there is some room for negotiation.
30. Here are the most favorite products on display. Most of them are local and national prize products.
31. The best feature of this product is that it is very light in weight.
32. We have a wide selection of colors and designs.
33. Have a look at this new product. It operates at touch of a button. It is very flexible.
34. this product is patented
35. The functioning of this software has been greatly improved.
36. This design has got a real China flavor.
37. The objective of my presentation is for you to see the product’s function.
38. The product has just come out, so we don’t know the outcome yet.
39. It has only been on the market for a few months, bust it is already very popular.

 

广交会常用外语(二)

广交会常用外语(二)品质
1. We have a very strict quality controlling system which promises that goods we produced are always of the best quality.
2. You have got the quality there as well as the style.
3. How do you feel like the quality of our products?
4. The high quality of the products will secure their leading status in the market place.
5. You must be aware that our quality is far superior to others.
6. We pride ourselves on quality. That is our best selling point.
7. As long as the quality is good. It is all right if the price is a bit higher.
8. They enjoy good reputation in the world.
9. When we compare prices, we must first take into account the quality of the products.
10. There is no quality problem. Quality is something we never neglect.
11. You are right. It is good in material, fashionable in design, and superb in workmanship.
12. We deliver all our orders within one month after receipt of the covering letters of credit.
13. Do you have specific request for packing? Here are the samples of packing available now, you may have a look.
14. I wonder if you have found that our specifications meet your requirements. I’m sure the prices we submitted are competitive.Sample Text

 

价格
客人询价

1. Will you please let us have an idea of your price?
2. Are the prices on the list firm offers?
3. How about the price/ How much is this?

 
我们报价
4. This is our price list.
5. We don’t give any commission in general.
6. What do you think of the payment terms?
7. Here are our FOB prices. All the prices in the lists are subject to our final confirmation.
8. In general, our prices are given on a FOB basis.
9. We offer you our best prices, at which we have done a lot business with other customers.
10. Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP?
11. This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in?

 
客人还价
12. Is it possible that you lower the price a bit?
13. Do you think you can possibly cut down your prices by 10%?
14. Can you bring your price down a bit? Say $20 per dozen.
15. It’s too high; we have another offer for a similar one at much lower price.
16. But don’t you think it’s a little high?
17. Your price is too high for us to accept.
18. It would be very difficult for us to push any sales it at this price.
19. If you can go a little lower, I’d be able to give you an order on the spot.
20. It is too much. Can you discount it?

 
拒绝还价
21. Our price is highly competitive./ this is the lowest possible price./Our price is very reasonable.
22. Our price is competitive as compared with that in the international market.
23. To tell you the truth, we have already quoted our lowest price.
24. I can assure you that our price if the most favorable. A trial will convince you of my words.
25. The price has been cut to the limit.
26. I’m sorry. It is our rock-bottom price.
27. My offer was based on reasonable profit, not on wild speculations.
28. While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.

 
接受还价
29. Can we each make some concession?
30. In order to conclude business, we are prepared to cut down our price by 5%.
31. If your order is big enough, we may reconsider our price.
32. Buyer wish to buy cheap and sellers wish to sell dear. Everyone has an eye to his own benefit.
33. The price of his commodity has recently been adjusted due to advance in cost.
34. Considering our good relationship and future business, we give a 3% discount.

 
订单
客人询问最小单数量
35. What’s minimum quantity of an order of your goods?

 
询问订货数量
36. How many do you intend to order?
37. Would you give me an idea how much you wish to order from us?
38. When can we expect your confirmation of the order?
39. As our backlogs are increasing, please hasten the order.
40. Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?
41. We regret that the goods you inquire about are not available.

 
客人回答订单数量
42. The size of our order depends greatly on the prices.
43. Well, if your order is large enough, we are ready to reduce our price by 2 percent.
44. If you reduce your price by 5, we are going to order 1000sets.
45. Considering the long-standing business relationship between us, we accept it.
46. This is a trial order; please send us 100 sets only so that we may test the market. If successful, we will give you large orders in the future.
47. We have decided to place an order for your electronic weighing scale.
48. I’d like to order 600 sets.
49. We can’t execute orders at your limits.

 
感谢下单
50. Generally speaking, we can supply form stock.
51. I want to tell you how much I appreciate your order.
52. Thank you for your order of 100 dozen of the shirts. We assure you of a punctual execution of your order.
53. Thank you very much for your order.

 
交货
客人询问交货期
54. What about our request for the early delivery of the goods?
55. What is the earliest time when you can make delivery?
56. How long does it usually take you to make delivery?
57. When will you deliver the products to us?
58. When will the goods reach our port?
59. What about the method of delivery?
60. Will it possible for you to ship the goods before early October?

 
答复交货期
61. I think we can meet your requirement.
62. I ‘m sorry. We can’t advance the time of delivery.
63. I’m very sorry for the delay in delivery and the inconvenience it must have caused you..
64. We can assure you that the shipment will be made not later than the fist half of May.
65. We will get the goods dispatched within the stipulated time.
66. The earliest delivery we can make is at the end of September.

 
客人要求提早交货
67. You may know that time of delivery is a matter of great important.
68. You know that time of delivery if very important to us. I hope you can give our request your special consideration.
69. Let’s discuss the delivery date first. You offered to deliver the goods within six months after the contract signing.
70. The interval is too long. Could we expect an earlier shipment within three months?

 
稳住客人
71. We shall effect shipment as soon as the goods are ready
72. We will speed up the production in order to ship your order in time.
73. If you desire earlier delivery, we can only make a partial shipment.
74. But you’d better ship the goods entirely.
75. We’ll try our best. The earliest delivery we can make is in May, but I can assure you that we’ll do our best to advance the shipment.
76. I’m afraid not. As you know, our manufacturers are full and we have a lot of order to fill.
77. I’ll find out with our home office. We’ll do our best to advance the time of delivery.
78. Thank you very much for your cooperation.
79. I believe that the products will reach you in time and in good order and hope they will give you complete satisfaction.

 

签单
签单前建议
1. Before the formal contract is drawn up we’d like to restate the main points of the agreement.
2. We can get the contract finalized now.
3. Could you repeat the terms we’ve settled?
4. It is very important for us to abide by contracts and keep good faith.
5. Have you any questions as regards to the contract?
6. I’d like to hear your ideas about the problem.
7. I think it is better to have a good understanding of all clauses before signing a contract.
8. Do you have any comment to make about this clause?
9. Do you think the contract contains basically all we have agreed on during negotiations?
10. Everything has been arranged well. I hope the signing of the contract will go smoothly

 

广交会常用外语(三)

广交会常用外语(三)
询问签单
12. When shall we sign the contract?
13. Mr. Brown, do you think it is time to sign the contract?
14. Shall we go over the other terms and conditions of the contract to see if we agree on all the particulars?
15. Shall we sign the contract now?
16. Just sign there on the bottom.
17. The contract is ready, would you mind reading it through?
18. We have reached an agreement on all the clauses discussed so far. It is time to sing the contract.

 
签单后祝语
19. I’m very pleased that we have come to an agreement at last.
20. Let’s congratulate ourselves for the successful contract.
付款方式
客人询问付款方式
1. Shall we discuss the terms of payment?
2. What is your regular practice about terms of payment?
3. What are your terms of payment?
4. How are we going to arrange payment?

 
回复询问付款方式
5. We’d like you to pay us by L/C.
6. We always require L/C for our exports and we pay by L/C for our imports as well.
7. We insist on full payment.
8. We ask for a 30 percent down payment.
9. We expect payment in advance on first orders.

 
客人建议付款方式
10. We hope you will accept D/P payments terms.
11. In view of this order of small quantity, we propose payment by D/P with collection through a band so as to simplify the payment procedure.
12. Payment by L/C is the safest method, but rather complicated.

 
礼帽拒绝客人
13. I’m sorry. We can’t accept D/P or D/A. We insist on payment by L/C.
14. I’m afraid we must insist on our usual payment terms.
15. “Payment by installments” is not the usual practice in world trade.
16. It is difficult for us to accept your suggestion

 
接受客人付款方式
17. In view of our long friendly relations and the efforts you have made in pushing the sales, we agree to change the terms of payment from L/C at sight to D/P at sight; however, this should not be taken as a precedent.
18. I have no alternative but to accept your terms of payment.

 
信用证要求及货币
19. When should we open the L/C?
20. Your L/C must reach us 30 days before the date of delivery so as to enable us to make all necessary arrangements.
21. How long should our L/C be valid?
22. The L/C should be valid 30 days after the date of shipment.
23. Could you tell me what documents you’ll provide?
24. Together with the draft, we’ll also send you a full set of bill of lading, an invoice, and an insurance policy, a certificate of origin and a certificate of inspection. I suppose that is all.
25. In what currency will payment by made?
26. We usually do business in U.S.dollars as world prices are often dollars based.

 

 
保险

 
客人询问保险
1. As for the insurance, I have quite a lot of things which I am still not clear about.
2. May I ask you a few questions about insurance?
3. What do your insurance clauses cover?
4. I wonder if the insurance company holds the responsibility for the loss.
5. Have you taken our insurance for us on these goods?
6. Can you tell me the difference between WPA and FPA?
7. What risks are you usually covered against?
8. Is war risk to be covered?
9. I’d like to have the insurance of the goods covered at 110% of the invoice amount.

 

 
回复保险询问
10. There are three basic covers, namely, Free form Particular Average, with Particular Average and ALL risks.
11. Ocean shipping cargo insurance is important because goods run the risk of different hazards such as fire, storm, collision, theft, leakage, explosions, etc. If the goods are insured, the exporter might get enough to make up his loss.
12. Should any damage be incurred, you may, within 60 days after the arrival of the consignment, file a claim supported by a survey report, with the insurance company at your end.
13. As a rule, we don’t cover them unless you want to.
14. If more than that is asked for, the extra premium for the difference between 130% and 110% should be born by the buyer.
15. The FPA clause doesn’t cover partial loss of the particular coverage, whereas the WPA clause does.
16. The extra premium involved will be on your account.
17. The insurance covers ALL Risks at 110% of the invoice value.
18. No, it is not necessary for the shipping line to add to the cost. Our past experience shows that All risks gives enough protection to all the shipments to your area.
19. ALL risk covers all losses occurring throughout the voyage caused by accidents at sea or land. In other words, it includes FPA, WPA, and general additional risks, with special additional risks excluded.

 

 
参观工厂
1. You’ll understand our products better if you visit the factory.
2. I wonder if you could arrange a visit to the factory.
3. Let’s me know when you are free. We will arrange the tour for you.
4. I would be pleased to accompany you to the workshops.
5. We will drive you to our plant, which is about thirty minutes from here.
6. Can I have a brochure of your factory?
7. Here is the product shop; shall we start with the assembly line?
8. All products have to go through five checks during the manufacturing process.
9. The production method ahs been improved by introducing advanced technologies.
10. It is a pleasure to show our factory to our friends, what is your general impression?
11. It is nice to meet you. Welcome to our factory.
12. Shall we rest a while and have a cup of tea before going around?
13. I would like to look over the manufacturing process. How many workshops are there in the factory?
14. Some accessories are made by our associates specializing in these fields.
15. It is very kind of you to say so. My associate and I would be interested in visiting your factory.
16. We believe that the quality is the soul of an enterprise.
17. Would it be possible for me to have a closer look at your samples?

 
学会这几句 广交会上轻松搞定老外

 

学会这几句 广交会上轻松搞定老外
Let me introduce you to Mr. Li, general manager of our company. 让我介绍你认识,这是我们的总经理,李先生。
It’s an honor to meet.
很荣幸认识你。
Nice to meet you . I’ve heard a lot about you.
很高兴认识你,久仰大名。
How do I pronounce your name?
你的名字怎么读?
How do I address you?
如何称呼您?
It’s going to be the pride of our company.
这将是本公司的荣幸。
What line of business are you in?
你做那一行?
Keep in touch.
保持联系。
Thank you for coming.
谢谢你的光临。
Don’t mention it.别客气
Excuse me for interrupting you.
请原谅我打扰你。
I’m sorry to disturb you.
对不起打扰你一下。
Excuse me a moment.
对不起,失陪一下。
Excuse me. I’ll be right back.
对不起,我马上回来
What about the price?
对价格有何看法?
What do you think of the payment terms?
对支付条件有何看法?
How do you feel like the quality of our products?
你觉得我们产品的质量怎么样?
What about having a look at sample first?
先看一看产品吧?
What about placing a trial order?
何不先试订货?
The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs. By the way, which items are you interested in?
我们的产品质量与其他生产商一样的好,而我们的价格却不象他们的那样高。哎,你对哪个产品感兴趣?
You can rest assured.
你可以放心。
We are always improving our design and patterns to confirm to the world market.
我们一直在提高我们产品的设计水平,以满足世界市场的要求。
This new product is to the taste of European market.
这种新产品欧洲很受欢迎。
I think it will also find a good market in your market.
我认为它会在你国市场上畅销。
Fine quality as well as low price will help push the sales of your products.
优良的质量和较低的价格有助于推产品。
While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.
虽然我们感谢贵方的合作,但是很抱慊,我们不能再减价了。
Reliability is our strong point.
可靠性正是我们产品的优点。
We are satisfied with the quality of your samples, so the business depends entirely on your price.
我们对样品的质量很满意,因此交易的成败就取决于你们的价格了。
To a certain extent,our price depends on how large your order is.
在某种程度上,我们的价格就得看你们的定单有多大。
This product is now in great demand and we have on hand many enquiries from other countries.
这种产品现在需求量很大,我们手头上来自其他国家的很多询盘。
Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?
谢谢你询价。为了便于我方提出报价,能否请你谈谈你方需求数量?
Here are our FOB price. All the prices in the lists are subject to our final confirmation.
这是我们的FOB价格单。单上所有价格以我方最后确认为准。
In general, our prices are given on a FOB basis.
通常我们的报价都是FOB价
Our prices compare most favorably with quotations you can get from other manufacturers. You’ll see that from our price sheet. The prices are subject to our confirmation, naturally.
我们的价格比其他制造商开价优惠得多。这一点你可以从我们的价格单看到,所有价格当然要经我方确认后方有效。
We offer you our best prices, at which we have done a lot business with other customers. 我们向你们报最优惠价,按此价我们已与其他客户做了大批生意。
Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP.
请告诉我们贵方对规格、数量及包装的要求,以便我方尽快制定出报价。
This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in.
这是价格表,但只供参考。是否有你特别感兴趣的商品?
Do you have specific request for packing? Here are the samples of packing available now, you may have a look.
你们对包装有什么特别要求吗?这是我们目前用的包装样品,你可以看下。
I wonder if you have found that our specifications meet your requirements. I’m sure the prices we submitted are competitive.
不知道您认为我们的规格是否符合你的要求?我敢肯定我们的价格是非常有竞争力的
Heavy enquiries witness the quality of our products.
大量询盘证明我们的产品质量过硬。
We regret that the goods you inquire about are not available.
很遗憾,你们所询货物目前无货。
My offer was based on reasonable profit, not on wild speculations.
我的报价以合理利润为依据,不是漫天要价。
Moreover, we’ve kept the price close to the costs of production.
再说,这已经把价格压到生产费用的边缘了。
Could you tell me which kind of payment terms you’ll choose?
能否告知你们将采用那种付款方式?
Would you accept delivery spread over a period of time?
不知你们能不能接受在一段时间内分批交货。

 

 
广交会-英语角(大家一起学习交流)

 

展会谈判交流英语句型
A: I’m sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price.
B: well, if you take quality into consideration, you won’t think our price is too high.
A: Let’s meet each other half way.
– 很遗憾你们报的价格太高,如果按这种价格买进,我方实在难以推销。
– 如果你考虑一下质量,你就不会觉得我们的价格太高了。
– 那咱们就各让一步吧。

A: I’m sorry to say that your price has soared. It’s almost 20% higher than last year’s.
B: That’s because the price of raw materials has gone up.
A: I see. Thank you.
– 很遗憾,贵方的价格猛长,比去年几乎高出20%。
– 那是因为原材料的价格上涨了。
– 我知道了,多谢。

A: How many do you intend to order?
B: I want to order 900 dozen.
A: The most we can offer you at present is 600 dozen.
– 这种产品你们想订多少?
– 我们想订900打。
– 目前我们至多只能提供600打。

A: We have inspected the rice, and we’re surprised to know that the weight is short.
B: We sell our goods on loaded weight and not on landed weight.
A: I see.
– 这些大米我们检验过了,重量不够,我们感到奇怪。
– 我们出售商品是以装船重量为准,不是以卸货重量为准。
– 我知道了。

A: The next thing I’d like to bring up for discussion is packing.
B: Please state your opinions about packing.
A: All right. We wish our opinions on packing will be passed on to your manufacturers.
– 下面我想就包装问题讨论一下。
– 请陈述你们的意见。
– 好,我们希望我们对包装的意见能传达到厂商。

A: You know, packing has a close bearing on sales.
B: Yes, it also affects the reputation of our products. Buyers always pay great attention to packing.
A: We wish the new packing will give our clients satisfaction.
– 大家都知道,包装直接关系到产品的销售。
– 是的,它也会影响我们产品的信誉,买主总是很注意包装。
– 我们希望新包装会使我们的顾客满意。

A: How are the shirts packed?
B: They’re packed in cardboard boxes.
A: I’m afraid the cardboard boxes are not strong enough for ocean transportation.
– 衬衫怎样包装?
– 它们用纸板箱包装。
– 我担心远洋运输用纸板箱不够结实。

A: From what I’ve heard, you’re already well up in shipping work.
B: Yes, we arrange shipments to any part of the world.
A: Do you do any chartering?
– 据我所知,你方对运输工作很在行。
– 是的,我们承揽去世界各地的货物运输。
– 你们租船吗?

A: How do you like the goods dispatched, by railway or by sea?
B: By sea, please. Because of the high cost of railway transportation, we prefer sea transportation.
A: That’s what we think.
– 你方将怎样发运货物,铁路还是海运?
– 请海运发货,铁路运输费用太高,我们愿意走海运。
– 我们正是这么想的。

 

A: When can you effect shipment? I’m terribly worried about late shipment.
B: We can effect shipment in December or early next year at the latest.
A: That’s fine.
– 你们什么时候能交货?我非常担心货物迟交。
– 我们最晚在今年十二月或明年初交货。
– 那很好。在双方谈判的过程中,一定要注意倾听对方的发言,如果对对方的观点表示了解,可以说:
I see what you mean.
(我明白您的意思。)如果表示赞成,可以说:
That’s a good idea.
(是个好主意。)
或者说:
I agree with you.
(我赞成。)如果是有条件地接受,可以用on the condition that这个句型,例如:
We accept your proposal, on the condition that you order 20,000 units.
(如果您订2万台,我们会接受您的建议。)
在与外商,尤其是欧美国家的商人谈判时,如果有不同意见,最好坦白地提出来而不要拐弯抹角,比如,表示无法赞同对方的意见时,可以说:
I don’t think that’s a good idea.
(我不认为那是个好主意。)
或者
Frankly, we can’t agree with your proposal.
(坦白地讲,我无法同意您的提案。)

如果是拒绝,可以说:
We’re not prepared to accept your proposal at this time.
(我们这一次不准备接受你们的建议。)

有时,还要讲明拒绝的理由,如
To be quite honest, we don’t believe this product will sell very well in China.
(说老实话,我们不相信这种产品在中国会卖得好。)

谈判期间,由於言语沟通问题,出现误解也是在所难免的:可能是对方误解了你,也可能是你误解了对方。在这两种情况出现後,你可以说:
No, I’m afraid you misunderstood me. What I was trying to say was…
(不,恐怕你误解了。我想说的是……)
或者说:
Oh, I’m sorry, I misunderstood you. Then I go along with you.
(哦,对不起,我误解你了。那样的话,我同意你的观点。)

总之不管你说什么,你最终的目的就是要促成一笔生意。即使不成,也要以善意对待对方,也许你以后还有机会,生意不成人情在,你说对吗?

 

 

外贸业务员找客户的四个时代

一、远古时代:展会。

代表:广交会,华交会等。

虽然时至今日,我们还是很认可广交会等展会的价值,但是不可否认,这是一种古老的商业活动。得益于交通的发达,来自上百个国家的几十万采购商,在同一时间,来到这个制造业大国,与几万厂家完成商业对接。

这确实是一件很牛逼的事情。

但在本质上,与两千年前某村张老汉每月去一趟镇里赶一趟集并无二致。

但为什么如此古老的形式能一直延续并且无式微之势??
阿漆认为:主要是因为展会解决了商业活动中一个很关键的问题:信任!  人总是对当面交流过的人容易产生信任感。当然,当面沟通更为高效也是一个原因。

 

二、古代:B2B平台+搜索。

代表:阿里巴巴  环球资源等。   点击这里查看三大平台流量比较

大约十几年前,出现了电子商务。刚一开始,所谓电子商务平台也就是一本电子版的黄页,时至今日,阿里和环球已发展成为一本超级丰富的多媒体黄页。但也仅此而已。

虽然有一大堆金牌银牌来展示一家供应商是多么有实力,但采购商根本不相信这些。
同时,供应商收到一个询盘的时候,也不知道面前的这个客户信誉度几何。

信任缺失,是B2B平台最大的魔咒。
这也是为什么展会还有那么大价值的原因。

 点击查看谷歌搜索技巧

三、现代:社交网络。

代表:Facebook  Twitter  Linkedin Google+
插播广告:阿漆做的Twitter互粉小群:314277323

进入移动互联网之后,我们每个人几乎是24小时在线的 。我们在社交平台上留下了很多文字,图片,以及和朋友间的交流。我们随便点开一个人的QQ空间,大概几分钟之类的就能大概判断这是一个什么样的人。当然这些东西可以伪造,但我们一般都不会这么去做,因为成本很高。

基于这些东西,人与人之间能快速了解对方。

所以我们外贸业务员通过Facebook等平台去寻找客户,开发客户是一种不错的方式,并且客户们也不排斥,只要你不是太骚扰对方。   点击查看社交平台的使用技巧

这种方式相比于传统的B2B平台,有一个优势是大家能看到一个更为立体的合作者的信息,而不仅仅是简单的产品信息。

然而这种方式也有缺点,就是我们看不到对方到底跟哪家公司做过生意,成交细节如何,交易双方的评价如何?并且能有技术手段保证这些信息都是真实的而不是伪造的。

 

四、未来时代:

B2B在线交易+企业信誉体系。
独立博客+个人品牌。

代表:暂无。Maybe 阿里

看了上面的信息,大家可能会觉得:这不就是淘宝吗?

我觉得我们就是需要一个B2B之间的淘宝。淘宝最伟大之处就是构建了一个商誉体系,包括店铺的几钻几皇冠,以及每个产品真实买家的评论。这些数据能帮助后来者更快的做出购买决策。

如果说一个外贸工厂或者外贸公司近几年的真实交易情况和客户对其的评价也能放到网上。这绝对是对传统贸易的大变革。企业间的交易效率会更高,采购商能很轻松的找到优质供应商,优质的供应商也能更容易的将货卖出去。

当然这种平台可能只有阿里这种大公司才有实力去去做。但是还是会有很多难点。  点击查看难点

这种平台最快应该也在几年之后,在这种平台出来之前,我们外贸业务员可以干嘛呢?

其实这种在线交易平台的信誉系统是针对企业的信誉。我们外贸业务员找客户接单还有一件更为重要的事情就是建立个人的信誉,更为准确的说法是,在网络上的个人品牌。

当然你可以通过twitter等社交平台建立个人信誉。但在制造行业,拥有一个独立博客更能体现出专业性。

这方面有很多成功案例。   点击查看博客的重要性    点击查看成功案例

为此,阿漆建立了一个英文版的中国制造业博客平台。准备邀请20-30位行业内的朋友加入。

平台刚建,有兴趣加入的朋友点击这里

本文来自外贸业务员博客-外贸凌凌漆