外贸人一定要出国拜访客户!(附拜访要点)

跟国内一样，国外也很注重关系网，他们也喜欢礼尚往来，尤其是见面后的那种友谊，很容易会使得他们优先选择你作为长期合作供应商。下面就和阿连一起看看如何拜访客户，更好建立信任关系。

It's the same for domestic and foreign country to care much about the relation net. They also like courtesy demands reciprocity, especially the friendship after meeting, because it's easy for them to choose you as their long-term supplier. So let me show you how to visit customers and build relation better.

为什么要去拜访客户

Why we visit customers?

这里的客户包含合作客户和未合作客户。

Customers consist of cooperative customers and uncooperative customers.

1. 客户选择适合自己的工厂难

It's hard for customers to select the suitable factories.

因为中国工厂太多，竞争激烈，客户很难选择适合自己的工厂，也很难让客户了解公司最真实的情况。

The competition in China is harsh for there are so many factories. And it's not only for customers to select the suitable factories but also hard for them to know clearly about the actual situation of companies.

2. 客户选择适合自己市场的产品难

It's hard for customers to choose the right products for their market. 产品太多，琳琅满目，客户没法区分产品，不知道如何选择产品。

There are so many different products that customers cannot distinguish the products as well as how to select the products.

3. 对中国质量没有信心

They have no confidence in the quality of Chinese products.

通过电话，邮件或者网站，客户没有办法触摸到产品，对产品的质量有很大怀疑，如果是新成立的中国公司又没有知名度或一定的口碑，客户对质量不放心。

Customers can't touch the products through phones, emails or websites, so they suspect about the quality of products. If your company is new established or has no popularity or certain word of mouth, they are no assured about the quality.

4. 合作谈判周期太长

The time spending on negotiation and cooperation is too long.

客户经常在放假，也经常不回邮件，从发邮件到下样品订单也许就半年了，之后也没什么音讯了。

Customers usually are on vacation and don't reply the emails. So it may takes half year, even disappearing, from sending emails to give order of samples.

5. 研发和设计不知道市场的方向是什么，凭空造新产品，心里没底

R & D and designing department people don't know clearly about the direction of the market, so they design and introduce new products unreasonably.

什么样的产品是好产品，这个是市场说了算，市场是检验的唯一标准。

What kinds of products are good products? It's up to the market, so market is the only standard to examine.

6. 建立友好的长期合作贸易伙伴关系

Establish friendly and long-term relationship of cooperation partner. 和中国一样，国外很注重关系网，他们也喜欢礼尚往来，尤其是见面后的那种友谊，很容易会使得他们优先选择你作为长期合作供应商。

Foreign countries care much about the relation net like China and they like courtesy demands reciprocity, especially the friendship after meeting, which it's easy to make them select as their long-term supplier.

7. 合作客户的客诉，经常很难通过邮件或者电话表达清楚

Customers complain that it's hard to make them be understood clearly through email or phones.

客户当面会和你讲的非常清楚，包括与你合作中出现过的所有问题，并且现场可以给你看实物。反馈也会更直接、更有效。

Customers would tell you the information clearly face to face, which include all the problems may appear in cooperation, and they can show you the materials at spot. Additionally, the feedback is more direct and effective.