外贸工作中，你不仅需要关注小细节，更应该有“宏观”的思考，要学会通过流程化与步骤梳理外贸工作。

今天我梳理了外贸工作全流程，教大家一步一步拉近与客户的距离。

客人怎么来？

有几种办法，主要的有：

一，网上吆喝，找买家。

二，参加展会，揽生意。

相对而言，网上找客人费用低，成交率低；展会费用高，成交率高。还有其它找客人的办法。

报价怎么报？

报价里有什么内容呢？货物的成本+其他费用+利润。

以一单服装为例，货物的成本就是采购服装的价钱(如果是让工厂生产的话，就是采购面辅料的费用+付给工厂的加工费用)。

其它费用就是运费（价格条件里有说明）+杂费+报关费用+公司日常开销费用等等。

利润就是自己挣的钱，有两部分组成：从老外那里挣的+国税局的退税。

所以在搞清货物品名、型号、数量、包装规格、交货期、付款方式及柜型等等之时，要搞清报价里还含有哪些条件：

A、汇率

B、价格条件

这个东西其实就是运输和费用的问题，由于交货的地点不同，产生的费用不一样，国际贸易一般以港口码头作为交货的地点。

C、运费和杂费

那么运杂费有多少呢？这就要去向货代（货物运输代理公司）咨询了。

D、退税

很多国家为鼓励出口创汇，都有奖励制度，在税收上予以奖励，这就是退税，我们也退税。

E、配额

本以为我们WTO了，配额可以取消了。可欧美至今仍对我们实行"限量供应"，配额依然存在。依然存在配额分配不公的事实。一切和从前一样，那些出口大户们依然享受和占有大量配额。大户们用不掉的配额仍旧可以倒卖，而那些想增加出口却没配额的中小户们只能买配额，在报价中，配额的费用是一定要加上去的，因为可能买配额的价钱比你的货物成本价还高。

合同怎么签？

在国际贸易中，对货物买卖合同并木有固定形式。一般有正式的合同书，也有确认书(Confirmation)、协议书（Agreement）、备忘录（Memorandum）、定单（Order）、委托订购单（Indent）等等。除非一方声明"以签约为准"，以上的这些都可以认为是合同。

确认书(Confirmation)、协议书（Agreement）、备忘录（Memorandum）等等，就没有合同那么严肃了，简化了很多。像异议索赔、不可抗力、仲裁等等条款都不会列入。

钱该怎么付？

比较常用的国际付款方式有几种：信用证（L/C）、电汇（T/T）和直接付款。

备货（采购或工厂生产）

备货实际上就是采购货物或者下定单到工厂生产货物。在备好货后要经过国家进出口商品检验检疫局的检验（我们叫"商检"），否则无法报关出口。

备货在整个外贸流程中起到有着非常重要地位，须按照合同来进行。货物的质量、规格、数量、包装......要符合合同或信用证的要求。要注意结合船期安排，以利于船货衔接。

商检

从这里开始往后的很多工作，很多外贸公司都交给专门的机构去做了，你只要了解一下流程就可以了。

如果是法定检验的出口产品，必须办理出口商品检验证书。

在商检里还包涵一个"原产地证明"(Certificate Of Origin)。

报关

货已经准备好，商检也OK了，下面就要运给客人了。要把货运出去，得先跟海关打交道，这就是报关，每个国家都一样。

海关对进出口货物的通关手续，包括接受申报、审核单证、查验货物、征税、结关放行等几道手续。

在装货的24小时之前，你要向海关申报（也就是报关）。

接下来是货运，你要租船订仓，把货交给客人了。

如果合同是FOB条款，客人会指定运输代理公司（船运公司）。

如果是由卖方支付运费（CIF，CNF），那就是要你去找货运公司（船运公司）咨询船期，运价，开船口岸等。

收汇

这是个相对简单又复杂的事。

如果是做信用证L/C的话，你开出汇票请银行议付即可收钱，银行是不认货物，只认票据的（有的票据可以买卖），只要你的单证相符，银行立马给钱。我国出口结汇有几种形式：收妥结汇、押汇、定期结汇。

外汇结单一定要正确、完整、及时、简明、整洁。对不同的结款方式要注意有关事宜。不要出现货款两空，毕竟现在的国际诈骗是不少地。

核销

"出口外汇核销单"是由国家外汇管理局制发，出口单位和受托行及解付行填写，海关凭此受理报关，外汇管理部门凭此核销收汇的有顺序编号的凭证（核销单附有存根）。

你应当在收到外汇之日起一个月内凭核销单、银行出具的"出口收汇核销专用联"和其它材料（如来料加工、来件装配要提供加工合同和"登记手册"）到外汇局办理出口收汇核销。

退税

你在取得工商管理部门和其它部门批准经营进出口业务后，要在30日内办理出口企业退税登记。在得到"出口企业退税登记表"后，按登记表上的要求填写，并盖单位公章和有关人员印章后，连同出口产品经营权批准文件、工商登记证明等证明资料一起报送税务机关，税务机关接到你企业的正式申请后，审核无误并按规定的程序批准后，核发给你"出口退税登记表"。

一笔外贸订单的顺利成交和完成需要经过非常多的细节沟通，包括从最初给潜在客户发送开发信或回复询盘，到最终客户收到货物后的售后跟进和维护。

整个外贸业务流程中的每一个细节都需要外贸业务人员能够准确、及时的和国外客户进行有效沟通，只有这样才能确保每一笔外贸订单的高质量交付以及后续客户的持续返单。

外贸开发信（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

外贸开发信（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

客户跟进邮件（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

客户跟进邮件（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

询盘回复（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

询盘回复（6）要求提供产品目录

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

报价跟进邮件（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

报价跟进邮件（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

客户下单前讨价还价的回复（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

客户确认订单让发形式发票（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

客户说定金已付（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

询问相关装运信息（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

通知客户支付余款（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

反馈订舱情况（14）

订舱后反馈订舱情况，告知客户预计装柜日期和ETD（预计开船日期）

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

装柜当天（15）

装柜当天发议付单付草本给客户，并让其确认内容

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

开船当天（16）

开船当天告知客户实际开船日期和预计到达日期（ETA)，以及清关单据预计寄送日期。

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

网上跟踪单据（17）

网上跟踪单据是否签收，并和客户确认

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

询问客户是否提到货（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

上述模板仅供参考，具体应用在自己的工作可以根据自己的行业、公司、产品情况以及自身的经验判断进行调整和完善，做出一套适用于自己的邮件模板，从而让你在以后每一次与客户进行邮件沟通的时候都能够高效省时，最大程度上提升你的客户开发跟进工作的整体效率和效果。

在这个前期制定过程中，需要花费较多的时间和精力，因为你需要不断的优化打磨。但是一旦你制定完善后，你就可以固化流程，后期不仅可以提高你的工作质量，还能规避犯错风险。终极目的是帮助自己建立工作流程标准化作业。