Foreign Trade SOHO Yibing Annual Live Stream "Entering 2020 Without Any Doubts in Foreign Trade" Baidu Netdisk Download

Yibing is a well-known expert in the foreign trade circle. Today (December 30), he held a public lecture, sharing his views on the foreign trade industry and answering some foreign trade questions. Naibabiji shares the video Baidu Cloud download here.

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Yibing Annual Live Stream "Entering 2020 Without Any Doubts in Foreign Trade" Link:https://pan.baidu.com/s/12izOd-NL64a2TTaoa2pBTgExtraction Code: 8f45

Text Version:

Summary of Foreign Trade in 2019

Polarization is becoming increasingly severe. In the post-foreign trade era, policy dividends have decreased, demographic dividends have diminished, and the era of making money easily is over. For diligent and dedicated foreign trade professionals, it is a good era. If you are not good enough, better people will replace you.What exactly should we do?

1. Return to a normal state, survival of the fittest.
2. Consider whether you want short-term gains or long-term ones. You need to think clearly about which path you want to take; starting in any industry is very difficult.
3. Costs are rising across all industries. What can we do next? We can only achieve this through industrial upgrading. China has the most complete industrial chain.
4. People suitable for this industry. Those who want to make quick money and find it hard to settle down and focus will struggle to succeed. You need to be hardworking and dedicated.
5. The 80/20 rule always exists, and many people will seek opportunities from trade wars. For example, without the situation of US tariffs, the liquidity of US customers might not be so good, and you might have no way to break in. However, once a trade war starts, prices rise, and customers might inquire everywhere to see if there are better prices; „backup options“ might seize the opportunity.

Several Predictions for the 2020 Situation

1. B2B traffic declines 2. SNS share will increase 3. Fragmented orders intensify Where have the big buyers gone? Decision-making buyers, who are older, might still use very traditional methods like trade shows. 4. Pure OEM and pure selling have bleak prospects.

1. Price
2. OEM is difficult to have high profits.
3. Where am I better than others, where am I different, and which segment of customers should I target? If you can't even convince yourself, how can you convince others?

What Can We Do in 2020?

1. Reliable 2. Professional 3. As a leader, know what the customer wants?

1. Know what the customer wants and adjust strategies accordingly. Cooperation isn't just about the customer placing an order and us accepting it. Is what we provide what the customer needs?
2. What value can we exchange between us?
3. Deep cooperation, we are all in the same boat.
4. How to make it difficult for customers to switch orders, what significant profit sharing is there?

4. Owner Let the right person do the right thing.

Q&A

1. Price issue

• Even if agreed, it might be hard to secure the order; immediately agreeing to a price cut makes the customer think you were making a lot of money before.

Absolutely cannot lower prices drastically, as that would confirm that previous quotes were arbitrary. Provide the customer with two options: First, explain that your price is reasonable, giving a bunch of plausible reasons. But since you're negotiating with me today, I'll lower the price a bit, about 5%. Second, even if competitors' prices are lower and the pictures look similar, our products are different; we might need to replace some components, then we can lower the price by 15%, still slightly higher than others. Also, without lowering the price, changes can be made elsewhere, such as altering payment terms.2. Partnership? This is entirely due to not clarifying the cooperation model from the start. Regardless of whether you're willing to accept a base salary, all contract terms need to be discussed clearly. How many resources are you willing to invest in developing customers?3. Pure selling or OEM are both difficult. Selling only has the value of selling. After 7 years in the company, how much has your personal advantage increased? Why is performance not good, what are the reasons? Under a large platform, how to realize value? Waiting idly has little value; what is the value of a salesperson? No breakthroughs are visible under high competition.4. OEM Is there really no profit? Lack of profit is suspicious. Try making your own products, develop relatively niche customers to build your own brand. It's very difficult for a private brand to enter the mainstream offline market. Product selection, find a breakthrough from the existing product line.5. Where is the path for Soho? Flexible, management model is not so rigid, can handle small orders. Specialization, cannot compete on price. Service Efficiency Do what they don't do, focus on high-value goods, light value, as long as there is some profit, continuously launch new products; large companies' speed of launching new products is definitely slower than yours.6. Customer does not reply If the customer didn't receive the email, you can call them. If the customer received the email but didn't reply, overseas speed isn't as fast as domestic. They might be comparing prices or doing other things. Never immediately follow up with a price cut.7. Price quoted incorrectly First, see if there is still profit at the price. If there is profit, you can tell the customer that due to a quoting error, the price needs to increase by 20%, but because of the error, orders within the quotation validity period will still be at this price; subsequent orders will be at the increased price. If there is no profit, don't mention it in the email first, as it might cause the customer to not come at all. You can wait until the customer visits the factory, then apologize in detail face-to-face, and ask if the price can be increased by 5% to break even. If the customer says no, then we understand you have negotiated with other customers. Can we increase the price by 3% for the next order, we won't ask for too much. Generally, customers can understand.8. Compensation The compensation system should make salespeople feel that what they do is valuable. Is there any reason for the customer to work for you?9. How to start Soho? What are your strengths, where are your weaknesses? Consider comprehensively whether to proceed. If you only know suppliers superficially, that's not enough; without deep cooperation, you won't get good support. It's also possible to negotiate with suppliers with orders in hand. If you have no suppliers or customers but sufficient funds, that's also possible.10. How should a beginner do it? For beginners in foreign trade, the first step is to learn. Even if you contact clients, what then? Many friends are in a hurry, but the first task should be to understand your product, understand your industry, and comprehensively improve your capabilities. Understand customer needs through communication. By communicating with one or two clients, you can understand what they are thinking and learn how to specifically make them interested in you. Self-development is not wrong. Why do you think the clients you contact never respond? It's because your persuasiveness is insufficient.Question 11: Writing year-end summaries and setting goals. When writing a year-end summary, you can write it like this: how long it took to secure the first client at the company, how many clients you collaborated with in the first year—quantify the data. Highlight the key points. Question 12: Two clients with the same brand? The brands are real. Choose the client with higher profit to collaborate with first, and stabilize that client. Register another company to work with the other client.Question 13: Child is three years old, previously worked in e-cigarettes, how to return to the workplace?What are your expectations? Do you want to build a career, or do you just need a job? If you need to take care of your child and only have time to work during the day, then find a relaxed job. If you want to carve out a career, you need to think about what your strengths are. Is the product important in sales? The product isn't that important—products can be learned. You need to clarify your value. If you want to go into management, you need management skills. Soho is also possible—where are your strengths? Analyze based on the current situation.Question 14: Company-to-individual transfers? Company-to-individual transfers to the legal representative are okay; other accounts may have issues. However, in business, if payments are always made to personal accounts, it's hard for clients to explain to their bosses and superiors why transfers are going to personal accounts. Either register a domestic account or set up an offshore company.Question 15: How does a parachuted manager handle business? Company-to-individual transfers?A parachuted manager faces a problem: if you don't deliver results, the boss will let you go. For example, how did Tang Jun do it back then? He said nothing and managed nothing, spending a lot of time understanding the company, the team, and the employees. He lowered his profile, telling everyone he was there to learn from them, getting close to them, letting them understand him, and preventing them from banding together against him. He identified the issues among the employees and then restructured the team. A policy of appeasement. First, try to integrate into the team, then attempt to achieve results.Question 16: The client has a stable relationship with an old supplier. How can the backup supplier become the primary one?When problems arise with the old supplier, constantly make your presence felt with the client. Don't tell the client their old supplier is bad; instead, praise the client, saying their supplier is very good. But you can tell the client that, as a professional buyer, they shouldn't put all their eggs in one basket. Can they give a small order to collaborate? Don't say you know where the old supplier sources from; don't consider the problem from your own perspective. Pay attention to where their pain points are. The text version was organized by Qianqian Krystal. This public lecture did not cover the issue of foreign trade SOHO self-built websites, as this is not Teacher Yi Bing's main teaching area. Friends withForeign Trade Self-built Websiteneeds can directly check the relevant tutorials on Naibabiji.