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 class sharing his views on the foreign trade industry and answers to some foreign trade questions. Naibabiji shares the Baidu Cloud download link for the video here.

Video download address:

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, population dividends have decreased, 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. It depends on whether you want short-term gains or long-term ones. You need to think clearly about what path you want to take. Starting out in any industry is very difficult.
3. Costs are rising across all industries. What can we do next? We can only achieve it through industrial upgrading. China possesses the most complete industrial chain.
4. People suited for this industry. Those who want to make quick money find it hard to settle down and focus, making it difficult to succeed. You need to be hardworking and dedicated.
5. The 80/20 rule always exists. Many people will seek opportunities from the trade war. For example, without the US tariff situation, the churn rate of US clients might not be so high, and you might have no way to break in. But once the trade war hits, prices rise, clients might start shopping around extensively for better prices, and „backup“ suppliers might get a chance.

Several Predictions for the 2020 Situation

1. B2B traffic decline 2. SNS share will increase 3. Fragmentation of orders intensifies Where have the big buyers gone? Decision-making buyers are older and might still use very traditional methods like trade shows. 4. Pure OEM and pure reselling have bleak prospects.

1. Price
2. OEM is difficult to achieve high profits.
3. Where am I better than others? Where am I different? 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, you need to know what the client wants?

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

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

Q&A

1. Price issue

• Even if you agree, it might be hard to secure the order. Agreeing to a price cut immediately makes the client think you were making a lot of money before.

It's absolutely impossible to lower the price drastically because that would confirm the previous quote was arbitrary. Offer the client two options. First, explain that your price is reasonable, listing 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 a competitor's price is lower than ours and the pictures look similar, our product is different. We might need to change some components, then our price can be lowered by 15%, but it will still be slightly higher than others. You can also make changes elsewhere without lowering the price, such as changing the payment terms.2. Partnership? This is entirely due to not clarifying the cooperation model from the start. Regardless of whether you are willing to accept a base salary, you need to negotiate all contract terms clearly. How many resources are you willing to invest in developing clients?3. Pure reselling or OEM are both difficult. Reselling can only offer the value of reselling. You've been at the company for 7 years, 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? Under high competition, no breakthrough is visible.4. OEM Is there really no profit? The lack of profit is suspicious. Try making your own products, develop relatively niche clients 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? Flexibility, management model is less 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 a certain profit, keep launching new products. Large companies' speed of launching new products is definitely slower than yours.6. Client not replying The client might not have received the email, you can call the client. The client received the email but didn't reply; the pace abroad isn't as fast as domestically. They might be comparing prices, doing other things. Never immediately follow up by lowering the price.7. Price quoted incorrectly First, check if there is still profit at that price. If there is profit, you can tell the client that because the price was quoted incorrectly, it needs to be increased by 20%. However, because of the mistake, orders within the validity period of the quote will still be at that price, but subsequent orders will be at the increased price. If there is no profit, don't mention it in the email first, as it might scare the client away. You can wait until the client visits the factory, then apologize in detail face-to-face. Ask the client if the price can be adjusted to break even with a 5% increase. If the client says no, then we understand you have other clients lined up. Could we increase the price by 3% on the next order? We don't ask for too much. Generally, clients are understanding.8, Compensation The compensation system should make salespeople feel that everything they do is valuable. Is there any reason for the client to work for you?9, How to start Soho? What are your strengths and weaknesses? Consider comprehensively whether to proceed. If you only know the supplier, 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 clients but sufficient funds, that's also feasible.10, How should beginners proceed? Foreign trade beginners should first learn. Even if you contact clients, what then? Many friends are very anxious. The first task should be to understand your product, understand your industry, and comprehensively improve your abilities. Understand client needs through communication. By communicating with one or two clients, you can understand what clients are thinking and know how to make clients interested in you in a targeted manner. 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. You can write the year-end summary like this: how long it took to close the first client at the company, how many clients you cooperated with in the first year, quantify the data. Write out the key points. Question 12: Two clients with the same brand? The brands are all real. Choose the client with higher profit to cooperate with first, and stabilize that client. Register another company to cooperate 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 just need a job? If you need to take care of the child and only have time to work during the day, then find an easy job. If you want to make a mark in your career, you need to think about what your strengths are. Is the sales product important? The product is not that important; products can be learned. You need to clarify your value. If you want to go into management, then 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, legal person is still okay, other accounts will have problems. But in business, if money is always transferred to a personal account, it's hard for the client to explain to their boss and superiors why the transfer is to a personal account. Either register a domestic account or register an offshore company.Question 15: How does a parachuted manager manage business? Company-to-individual transfers?A parachuted manager will encounter a problem: if you don't produce results, the boss will also 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. Lower your posture and tell everyone you are here to learn from them, get close to everyone, let everyone get to know you, and prevent them from banding together to oppose you. Understand the problems among the employees, then restructure the team. A policy of appeasement. First try to integrate into the team, then attempt to achieve things.Question 16: The client has stable cooperation with an old supplier, how can the backup supplier become the primary?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, don't put all your eggs in one basket. Can you give a small order to cooperate? 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 Website Building Notes.