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和美国买家打交道,你需要注意什么?

和美国买家打交道,你需要注意什么?

2017-6-1 15:16:23

和美国买家打交道,你需要注意什么?
 
1、寄送小册子或电子直邮推销产品 Send some brochures or promote products by sending emails
现代的方式就是通过寄送信函与漂亮的小册子(当然你也可以选择电子直邮的方式),来介绍你的公司、解释自己所销售产品的特点。另外,你要鼓励他访问你的网站以便对方能够了解更多的情况。
The modern way is to send letter with pretty brochure (of course, you can just mail them directly) to make an introduction for your company and illuminate features of your products. Besides, you should try to persuade him to visit your website for further information.
注意:小册子要简短,最多不超过4页。
P.S: Brochure you send needs to be as concise as possible and it’d better contain 4 pages at most.

2、加入美国贸易协会相关行业部门 Join American trade association
加入与你的行业部门有关的美国贸易协会,成为协会的成员,使你能够直接了解该行业的人士并与之联系。这些行业人士可以直接回答你所有的问题,包括技术方面的问题。
Join some trade associations related to your industry and become one of the members. It can help you capable of contacting people in the industry. These people can settle all your problems, including some problems on technical aspect.
好处:可以让美国买家知道你和他们做生意的态度是严肃认真的,并且你还可以收到协会寄发的月刊。
Advantage: American customers will find that you are pretty serious about making business with them and you can receive monthly magazine from trade association.
3、尽可能多地参加商品交易会 Participate in trade fairs as much as possible
参加商品交易会是展示产品、获得产品的反馈信息、观察竞争对手、发现其它机会的好方法。中国出口商应参加美国各种各样的交易会与展览会。当然还有一种办法是去B2B平台注册信息,这样也方便国外的买家找到你。
You can participate in trade fairs to display your products and get some feedback, check how competitors are doing and find other opportunities. Chinese exporters should take part in various kinds of trade fairs and expos in US. Of course, you can also register your information on B2B platform so that foreign buyers can find you more easily.
4、阅读与行业有关的美国报刊 Read American newspaper relevant to the industry
这样可以使你了解有关行业的全部信息与技术,赶上时代的步伐。有关文章会告诉你其它公司的进展情况,广告会向你展示市场上有些什么,需要些什么。
It can help you understand all the information and technique of the industry to keep up pace with the era. Some articles will show you recent progress of other companies. Ads can tell you what are on markets and what markets need.
5、拥有一个赏心悦目的网站 Design a beautiful website
在当今市场上,拥有一个设计漂亮的网页是非常重要的。美国进口商喜欢登录供应商网站,去查看供应商能提供什么样的新式样、新型号。现今,人们进行通讯的首选方法就是通过电子邮件,所以最好将你的电子信箱列在网站的每一页。另外,要将你的地址、电话号码、传真号码放在网页上易于找到的位置。
It’s of great importance for you to possess a well-designed website on the market. American importers like to visit suppliers’ websites to see what styles and models suppliers can provide. Nowadays, the first choice for people to communicate with each other is email, so you’d better put your email address on every page of your website. What’s more, you should put your address, phone number and fax number on the place where customers can easily find out.
6、注意质量控制 Be aware of the importance of quality
美国的消费者和进口商都坚持认为,他们购买的商品必须要有好的质量。如果发现他们购买的东西不能用、有损坏或者不是自己所期望的,他们都会习惯退货并要求退款。
Both American consumers and importers suppose that the commodities they bought should have high quality. If they find out that the products they bought are out of service, damaged or not the way they expect, they will choose to apply for return and refund.
7、发货准时 Effect delivery on time
如果答应在某个时间发货给美国进口商,就要绝对保证在那个时间,或者是提前将货物送达。发货迟延是美国进口商对国外供应商最大、最严重的抱怨之一。因为,在收到供应商确认的交货时间后,他们便要开始着手市场推销,并告诉消费者该商品将于某个日期开始上市。由此可见,若是你的产品没有在约定的时间到达,结果将是非常糟糕的。
If you have promised that you will make delivery at the time, then you should keep your promise or deliver the goods ahead of schedule. Delay delivery is one of the greatest and most serious complaints American importers have. Because they will commence a market sales and tell consumers when the products will be launched after receiving suppliers’ delivery time. Therefore, it will be the worst consequence if your products can’t arrive on the time you promised.
8、在美国设立代表处 Set up representative office
美国进口商更愿意与在本国人进行商务往来,原因有二。首先,没有语言和时差的问题;其次,美国进口商一旦遇上什么问题或有法律争端,责任人在当地更容易处理。一般来说,大公司设立代表处是比较适合的,因为设立代表处的成本虽然很高,但效率也是很高的。
Importers in US are more willing to make businesses with the native. First, they don’t need to worry about the language and time difference. Then, if the importers confront with some problems or legal disputes, it will be easier for local people to handle. Generally, it is appropriate to set up representative office for large companies because it costs a lot to do that, it’s efficient, though.

9、使用的英语要正确 Use English well
英语运用正确且格式规范的信函会受重视,如果英语文法不通、格式混乱,那肯定不会受重视。
A letter with correct grammar and format specifications is likely to get attention. If you can’t do it well, you can’t attract your customers.
注意:你寄送给进口商的销售信函或小册子(电子直邮)代表的是自己公司的形象,如果出现不正确的英语运用,可是会扣印象分的!
P.S: Those letters or brochures you send to importers stand for your company to some degree, so if some grammatical mistakes appear, they won’t have a good impression on your company.
10、确定目标市场 Be sure of target market
要细心选择美国进口商,每6个月给你认为合适的公司寄送一份新的信函与小册子。这是因为,一些公司会在看到第一封信函时就给你发订单,而有些公司则可能等看到第二封、第三封或第四封时才会给你发订单。
You should select American importers carefully and send a new letter and brochure to appropriate companies per six months. It is because some companies will place orders once they see your first letter but other might not do that until you send three or four letters.

注意:美国进口商喜欢你认真对待双方业务往来的态度。
P.S: American importers will be happy if you treat business carefully.
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