出口销售的完整旅程
将所有术语对应到赢得海外买家的四个阶段——以及 Rinda 在每一步如何助力。
Step 1. 目标设定
定义理想客户并发掘买家的阶段
ICPIdeal Customer Profile买家画像Buyer PersonaB2BBusiness to Business潜在客户Lead准客户Prospect疑似客户Suspect冷线索Cold Lead暖线索Warm Lead决策者Decision Maker守门人Gatekeeper数据库Database细分Segmentation利基市场Niche Market外呼销售Outbound Sales集客销售Inbound SalesTAMTotal Addressable MarketSAMServiceable Available MarketSOMServiceable Obtainable Market数据补充Data Enrichment邮箱验证Email Verification
Step 2. 邮件触达
有效接触潜在客户的策略与邮件
冷邮件Cold Email邮件标题Subject Line打开率Open RateCTRClick-Through Rate回复率Reply Rate退信率Bounce Rate软退信Soft Bounce硬退信Hard BounceA/B 测试A/B Testing个性化Personalization痛点Pain Point价值主张Value PropositionCTACall to Action跟进Follow-up水滴营销Drip Campaign触达节奏Cadence垃圾邮件过滤Spam Filter钩子Hook模板Email Template介绍邮件Introduction Email
Step 3. 报价与谈判
进行价格、条款、样品相关谈判的阶段
询盘InquiryRFPRequest for ProposalRFQRequest for Quotation报价单QuotationMOQMinimum Order Quantity交货期Lead Time单价Unit Price批量折扣Volume Discount样品Sample规格书Specification Sheet产品目录Product Catalog独家代理Exclusive Rights经销商DistributorOEMOriginal Equipment ManufacturerODMOriginal Design Manufacturer自有品牌Private Label保质期Shelf Life质保Warranty还盘Counter Offer有效期Validity Period
Step 4. 签约与付款
从交易完成到装运及物流的推进
成交Closing形式发票Proforma Invoice商业发票Commercial Invoice装箱单Packing ListT/TTelegraphic TransferL/CLetter of Credit定金Deposit尾款Balance Payment国际贸易术语IncotermsEXWEx WorksFOBFree On BoardCIFCost, Insurance and FreightDDPDelivered Duty PaidHS 编码Harmonized System Code货代Freight Forwarder提单Bill of Lading空运提单Airway Bill原产地证书Certificate of OriginETAEstimated Time of ArrivalETDEstimated Time of Departure跨境电商跨境电子商务（Cross-border E-commerce）FTA（自由贸易协定）自由贸易协定（Free Trade Agreement）通关（清关）通关 / 清关（Customs Clearance）关税关税（Tariff / Customs Duty）