去年11月初偶然联系到国外一家公司在中国的联系人，经其邮件转发到国外总部建立联系。刚开始的时候对方并未任何回复。其实这也是很多外贸人员遇到问题，发出去的邮件石沉大海。

如果对方有该产品的需要，但一直没有任何回复，往往我们找错了联系人，因为国外公司一般采购人员都有专职领域。我接下来每个可能的联系人我都一一发送邮件，终于得到回复，当然对方只是简单的询问，在此情况下，我发现客户已经对我们公司产生了兴趣，但确实得不到更多的其它信息。在此情况下我果断提出是否可以安排时间我们直接到国外客户公司拜访。本来只是想大概的询问一下，这样让对方加深认识，令人意外的是对方第二天回复说一周后的某天同意见面，并且该邮件抄送客户的技术部门，并安排技术交流。

在最初的客户拜访中只安排了上午会面两位采购人员，下午面谈两位技术部门人员。时间很快过去，同行共两人飞抵国外等待与客户见面。上午与采购的见面比较顺利，相互了解，毕竟具体的产品细节要求还得经过技术部门的认可。下午时间到了，出乎意料，下午的安排由原来的普通见面交流，变成了公司推介会，由原来的预定见面2-3人，突然增加到12人。由于本人外贸行业仅1年时间，此次形式的会面尚属首次。在此情况下 我们必须选择采用ppt的形式，但之前并未准备相关针对性的ppt工作，顿时有些不知所措，只好迎着头皮将公司的产品介绍册子，即一些其它公司信息应付一下。这些不是问题，问题是在毫无准备的情况下全程用英文介绍，事后确实有些后怕。不过，过程中很快让自己冷静下来，既然没有准备合适的材料，那就应该多注重互动交流，多让气氛融洽。其实，从事外贸的人大概都有这种问题，不管你英文水平多好，在没有任何准备的情况下，都很难进行有效的交流。

In the initial customer visit, only two purchasers were arranged to meet in the morning and two technicians in the afternoon. Time passed quickly, and two colleagues flew abroad to wait for meeting with customers. The meeting with the purchaser in the morning was quite smooth and mutual understanding. After all, the specific product details have to be approved by the technical department. In the afternoon, unexpectedly, the arrangement of the afternoon changed from the original ordinary meeting and exchange to the company promotion meeting, from 2-3 people to 12 people. As I have been in the foreign trade industry for only one year, this meeting is the first time. In this case, we have to choose the form of PPT, but we didn't prepare relevant targeted ppt work before. We were at a loss and had to deal with the company's product introduction booklet, that is, some other company information. These are not problems. The problem is to introduce the whole process in English without preparation. I'm really afraid afterwards. However, we should calm down quickly in the process. Since we have not prepared appropriate materials, we should pay more attention to interactive communication and harmonious atmosphere. In fact, people engaged in foreign trade probably have this problem. No matter how good your English is, it is difficult to communicate effectively without any preparation.

在差不多2个小时的交流过程中，我们一一解答客户关心的问题，总体感觉这次的无准备交流其实达到的效果更加理想。等回来后差不多两周的时间里，收到客户的项目投标要约，并且客户安排两人来公司现场审核。审核过程也是非常煎熬，三天的时间安排，其中两天安排客户旅游了上海和杭州，）：，因为我们基本上没有自己的工厂设施，全靠外包，不过审核就这样给糊弄过去了，至此项目基本确立，投标、中标，总额近260万rmb的项目完美达成，另外执行合同为1+1，第二个同样的项目间隔半年后启动，总额为520万。

同时，在这个过程中，我深深意识到平时的积累起到了很大的作用。此外，我们必须做好充分的准备和全面的考虑。所谓不打无准备仗，只有机会来了才能抓住。没有优势的硬件和软件只能依靠业务沟通过程的专业性来提高客户对企业的信任度，这也是国内很多企业应该提高的地方。

对比国内国外的情况，其实大不同，国内一般大的项目都是公司上层领导一句话，或者参与的人员比较多；但国外的采购权限比较大，很多情况都能简化流程，没有国内那种繁文缛节。希望以此鼓励我们外贸勇敢的走出去，敢想敢干，不要瞻前顾后，不然机会永远都抓不住。

Compared with the situation at home and abroad, in fact, it is very different. Generally, large projects in China are the words of the company's top leaders, or there are many people involved; However, the procurement authority in foreign countries is relatively large. In many cases, the process can be simplified without the kind of red tape in China. We hope to encourage our foreign trade to go out bravely, dare to think and do, and don't look forward and backward, otherwise we will never seize the opportunity.