If your factory sells well domestically but has never shipped abroad, exporting can feel like a wall. It isn't — it's a sequence of steps. Here's the path from "we only sell in China" to your first international order.
如果你的工厂在国内销售很好，却从未向海外发货，出口可能让你感觉像一堵墙。其实不然——它只是一系列步骤。下面是从"只在中国销售"到拿下第一笔国际订单的路径。
1. Get your export licenses in order
1. 办妥出口资质
To export from China you need import-export rights (进出口经营权) registered with the customs and commerce authorities, plus VAT-refund (export rebate) registration. Many small factories sell through an agent at first to skip this — but doing it yourself keeps the margin.
要从中国出口，你需要在海关与商务部门登记进出口经营权，并办理出口退税登记。许多小工厂起初借助代理出口以省去这些手续——但自己办理能保住利润。
2. Decide what you're competitive at
2. 明确你的竞争优势
You can't sell everything to everyone. Pick the products where your price, quality or capacity genuinely beats competitors, and research which countries actually import them. A focused offer wins more than a broad catalog.
你无法把所有产品卖给所有人。选出在价格、品质或产能上真正胜过对手的产品，并调研哪些国家确实进口它们。聚焦的产品组合，比宽泛的目录更能赢得订单。
3. Build export pricing (not domestic pricing)
3. 制定出口报价（而非内销价）
Export quotes use Incoterms — usually FOB (you deliver to the port) or CIF (you also cover freight and insurance). Build a clear price that includes export packing, inland freight and your margin, and learn to quote per Incoterm so buyers can compare you fairly.
出口报价使用国际贸易术语——通常是 FOB（你负责送到港口）或 CIF（你还承担运费与保险）。制定包含出口包装、内陆运费与利润的清晰价格，并学会按贸易术语报价，让买家能公平地比较。
4. Make your factory findable online
4. 让工厂在线上可被找到
Overseas buyers search in English. If you only exist on Chinese B2B platforms, most of them never see you. A professional English (or multilingual) website is now the baseline — it's where buyers verify you're real before they email. See why your factory needs an export website.
海外买家用英文搜索。如果你只存在于中文 B2B 平台，大多数买家根本看不到你。如今，专业的英文（或多语言）网站已是基本配置——买家在发邮件前会用它来确认你是真实可信的。参见工厂为何需要外贸网站。
5. Find your first overseas buyers
5. 找到第一批海外买家
- List on global B2B marketplaces (Alibaba, Made-in-China) — but expect competition.
- 在全球 B2B 平台（阿里巴巴、Made-in-China）上架——但要预期竞争激烈。
- Exhibit at trade fairs in your target market (e.g. TÜYAP in Türkiye, Canton Fair for inbound buyers).
- 在目标市场的展会参展（如土耳其的 TÜYAP、面向到访买家的广交会）。
- Build a verified buyer list and reach out directly with a clear, localized pitch.
- 建立经过核实的买家名单，用清晰、本地化的话术直接联系。
6. Get paid safely
6. 安全收款
For new buyers, a 30% deposit / 70% balance structure or a letter of credit protects both sides. Use bank transfers (T/T) you can trace, and confirm any change of payment details by phone — email fraud targets export deals constantly.
对新买家，30% 定金 / 70% 尾款的结构或信用证能保护双方。使用可追溯的电汇（T/T），任何付款信息变更都要电话确认——邮件诈骗一直在盯着外贸交易。
7. Ship and follow up
7. 发货与跟进
Work with a freight forwarder for your first shipments — they handle customs, documents and logistics. After delivery, ask for feedback and stay in touch: a happy first buyer becomes repeat orders and referrals, which are far cheaper than finding new buyers.
首批货物与货代合作——他们处理报关、单证与物流。交货后，主动征求反馈并保持联系：满意的首位买家会带来返单与转介绍，这远比开发新买家便宜。
Want help getting your factory export-ready — website, catalog, market research and buyer lists? That's exactly what we do.
想让你的工厂具备出口能力——网站、画册、市场调研与买家名单？这正是我们所做的。
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