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【5万做亚马逊】解密|跨境大咖如何从50万做到1.5亿的销售额

跨境电商资讯 admin 4个月前 (10-28) 272次浏览 29个评论

3年你能做什么?东莞80后创业者程天乐和他的小伙伴,用3年时间做电商,50万起家,去年已经做到了1.5个亿!相比之下,现在很多创业者玩电商,一直都在好奇,程天乐他们是怎么做到的呢?

销售额3年暴涨140倍

程天乐的电商企业叫尚睿,是一家跨境电商公司,总部在东莞松山湖。由于他们美国分公司销售额3年增长高达140倍,登上了美国《INC》杂志的榜单,在全美500家增长速度最快的企业中排名第12。这个榜单可不简单,20多年前,还是小伙子的乔布斯也上过这本杂志,微软、甲骨文、戴尔等知名企业都上过这个榜单。

3年前,程天乐和徐进这俩哥们还是屌丝“烟友”。程天乐从英国读完计算机硕士回国,在ebay中国区当客户经理,徐进在公司里做市场。两人常在走廊里抽烟,聊着聊着突然有了创业想法,然后就一起把老板炒了,来到东莞,拿到的第一笔投资50万,就是东莞一个老板投的。

2011年3月,尚睿开始运营,5个月后就收回投资,当年实现销售目标1300万元。2013年,尚睿全年的总销售额已经达到1.5亿元。

避开红海,精确定位产品

跨境电商这个词最近很火,听起来“高大上”,其实10几年前开始,通过ebay之类的店铺把中国的东西卖出国,也是跨境电商,算不得新兴产业了,现在国内做跨境电商的,卖的东西很雷同,大多是五金件、电池、电源、游戏周边产品等等,早已杀成一片红海。那么,这两个年轻人又凭什么做得这么牛逼呢?

产品定位很关键,创业之初,两个年轻人就选择了错位发展,避免产品的同质化。程天乐是英国留学回来的,对欧美人的消费习惯比较熟悉。经过市场调研,他们专门选择了符合国外消费习惯的小众产品,比如开源硬件、对讲机和3D眼镜。这些产品都是现在电子行业的新宠。

在中国做电商的有一个特点,你什么卖得好,很快就会有一大堆人蜂拥而上,很快就杀得血淋淋,可能这个月卖50美金的产品,下个月就剩下30美金了。为了避免这种情况,程天乐没有死守着一种产品,不断对产品更新换代。更重要的是,为了提升竞争力,他们快速建立了自己的品牌,像尚睿的开源硬件品牌SAIN SMART,3D眼镜品牌SainSonic已经深入消费者,才能稳固市场份额。

招聘廉价的“鬼妹”销售团队

有了好的产品,还需要好的销售团队。现在做电商的,个个都在喊人才难招。但是尚睿有他们的独门秘技。你会发现在尚睿的员工动态公告板上,看到贴的员工照片都是20岁出头的外国女孩。要做国外市场,招到对当地情况非常清楚的人肯定最好了,但成本无疑很高。你一定以为他们花了血本请这些外国女孩,但我告诉你尚睿开的工资不比你多,会不会有点惊讶?

其实,她们都是为期一年的国际实习生,来自美国、法国、英国、摩洛哥等等。大部分是当地大学的大三、大四学生,她们需要在中国学习营销实习经验,每个月的薪资要求也不高,五六千人民币一个月。

外国实习生主要做论坛推广、软文撰写。她们的表达方式很地道。尚睿把软文的框架搭好后,就让这些“鬼妹”用地道的语言来表达,集中在国外消费论坛轰炸。尚睿的品牌就是这样砸出来的!

找对一个靠山平台很关键

做电商,在哪个平台上做很重要。国内有淘宝、京东,基本上已经独步天下。但要把国内的东西卖到国外,你知道应该选择哪个平台吗?

程天乐在这方面很有心得。他很早就尝试用Amazon的云服务。如果你用Amazon,由于google大量的产品数据都是在Amazon和ebay上抓取,国外消费者用google一搜,你的产品就很容易跳出来。做电商流量为王,曝光量直接影响着成交额。

程天乐的爆发式成功,对跨境电商创业者是一个巨大的鼓励。不管你是做电商,还是传统的ZHIZAO企业,跨境电商都是一门值得去研究的生意。做生意重要的是寻找蓝海。如果你在存量市场上抢蛋糕,你得掂量一下自己有几斤几两,就像今天的淘宝,你有没有足够的本钱去砸、去刷?只有在增量市场上,你才能轻松地分享到红利。

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