The Solo Exporter's Handbook
Export sales, when it's just you
Practical guides for people who handle overseas buyers on their own: trade terms, getting paid, samples, scams, and the emails in between. Every rule we cite is checked against its source, and each guide lists those sources at the end.
Five parts of the job
- 01Quoting and trade termsWhich Incoterms rule to quote, and what a price has to pin down.
- 02Getting paidDeposits, balances, letters of credit, collections: who carries the risk at each step.
- 03Samples, orders and documentsSample requests, proforma invoices, and telling a buyer about a delay or a new price.
- 04Fraud and safetyPayment diversion, phishing and fake buyers, and what to do in the first hour.
- 05Working across marketsWorking weeks, public holidays and writing English that survives a translation tool.
All guides
- 01 · Quoting and trade termsIncoterms 2020: which rule to quote when you sell aloneThe 11 rules in two groups, why FCA usually beats FOB for containers, the EXW and DDP traps, and how to write the term.
- 02 · Getting paidExport payment terms compared: who carries the riskFrom cash in advance to open account: who is exposed at each step, what banks do and don't promise, and how to write the term.
- 02 · Getting paidLetter of credit: what to check before you shipA seller's checklist for a new credit: dates, documents, tolerances and confirmation, with the UCP 600 article behind each point.
- 03 · Samples, orders and documentsSample requests: free or paid, shipping, and sign-offDeciding free or paid, shipping samples through customs with a real value, and turning the sample into the standard for the bulk order.
- 03 · Samples, orders and documentsHow to write a proforma invoice buyers and banks acceptWhat a proforma is for, the fields it needs, and how to revise it without two versions in circulation.
- 03 · Samples, orders and documentsTelling a buyer about a delay or a price increaseWhen to say it, the four things the email must contain, and templates for a late shipment, a price increase and a confirmed order.
- 04 · Fraud and safetyBank detail change fraud: how it works and how to stop itHow a fake 'new bank account' email diverts a buyer's payment, the warning signs, and what to do in the first hour.
- 04 · Fraud and safetyFake inquiries and phishing aimed at exportersMalicious 'order' attachments, fake login pages, overpayment refunds, domain-name and directory invoices, and how to check a buyer is real.
- 05 · Working across marketsWorking weeks and public holidays across export marketsSunday-to-Thursday markets, holidays that move every year, Lunar New Year closures, and the 2027 dates to plan around.
- 05 · Working across marketsPlain English for buyers who don't speak it nativelyShort sentences, one question per line, and dates, numbers and units that can't be misread, with before-and-after rewrites.
Before a quote: three guides on relaysolo.com
The first steps with a new buyer are covered on the RelaySolo site, so we don't repeat them here:
- How to reply to a new inquiry: sorting inquiries, red flags and a first reply.
- How to write a quotation email: unit price, MOQ, lead time, validity and a sample email.
- When a buyer goes quiet: follow-up rhythm and when to stop.
How this handbook is written
Each guide answers one question a solo exporter actually runs into. Where we describe a rule, such as an Incoterms obligation or an article of UCP 600, we link to the body that publishes it. We don't invent statistics, case studies or customer stories. If something depends on your country or your bank, we say so and tell you who to ask. More on how we write and correct these guides.
Nothing here is legal or financial advice. For a contract that matters, ask your bank's trade desk or a lawyer in the buyer's country.