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外贸展会中有哪些小技巧？ What are the tips in foreign trade exhibition?
What are the tips in foreign trade exhibition?
I. details of pre exhibition work
No matter what we do, we will not fight unprepared battles. Before we participate in the exhibition, we need to do the following:
1: inform new and old customers to participate in the exhibition
Contact new and old customers one by one and inform them to attend the exhibition. Can enhance the relationship with customers, show their strength, can also introduce their new products to new and old customers.
2: Contact unfamiliar customers
Before each exhibition, we need to find out our strange potential customers three to four months in advance and invite them to participate in the exhibition. Due to the distrust of unfamiliar customers, we must invite the other party to participate in the exhibition three or four months in advance. During this period, we can pass on our product advantages, company advantages, help customers solve problems, etc. so that customers can have a preliminary trust in you, and then invite them to participate in the exhibition, which can better promote the transaction.
3: understand the advantages of the exhibition and the participation of peers
Generally, we can learn about the exhibitors on the exhibition website. We can learn about our peers' product prices, characteristics and best-selling products. Then compare their own products, find out their own advantages, in order to show to the customers.
4: prepare all kinds of articles for exhibition
For example: promotion of color pages, business cards, samples, quotations and product catalogues and introductions, photo equipment, notebook computers, all kinds of stationery supplies (huizizhu: we usually need to bring notebooks, pens, staplers, staples, tapes), cleaning supplies, food, small gifts gifts, rechargers, etc.
5: booth decoration
The booth is equivalent to the face of your own door, with personalized color layout, which can make customers have a strong sense of vision and quickly attract customers' attention.
6: arrangement of exhibitors
In important occasions, we must train the staff, such as etiquette, clothing matching, product related professional knowledge, service and so on. Details determine success or failure. (Huizi note: there are not many companies that can do this. But it's important!)
Second: details to be noted at the exhibition
1: welcome customers with a smile
Every customer who meets for the first time should greet each other with a smile, so that customers can feel valued.
2: don't sit and chat
Even if no guests come, don't sit and chat with each other. The feeling is that the company is not professional and rigorous.
3: ask customers to sit down and communicate
When there are customers wandering around the edge of their booth, we must warmly invite customers to come in and sit down, and send them dessert, so that customers have a happy mood.
4: don't look at people by their looks
Any customer who comes to the booth should be warmly received. Don't think that if you don't like the customer, you won't receive them or ignore them.
5: listen to customers more
If the guest is willing to sit down, it means that he has certain interest in your product. We should listen to the customer's ideas more and not only sell the product ourselves. To stand in the customer's point of view, to help customers solve their problems.
6: record the needs of different customers
There are a lot of customers coming and going in the booth. We can't have our own brain to record all the communication with customers. So we need to record the conversation content for each customer who has communication, so as to track after the exhibition.
7: get customer contact information
Participating in the booth is to obtain customer information and order. So for all our customers, we should remember to ask for their contact information. You can call, email, exchange business cards, or add wechat, WhatsApp and other chat tools.
8: transfer to the same booth
In the exhibition, not only in their own booth activities, when free, you can also turn to the booth of the same trade, see that there are guests concerned about the booth of the same trade, you can also follow the customers, and strive to invite them to their booth to understand.
9: keep up with customers
Key customers can set products, so we must keep up with our customers. Show your professionalism to customers, pay attention to them, and let customers see your sincerity of cooperation. Even if he doesn't buy it before returning to China, he will have a good impression on you and follow up later.
10: potential customers
Potential customers may not be so quick to place an order, maybe just to understand the market, maybe just to find new products. Maybe it's to reserve suppliers. When we meet potential customers, we can ask them about the specific products purchased, purchase time, product delivery, product use, etc. Record it for tracking after the exhibition. If your factory is not far from the exhibition, you can also invite them to visit your factory so that customers can trust your enterprise more.