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外贸展会中有哪些小技巧? What are the tips in foreign trade exhibition?

【摘要】:
外贸展会中有哪些小技巧?Whatarethetipsinforeigntradeexhibition?一:参展前工作细节I.detailsofpreexhibitionwork无论我们做任何的事情,不打无准备的仗。在我们参展之前,我们需要做以下几点工作:Nomatterwhatwedo,wewillnotfightunpreparedbattles.Beforeweparticipateinthe
外贸展会中有哪些小技巧?
What are the tips in foreign trade exhibition?
一:参展前工作细节
I. details of pre exhibition work
无论我们做任何的事情,不打无准备的仗。在我们参展之前,我们需要做以下几点工作:
No matter what we do, we will not fight unprepared battles. Before we participate in the exhibition, we need to do the following:
1:通知新老客户参展
1: inform new and old customers to participate in the exhibition
挨个联系自己的新客户,老客户,通知他们来参展。可以增进与客户的关系,展示自己的实力,也可以向新老客户介绍自己的新产品。
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:联系陌生客户
2: Contact unfamiliar customers
每次参加展会之前,我们都需要提前三到四个月将自己的陌生潜在客户找出来,邀请他们参加展会。由于陌生客户对自己的不信任,所以我们邀请对方参展,一定要提前三四个月时间,这段时间我们可以向客户传递自己的产品优势,公司优势,帮客户解决问题等,让客户对你产生初步的信任,再邀请他们来参加展会,更能促进成交。
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:了解展会优势及同行的参展情况
3: understand the advantages of the exhibition and the participation of peers
一般我们在展会网站上,我们都可以了解到该展会的参展商都有哪些,我们可以了解一下自己的同行分析同行的产品价格,特点,畅销产品。再对比下自己的产品,找出自己的优势,以便给来参展的客户展示。
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:准备好参展用的各种物品
4: prepare all kinds of articles for exhibition
比如:宣传彩页、名片、样品、报价单及产品目录及介绍、拍照设备、笔记本电脑、各类文具用品(惠紫注:常见我们要带的就是笔记本、笔、订书机、订书针、胶带)、清结用品、食品、小礼品赠品、充电宝等。
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:展位的装饰
5: booth decoration
展位相当于自己的门脸,有个性的色彩布置,可以让客户产生强烈的视觉感,快速引起客户的关注。
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.
6:参展人员的安排
6: arrangement of exhibitors
在重要的场合,我们一定要对工作人员进行培训,比如:礼仪,服装搭配,产品相关专业知识,服务等样样都要做到周到,细节决定成败。(惠紫注:这方面,能做到的公司不算特别多。但是很重要!)
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!)
第二:展会上需要注意的细节
Second: details to be noted at the exhibition
1:面带微笑欢迎客户
1: welcome customers with a smile
每一个初次见面的客户,都要笑脸相迎,让客户有被重视的感觉。
Every customer who meets for the first time should greet each other with a smile, so that customers can feel valued.
2:不要坐着闲聊
2: don't sit and chat
即使没有客人过来,也不要大家聚在一起坐着闲聊,给人的感觉就是这家公司很不专业和不严谨。
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:请客户坐下来沟通
3: ask customers to sit down and communicate
当有客人在自己展位边缘徘徊,一定要热情的请客户进来坐坐,给他们送上小甜品,让客户有一个愉悦的心情。
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:不要以貌视人
4: don't look at people by their looks
任何一个来展位的客户都要热情接待,不要因为客户的穿着,觉得不像客户就不接待,也不搭理。
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:多倾听客户的想法
5: listen to customers more
客人愿意坐来下,就表示他对你的产品是有一定的兴趣的,我们因该多倾听客户的想法,不要只顾自己推销产品。要站在客户的角度,帮客户解决他的问题。
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:记录不同客户的需求
6: record the needs of different customers
展位上来来往往的客人很多,我们不可有凭借自己的大脑,可以记录下所有与客户沟通的内容。所以我们针对每一个有沟通的客户,都需要记录谈话内容,以便展后进行跟踪。
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:获取客户的联系信息
7: get customer contact information
参加展位的目前是获取客户信息,获取订单。所以我们对所有的客户,都要记得向他们索要联系方式。可以要电话,邮箱,互换名片,也可以添加微信、whatsapp等聊天工具。
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:转转同行的展位
8: transfer to the same booth
在展会上,并不是只在自己的展位活动,有空的时候,你也可以转转同行的展位,看到有客人关注同行的展位,你也可以跟着客户,争取请他们到自己的展位上来了解。
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:跟紧客户
9: keep up with customers
重点客能要定下产品,所以我们一定要将客户跟紧了。向客户显示你的专业性,对他的重视,让客户能看到你的合作诚意。即使回国之前不买,他也会对你有一个好的印象,后期再多跟踪。
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:潜在客户
10: potential customers
潜在客户可能不会那么急促下单,也许只是来了解一下市场行情,也许只是来寻找新产品。也许是来储备供应商的。我们遇到潜在客户,可以询问客户具体采购的产品,采购时间,产品发货,产品用途等。记录下来以便展后进行跟踪。如果你的工厂离展会不远,也可以邀请他们去你们工厂参观,以便让客户更信任您的企业。
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.