First, understand the exhibition information, so that we can contact the guests in time, invite them to visit, and create more business opportunities: a. Exhibition time: b. Exhibition location: c. The company's exhibition number (fair booth No.) Second: Preparation before the exhibition (important part). During the exhibition, it is an important communication opportunity to meet buyers face to face and quickly build trust and business, which we need to grasp.
1. Create opportunities as much as possible to contact more guests to our exhibition, such as traders or overseas customers. It is not easy for overseas customers to come to China once. Their purpose is to find products and suppliers that suit his needs. If there are multiple options for him to choose from, they won't miss the opportunity.
2. After the invitation letter is sent, look at the replies of the guests and follow up the progress of each customer. We can classify them according to the degree of guest development, so that we can spend more purposeful and targeted time to follow up. The provision of the catalog information, the provision of the arrangement of the sample. If there is no email reply, you can use instant chat tools such as phone, WeChat and other chatting tools to follow up in time.
3. Try to solve problems in cooperation with old customers before the exhibition: such as delayed delivery, product quality, compensation and other problems, try to figure out how to deal with them before the guests come, and solve them as soon as possible. If there is any problem that cannot be solved and needs to be solved during the exhibition, then try to invite guests to the company, or when the guests come to the booth, find a place behind, and discuss with the guests calmly to solve it. It is best not to delay too much time on this kind of problem, because the main purpose of the salesman during the exhibition is to develop more customer orders. I remember an exhibition, during which an Indian visitor came to the exhibition to find me. When their boss saw me, he asked, "Cherry, when will my product be out? It's been pushed too long." A few European guests just happened to be in the area. When they heard this information, they were discussing "this company's samples." Yes, but if we can't deliver the goods, let's go to the next one." At that time, the other salesmen of the exhibition were busy, and it was a pity that I didn't have time to contact these guests. In fact, we can't blame our factory for the delay in the order of this Indian customer. The customer changed the drawings again and again, the order was already on the production line, and he told me what to change. Who will solve the cut material? Who will bear these costs? We've been trying to convince our guests not to make changes. The boss didn't know the work of his subordinates before, so he said this to me face to face. After I explained the reason to the guest, the boss agreed on the spot not to change it and continued to produce according to the original drawings.
4. Exhibition design and promotion: Exhibitors visit thousands of exhibitions in a limited number of days, leaving only a few minutes on average for each exhibition. So, in order to attract the customers to come over, let the customers be interested in our products and continue to talk in these short minutes, the booth design is very important. On the lintel of the exhibition, you can use a short sentence or a keyword to attract customers to see our products. The slogan must be concise, because the guests are walking and watching, and they do not have time to read the entire slogan. The exhibition is based on the area to calculate the cost of participation. With limited costs, smaller booths to display our products. Picture books or electronic catalogues are indispensable. It is convenient for display and convenient for guests to carry. Our company usually hires professional design companies to make them. Exquisite picture books can enhance the good impression of guests on exhibitors. Many small businesses are very willing to invest in the catalogue to make up for their lack of strength and increase the order rate.
5. Prepare the exhibits: The most important thing to attract customers is the exhibits. No matter how beautiful the booth design is, without good exhibits, it can only be gold and jade. We need to do market research in advance, understand the current market trends, and conduct certain market product research. Or for the market where your own customer base is located, understand the market needs of customers and make samples.
6. Exhibit Quotation: There are good exhibits in the booth, but it is very important to prepare a quotation suitable for the market. At present, due to the epidemic, the economy has been affected to a certain extent, affecting the purchasing power of consumers. When the economy is bad, people's life is relatively tough, and the price will make them pay more attentions than before. So I think that in a short period of time, buyers will lower their prices even more than in previous years. This also increases the difficulty of exhibitors' quotations. As an exhibitor, the premise is not to sell at a loss. It will be more important than in previous years to refine the cost per piece of your own products in advance. This way, when customers counter-offer, they know where their bottom line is.
7. Exhibitor uniforms: For large exhibitors, salesmen will be required to put on exhibit uniforms, which can improve the image of the booth to a certain extent. If you don't have a uniform, at least make yourself look neat and capable, put on a little makeup, make yourself look energetic, make people look comfortable at first glance, and give yourself a score in front of the guests.
9. Hospitality supplies: When customers come to the booth, they are usually very interested or old customers who can sit down and chat with us. To be in a hurry, they usually come in after breakfast and go out for lunch after the show is over. During the exchange, we can give him a bottle of coffee, water or chocolate candy, which will keep him at the booth longer. (I think it is really a good idea!)
10. Understand the craftsmanship and details of the exhibits, and master the relevant English professional vocabulary to facilitate communication with customers and make the customers feel that the salesperson is more professional.
11. Write down the approximate price of each product. When a customer asks about one of our products, it can be quickly quoted.
12. Master some reception terms, guest progress meeting, the first sentence "welcome to .. company.". If it is a foreigner, observe the sign on the customer's chest, and you can see his country and name. According to the content on the sign, we started our reception by asking some light topics such as "are you from...", and tried to avoid politically sensitive topics.
Comments
Post a Comment