Attending Exhibitions Must Be "Exhibition".

Many foreign trade people are always asking me how to find customers. In fact, there are many ways to find customers. Participating in exhibitions is one of the most effective ways to get customers.

But don't think that customers will be lost if they participate in the exhibition. Only if you take the exhibition seriously and grasp the skills of exhibitors, will your potential customers come uninvited.

Otherwise, expensive exhibition fees will be wasted.

Fair selection: only the right ones.

International and domestic exhibitions can be said to be increasingly confused.

It is comprehensive and professional. The company should participate in the exhibition according to its own reality.

It should be said that the two annual Canton Fair is the largest international exhibition in China, but tens of thousands or even tens of thousands of dollars in exhibition fees are discouraged by some weaker exhibitors.

Some relatively less well-known exhibitions can not attract too many foreign businessmen to visit, and the result is very little.

Taking into account the two, I believe that attending professional exhibitions is relatively better, customers are relatively concentrated and professional, the cost is not too high, generally only about 20 thousand yuan.

Preparation before the exhibition: careful planning

The choice of booth.

The design of the booth.

The booth is the facade, the design of the booth should be eye-catching and the eyeball of the audience should be sucked out. The important point is the specialty.

It is better to invite professional design companies to design and decorate, but exhibitors should take part in it, because they have a better understanding of their industry and products.

The colors of the booths should be overall harmonized and not too fancy. There will be a large number of advertisements on the top of the booth, with the effect of lighting, so that customers can see them very far away.

The placement of samples.

The company's fist products are placed in the first place that customers can see. In addition, according to the customer's attention to the samples, the position of the samples can be adjusted in time. Sometimes your fist products are not what the customers want, so they should be adjusted according to the needs of customers.

Sample design.

The design of the sample must be exquisite, because there are more customers on the booth, many of them are collecting samples first and going back to study slowly.

The sample is a more intuitive publicity material. When designing samples, it can draw on the sample of foreign counterparts, and conform to the international fashion.

Personnel training.

Before the exhibition, we must train the exhibitors, publicize the external publicity, and simulate the possible accidents in advance.

For example, the company's annual sales, staff numbers and product quotes and other data should be unified.

Salesmen are the main personnel, but technicians are required to cope with possible accidents in the demonstration, or some professional problems are solved by technicians.

Exhibitors dressed in uniform and equipped with the logo of the company.

The bottom of the opponent's mold.

Professional exhibitions will have many exhibitors, so we can know all about our competitors and win the battle.

Before the exhibition, you should conduct a thorough exploration of the colleagues, including the location of the booths, the design of the booth, the price of the products, etc., so you can act as a client to spy on the military situation, but be careful not to show the horse's feet.

Customer invitation.

After the booth is fixed, one of the most important tasks is to send heroic posts and invite customers to visit your booth.

The invitation should include the name of the exhibition, the time, the booth number of the company, the exhibitors and the way of contact. Incidentally, you can also take the latest product.

The invitation time is usually about a month before the exhibition.

There are many advantages to do this. First, you tell the customer that you are exhibiting, that is, conveying information that you have the strength to participate in the exhibition. Secondly, the exhibitors turn from passive customers to active customers, and the effect is more obvious. Moreover, face-to-face communication is much easier to communicate than telephone or e-mail. Furthermore, it saves the cost of visiting clients abroad.

Attention in the exhibition.

Keep fighting and be bold.

The meticulous preparation before the exhibition is to pave the way for the exhibition. The communication with customers is very important in the exhibition.

Details determine success or failure. Some details need to be noted in the degree of exhibition.

Keep fighting.

Exhibitors should pay special attention to their image except for uniform clothing and badges worn by companies.

Everyone has to stand in welcome, energetic and energetic, and a good mental outlook reflects the company's vitality and vigorous atmosphere.

Exhibitors should not play or eat or drink in front of the exhibition. Do not idle around before the booth, read and read newspapers, give customers a bad impression.

Bold and cautious.

In the face of customers who visit patronage, do not be timid, take the initiative to greet them and welcome them in.

As long as you can stop at your booth, at least he still has some interest, you should take the initiative to welcome it.

Take a group photo with your client.

Customers who come to the booth will take a picture with them and mark them on their business cards.

Through group photo, it is convenient for you to remember the appearance of the customer. Then you will process the photo again, and write a group photo of a certain year in a certain month and so on.

If the customer is an old customer, you need to master the following two points.

One is to ask customers what advice they have for the products they used before, and the two is to ask customers what products they will need in the future.

For new customers, we need to know whether the other side is a manufacturer or a distributor, so that we can have a good idea.

Exchange customer resources with peers.

The colleagues mentioned here do not refer to the enterprises of the same product, but the enterprises of the same category.

For example, auto accessories exhibition, there are great differences between the exhibitors. There are exhibitions of car audio, exhibition car lamps, exhibition car seats and so on.

Such exhibitors are both supply side and demand side. Customers may ask you to buy auto parts that you do not manufacture, because they may not necessarily know more about the domestic market than you do.

So take the initiative to visit these peers, recommend their products to you, leave samples to them, and ask them for samples.

It will play a complementary role in resource sharing.

Beware of the spy.

Often you will encounter the Scouts of your peers in the exhibition. They act as customers to cover your price and technology and even customer information, so be vigilant.

There are several ways to identify the probes. One is to go around the booth to get a preliminary understanding of the exhibitors, so that you will be somewhat impressed when they come to your booth to spy on the information.

Besides, you can feel whether the other person is a spy from the conversation. He only asks some sensitive questions instead of others.

Summary of daily work.

After attending the exhibition every day, we should sort out and sort out the main points of the day.

Cooperate with group photo to remember the appearance and name of the customer.

In addition, according to the needs put forward in the client's talk, we can judge the trend of this year's products, and discuss the development and promotion of new products after the exhibition and the company's decision makers.

For example, the maximum size of the car LCD TV displayed on the exhibition is 17 inches, and many customers have proposed whether to produce 21 inch LCD TV. This is a potential market signal.

If you make the first move and produce a 21 inch LCD TV, you will have a good sales volume this year.

Follow up after the exhibition.

At the end of the exhibition, only half of the work is done. What really works is timely follow-up after the exhibition.

Customer classification.

According to the process and results of negotiations with customers, the customers are divided into formal customers, potential customers and invalid customers.

The official customers here refer to the old customers and work according to the two points mentioned above.

Potential customers refer to customers who have clear ordering intentions for your products, and only need further follow up to confirm details.

The invalid customer means only a business card in the exhibition, no communication, and the other is only a customer who collects some information.

The customer records during the exhibition are combed and corresponding to the customers, and some of their own ideas are added in order to prepare for the next step of work.

Contact customers.

Send an email to every customer. Be careful not to group.

The contents of the last show were reflected in the mail.

The key customers should be key contacts, first contact key customers, distinguish primary and secondary.

The photo taken during the exhibition is added to the attachment.

Reply to customers.

After the mail is sent out, some replies will be received later.

These responses should be carefully read, mastered the true thoughts of customers, and timely reply to the contents of customers' reply.

If a customer wants to quote a product, he will make quotation for the customer.

Don't belittle a list of quotations.

1. the name of the quotation sheet, many people just quote the quotations as quotations, which is actually superficial and irresponsible.

Customers will think that you are an ordinary offer, so the price is not enough.

My approach is quotation, customer name + date, such as Quotation - Microsoft-18 -7-2006, do not belittle more words, customers will think that you are specifically for him to make the price list, the price will be taken seriously.

Another advantage is that you can find this quotation quickly.

2. the contents and format of the quotation are also very important. My own quotation is made by EXCEL, SHEET1 is the quotation, and SHEET2 is the customer information.

The top of the quotation sheet is the company's LOGO on the left, and the company name and contact information on the right.

The quotation includes the following items: product name, picture, unit price, characteristics, specifications and packing methods.

There are some provisions at the bottom.

Follow up again.

If the customer is satisfied with your product and price, you need to induce him to order your product, such as the quantity, time and paction conditions of the order, and use these to guide the customer into the topic.

If you send an email, the customer does not respond, then send another email in a week's time.

If the customer still doesn't respond, you should consider whether the customer is not interested in your product.

If frequent email can cause customers' antipathy, you may add one to the next third mail. If you do not wish to receive this email, please reply to the instructions.

In short, participate in