How Can Small And Medium Enterprises Capture Customers At Exhibitions?

Now there are more and more professional exhibitions. As factories, they need to go outside to publicize their products and find customers.

But among many peers, how can we impress the buyers in a short time in the face of those who already know the products they have developed so that we can continue to communicate with you after the exhibition?

Instead of facing your fax or email, do you know who you are?

You must consider your entire sales process.

You are aware of the need to make the company brand impressed with potential customers at the exhibition, which is very wise.

However, I suggest that you have to consider your entire sales process, not just brand differences.

What I said

A) prophase strategy; for example, product communication to potential customers;

B) strategies at the exhibition; for example, all employees are familiar with the same series of steps (to greet customers and determine the purpose of contact - "our products are different from the similar products on the market, because...")

To attract customers, such as brief discussion with customers, to find out if they are willing to buy enough, summarize product characteristics and advantages, explain to customers their understanding of their views so that they can proceed smoothly, and end the contact with customers when guiding customers to the reservation desk. For example, those who are Receptionist at the reservation desk are able to persuade potential customers to interview or telephone contacts in the next 4 to 5 days.

C) point of sale, such as follow-up teleconference or interview.

D) accepting orders

E)

I suggest so that it is useless to have only one brand without attracting potential customers to participate in a sales process that they are willing to be part of.

For example, here is a list of questions that you can detect yourself:

1. pre strategy: do you try to invite 10 to 20 potential high-end customers to your booth before the exhibition?

2. pre strategy: did you prepare a unique product as a gift to your invited 10 to 20 customers before the exhibition?

3. strategy at the exhibition is there any senior training staff responsible for striving for the exhibition?

4. strategy at the exhibition -- does your staff spend 10 to 15 minutes to focus on potential customers at the exhibition to ensure that customers know your brand name and your specific service slogans?

5. the strategy of the exhibition -- every day during the exhibition, whether you meet with the staff at the end of the exhibition, collect the contact information of potential customers, and immediately follow up the service to ensure that they are customers.

When you return to their office, have you got a sample of your products waiting for them?

6. sales point ---- do you understand the scope of your products and services? Do your brand names really represent your products?

For example, if you sell computers, your brand name is "successful computer" rather than "successful consultation" - ensuring that your product is part of your brand name is very important.

7. sales point and tracking customer service -- do you maintain the unity of contacts so as to facilitate future customers' contacts? If you arrange a lot of staff at the exhibition, make sure that everyone's business card to the customer is unified, with the same contact information on it.

For example, "Zhang XX" - I mean you advertised not individual employees, but publicize your products through a customer service manager like "Zhang XX". This allows you to set up a hotline to receive calls from "Zhang XX".