Exhibition: How To Classify And Follow Up Different Guests

Participate in all kinds of Exhibition After that, foreign trade personnel should communicate with customers in time according to relevant information obtained from exhibitors, so as to ensure that orders are available.

For visitors to the exhibition, they are generally classified as follows:

1. Customers who have signed contracts.

After returning, he usually gave him detailed information according to his requirements, and then asked him to open his / her card or exchange. Deposit Come here. However, those customers who have signed contracts with you do not mean that they will give you the order. Now this is very common. Some customers have signed a contract with you, but later he has a good price or a better ITEM in other suppliers, and he will give it to others. Or after going back, the market will change, decide to change, cancel the order and so on. For them, the contract is absolutely unfettered, and the contract is only P/I, just a form. So for this kind of customer, we should also be careful to communicate. Once he appears late or does not remit the deposit, please raise his vigilance, communicate with him in time, see if there is any problem, take corresponding measures, maybe you can save an order, a customer.

2, customers who want to place orders.

This is a bit like online enquiry. You can only identify the potential of this customer from your communication with them. The more detailed the product is, the more careful the terms will be. For these customers, they will be contacted in time, and all the information involved will be clearly sent to him, and the proofing will be implemented immediately. For these customers, we often encounter the sample sent without news, the most common reason is that they receive all samples (including other people's samples) did not pick your product orders, or market changes, and so on, then do not give up, keep in touch, new products to recommend to him in time, there will be opportunities for cooperation later.

3. Customers who cannot talk about a particular item or price.

When you come back, even if you decide to do what you want to do, do not compromise immediately. First send an e-mail or make a phone call (or firmly decide your previous decision) to take a look at the situation before making a decision. If the client has a certain soften, then you will succeed. If he insists on his own decision, then you can compromise, and then compromise with him is not too late.

4. Customers who require information.

Send him the detailed information as far as he says.

5. Casual customers.

At the time of the exhibition, he just went to you to look around and ask, these customers have no bottom, maybe they are exploring. Quotation 。 Those customers may have to contact him by his business card. If the business card has their website, that's the best. First visit their website and find out their details. What kind of products do they mainly run, and send different materials to him according to different circumstances. Maybe the product you didn't bring to the exhibition this time is their main product.

At the same time, we need to see if there is any opportunity for cooperation according to the product that he sees at your booth.

We all know that the most common problem in communication is to send EMAIL to customers without any news. In this case, I think the telephone is the best way of communication, making a phone call to communicate with him, to see what is going on and what kind of situation it is, whether we can take measures to solve it. Of course, for those who are not in urgent need, please wait patiently for a few days to send emails a few days later, because some customers will take a vacation after returning, and some customers will not go back immediately after the exhibition. I met a client who had been EMAIL for half a month before he replied that he had just arrived in his country.

For a customer who has not returned for a period of time, a phone call is necessary.