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How To Communicate With Customers In Exhibition

2014/2/14 16:10:00 55

[case] Miss Li is a buyer of a company. Every building, home or stationery class "a href=" http://www.91se91.com/news/index_z.asp "exhibition" /a "Miss Li all patronize, purchase some company planned materials or office equipment.

At the furniture fair in Shanghai, the reporter met Miss Li, who was purchasing, and groped for the furniture show with her.

"P" this trip, Miss Lee is to choose a conference chair for the company.

While browsing nearly half of the exhibition hall, Miss Li stopped in front of a very interesting exhibition hall to browse Chen Shipin here.

the exhibitors were very enthusiastic. When she saw Miss Lee watching a table, she went to Miss Li and said, "you really have a good eye.

As you can see now, the design of this conference table and chair is first-rate, and the material quality and luxury table are placed in your company, which will greatly enhance your company's temperament.

Miss Li answered softly, "I don't think much of this.

Can you tell me about its concrete structure, such as height, corner, and so on?

the exhibitors enthusiastically replied, "of course, the design of this set of tables and chairs is very unique, and the corners are all European retro style."

Miss Li shook his head and interrupted him. He smiled and said, "you don't seem to be interested in what you say.

I am more concerned about... "

The exhibitors immediately took her, saying, "I know what you want to say! This furniture has taken the most elegant Ivory violet, and it is made of superior wood, and there are protective layers on the outside. I guarantee that its life span is absolutely over 20 years."

Miss P was very helpless, and repeated again, "I believe all of these things, and you can feel them.

However, I think you misunderstand me. I am more concerned about it. "

Obviously, Miss Li would like to say, "I am more concerned about the suitability of the enterprise for my business. How much is the relevant chair for this table?"

"P > but without waiting for her to finish, the salesman robbed her and said," our company specially arranged some tea sets for this table and chair.

In this way, both your staff and your customers can be used.

Besides, if you buy the full set, we can give you a discount price...... "

Miss Li interrupted him: "I'm sorry, I don't think I need it, thank you."

Why did the exhibitor < a href= "http://www.91se91.com/news/index_s.asp" > Sales < /a > the staff said so many benefits -- quality, price and so on, but failed to attract customers, but also dispelled the enthusiasm of customers purchasing?

how to communicate with customers is the most headache problem for many exhibitors, and is also the most difficult to grasp.

And how to do this well? When we face our guests, we should master more initiative and occupy a favorable position to communicate with our guests. We invited the staff of the International Sales Department of reed to say their feelings and opinions.

communication with customers varies from person to person /p >

reporter: from the point of view of exhibition, effective communication is an effective way for marketers to keep in touch with potential customers at exhibitions and timely introduce products to customers.

Then, how should exhibitors communicate with customers at the exhibition?

reed International Sales Department: the industry exhibition has gathered a large number of products and businesses. To let their enterprises and products stand out from their peers and keep their customers in mind, the most important thing is to highlight "differences".

reporter: how to use the same method to achieve "different", and win the efficient communication in complex exhibition? What matters should the exhibitors notice?

reed International Sales Department: an important purpose of exhibitors is to directly communicate with customers through face-to-face meetings.

But even for professional exhibitions, the range of customers coming to attend exhibitions is quite extensive: there are technicians purchasing personnel, and intelligence personnel responsible for collecting market information.

for technical personnel, what most want to know is the research and development schedule and price of the latest products; for the purchasers, finding the product suppliers is their biggest goal; and for the intelligence personnel, the aim is to collect the latest information about the research and development plan, product performance and so on.

because different customers have different concerns, it is better to solve the problems raised by customers and increase their satisfaction by sending appropriate staff to communicate with different customers.

Therefore, enterprises must make adequate preparations beforehand, such as product information, product quotation, communication card and so on.

This is the best response of exhibitors to different audiences in the exhibition, and it also fully increases the impression of customers on the enterprise.

we need to ask more questions and listen to the needs of customers in a timely manner.

reporter: as the example mentioned above, we can see that salespeople have been introducing the products of their enterprises with very attractive words from seeing Miss Li to her leaving.

But Miss Li finally chose to leave.

reed International Sales Department: at the exhibition, as Miss Li is facing a lot of sales people, in their communication with customers, they did not reach agreement with the customers, the customers soon lost.

in fact, when the audience comes to every booth, it may not necessarily be to talk about < a href= "http://www.91se91.com >" business /a >. As exhibitors, we must ask more about the needs of the visitors and listen to the customers' questions on the exhibits.

You can't get information without purposeful needs.

Obviously, Miss Lee met with the exhibitors, who did not understand the real needs of the customers before they talked and talked aimlessly, and the result was just the opposite.