How To Receive And Follow Up Customers?

For the foreign trade industry,

Undoubtedly, it is the most direct and effective way to contact and develop customers.

It is the concern of all exhibitors and business people how to make good use of the exhibition's valuable opportunity to recommend products, follow up customers and reach orders.

The Canton Fair is undoubtedly a huge stage, excited, tense and expecting, but it is also mixed with confusion and uncertainty.

How to start, how to prepare, how to attract customers, how to greet customers, how to introduce products...

Thousands of things, whether for old business or new business, these are always a process of continuous learning and accumulation of experience.

For the old business, during the exhibition, it is mainly to contact the old customers, understand the customers' local quotations, recommend new products and facilitate the subsequent order reaching. After all, customers come to China from a long distance, and there are one or two times a year, so it is the most important to seize the opportunity during the exhibition.

For new businesses, the development of customers is the most important. At the same time, the accumulation of experience is also a valuable opportunity for laying a solid foundation for their foreign trade career.

The following is the experience of participating exhibitions and the sharing of customer development skills after the exhibition.

1. Preparations before the exhibition:

Familiarity with the relevant knowledge of your company and products, such as company size, advantages, etc., for trade companies, colleagues must be unified, such as the location of the factory, the size of the factory and so on. At the same time, they should know more about their products, especially the new products, and memorize some important parameters, such as new products and prices. At the same time, we need to prepare for some conventional problems such as MOQ, packaging information, shipping port, and what hot items the company has in a market, so as to avoid the embarrassing situation that customers ask.

Two, exhibition layout:

Generally speaking,

During the exhibition, exhibitors will display new products and some hot items. The display effect will play a very important role in attracting customers and recommending new products and subsequent orders.

The experience is summarized as follows:

1, the new products are placed first, and the display is located in the comfort line of sight.

2, product serialization, the same product has multiple colors, then display together, generally from shallow to deep;

3, the remaining single products can not be serialized, but can be placed according to the similarity of shape and style.

4, the old items are generally placed below the exhibition shelf, especially the bulky style.

5. The style that is cheaper or used for promotion can be placed at the top of the stand, because the number of times that may be viewed and taken is less;

However, the above display is only a personal view and view. You can also summarize it based on your own experience.

Three. Reception work during the exhibition period:

Reception during the exhibition period is most likely to affect order fulfillment and leave a good impression on customers, and at the same time, it plays an important role in developing follow-up customers.

If we are prepared to prepare for the early stage of the exhibition in order to prepare for trouble, then the exhibition will be enriched.

Personal attention should be paid to the following aspects:

1. Identification of effective customers

Generally speaking, the Canton Fair will be very busy, especially the 2 days in the middle of the exhibition, so efficiency is very important.

Identifying effective customers is an effective way to improve efficiency.

In this regard, I divide the customers into the following categories:

Important guest: when a guest sees a product from a distance, and is willing to get a look at it, ask for it, and tell you that he has a purchase plan, this kind of customer is undoubtedly what we most want to pursue. So for this type of customer, the salesperson must record every detail that the customer talks about, and at the same time, try to find out some information about their company from customers' accounts, such as the company's sales channels, main products and so on.

At the same time, in the process of talking with customers, you can take a look at the customer's business card information, such as whether there are company websites, mailboxes, customer positions and trademarks. These can become an important basis for judging the scale of customer's strength.

General customers: general customers come to the exhibition, will have a certain purpose, such as what products need to find, need to find matching suppliers and so on.

Such customers will come to the booth to have a general view of the products, and then select items that are of interest to them, but they are merely enquiries, and there is no detailed purchase plan. Such customers may generally ask for more styles of products, because they need to be compared with other suppliers, or put our products in the scope of their subsequent supplier development. Such customers may need a long time to develop, but they are also of good quality customers.

Regular guests: sometimes, some products can give them some interest even if they are not within the scope of their guests' goals.

Such customers are usually interested in a product or something, and then ask and record in detail. Such customers also need us to take seriously. Follow up is also very necessary, because such customers must feel that these products or individual products will be suitable for a certain business idea.

Soy sauce: this kind of customer gives people a feeling of aimless and casual.

For such customers, salesmen do not need to spend too much time on them, because the next visitor to the booth may be extremely interested.

Exchange card types: it is easy to judge simply because of the need to collect products or suppliers.

2. Customer development during and after the exhibition.

The classification of business cards: there are many guests in the Canton Fair, which have categorization of visitors.

We can classify customers according to their efficiency. They can be categorization into old customers, important customers, general customers and others.

Customer follow up and development: as mentioned earlier, the Canton Fair is the most effective way to maintain the old customers and develop new customers, so we must seize the customers' dynamic during the exhibition.

Be timely, efficient and targeted.

Follow up and development can be divided according to the importance of customers.

Old customers return: some of the old customers will talk with you about some interesting products during the exhibition, and refer to specific orders, quantities, etc., so it is better to give PI to customers during the exhibition.

Because there are more than one customer supplier, the more suppliers we watch during the exhibition, the more likely they are to place orders to other manufacturers. Therefore, we must make sure that PI/PO is sent to customers in a timely manner so that customers may decide on the procurement plan for a certain item rather than considering other suppliers.

Important guest: I mentioned above how to judge such customers.

In my opinion, for these guests, the mail and quotations given by the salesmen are more important than the old customers, so they should be given priority.

Because such customers are likely to be customers who have orders in the near future, because such customers will also look for other suppliers to make an offer, so being able to become his first offer is likely to seize the opportunity and give priority to our customers.

Of course, such customers should also watch other suppliers during the exhibition. Therefore, if the customer mentioned a high price or a target price in the follow-up process, we should reply to the customer in the shortest time whether the price can be reduced or the price is met, otherwise the opportunity may be lost.

If such customers do not reply after the offer, they can immediately catch up with the mail. They can not catch up with two seals a day, and do not reply for more than 2 days. They must follow up the phone, so as to clearly understand the customers' ideas, so as to avoid the loss of potential orders.

Some colleagues may feel that the pursuit is too tight. But considering the fact that the price of the mail received by the customers during the exhibition is very high, we repeat or send several times. The opportunity for your customers to see your mail is greatly improved, and the customers will pay more attention to you.

For other business cards, follow up the above 2 types of business cards.

In the process of customer development and follow-up, it is equally important to analyze the customers. Before sending mail to the customers, it is essential to see the client website. It is not necessary to know the customers' general business scope, history, norms, etc., and also play a great role in the subsequent recommendation of products and maintenance.

We should pay equal attention to all returned customers, especially when customers follow up the development process, we need some styles of customers' bills of lading, when it comes to target price, quantity of purchase and so on, we should reply in the shortest time.