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聯(lián)系鴻遠
外貿展會中有哪些小技巧？ What are the tips in foreign trade exhibition?
發(fā)布時間：
2019-11-12
外貿展會中有哪些小技巧？Whatarethetipsinforeigntradeexhibition?一：參展前工作細節(jié)I.detailsofpreexhibitionwork無論我們做任何的事情，不打無準備的仗。在我們參展之前，我們需要做以下幾點工作：Nomatterwhatwedo,wewillnotfightunpreparedbattles.Beforeweparticipateinthe
外貿展會中有哪些小技巧？
What are the tips in foreign trade exhibition?
一：參展前工作細節(jié)
I. details of pre exhibition work
無論我們做任何的事情，不打無準備的仗。在我們參展之前，我們需要做以下幾點工作：
No matter what we do, we will not fight unprepared battles. Before we participate in the exhibition, we need to do the following:
１：通知新老客戶參展
1: inform new and old customers to participate in the exhibition
挨個聯(lián)系自己的新客戶，老客戶，通知他們來參展?？梢栽鲞M與客戶的關系，展示自己的實力，也可以向新老客戶介紹自己的新產(chǎn)品。
Contact new and old customers one by one and inform them to attend the exhibition. Can enhance the relationship with customers, show their strength, can also introduce their new products to new and old customers.
２：聯(lián)系陌生客戶
2: Contact unfamiliar customers
每次參加展會之前，我們都需要提前三到四個月將自己的陌生潛在客戶找出來，邀請他們參加展會。由于陌生客戶對自己的不信任，所以我們邀請對方參展，一定要提前三四個月時間，這段時間我們可以向客戶傳遞自己的產(chǎn)品優(yōu)勢，公司優(yōu)勢，幫客戶解決問題等，讓客戶對你產(chǎn)生初步的信任，再邀請他們來參加展會，更能促進成交。
Before each exhibition, we need to find out our strange potential customers three to four months in advance and invite them to participate in the exhibition. Due to the distrust of unfamiliar customers, we must invite the other party to participate in the exhibition three or four months in advance. During this period, we can pass on our product advantages, company advantages, help customers solve problems, etc. so that customers can have a preliminary trust in you, and then invite them to participate in the exhibition, which can better promote the transaction.
３：了解展會優(yōu)勢及同行的參展情況
3: understand the advantages of the exhibition and the participation of peers
一般我們在展會網(wǎng)站上，我們都可以了解到該展會的參展商都有哪些，我們可以了解一下自己的同行分析同行的產(chǎn)品價格，特點，暢銷產(chǎn)品。再對比下自己的產(chǎn)品，找出自己的優(yōu)勢，以便給來參展的客戶展示。
Generally, we can learn about the exhibitors on the exhibition website. We can learn about our peers' product prices, characteristics and best-selling products. Then compare their own products, find out their own advantages, in order to show to the customers.
4：準備好參展用的各種物品
4: prepare all kinds of articles for exhibition
比如：宣傳彩頁、名片、樣品、報價單及產(chǎn)品目錄及介紹、拍照設備、筆記本電腦、各類文具用品（惠紫注：常見我們要帶的就是筆記本、筆、訂書機、訂書針、膠帶）、清結用品、食品、小禮品贈品、充電寶等。
For example: promotion of color pages, business cards, samples, quotations and product catalogues and introductions, photo equipment, notebook computers, all kinds of stationery supplies (huizizhu: we usually need to bring notebooks, pens, staplers, staples, tapes), cleaning supplies, food, small gifts gifts, rechargers, etc.
5：展位的裝飾
5: booth decoration
展位相當于自己的門臉，有個性的色彩布置，可以讓客戶產(chǎn)生強烈的視覺感，快速引起客戶的關注。
The booth is equivalent to the face of your own door, with personalized color layout, which can make customers have a strong sense of vision and quickly attract customers' attention.
6：參展人員的安排
6: arrangement of exhibitors
在重要的場合，我們一定要對工作人員進行培訓，比如：禮儀，服裝搭配，產(chǎn)品相關專業(yè)知識，服務等樣樣都要做到周到，細節(jié)決定成敗。（惠紫注：這方面，能做到的公司不算特別多。但是很重要！）
In important occasions, we must train the staff, such as etiquette, clothing matching, product related professional knowledge, service and so on. Details determine success or failure. (Huizi note: there are not many companies that can do this. But it's important!)
第二：展會上需要注意的細節(jié)
Second: details to be noted at the exhibition
1：面帶微笑歡迎客戶
1: welcome customers with a smile
每一個初次見面的客戶，都要笑臉相迎，讓客戶有被重視的感覺。
Every customer who meets for the first time should greet each other with a smile, so that customers can feel valued.
2：不要坐著閑聊
2: don't sit and chat
即使沒有客人過來，也不要大家聚在一起坐著閑聊，給人的感覺就是這家公司很不專業(yè)和不嚴謹。
Even if no guests come, don't sit and chat with each other. The feeling is that the company is not professional and rigorous.
3：請客戶坐下來溝通
3: ask customers to sit down and communicate
當有客人在自己展位邊緣徘徊，一定要熱情的請客戶進來坐坐，給他們送上小甜品，讓客戶有一個愉悅的心情。
When there are customers wandering around the edge of their booth, we must warmly invite customers to come in and sit down, and send them dessert, so that customers have a happy mood.
4：不要以貌視人
4: don't look at people by their looks
任何一個來展位的客戶都要熱情接待，不要因為客戶的穿著，覺得不像客戶就不接待，也不搭理。
Any customer who comes to the booth should be warmly received. Don't think that if you don't like the customer, you won't receive them or ignore them.
5：多傾聽客戶的想法
5: listen to customers more
客人愿意坐來下，就表示他對你的產(chǎn)品是有一定的興趣的，我們因該多傾聽客戶的想法，不要只顧自己推銷產(chǎn)品。要站在客戶的角度，幫客戶解決他的問題。
If the guest is willing to sit down, it means that he has certain interest in your product. We should listen to the customer's ideas more and not only sell the product ourselves. To stand in the customer's point of view, to help customers solve their problems.
6：記錄不同客戶的需求
6: record the needs of different customers
展位上來來往往的客人很多，我們不可有憑借自己的大腦，可以記錄下所有與客戶溝通的內容。所以我們針對每一個有溝通的客戶，都需要記錄談話內容，以便展后進行跟蹤。
There are a lot of customers coming and going in the booth. We can't have our own brain to record all the communication with customers. So we need to record the conversation content for each customer who has communication, so as to track after the exhibition.
7：獲取客戶的聯(lián)系信息
7: get customer contact information
參加展位的目前是獲取客戶信息，獲取訂單。所以我們對所有的客戶，都要記得向他們索要聯(lián)系方式?？梢砸娫?，郵箱，互換名片，也可以添加微信、whatsapp等聊天工具。
Participating in the booth is to obtain customer information and order. So for all our customers, we should remember to ask for their contact information. You can call, email, exchange business cards, or add wechat, WhatsApp and other chat tools.
8：轉轉同行的展位
8: transfer to the same booth
在展會上，并不是只在自己的展位活動，有空的時候，你也可以轉轉同行的展位，看到有客人關注同行的展位，你也可以跟著客戶，爭取請他們到自己的展位上來了解。
In the exhibition, not only in their own booth activities, when free, you can also turn to the booth of the same trade, see that there are guests concerned about the booth of the same trade, you can also follow the customers, and strive to invite them to their booth to understand.
9：跟緊客戶
9: keep up with customers
重點客能要定下產(chǎn)品，所以我們一定要將客戶跟緊了。向客戶顯示你的專業(yè)性，對他的重視，讓客戶能看到你的合作誠意。即使回國之前不買，他也會對你有一個好的印象，后期再多跟蹤。
Key customers can set products, so we must keep up with our customers. Show your professionalism to customers, pay attention to them, and let customers see your sincerity of cooperation. Even if he doesn't buy it before returning to China, he will have a good impression on you and follow up later.
10：潛在客戶
10: potential customers
潛在客戶可能不會那么急促下單，也許只是來了解一下市場行情，也許只是來尋找新產(chǎn)品。也許是來儲備供應商的。我們遇到潛在客戶，可以詢問客戶具體采購的產(chǎn)品，采購時間，產(chǎn)品發(fā)貨，產(chǎn)品用途等。記錄下來以便展后進行跟蹤。如果你的工廠離展會不遠，也可以邀請他們去你們工廠參觀，以便讓客戶更信任您的企業(yè)。
Potential customers may not be so quick to place an order, maybe just to understand the market, maybe just to find new products. Maybe it's to reserve suppliers. When we meet potential customers, we can ask them about the specific products purchased, purchase time, product delivery, product use, etc. Record it for tracking after the exhibition. If your factory is not far from the exhibition, you can also invite them to visit your factory so that customers can trust your enterprise more.
Keyword:
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