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如何在122届秋交会上快准狠的签下客户?

时间:2017/5/12 11:33:04    来源:会员投稿   作者:MPH
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内容提要: 面对广交会的那么多参展商,如何快速的吸引与会者的眼球,并且在有限的时间里,与更多的潜在客户有效沟通呢?以下这7个参展技巧希望对你有所帮助。 Facing with so many exhibtors, how can we attract buyers rapidly in limited time and communicate effectively with potential customers? I hope that the following 7 tips can be helpful.

面对广交会的那么多参展商,如何快速的吸引与会者的眼球,并且在有限的时间里,与更多的潜在客户有效沟通呢?以下这7个参展技巧希望对你有所帮助。

Facing with so many exhibtors, how can we attract buyers rapidly in limited time and communicate effectively with potential customers? I hope that the following 7 tips can be helpful.


第一、开放的肢体语言

Exoteric body language

现在,人们正走过一个个展位,如果没有人跟他们互动,他们很可能就径直走过。你可能没有想到,一个小小的互动,会对获得对方关注带来多大的作用。

People may just pass by your booth if nobody interacts with them. You will be surprised how effective it is to get their attention with interaction.

首先,no sitting。坐在那里,对路过的潜在客户而言,意味着一个大大的“No!”。一天下来,相信作为参展者,你的脚一定又酸又痛。参观者一天硬地板逛下来,他的脚不比你的好到哪里去。

First, do not sit. It’s quite a NO for those customers. I believe you must be very tired, but please note that customers are the same. 

第二、打招呼

Greeting

我们常常会有两种打招呼方式:一种是当参观者正走进你的摊位时跟他们打招呼;另一种是跟通道里的参观者打招呼。对于那些走进摊位的,他们能走进来,说明他们想了解你的摊位,对于这些人,你需要密切关注他们的需求。参展人员需要把你的摊位当成自己家,自己是家里的主人,要熟悉摊位的一切情况,跟摊位门口的人打招呼,询问他们有什么需求。

There are generally two ways of greeting: One is when the visitors come to your booth and you greet them. The other is that you greet visitors on passageway. For those who come in your booth, you should pay close attention to their needs because they apparently want to know more about your booth. You should consider the booth as home and you as the host which requiresyou to get familiar with everything about the booth. You should also greet the people and enquire what they need.

第三、让通道上的人驻足

Try to make people stop at your booth

有些参观者会在经过你的摊位时慢下脚步,有些人则是跟你有眼神交流。这种情况下,你就要采取行动,你会惊奇地发现,一个友好的hello作用如此之大。最大化地利用你们的派发资料,参观者常常会因为递上的礼物或奖品赠送而放慢自己的脚步,饶有兴趣地想了解你的展位里有些什么。需要注意的是,这个时候你的目标不是销售,而是让对方停下来跟你谈话。

Some visitors may slow down when going through your booth and some may have eye contact with you. In this situation, you should take actions and you will be astonished that a friendly hello is very powerful.You can make full use of your brochures and the visitors usually stop on account of the presents or prize and they will be interested in your booth. You need to know that at this time your goal is not to sell the products but have them stop and talk with you.

第四、快速识别

 Have quick recognition

在展会上,你跟参观者交流的时间是非常有限的,参观者也是良莠不齐。所以你需要在有限的时间内,高效辨别出哪些是你的目标客户。同时还要注意与对方建立和维持友好的关系。对待展会上的参观者,不要把他们都当成一个个生意号码,你应该让他们感觉跟你交流很棒。

At the exhibtion, the time for you to communicate with visitors is limited. The visitors are uneven in quality. So you need to distinguish your target customers from those visitors in limited time. Meanwhile, you should establish good relationship with them.Do not treat the exhibitors as the source of profit. You need to let them feel great to talk with you.


第五、交叉销售

 Introduce customers to your colleagues

基于摊位大小、参展人员数量以及你在展会上的角色,你可能会碰到客人需要跟你们公司其他人交流。在这种情况下,你应该亲自把客人带过去并正式地介绍你的同事,同时告诉你同事客人的需求是什么,这样客人就不用再把问题说一遍,客人也能感觉到你很认真地倾听了他的需求。

Based on size of your booth, quantities of exhibitors and the part you play in exhibition, you might find that the customers need to communicate with others from your company. Under this circumstance, you need to bring your customers there and introduce your colleague formally and tell your colleague customers’ needs. Then customers don’t need to restate their questions and if you do so, they will know that you listen to what they said carefully. 


第六、获取信息

Gain information

不同的展会拿到客户信息的途径有所不同。一般来说,名片或销售卡片是最基本的方法。还有一些方法,比如用扫描器扫描对方胸卡可以很快获得对方信息。大部分的展会上,展会组织方提供扫描仪租赁服务。

Ways of gaining customers’ information differ from various exhibitions. Generally, business cards or sales cards are the basic methods. What’s more, you will gain customers’ information when you scan their badges with scanner. The organizers of most of the exhibitions provide rental service of scanners.


第七、结束交流

Finish the interaction

在展会上,你的时间是有限的,你不可能在展会上跟每个人都像朋友那样轻松愉快地聊天。即使对方是优质潜在客户,当关键问题都谈完了,你就要主动结束谈话,去处理其他客人。结束谈话的一个好办法是感谢对方的来访并送上小礼物。给对方你的名片和一份不太昂贵的免费样品,这样的做法结束双方交流也不会让对方有不好的感觉。

Your time is insufficient on exhibition.You can’t talk with everyone happily and relaxedly as if they are your friends.Even though they are potential customers of high quality, you need to take the initiative to end the conversation to deal with other customers. One of the greatest ways to finish the conversation is to thank for their visit by giving them a gift. You can also give them your business card or a normal sample to end the conversation.


愿各位在广交会上大展手脚,获得更多客户与订单!奉上广交会的时间表给大家。

Wish you a good success on Canton Fair to gain more customers and orders! Here is the schedule of Canton Fair for you.

2017秋季第122届广交会时间表——展出安排:

Schedule of the 121st CantonFair in 2017 spring:

第一期10月15-19日:电子消费品及信息产品、家用电器、电子电气产品 、建筑及装饰材料、照明产品、进口展区、汽车配件、自行车、摩托车、车辆、大型机械及设备、工程农机、动力、电力设备、通用机械、小型加工机械及工业零部件、五金、工具、卫浴设备、化工产品、新能源。

第二期10月23-27日:餐厨用具、日用陶瓷、家居用品、个人护理用具、浴室用品、钟表眼镜、玩具、礼品及赠品、节日用品、宠物用品、工艺陶瓷、玻璃工艺品、园林用品、家居装饰品、家具、编织及藤铁工艺品、铁石装饰品及户外水疗设施。

第三期10月31日11月4日:男女装、童装、内衣、运动服及休闲服、服装饰物与配件、裘革皮羽绒及制品、家用纺织品、 纺织原料面料、地毯及挂毯、鞋 、箱包、办公文具、医药及保健品、医疗器械、耗材、敷料、食品、体育及旅游休闲用品、进口展区。

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