展會人山人海，如何吸引更多客戶？

展會接待的客戶，哪些有可能下大單？

展會現(xiàn)場有意向的客戶，怎么跟進轉(zhuǎn)化更高？

介紹一些參展小技巧，看看外貿(mào)銷冠是怎樣參展的，讓您的參展效果事半功倍！

顏色搭配。鮮明有個性的的色彩可以產(chǎn)生強烈的視覺沖擊感，容易引起客戶的關(guān)注。

專業(yè)化。專業(yè)化就要從產(chǎn)品做起，產(chǎn)品的展示、擺放、歸類等都需要設(shè)計好。

參展之前要交待參展人員一些注意事項、禮儀細(xì)節(jié)和產(chǎn)品的透徹了解，比如服裝搭配、禮貌問答、臉部的微笑、和客戶交換名片及給材料都要雙手遞給對方，這是基本的尊重。

對產(chǎn)品從包裝到材料到價格做到事無巨細(xì)，樣樣周到，參加展會的業(yè)務(wù)和銷售應(yīng)該了解甚至熟知：

展會主打產(chǎn)品的參數(shù)、性能、型號；

針對不同的市場，對應(yīng)暢銷的款式是哪些？

展會主打產(chǎn)品對應(yīng)的主要賣點；

按國家/地區(qū)整理公司出過貨的產(chǎn)品價格；

交貨期和付款條件；

了解行情，對同行的價格和原材料的變動心中有數(shù)；

樣品：展會能夠面對面的與客戶溝通，所以樣品是必須要帶的，能讓客戶更直接直觀的了解你的產(chǎn)品。樣品最好是新訂制的，并且要測試好功能，以便采購商了解。

宣傳彩頁：可以給路過的客戶發(fā)一些關(guān)于自己公司產(chǎn)品介紹的宣傳彩頁，吸引客戶關(guān)注您的展位。

名片：盡量把名片印制精致一些，除了聯(lián)系方式，最好也能突出一下自己產(chǎn)品的優(yōu)勢。有的客戶喜歡收集名片，所以精美的名片，這樣讓客戶不輕意扔掉。

報價單及產(chǎn)品目錄及介紹：提供給客戶詳細(xì)了解自己的產(chǎn)品。

相機：和客戶拍照合影。

筆記本：針對來訪的客戶做好詳細(xì)的記錄。

電腦：帶上自己公司的PPT介紹及產(chǎn)品的電子版報價單、產(chǎn)品圖片、產(chǎn)品包裝、產(chǎn)品設(shè)計圖、產(chǎn)品細(xì)節(jié)材料、合作用戶材料，一旦碰到有意向的客戶，隨時可以給他詳細(xì)演示。

辦公文具：比如筆、筆記本、A4紙等，記錄重要的信息或當(dāng)與客戶溝通時無法清楚客戶的想法，可以讓客戶寫在紙上。

膠水膠帶：布展的時候需要用上。

訂書機：客戶取走資料的時候，可以將客戶關(guān)注的產(chǎn)品資料及名片裝訂在一起，以方便客戶攜帶。

卷尺和電子秤：有客戶關(guān)心產(chǎn)品的重量或尺寸，如果自己不清楚的話，可以用這些工具測量。

紙巾：可以給客戶擦手，這是細(xì)節(jié)問題，可以讓客戶體會到你們真的很用心，業(yè)務(wù)員素質(zhì)很好。

紙杯：客戶到訪，第一時間給客戶倒水。

食品（糖果餅干類）：供客戶隨便使用，讓客戶坐下來與你溝通，拉近彼此的關(guān)系。

帆布袋：客戶裝材料使用。

禮品：準(zhǔn)備一些有個性的小禮品，可以送給客戶，加深客戶對自己的印象。

今天給大家分享幾個外貿(mào)銷冠都在用的展前邀約客戶的技巧：

針對客戶，建議日常做好精細(xì)化管理，將客戶分好類，展會之前拉出參展目標(biāo)國家區(qū)域的客戶，提前營銷客戶，告知展位信息，邀請洽談。

Dear John Smith,

I just wanted to let you know that we will be exhibiting at [Trade Show Name] again this year. 

You can find us at [Booth Number]. 

If you are attending this year’s show again, we’d be happy for you to drop by. I’d love to show you some of our new product and hear about what your company has been up to in the past year.

Hoping to see you there!

Best regards,

Lily Lee

Dear John Smith,

We’re excited to announce that [ABC Company] will be attending [Trade Show name] this year in [Month of trade show]!

We can’t wait to network with others in the industry, learn more about the new product and design, and take home knowledge we can apply to our current production processes.

If you’ll also be in attendance, we’d love to catch up! Stop by [Booth number] and say hi.

Best regards,

Lily Lee

主動邀請：對在門口駐足的客戶，主動邀請他們進入展位。

禮貌交流：與客戶交流時，保持微笑，使用禮貌用語，雙手遞接名片和資料。

Hi XXX, you can let me know your requirements. I will take care of that.

Good morning, welcome to our booth. My name is XX.

遞交自己名片的同時問 May I have your name card please? 快速掃一下名片的logo、公司名稱，對客戶有個基本的了解。

合影留念：與重要客戶合影留念，方便后續(xù)跟進。

產(chǎn)品演示：進行現(xiàn)場產(chǎn)品演示，展示產(chǎn)品的功能和優(yōu)勢。

詳細(xì)講解：向客戶詳細(xì)介紹公司及產(chǎn)品的背景，解答客戶的疑問。

從產(chǎn)品質(zhì)量、品控出發(fā)：

We have a very strict quality controlling system which promises that goods we produce are always of the best quality. You can see it is best not only in material, fashionable in design, but also super in workmanship.

我們有嚴(yán)格的質(zhì)量控制體系，確保生產(chǎn)的產(chǎn)品始終完美。您可以看到它不僅材質(zhì)好，設(shè)計時尚，而且做工上乘。

從品牌價值、服務(wù)出發(fā)：

As a leading brand in the industry, we are committed to providing you with the most professional and personalized service. Our product not only represents the top level of quality but also reflects your unique taste and status.

作為行業(yè)內(nèi)的領(lǐng)先品牌，我們致力于為您提供最專業(yè)和個性化的服務(wù)。我們的產(chǎn)品不僅代表著頂級的質(zhì)量，還能體現(xiàn)您獨特的品味和地位。

客戶信息記錄：詳細(xì)記錄客戶的姓名、單位、聯(lián)系方式等信息，并將談話要點記錄下來。

需求分析：根據(jù)客戶的需求和反饋，判斷市場趨勢，為后續(xù)的產(chǎn)品開發(fā)和推廣提供依據(jù)。

促銷活動：設(shè)置現(xiàn)場促銷活動，如折扣優(yōu)惠、禮品贈送等，吸引客戶當(dāng)場簽單。

有的小伙伴怕自己英語不好無法流暢地跟客戶溝通，甚至害怕在展會上和別人交流，這里幫大家整理出一些展會的常用口語，希望可以幫到大家。

①日常寒暄

Good morning/afternoon/evening./May I help you? /Anything I can do for you? 

How do you do? /How are you? /Nice to meet you. 

It’s a great honor to meet you./I have been looking forward to meeting you. 

Welcome to China. 

We really wish you'll have a pleasant stay here. 

②機場接客

Excuse me，are you Mr. Wilson, from the International Trading Corporation? 

How do I address you? 

My name is Andy. I’m from the Anhui E-fashion. I’m here to meet you. 

We have a car can over there to take you to your hotel. Did you have a nice trip? 

Mr. David smith asked me to come here in his place to pick you up. 

③相互介紹

Let me introduce myself. My name is Andy, an I am a salesman in the Marketing Department. 

Hello, I am Andy, and I am a salesman of E-fashion Electronic Company. Nice to meet you. /pleased to meet you. / It is a pleasure to meet you. 

I would like to introduce Mark Sheller, the Marketing department manager of our company. 

Let me introduce you to Mr. Li, general manager of our company. 

Mr. Smith, this is our General manage, Mr. Liu, this is our Marketing Director, Mr. Lin. And this is our RD Department Manager, Mr. Wang. 

④隨口閑談

Is this your first time to China? 

Do you travel to China on business often? 

What kind of Chinese food do you like? 

What is the most interesting thing you have seen in China? 

What is surprising to your about China? 

⑤確認(rèn)話意

Could you say that again, please? 

Could you repeat that, please? 

You mean…is that right? 

Do you mean..? 

Excuse me for interrupting you. 

⑥社交招待

Would like a glass of water? / Can I get you a cup of Chinese red tea? / How about a Coke? 

All right, let me make some. I’ll be right back. 

A cup of coffee would be great. Thanks. 

There are many places where we can eat. How about Cantonese food? 

I would like to invite you for lunch today. 

⑦告別用語

Wish you a very pleasant journey home? Have a good journey! 

Thank you very much for everything you have done for us during your stay in China. 

It is a pity you are leaving so soon. 

I’m looking forward to seeing you again. 

I’ll see you to the airport tomorrow morning. 

⑧約會用語

May I make an appointment? I’d like to arrange a meeting to discuss our new order. 

Let’s fix the time and the place of our meeting. 
Can we make it a little later? 
Do you think you could make it Monday afternoon? That would suit me better. 
Would you please tell me when you are free? 

⑨客戶詢問

Could I have some information about your scope of business? 

Would you tell me the main items you export? 

May I have a look at your catalogue? 

We really need more specific information about your technology. 

Marketing on the Internet is becoming popular. 

⑩回答詢問

This is a copy of catalog. It will give a good idea of the products we handle. 

Won’t you have a look at the catalogue and see what interest you? 

It is just under our line of business. 

What about having a look at sample first? 

We have a video which shows the construction and operation of our latest products.