According to some statistics: Six years ago, I participated in the Canton Fair. I can receive 150 business cards within three days. Three months after the exhibition, I can get orders, and the average number of new customers are 5-6.

Four years ago, I started to participate in professional exhibitions. I can receive 100 business cards within three days. After the exhibition, I can get orders within half a year. The average number of new customers that can be developed in each session is 2-3.

What now? Participated in professional exhibitions in succession, but less than 60 business cards were received in three days, and no new customers were developed after the exhibition.

Why is the exhibition effects aree getting worse? Why are the guests who talked nice at the exhibition, but they disappeared after the exhibition ended, and the emails were not returned, and the call could not find people?

The reasons for this are as follows:

Some of the customers who came to the show actually have their own stable suppliers. The exhibition is only for understanding the market. If they find that the products they are sourcing now have lower quotations, they will ask the old suppliers for bargaining requirements accordingly.

Now that the economy is in a downturn, in order to make the money more valuable, the customer's purchasing behavior has become extremely cautious, shop around, and weighed repeatedly, which inevitably lengthened the procurement cycle and made the 100-meter sprint into a marathon.

The old "staying for the rabbit" consciousness. For the exhibition, most foreign trade salesmen just habitually invite old customers to visit the exhibition. Although they also have the idea of developing new customers, but about 4 days, they only wait for their booths to wait for guests, and they are not active enough.

In fact, the preparations for the exhibition include not only booth construction, sample production, exhibit transportation, but more importantly, customer contact work before the exhibition. It is not only the invitation of old customers, but more importantly, it invites more new customers and potential customers. Come to the booth to visit. This work should be carried out half a year before the start of the exhibition.

1.Who?

Sending object: The company has dealt with the order with its own company, and also includes the intent customer who has contacted you before, has inquired about the related products, and the intent customer who has inquired about the related products. Invite customers to come to the exhibition.

2.Where?

Invite customers every other day to tell the location of the show. Don't forget to highlight several new products or products that customers will be interested in when you invite them, so that you will increase your chances of coming over.

When you contact the key customers by phone, because there will be a lot of peers who will invite customers to email us during this time, how can you let the customers remember you better? You can chat and care about your customers. For example, you can ask if you need to help you book a hotel, arrange a trip, and so on.

3.When?

Ask the customer whether they are sure to go to the exhibition date, whether they need to help arrange the itinerary; the above is equivalent to the wide-spreading network, and the users who you think are possible, "temptation" as much as possible, accept your invitation.

What should you prepare before exhibition?

The customer did not appear on the date agreed with the customer at the exhibition. You can call the customer again and try to invite the customer to the exhibition hall.

Before the customer prepares in the exhibition hall, the information should be prepared, including the price, performance, characteristics, etc. mentioned by the customer. Collect the feedback of the products currently used by the customer and understand the new requirements of the product, and prepare how to respond to the customer's complaints and Answer customer questions and suggestions.

During the exhibition, special staff will be arranged to solicit old customers' feedback on products and services, understand and explore new customer cooperation needs, and introduce new products and services. We can prepare gifts for the visits of old customers. In particular, pay attention to the time to invite old customers. Some exhibitors may have more than one agent in a certain area. When inviting this customer to participate in the exhibition, they should try to stagger their visit time.

If possible, it should take one to two days to seriously examine the sales format, price level, market consumption preferences of the products in the market, and collect as much market information as possible to make product development more targeted and helpful. It is necessary for the boss to decide whether it is necessary to make more investment in this market.

This year, Xinyue Steel Group will participate in an industry exhibition - ADIPEC. The Abu Dhabi International Petroleum Exhibition and Conference (ADIPEC) are set to welcome 110,000 attendees from 12-15 November in Abu Dhabi. ADIPEC is one of the world’s largest, most important and influential oil and gas events.

Come and Join us in ADIPEC Exhibition during 12-15th, Nov.2018.

Stand No.10165, Hall No.10