We can meet a variety of buyers at foreign exhibitions. In the first meeting, if you play a little better, you can increase the probability of obtaining orders. Hope to be useful to everyone.
1, Europeans, Americans are very like the kind of interactive people, you do not need to be too cautious, do not need anything yes.
In the two people when the dialogue, the appropriate time to call each other. If you often call each other in the dialogue, the other will call you, so customers can easily have an impression on you, so a lot of follow-up to track customer benefits. Non-English names, like the names of the Nordic people, we do not know how to pronounce, a lot of French name is not pronounced in English, pay attention, you can not read can directly ask the customer, this is not rude.
2: Native speakers of English may speak fast, without pause.You can let him a little bit slow, this is not rude.If you Don't understand the customer Just ask him or her.Otherwise the client will find it hard to communicate with you.It is easy to let customer go away.
3: After Customer sit down, you can ask the customer how much time you can give me?How many time you are available?So It can show you respect customer schedule, also can let you master the content of the communication according to the time.
4: After customer sit down, Let customer speak first. Introduce yourself again in the case of you fully understand,. you can let the customer simply said that the purpose of their visit.What kind of suppliers do they want to find?Some customers will not answer you directly, some customers will tell you.
5: If you are lucky enough to encounter title is Director, Vice President positions such as buyers, to say some more strategic.These people not to show to one ark two ark.Many of them are looking for Strategic Partners.So you must have the long-term prospective.If you have confidence in your factory , you need invite these people visit your factory.
6:Those people have high education backgroud, some people have MBA background. So, a bit like to listen to more acid.These people keep is: value, global supply chain, private label, costs, partnership, bottom line, and so on.You can say: We are one of the top 3 private label suppliers in the global market. Our producing capacity is more than 5,0000000000000/units each week. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipments. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, we can help you to in
crease your bottom line.
If be the retailers: How many stores does your company have?
If be the dealer: Do you distribute your goods only in your domestic market? Or in the whole Europe? Which country is your biggest market?( Can't directly ask who is your biggest customer, it's too sensitive.)
7:When the exhibition remain one or two days, you can ask: What do you think how about the trade show?Did you find everything which you need exactly?You ask this question can easily get it from the customer across the industry situation, customer's point of view is very valuable to you.At the same time, you are indirectly asking customers for the customer and what is not found, maybe you can help the customer, if you just have this kind of product, the customer will put the order to you.
8: With customers, don't always said that Our quality is very good. The booth above you don't have much time.Dont let customer confused.
Large corporate buyers are basically at least a college degree, many are special procurement trained, they within a set of quantitative evaluation system.So, it is best to use your own quantitative terms to express and quantitative terms, if the industry does not have simply said, We have supplied our products for XXXXX company for five years, and XXXX company is quiet satisfied for our quality. So I believe We can meet or exceed your quality requirements. The XXXX company should know it is best to customers, and customers almost the same class, or a little bit high, not high too much.Otherwise the misunderstanding.
9: In fact, big companies buy hand care most about is not the price, quality, but: reliability. About the goods, buyer buys from different suppliers, the price is a little small gap, foreign firms are acceptable.But, I buy a hand to find the problem from suppliers, the problem is big, Europe is a bit better, the United States can leave immediately.So, if we can stand on the customer's point of view, to buy a hand feel you in all of the supplier, you are the most reliable, including quality, price, long-term supply capacity and so on.
After all, you are in and customer communication, rather than being questioned.Must be interactive.
After the show, we must strike while the iron is hot to the buyers information gathered at the fair for further follow up, otherwise over time buyers to our impression or heat will be reduced, so the first step after the exhibition to classify customer:
1, Has signed a contract customers - emergency follow up
The customers can be divided into the class A customers, is the most obvious intention, so should be in accordance with the information, he asked to prepare immediately after back to arrange payment, the agreement production and so on.
But contract customers is not with you said will give you orders, now this is already very common, some clients to sign a contract with you, but later he was in the other suppliers have a good price or better ITEM, will be put under the single in the others.Change or back home market, decided to change and cancel the order, and so on.For them, the contract has no binding effect, the contract is equivalent to the P/I, is a kind of form.So for this customer, also be careful communication, once appear, he later don't open the l/c or not remit the deposit, please raise vigilance, timely communication with him, to see if any problems, corresponding measures, maybe you can save an order, a customer.
2: Interested buyers- Continue to develop
These clients at the fair may talks is speculative, and talks to a lot of details, the more general asked products and details of the factory, the more significant.After you come back to this part of the customer and follow up immediately, the show didn't solve the question reply in time, ask for samples to be ready to send.Timely follow up the test results of sample and order status.
This part of the customer may eventually have no order to us, but we can not give up, as a normal relationship maintenance, still have to keep in touch, as potential customers to develop, there is a new product recommended to him in time, still have the chance to cooperation in the future.
3:Have problem customers-continue to solve
At the fair and may be some gaps, the buyer on the terms of certain products such as price, design, etc.If there is no compromise in the exhibition, the proposal after you come back and don't compromise, immediately by email or phone first, visited the customer, can't compromise yourself points of interests to do presentation, if can have instances or peer comparison can persuade the customer to the best, it doesn't work, then look at their factory actual situation to do adjustment.
4:Ask for information customers- judge
Also some customers ask for sample books or price list, but could we not ready to fully, the exhibition should be ready to send immediately after come back, and then further follow up.But also to determine in advance once they ask for what is the purpose of, is gathering the data of some colleagues or other third party.
In addition every company at the fair for business card, but according to event generated when the contact system the phenomenon of the letter.This may be because the country, the company's servers in order to prevent spam filter server Settings through the domestic reasons.If because received back and give up originally communication good customer tracking, is likely to miss customer resources.Suggest try again using a different E-mail, also can use network fax, SKYPE Internet phone functions such as communication with customers, this part of the cost is very low, so don't worry about the cost.In addition to the above reasons, the business personnel can through search engines to determine a customer's credit standing.Method is very simple, put every client company YAHOO, GOOGLE etc above to search.Of course can also add some products, BUYER, etc. Key words.If I can find the company website, can better determine the customer.IN addition, if the customers IN the MADE IN CHINA, there is a lot of offer on ALIBABA.Can also shows that he is an active buyers, buyers real degrees higher, only the customer may be more attention to the price comparison.Initiative, therefore, don't let him have plenty of time to focus on the price issue.
Wish you good luck.