技巧┃很实用的参展小妙招 Tips for Exhibitors
There are all kinds of exhibitions all year round, and the largest one for foreign trade circle, Canton Fair is coming soon. Many friends asked me for some tips about preparation before the exhibition and following up with customers during and after the exhibition. I have released some related articles in April, so you may read them for reference. I have thought of other tips when making a summary today.
1. Arrange your booth in a good place.
Many friends know that my company runs a business of household appliances, so we were usually in the correspondent zone in Canton Fair. But with the experience of attending the Canon Fair for many times, I realized that in the zone of various electronic products, the visitors flow rate is always higher than that in other zones, so in the last time we arranged our booth in this zone. And it turned out to be a correct decision, because the overall visitors flow rate was much higher than that of the previous year.
2. Set a near showroom and make a quick appointment with customers.
We are foreigner traders, so we set an office and showroom placing all our products near the exhibition hall. And we will try to make a quick appointment with every customer, asking them to visit our office and see the samples, and try to make the orders on the spot. That's a really efficient way to get orders.
3. Don't be lax about the customers that have placed orders.
Even if you have well prepared and planned and have got many orders, you will never know if the orders are valid till the last moment. One of our colleagues has met with an Egyptian gentleman who quitted the order at last:
On the day we the salespeople were very passionate about attracting customers to enter our booth to get further information by introducing our products. Two gentlemen passed by our both hastily, and I seized the opportunity by handing over our catalogues to them and told them we were the supplier of ** Company. They were very interested and came into our booth to see the products. I got to know that they were from Egypt and their market was also in Egypt (we could not tell they were Egyptians from their appearances).
Since the market was Egypt, we tended to make a more cautious quotation for them. I told them the prices on the spot, and they seemed to be satisfied, so we invited them to visit our showroom. After they came to the showroom we specifically introduced our products to them and they picked out some types of products soon and placed an order of two containers. I was so glad and thought to myself: I was so lucky to get an order of two containers from Egyptian customers.
But of course every order with no advanced payment is risky. So after the customers confirmed the order, I made and sent them the proforma invoice and I called the customer every three days and reminded them to confirm it so that we could make further arrangements. But the customers made excuses to deny me every time, and even blacklisted my number. Now you can figure out the ending. Yes, he stopped us.
Therefore, I believe that we should do business with customers in economically and politically stable countries or customers of well-known brands.
For one thing, the economically and politically stable countries provide guarantee for the trade and we won't need to worry about the loss of both payment and goods.
For another, customers of well-known brands in economically and politically stable countries are advantageous in our long-term corporation and products promotion.
广交会干货在此：我们在广交会门外作战 Fighting outside the Fair