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  • 0 楼#

    外贸连先生

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    外贸连
    一年当中大大小小的展会不停,我们外贸行业的导向灯广交会也马上要来临了,很多连粉要求我支支招,展会前的准备、展中如何跟进、展会后的客户跟进。我在4月份广交会期间也写了不少关于这方面的文章,大家可以翻查。今天在整理总结的时候,又想起几个小秘诀:

    一、巧妙安排展会中的展位位置。

    很多人都知道我是做家电的,参加广交会我们一般都是在家电区域,但综合我们这么多期参展的经验,发现在电子产品区的产品多种多样,人流量相对比其他区域高,所以上一期我们特地把展位安排在电子产品这个区域。这个安排看来是正确的,整体的人流量和销量都要比上年度增加了不少。

    二、利用展厅地理优势尽快约见客户。

    因为我们是做外贸的,所以我们公司在展馆的附近设立了办公室和样品齐全的展厅,每次展会上的客户,我们都会打铁趁热尽快约客户到我们的办公室展厅参观和看样品,尽量争取现场下订单,这样是很利于快速促成订单的。

    三、就算现在下单的客户也不放松。

    虽然我们的策略和准备工作都很到位,也促成了很多订单,但是否能成为有效订单还要到最后才知道,我们的同事就碰到一个埃及的绅士客户下单后逃单的:

    当天,我们几个销售都非常积极热情地想着能够通过我们的产品吸引客户进来我们的展位了解下我们的产品。刚好有两位绅士经过,脚步也是急匆匆了,我抓紧机会将手中的目录册递给他们,并说明了我们是……的供应商。客户很感兴趣,然后就进入我们的展位看产品。了解后知道他们是来自埃及,主要市场也是埃及(光外形上看不出埃及人的特征)。

    因为是埃及市场,我们报价方面也会比较谨慎。当时就当场给他们报了价格,客户看着也是比较满意,我们马上就约到这两位埃及客户来我们展厅参观。客户来到后我们也详细介绍了我们的产品,客户很快就选了几个款式,并将两个柜的订单确定下来。当时我别提多高兴了,心里爽歪歪的想到“没想到自己这么幸运,埃及客户也可以拿下两个柜的订单”。

    当然对于确定下来的订单,一天没收到订金还是会有风险的。所以自客户将订单确定下来后,我是马上就做了PI给客户,然后几乎每隔两三天就电话联系客户,催客户尽快将PI确定下来并尽快安排下一步的工作。客户每次都各种理由推托。最后甚至直接拉黑我的号码。我想在这里,各位外贸人都已经可以知道结局了。没错,最终客户逃单了。

    所以,阿连觉得在客户跟踪上还是找那些经济、政治比较稳定的国家和品牌客户比较靠谱。

    第一、经济和政治稳定国家,对于我们贸易各方面都比较有保障,少担心钱货两空的危机发生。

    第二、经济和政治稳定国家的品牌客户,对于我们的长期合作和我们产品推广还是比较有优势的。

    外贸连
    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

  • 1 楼#

    cn200823463

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    沙发

  • 2 楼#

    MemonAngel

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    不错

  • 3 楼#

    nbrealfine

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    占个座。。。。。
  • 名人堂
    4 楼#

    青衣丶Steven

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    默默走过,连长V587

  • 5 楼#

    小菊叔叔

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    顶个! 很好的分享

  • 6 楼#

    cn1511058567

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    香港展也要开始了,英语口语很差,怎么破?表示第一次参展,很紧张~~~~~~·

  • 7 楼#

    无心无魂

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    连先生,发觉你一直有翻译的习惯,你是不是也从事翻译啊?

  • 8 楼#

    Lydia Xiong

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    这些招,没觉得小,尤其展馆附近准备办公室和展厅

  • 9 楼#

    cn209717836

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    是的 带翻译的!!!!!

  • 10 楼#

    cnsntotruck

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    半挂车厂家参展的路过学习啦~~  http://sntotruck.en.alibaba.com/

  • 11 楼#

    haimamug

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    cn1511058567:香港展也要开始了,英语口语很差,怎么破?表示第一次参展,很紧张~~~~~~·回到原帖
    哪个展?

  • 12 楼#

    cn200003307

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    一点都不小

  • 13 楼#

    cn1510253082

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    cn1511058567:香港展也要开始了,英语口语很差,怎么破?表示第一次参展,很紧张~~~~~~·回到原帖
    我也是

  • 14 楼#

    cn200085105

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    中英文发帖,强!

  • 15 楼#

    L3

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    good.

  • 16 楼#

    cn1000410163

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    再深入点就更好了!感觉是在说经历,不过还是谢谢!

  • 17 楼#

    cnlydongtai

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    很好啊

  • 18 楼#

    cndingjia

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    好贴

  • 19 楼#

    onetong

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    感谢楼主。



  • 外贸连
    一年当中大大小小的展会不停,我们外贸行业的导向灯广交会也马上要来临了,很多连粉要求我支支招,展会前的准备、展中如何跟进、展会后的客户跟进。我在4月份广交会期间也写了不少关于这方面的文章,大家可以翻查。今天在整理总结的时候,又想起几个小秘诀:

    一、巧妙安排展会中的展位位置。

    很多人都知道我是做家电的,参加广交会我们一般都是在家电区域,但综合我们这么多期参展的经验,发现在电子产品区的产品多种多样,人流量相对比其他区域高,所以上一期我们特地把展位安排在电子产品这个区域。这个安排看来是正确的,整体的人流量和销量都要比上年度增加了不少。

    二、利用展厅地理优势尽快约见客户。

    因为我们是做外贸的,所以我们公司在展馆的附近设立了办公室和样品齐全的展厅,每次展会上的客户,我们都会打铁趁热尽快约客户到我们的办公室展厅参观和看样品,尽量争取现场下订单,这样是很利于快速促成订单的。

    三、就算现在下单的客户也不放松。

    虽然我们的策略和准备工作都很到位,也促成了很多订单,但是否能成为有效订单还要到最后才知道,我们的同事就碰到一个埃及的绅士客户下单后逃单的:

    当天,我们几个销售都非常积极热情地想着能够通过我们的产品吸引客户进来我们的展位了解下我们的产品。刚好有两位绅士经过,脚步也是急匆匆了,我抓紧机会将手中的目录册递给他们,并说明了我们是……的供应商。客户很感兴趣,然后就进入我们的展位看产品。了解后知道他们是来自埃及,主要市场也是埃及(光外形上看不出埃及人的特征)。

    因为是埃及市场,我们报价方面也会比较谨慎。当时就当场给他们报了价格,客户看着也是比较满意,我们马上就约到这两位埃及客户来我们展厅参观。客户来到后我们也详细介绍了我们的产品,客户很快就选了几个款式,并将两个柜的订单确定下来。当时我别提多高兴了,心里爽歪歪的想到“没想到自己这么幸运,埃及客户也可以拿下两个柜的订单”。

    当然对于确定下来的订单,一天没收到订金还是会有风险的。所以自客户将订单确定下来后,我是马上就做了PI给客户,然后几乎每隔两三天就电话联系客户,催客户尽快将PI确定下来并尽快安排下一步的工作。客户每次都各种理由推托。最后甚至直接拉黑我的号码。我想在这里,各位外贸人都已经可以知道结局了。没错,最终客户逃单了。

    所以,阿连觉得在客户跟踪上还是找那些经济、政治比较稳定的国家和品牌客户比较靠谱。

    第一、经济和政治稳定国家,对于我们贸易各方面都比较有保障,少担心钱货两空的危机发生。

    第二、经济和政治稳定国家的品牌客户,对于我们的长期合作和我们产品推广还是比较有优势的。

    外贸连
    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



  • 沙发



  • 不错



  • 占个座。。。。。


  • 名人堂

    默默走过,连长V587



  • 顶个! 很好的分享



  • 香港展也要开始了,英语口语很差,怎么破?表示第一次参展,很紧张~~~~~~·



  • 连先生,发觉你一直有翻译的习惯,你是不是也从事翻译啊?



  • 这些招,没觉得小,尤其展馆附近准备办公室和展厅



  • 是的 带翻译的!!!!!




  • 半挂车厂家参展的路过学习啦~~  http://sntotruck.en.alibaba.com/



  • cn1511058567:香港展也要开始了,英语口语很差,怎么破?表示第一次参展,很紧张~~~~~~·回到原帖
    哪个展?



  • 一点都不小



  • cn1511058567:香港展也要开始了,英语口语很差,怎么破?表示第一次参展,很紧张~~~~~~·回到原帖
    我也是



  • 中英文发帖,强!



  • good.



  • 再深入点就更好了!感觉是在说经历,不过还是谢谢!



  • 很好啊



  • 好贴



  • 感谢楼主。


154 回复

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