It is not accidental that there are so many orders at the Canton Fair. There are two important tips. First, you must be good at grasping the needs of buyers, understanding market trends, and launching products that are in line with the trend in order to arouse the interest of buyers. Secondly, establish a good brand image and reputation so that buyers can trust your products and be willing to buy and recommend them to others. Let’s take a look at the two tips for the explosion of orders at the Canton Fair.
1. Grasp the pain points of customers
Newbies think that the incidence of promotional materials should be as high as possible, and business cards should be as many as possible. It is recommended to find more customers.
The correct way is:
● Before the exhibition, we must cultivate the habit of sales staff chatting with strangers. After the chat, we will immediately summarize the communication points of the day and let the sales staff know what to do in the exhibition hall every day. Remember to take pictures with customers so that customers can quickly remember us in future follow-ups.
● Train sales staff to learn to ask professional questions, let customers think they are in contact with experts, guide users to the negotiation table, let sales staff ask some questions that customers are interested in based on product advantages, arouse customers’ real interest, realize on-site prices, and try to determine the willingness of on-site orders.
● Together with the exhibitor boss or supervisor, they must be senior professionals in the industry to facilitate the handling of questions raised by the purchasing experts.
● When negotiating with customers, use a notebook to record the negotiation points and customer requirements.
● When there are many customers and the backbone sales staff cannot deal with the customers, other sales staff should be responsible for reception, so that customers can stay in the exhibition hall as long as possible to win time for the backbone sales staff.
● Together with the exhibitors, pay attention to the nearby competitor booths and check them carefully to facilitate the investigation of their own strength when returning home.
● Sales staff should record the situation of receiving customers on the day as soon as possible and make statistics. For example, use a stapler to order business cards, or use business card software to save photos to the cloud, and mark the customer’s needs in a notebook.
The customer’s pain points are all on his face, pay attention to facial emotions
2. Lock in potential customers
The mistake that novices often make is: feeling too tired after exiting every day, returning to the hotel to rest immediately, and not making memory notes for the day.
The correct way is:
●After the exhibition ends every day, according to the requirements mentioned by the customer in the notes, give priority to users with obvious willingness, specify a return visit schedule, and follow up in real time by phone and email. Customers cannot be tracked for too long. After the exhibition, customer data will be cleaned up within 3 days, distinguishing key customers, secondary key customers and general customers.
●Process as soon as possible, contact users who confirm prices and order volumes at the exhibition, contact by email, and track using Whatsapp and phone.
●According to potential customers at the exhibition, estimate the possible order volume in the first stage, which is convenient for calculating the conversion rate of potential customers and statistical cost and benefit ratio.
●Investigate competitors at the exhibition and collect possible prices of competitors through some agent skills. After the customer orders samples, list the sample order form and sample sample schedule, serve customers one by one, and take photos to confirm.
●After 2-3 months of the exhibition, the customer will propose to visit the factory for cooperation, and the company should be prepared for reception.
●Key sales staff are responsible for understanding customer schedules, receiving customer negotiations, discussing projects, and whether the boss needs to participate.
● When customers come to visit the factory, the company’s hygiene should be solved as much as possible, especially the bathroom should be cleaned up, which is the most easily overlooked area.
● After the exhibition, after discussions from March to May, orders from interested customers will drop one after another. At this time, the production department needs to formulate a production schedule. It is convenient for backbone sales personnel to grasp the production situation of the manufacturer and determine the customer’s delivery time, especially the letter of credit payment method. The production time must be accurate and cannot be delayed.
Potential customers, quickly snipe, and leave no chance for opponents
The explosion of orders at the Canton Fair is not accidental, but because of mastering two important tricks. The first is to be good at grasping the needs of buyers, launching products that meet market trends and establishing a good brand image; the second is to lock in potential customers and ensure the successful signing of orders through follow-up, return visits, etc. These two tricks are indispensable if you want to achieve an explosion of orders at the Canton Fair.