For foreign trade novices, the Canton Fair is undoubtedly a great stage, full of excitement, nervousness, and expectation, but also mixed with confusion and at a loss. How to start, how to prepare, how to attract customers, how to greet customers, how to introduce products… It is complicated and makes foreign trade novices at a loss. So how can foreign trade novices play the Canton Fair?
Master product introduction before the exhibition
Before participating in the Canton Fair, foreign trade newcomers must be familiar with the relevant knowledge of their own company and products in advance. Receiving customers at the exhibition is like a salesperson selling clothes. The advantages of the product and the advantages of the company must be introduced to the customer. If you fail to master the product knowledge well, when the customer asks, you don’t know anything, and you don’t consult your colleagues. You just look through the price list for a long time. Customers with better circumstances may perfunctory, and straightforward guests may turn around and leave directly. Therefore, when a customer describes a product, the corresponding product of the company must immediately come to mind and recommend it to him.
Preparation of general knowledge is also essential. Some customers will not ask questions one by one, but wait for us to introduce them, or wait for us to lead them to the products, so we can design our own words, write down the English words introducing the products and memorize them. We should be able to introduce the products to customers fluently as soon as they see them on the booth.
“Invisibly” get customer information
Treat customers differently and distinguish the key points. Some are just to get prices or compare prices, so there is no need to spend too much time. For customers with higher quality, we should pay more attention and take the initiative. Sometimes there is no need to wait for customers to come. As we often say, when the customer’s eyes stay at our booth for more than 3 seconds, we should go up and talk to them. All customers who come should get business cards. If they say that they have run out of business cards, hand them a notebook and let them write by hand. Think more about customers. Even if it is actually for your own convenience, you should say it is for the sake of customers. In this way, when customers hear that we are doing it for their own good, they will trust us more and increase the bargaining chips.
When customers are at the booth, we should try to get information and write it down. Because this is basically the only chance for everyone to get first-hand information. After the customer returns to the company, many suppliers will contact him, and then he will be too lazy to pay attention to everyone. The more questions you ask, the better, but remember not to ask like interrogating a prisoner. The highest level is to let him say these things unconsciously. A customer will not stay in the booth for too long, so you should use your time reasonably. Get close to him, and he will tell you everything when he is happy.
Interpreting customer business card information is also an important skill. After exchanging business cards with guests, you should judge some information by scanning the business card, such as judging where the customer is from by the suffix of the website and email address, the phone number, judging the customer’s position by the title on the business card, and the strength of the customer.
Be careful not to “steal” customers from old business
If you are participating in the exhibition from other places, remember to have sufficient phone bills and prepare mobile phone batteries. In addition, before going to the Canton Fair, if you do not go to prepare for the exhibition in advance, you should study the location of the exhibition hall online to get a general idea to avoid getting lost. Remember to bring your exhibition credentials with you. Losing them will be very troublesome.
During the exhibition, pay attention to diet and rest to avoid affecting your work. When you go to Guangzhou for the first time, you can have some entertainment, but don’t go around. At night in the hotel, you should go to bed early after finishing your work, and don’t talk with your colleagues all night.
In terms of food, if the company has not prepared, exhibitors can prepare some small biscuits and put them in their bags, because during the exhibition, you can’t just go anywhere you want. Everyone has to look after the booth, and many times you can’t eat. In short, you have to eat enough, otherwise you won’t have the energy to take orders.
When talking to customers, you should be generous, without any concerns or worries, and be more generous and confident.
When newcomers participate for the first time, they should not “grab” customers with old business. Although they should take the initiative, it depends on the situation. Don’t go up and “grab” one when you see one. Having said that, the more customers you receive, the greater the pressure. If the transaction rate is not high, it will be difficult to deal with. In short, newcomers need to be careful.
As a foreign trade novice, participating in the Canton Fair may make you feel confused and at a loss. However, being well prepared and mastering the skills of product introduction can help you stand out in the Canton Fair, attract customers and make deals. In addition, interpreting the information on customers’ business cards is also the key to obtaining first-hand information. Remember, proper exhibition preparation and clever communication with customers are the key to playing the Canton Fair.