The Canton Fair is an important exhibition in China’s foreign trade field, attracting customers and exhibitors from all over the world. In order to better manage customer resources, the Canton Fair customer division rules will be written below.
Priority service objects (old customers who have cooperated or are cooperating):
We should be able to handle these customers easily. Because we are familiar with each other and understand each other’s situation. At the exhibition, we usually confirm actual orders or discuss future product research and development plans. It is worth noting that you should not think that this is an old customer who can’t run away. We can put him aside first and give priority to other new customers. On the contrary, we should put the old customer’s project first as soon as possible. For old customers, if the order quantity has been confirmed, the complete contract must be handed over to the customer as soon as possible, so that the other party can set up L/C or remit the deposit as soon as possible. If it is a new product development project, be sure to let the customer determine all the content and details of the product development as soon as possible. Old customers will confirm orders and development projects directly and quickly. In this way, the factory can arrange production or development at the first time, bypassing the upcoming production and development peak.
Key follow-up targets (customers who have been met several times at the exhibition but have not traded):
Some customers will visit every Canton Fair, inquire about prices, and discuss orders, but never reach a deal. Such customers are the core target of follow-up. Because they not only hold hidden orders in their hands, but are always interested in our products, opening the door to cooperation with them. These customers may be our competitors or customers in the same industry. In order to deal with such customers, we should warmly entertain him again and again. The products he has seen and consulted, or the products that need to provide pictures, quotations and other materials, should be answered proactively, and the materials of related products should be provided to him as soon as possible after the exhibition. In addition, you can also recommend other products that feel suitable for them by mastering them. In addition, keep sending emails to such customers, whether it is to say hello or to master some questions. These emails will make customers feel that we have not forgotten him, so it is easier for them to remember us.
Objects who take advantage of the situation (customers who come to the booth to compare prices and peek at competitors’ styles):
Many people may be more resistant or even reject such customers, but we should still take the initiative to look at such customers. People and things are changing at any time. Maybe one day, if he has a problem with the original supplier, then we may be the first person to “take advantage of the situation”. Even if his relationship with the original supplier is as solid as gold, as long as he walks into our booth and takes the initiative to come to our door, we have enough reasons to “wink” and “tempt him”.
Design cooperation object (do PROMOTION and gifts, go to the Canton Fair to find design ideas users):
The order quantity of this type of customer is generally large, but they may also change the specific product style and type of the final order. In order to win the orders of this type of customers, the company needs to have a very strong level of product design, because it needs to help customers combine their products with the theme of his project. Therefore, try to have professional designers, describe the product advantages design according to the needs of customers, let customers have an intuitive understanding, and provide some previously done PROMOTION to show the goods to the guests. In this way, the probability of this type of customer placing an order is very high.
Give priority to the orders and project confirmation of old customers, follow up potential customers, and take the initiative to take advantage of competitors’ customers. Have strong design capabilities and attract design cooperation customers through PROMOTION and gifts.
Understanding the customer segmentation rules of the Canton Fair will help you better manage customer resources. Focus on processing orders and project confirmations from old customers, follow up with potential customers, take the initiative to take advantage of competitors’ customers, and demonstrate strong design capabilities to attract design cooperation customers. These strategies will improve the efficiency of customer resource management at the Canton Fair.