For exhibitors participating in the Canton Fair, it is very important to master the skill of “looking”. Accurate observation skills can not only help exhibitors better understand market demand and competitors, but also help them discover potential business opportunities and partners. Let’s take a look at how exhibitors at the Canton Fair master the skill of “looking”?
1. Look at business cards
After obtaining the customer’s business card at the company booth, the first step is to analyze the customer.
1. Look at the name
Based on the company name, determine whether it is a well-known company in the industry or a company ranked in the world?
2. Look at the country
After obtaining the business card, quickly judge the customer, analyze the market characteristics of the country, and judge whether your company’s products are suitable for the country’s market. According to the cultural environment of the country, judge the customer’s preferences. For example, we Chinese people particularly like festive colors, but European countries like cold colors such as black, white and gray, so as to avoid missing opportunities due to unfamiliarity with the market.
3. Check whether the company information on the business card is complete
You can roughly judge whether it is an ordinary company, email, website, contact number and fax from the information on the business card. Is there a detailed company address? What is the identity of the customer? These data are judged within at least 2-5 seconds. Then recommend products to customers based on the information.
2. Look at the eyes
Every customer wants to place an order at the exhibition, but they don’t know who to cooperate with yet. After the initial contact with the customer by exchanging business cards, everyone must understand the customer’s eyes from the communication. If the customer quickly transfers the goods after just one look, generally speaking, they have rich experience in purchasing exhibitions and can make a quick judgment on the product. On the contrary, if the customer keeps staring at a certain product and patiently listens to everyone’s explanation, it means that the customer is still very interested in this product. Or if the customer sees the sample, walks forward to check and study it, and then asks in detail, or if the customer goes directly to a certain product as soon as he enters the booth, or if the customer and the salesperson frown during the negotiation, these are all very positive signals. If the customer writes down the product specifications in detail, actively expresses the product model, pattern, color tone, asks in detail about the container capacity, asks in detail about the delivery date or proofing details, etc., they are all manifestations that they will be interested in the product.
3. Look at the team
At the exhibition, many people only want to understand the market information and have no intention to buy, so for everyone, finding the right person still depends on “looking”
1. Look at the team. If there are the following points, it is generally a relatively large and formal company procurement team, including buyers, product operators, designers, etc. In addition, see if there is a boss in the team. Especially Japanese and Korean customers.
2. Check the query content. If the customer asks about product details or built-in samples, and asks about new products that everyone has never seen, or consults about newly developed related product information.
4. Look at the response
At the exhibition, the product position on the booth will definitely be divided into primary and secondary.
First, if it is an old customer, what products should be promoted, how much is the price, and the requirements for her order quantity and other strategies should be formulated before the exhibition.
Secondly, observe the customer’s reaction during the conversation. Sometimes sales staff may not necessarily recommend products suitable for customers to customers, and then respond flexibly according to the information disclosed by the company.
Furthermore, many customers come to the exhibition for more than just a few days. Every time they come, they will meet old suppliers and get to know new suppliers. And who this opportunity will eventually be given to depends on the level of each company’s salesperson.
Finally, it is very important to strive for opportunities for further meetings. If the customer is inferred to be very valuable through comparison, then everyone must convince the boss to make appropriate compromises in price, service or other aspects to make it attractive, and work hard to talk to the customer.
Exhibitors at the Canton Fair should master the skill of “looking”. By observing business cards, eyes and teams, they can better understand market demand and competitors, and discover potential business opportunities and partners. By observing customer feedback, exhibitors can judge customers’ purchasing intentions and interests and further promote their products.