The Canton Fair is an international trade platform that attracts exhibitors from all over the world. Every year, exhibitors actively invite customers to come and discuss cooperation and showcase their latest products and technologies. Let’s take a look at how exhibitors at the Canton Fair can effectively invite customers?
1. Try not to choose users who are in a hurry in the exhibition hall, but choose industry pavilions near the dining area, lounge, smoking area… The pace of customers in these places will slow down, and they will force themselves to slow down (no need to worry about taking business cards and catalogs). And the users around the field pavilion are likely to be related to their own industry.
2. Don’t talk about the goods or the services you can provide for them as soon as you open your mouth, but treat yourself as a customer (pulling a suitcase instead of holding a bunch of flyers in your hands, more like a supplier visiting the exhibition), and then gradually move from small talk.
3. Infect the other person with a confident, cheerful, and sunny smile. For example, before talking to someone, look into the other person’s eyes first, and then smile. If the other person does not escape or even give feedback, then it is likely that it will not be rejected. Smiling, it is easy to make others feel happy. After all, visiting an exhibition is tiring enough.
4. Do good things, but don’t ask for anything in return. Customers travel thousands of miles to China, and they are unfamiliar with the place and are likely to encounter many problems (such as not being able to access the Internet, not being able to apply for certificates, not being able to find booths). Then if someone can help him, it is easy to build relationships and trust between people.
5. Say different things to different types of customers. For example, when standing in front of the exhibition board (exhibitors are all over the circle), customers can ask, what kind of products are you looking for? My customers will help you find it; when you meet customers who are looking around, you can ask, which museum do you want to go to, I will show you the way; which booth are you looking for? Will I take you there? Then introduce step by step.
6. Make material preparations, prepare everything you want, such as paper, pens, notebooks, promotional materials, clothes, business cards, etc., and fully charge your mobile phone.
7. Be mentally prepared, it is common to be rejected by customers. Usually the probability of being rejected is more than 80%. Some already have agents in China, and some are sourcing by myself.
8. Don’t limit yourself to one exhibition hall, go to multiple exhibition halls. Many customers buy in multiple categories, so you can meet more potential users.
9. Learn to read the customer’s expression. See if the customer continues to talk. Don’t pester the customer. If this one doesn’t work, switch to the next one. In fact, you don’t need so many customers at all. Some suitable ones are busy enough.
10. For some worthless and impossible users, it’s useless even if you get a business card.
11. After the exhibition, sort and classify customer information into key customers, ordinary customers and non-potential users (the probability of transaction is very small), and adopt different tracking countermeasures according to different categories. Send inquiries to customers in a timely manner to keep the phone and instant messaging tools smooth.
As an international trade platform, the Canton Fair attracts many exhibitors. In terms of inviting customers, exhibitors can choose suitable exhibition halls, win customer trust with smiles and help, and adopt different strategies according to different types of customers.
At the same time, exhibitors also need to make material and psychological preparations, classify customer information and follow up countermeasures. These skills can help exhibitors effectively invite customers, build trust and relationships, and improve invitation efficiency.