After the Canton Fair, merchants need to do a series of follow-up work, the most important of which is to determine the authenticity of buyers and follow up customers. Let’s take a closer look at how merchants can determine the authenticity of buyers and how to follow up customers after the Canton Fair ends?
How to quickly determine the authenticity of buyers?
The relationship between customers and everyone can also be distinguished by the direction and duration of the customer’s stay.
①To determine the authenticity of customers, we must first start by taking over business cards:
How is the printing, design, and texture of the business card?
Is the customer’s company name and field related to you?
Is the logo on the business card consistent with the logo on the uniform or luggage, and which country and city are they from? Is it the main market positioning or new market of your own industry to determine the purchase volume.
Does it meet the telephone number and fax number, and does it have its own independent website? The website is a multi-level domain name to determine the scale of the customer.
Is the E-mail a free mailbox or a company mailbox, and is the customer a retailer, wholesaler or buyer?
②Show your own packaging to customers and tell them that you can choose each brand or make your own brand packaging (pay attention to customer feedback). If customers stipulate their own packaging, it means that their companies have similar purchasing experience, not new industries, but also means that they have a certain purchase volume.
③Pay attention to customers who visit twice. After quoting or sending materials on the first day, the “familiar faces” who patronize in the afternoon or the next day must make a breakthrough.
After gradual negotiation, judge the professionalism of customers through professional questions.
How to follow up with customers effectively after the exhibition?
How to actively follow up after the exhibition?
For major customers, it is best to respond to customers on the evening after talking with them, so as to deepen the impression of customers. Even if there is no quotation for the time being that night, you can send an email to tell customers when you can get a quotation. If we contact after the exhibition, other suppliers may have contacted and followed up with customers, and customers have forgotten the content of the conversation at the exhibition.
For potential users, we can wait until the exhibition is over and customers go home to rest for a few days, and then communicate by phone or email. Generally speaking, the order time of exhibition customers is from March to May, and some are even longer. Therefore, we should keep in long-term contact with customers in combination with the customer’s website and the products that the customer cares about in the exhibition.
For customers who have signed contracts, it must be compact, because the contract is not binding on the customer, so avoid the other party to cancel the order.
After the exhibition, the content of the development letter should go straight to the point, meet the main points, and don’t say useless words.
The “125” principle can be followed:
1: The first day after the exhibition, the first email starts.
2: If the first email does not receive a reply, continue to follow up on the second day. You can share on the basis of the first email to improve user experience and memory.
5: Before replying, give customers some time and space, and send the third email on the fifth day.
After the Canton Fair, merchants need to judge the authenticity of buyers and follow up with customers. By observing details such as business cards, packaging and mail, you can quickly judge the authenticity of buyers. After the exhibition, merchants should respond promptly and continue to communicate, demonstrate professionalism and enthusiasm, and seize opportunities.