Industry Business-to-business Website: Sharing successful exhibition experience

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"Exhibition is a good opportunity for face-to-face communication between enterprises and users." "November 2011 9-10th," said Zhou, general manager of the industry's business-to-business Web site, "Customers shout out our salesman's name at the show, and close communication makes the customer feel cordial." ”

November 2011 9-10th, Lookchem successfully participated in China International raw drug exchange, Zhou summed up the preparation to attend the exhibition, the exhibition during the period of attention and the follow-up work of the three major experience.

First, before the exhibition

If I were to cut a tree in 6 hours, I would sharpen my axe with 4 hours ahead. --Lincoln.

1. List the purpose of the exhibition. The purpose of the exhibition is to allow you to have better ideas in the exhibition process, more organized and customer exchanges, to achieve the best results of the exhibition. So clear the purpose of the exhibition, you have to list questions to ask customers, how to introduce their products and services, how and customers to sum up the past cooperation, how to ask the customer's views, how to consolidate the old customers, how to explore new customers and so on.

2, training exhibitors. To prepare good people, give our staff a good psychological, professional training, communication skills and some special events on the show how to deal with.

3, ready to battle. Prepare company brochures, business cards, gifts for customers.

Second, the exhibition

1, visit the old customers

Visit old customers with the following important meanings:

A. Concluding cooperation

B. Maintaining customer relationships

C. Exchanging information and ideas

D. Understanding some of the issues of past cooperation, whether it is enjoyable and what new requirements are required for quality and services

E. Recommend new products

F. Provision of information on changes and improvements in some companies

G. What's your opinion of the company

H. Invite to your booth to visit (this is very important, this can increase the popularity of foreigners, as well as where people more than where to drill).

I welcome to visit the company again and guide, talk about things best is in their own company, the success rate will be higher, around the product and production also better talk.

J. You can introduce some friends in the industry, such as your suppliers or accessories suppliers, of course, to be very insurance, so that everyone can exchange five, the relationship will naturally more closely.

2. Looking for potential customers

From the customer's question, you have to identify which are the potential customers, which is just to see the lively. For potential customers you have to try to get him to leave information and make notes to communicate with customers. To interested customers, promptly invited him to sit down to chat, to introduce products to him, do their best to let guests under the booth order, talk about the payment method and delivery date.

3. Rear position

1, the reception of old customers.

2, to meet new customers. Many customers who have never known your company may be attracted to your booth, and you will be very patient about your company and products. Leave a good impression on him and pave the ground for future cooperation.

3, do a good job of communication with customers notes.

4, send gifts, corporate promotional items.

Third, after the exhibition

Many people experienced 2-3 days after the exhibition to feel all right, finished, and some people for the show many customers visit and complacent, some people in order to make up for the hard work of the show to keep the body rest. Do not know that many opportunities are slipping away at this moment.

Remember, the time after the show is more important than the preparation before the exhibition and the process of the exhibition. Summarize customer information and classify customers as soon as possible. Customers who have not yet made a list have to call the past to inquire. Customers who have placed orders are urged to make a formal booking.