1. Apply for a booth.
For domestic exhibitions, there is no need to say too much because of good communication. The following are some processes of foreign exhibitions.
A First, go to the exhibition website, get some details, find the exhibition you want to attend, and take a closer look at what documents you need to apply for.
B, quotation, is it acceptable? Generally, they will quote several prices, such as how much is a square for one opening and how much is a square for two openings.
The Frankfurt exhibition we participated in did not quote the price of the standard booth, but quoted the bare land. As for what kind of wallboard, lamp, lintel and so on you want, it is made on a page that specially orders these things. Generally, convention and exhibition companies have a policy that if they place an order before several specified dates, they will get a certain discount and save some money.
C. Choosing a booth, the choice of location is too important, but it is difficult for new exhibitors to get a good position. Generally speaking, you are the position they gave you. At this time, you can ask the guests from this country to make a reservation for you, and then you will definitely get a better position than yours.
D, booth location confirmation, general exhibition companies will give you such a document to confirm your booth location.
E. The general exhibition company will send you the booth invoice as soon as possible and tell you the invoice number. You can only apply for an invitation letter if you have the invoice number.
F. Invitation letter for application: The invitation letter shall provide the applicant's company name, English name (Chinese is also required if applying in the China office of the convention and exhibition company), gender, passport number or ID number, date of birth, passport issuing area, passport issuing date, passport validity period, visa date, position, etc. At present, most applications are made online, so it is very convenient. If the China office processes the invitation letter, it usually takes two days. If the applicant exceeds the admission limit, the general 18 square limit is applied for free by four people. If there is an increase, you have to pay, but not as an exhibitor, but as an audience. The identity of the audience is different from that of the audience. The difference is that exhibitors can go in and arrange exhibitions. During the exhibition, they can arrive at the exhibition hall one hour earlier than the audience, but the audience can't.
The additional application fee should be paid as soon as possible, and it will be processed only after it is paid. Generally, they will handle it for you within two days after receiving the payment. Might as well get the invitation as soon as possible. If you are wrong, you can have time to correct it and apply for a visa earlier. So don't be careless. If you don't do it well, you will screw it up.
I almost made this mistake this year because the invitation arrived too late. At that time, there were so many applicants in the German Embassy that I almost couldn't catch up with them, which will be mentioned below.
G. booth fee. Our exhibition rule is that, generally speaking, you can pay part of the deposit in advance and the rest can be paid within two weeks before the exhibition. If some companies can't remit foreign exchange, it is more convenient to let local guests pay for it and deduct it from the payment. Or you can contact and sell the samples to the guests in the booth. I feel it will be better this way. One is to strengthen the cooperation between you and your customers and further the relationship. Second, your samples are all processed in advance, so you don't have to worry about the sale of the exhibits at the exhibition. Of course, many visitors will come to buy cheaply after the exhibition, but it feels bad, like the feeling of setting up a stall, which will damage the company's image.
I usually contact my clients in advance. Our samples are divided into three categories. The first category can't be sold, just a few. We bring them back ourselves. The second category can be sold to our customers. Finally, when the exhibition is closed that afternoon, let customers count, sign the bill and write the date. The third category is not for sale, but for making samples for guests. In this case, go to the guest booth in advance and say hello to the guests, saying when to deliver, what model and quantity. This will be mentioned later.
Step 2: Implement at the exhibition:
Everyone is responsible for all kinds of work.
A. Visit the old customers' booths: Generally, whoever is the customer will be invited to follow, and an appointment is required in advance, because customers are busy and they will be busy, and every minute in the exhibition is money and opportunity.
A. Be sure to prepare the conversation in advance and write it out one by one. When talking with customers, you can take it out, so that you won't miss anything, and the guests will also like your way of doing things, which is very serious and organized. Because the scene will be chaotic, guests will be interrupted by something from time to time. At this time, you must have such a plan to talk about, and you should record it at any time in case you miss it.
What the hell are we talking about? This is the most important content. First of all, you should make clear the purpose of your visit and make a list. Every opportunity to meet the guests is a very important opportunity for us, because face-to-face communication can accurately judge the meaning of the guests and make some impossible things possible.
The purpose of going is actually:
A. Summary of cooperation
B. Maintain customer relationship and respect customers.
C. exchange information and ideas on technology and cooperation.
D. Understand some problems of past cooperation, whether it is pleasant or not, and what new requirements are there for quality and service.
E. Recommend new products
F. Invite people to visit your own booth (this is very important and can increase popularity, so can foreigners. Where there are many people, if you are next to a strong competitor, be careful. If your competitiveness is very close, your customer is probably in his pocket. So it is not difficult to get familiar with your customers and your competitors at the same time. Take some time to show people their products, and you will almost understand.
G. provide some information about the company's changes and improvements.
H. what do you think of this company?
First, welcome to visit the company again. It is best to talk about things in your own company, so the success rate will be higher and it will be easier to talk about products and production. Raft yard eliminates bandits and thieves.
J. You can introduce some friends in the industry to the guests, such as your suppliers or suppliers of accessories. Of course, it must be very safe, so that everyone can exchange needed goods and the relationship will naturally be closer.
B, attack:
This kind of person must be very positive and enthusiastic, with a good attitude, not afraid of rejection, good at smiling and confident, not necessarily beautiful, handsome and professional. This step largely determines the number of new big customers. Because his position is an untouched big guest.
First, the visiting hours are very particular. Through several exhibitions, the best time to visit such guests is before 10, because this is the least busy time for guests, and everyone except exhibitors enters the venue one hour late, which provides us with a good opportunity.
Put the most important guest before 10 on the first day. In case he doesn't come, you can always invite him later.
B, bring all information, including conversation materials, product introduction, production line pictures, company pictures, etc. In addition, prepare several product catalogues, because you may meet new and old customers constantly, and you can give catalogues and invitations.
C. Find the right person: You need to find a product manager, because the product manager is responsible for developing new products. If you go to the product manager many times and ignore it, you can talk to the boss. Put the boss down first, and he will naturally introduce you to the product manager. Of course, you can't talk to the boss in front of the product manager you know, which will make him uncomfortable and affect future cooperation. After all, he will follow up the business, not the boss. But you must talk to the boss.
C. Legacy location:
People who are engaged in this job must have great patience first, because dealing with some guests who may not have met at all every day and answering many questions are easy to make people tired and impatient. If there are too few guests in the company, guests next to the aisle booth should take the initiative to invite them in when they are free, which will give them more opportunities. If there are many guests in the booth, you should have a pair of sharp eyes to see which guests are big guests and which are small guests. These detailed observations can be seen.
Record communication with guests.
When guests come in, you first ask them what products they are interested in, and then recommend them according to their requirements. After reading it roughly, please sit down and talk and ask for your business card.
Then introduce the company's situation, technology and some pictures to let the guests know about the production process.
Try to get customers to place orders at the booth and discuss the payment method and delivery date. If samples are needed, customers can take them back for testing on the last day.
No matter where you go in ABC, you should summarize the situation that day and analyze it every day to see if you need to adjust your strategy the next day.
Step 3: After the exhibition.
It's a pity not to travel abroad, but the opportunity will be lost when it is possible to travel. At the exhibition, the guests knew so many suppliers that they couldn't remember them at all, so it's really important to follow up after the exhibition. Summarize what the exhibition and the guests talked about to the guests as soon as possible, and ask the guests to check whether there is anything to be added in his records to avoid omission. After placing an order, urge the official order, and place a sample list or order without ordering guidance. In short, it is faster. A friend told me that the secret of his success is fast, accurate and ruthless. Of course, it is not easy to sit down.
Repeatedly urged the guest not to feel tired and not to think too much about his feelings. This is what you should do. He may not read your letter. Unless he replies that you will not send him any more emails, you should also ask why.
If the email doesn't work, don't send it again. Call directly and try to follow, because you are not the only one calling. Shopping mall is a battlefield without smoke. I feel that everything has gone from bad to worse in recent years.