ins 赞 如何让一次展会取得良好的效果

展会是外贸人找客户的主要途径之一，但是互联网的兴盛让展会变得很尴尬，表现在两方面： 很容易可以再网上搜到供应商，根本不需要再去参加展会；第二在搜到供应商与其联系之后，到了展会就可以直接去他的展位，就没有必要在展会上继续徘徊。所以参展的买家越来越少，就算是有，也是来去匆匆的，直奔约好的展位，根本不会看一眼其他的展台，即便是有他需要的产品。

这时候我们需要的是主动出击，以换取客户片刻的停留，这样才能抓住客户！不要抱怨来你的展位的客户少，如果你只是站在那，甚至低头玩手机的话，注定是不会有好效果的。展会，本是信息不对称的产物，也是供应消息短缺的产物，现在信息不对称的问题已经解决了太多，供应商一搜一大把，还按照那个时代的思路做展会，哪能有结果？所以我们首先要做的是改变参展思路，我们需要先解决如何让客户愿意在你的展位停留并且坐下来和你谈判的问题。

At this time, what we need is to take the initiative in exchange for the customer's short stay, so as to catch the customer! Don't complain that there are few customers coming to your booth. If you just stand there and even bow your head to play with your mobile phone, it is doomed to have no good effect. The exhibition was originally the product of information asymmetry and the shortage of supply information. Now too many problems of information asymmetry have been solved. Suppliers search a lot and do exhibitions according to the ideas of that era. How can there be results? So the first thing we need to do is to change the idea of participating in the exhibition. We need to solve the problem of how to make customers willing to stay in your booth and sit down to negotiate with you.

首先，我们可以用 笨的方法，就是发传单，因为我们不是什么大公司，没有豪华的展位，没有知名度，没钱，只能靠人了，总之尽一切的可能去吸引客户的注意；

第二，我们需要把资料准备地全面一点，事先想好你谈客户需要给客户展示什么，把这些东西都准备充分。非要说的细一点，无非就是：你的专业，产品的物美价廉，公司的专业职业以及诚实守信。资料越全越好，形式越多样越好。在交流的过程中也可以去向客户提问，大部分人做外贸，总是介绍自己太多，询问客户太少，对客户的需求点并没有有效的把握，就很难做到有的放矢！

Second, we need to prepare the materials comprehensively, think about what you need to show the customers in advance, and prepare these things fully. To be more specific, it is nothing more than your specialty, the high quality and low price of products, the professional profession of the company and honesty and trustworthiness. The more complete the information, the better. The more diverse the forms, the better. In the process of communication, you can also ask customers questions. Most people in foreign trade always introduce themselves too much and ask too few customers. If you don't effectively grasp the customer's needs, it's difficult to be targeted!

第三，学会配合和求助。在现场，绝大部分问题都很容易谈，所以，一定要把问题消灭在现场，有些问题你可能不懂，或者有些问题可能陷入了僵局，这个时候你要学会配合和求助。求助，可以是寻求同事的，领导的，供应商的。

第四，做好跟进工作，大部分客户都是跟丢的，所以跟进维护工作一定不能懈怠。

第五，想尽一切办法获取客户的大量资料。例如 手机号码，例如住的酒店。总之是可以找到客户的方法和途径我们都要获取到。

所有的一切思路都需要人来执行，所以归根到底还是要拼人的执行力，执行要彻底，要完全，才是成功的保障！