Now there are more and more exhibitions in China. If you want to engage in exhibition sales, you must choose a suitable exhibition.

First of all, you must choose the scale of the exhibition.

If you are a weak manufacturer,

Everyone else is a world-class manufacturer to attend the meeting.

They also attract big customers.

and

Not your target customer,

Then you will only show the smallness of your own business.

Then don't play with others.

Just like ginseng.

Add a world-class heavyweight champion, you sign up, you stand next to a man who is two meters high,

150

Kilogram, you

60

A few kilograms, killed with one punch. So you will see what your goal is. If your goals allow you to reach your potential.

Clients,

You must analyze this kind of meeting,

Will your potential customers come? If they come,

What kind of mood will you come in? they

What do you mainly come to see? You should choose properly.

Display skills

First, we should study the customer psychology of the exhibition; The second is to prepare for people, time, land, things and money; The third is grouping; The fourth is to find

Potential customers; Fifth, product introduction skills; Sixth, improve the awareness of exhibits and follow up after the meeting.

Second, we should make full preparations for people, time, land, materials and funds.

Third, we should be organized.

What is this grouping for? Is a combination of multiple target attacks,

Can be divided into several parts,

For example:

I'll collect letters.

Interest-because of an exhibition,

Almost all competitors and the upstream and downstream of this industry will come.

So for you, this is

This is an important opportunity to collect information from the whole industry.

Another example is:

Some people specialize in making friends,

These friends sometimes look for experts to learn.

The speaker's speech,

Will ask officials to cut the ribbon and speak,

There will be managers in this industry,

There will be peers,

There will be your upstream suppliers,

Your friends downstream, friends from the media and friends from the government, so I want to make some friends with my peers, and I also want to make some friends with my peers.

There are people waiting in the association. Don't let go. You have to assign personnel, who will attack each part.

Fourth, find potential customers.

Who are your potential customers? How much information are you going to collect about potential customers? Of course, you can't say as much as possible.

You must order one.

Target number,

So how many people can you consider taking? How much information did you bring? At the scene,

You must distinguish between potential customers,

Which ones are here to watch the fun? What questions do potential customers usually ask? Who is assigned to deal with potential customers,

Who should

Spend money on sightseeing? First, there are a lot of materials to prepare, and everyone has them; Second, it is important to put it away, otherwise it will come in droves.

It's over, and it's too late to save it. In a few days, the manufacturer came, your business card was gone, and your information was gone.

So protect your resources.

Fifth, product introduction.

Those who are interested in talking,

You think you have a chance to catch him,

Ask him to sit down and talk,

what about you

Give him complete information.

For potential customers, you should try your best to let them leave a message.

How to check in? Have seduction skills,

each

What do people like? For example, if you leave a business card and fill in the information, you will have a chance to win the grand prize.

Sixth, expand brand awareness.

In order to standardize purchasing behavior and avoid human misconduct, large enterprises adopt bidding.

In addition to public relations, small and medium-sized enterprises should also join the bidding ranks to strive for good projects and good users. Bidding is the general trend.

This popularity is of course reflected in the level of this exhibition you participated in; Besides the booth,

Put on your clothes, you

Gifts are also important. Try to impress others with your brand. Like gifts, he won't throw them around,

We will keep it for use. get through

With the rapid development of computers,

Many manufacturers send mice,

His website and company profile are on the package.

client

Since I can't bear to throw it,

You can put it there and watch it every day.

Giving different things can increase the brand's popularity and rendering power.

your

Going out to participate in the exhibition is good exercise and can be well informed, but it really needs to be organized.

Seventh, make overall consideration and earn it back.

It's very tiring to attend the exhibition, so it's necessary to find out when and where to eat, where the toilet is and where to live.

Everything needs to be repaired.

Besides, what's your network like?

Who cares about transportation and other arrangements should not be ignored.

In short, be good at participating.

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Plus the exhibition, even if the booth is beautiful,

But everything else is weak,

If you don't play multi-level product level, the next time will be different.

Do it well. It takes a lot of time and energy to attend an exhibition, so we must earn it back.

Eighth, follow up after the meeting according to the effective information.

What was said after the meeting,

You should pay attention,

If you collect

celebrity

Customer information,

Generally speaking, shortly after the meeting.

Will forget, lose excitement, three to five days, two weeks at most. So you have to

five

Finish the follow-up work within days. one day

One person can make ten calls,

You have to give them power,

Give them the list.

If there are local customers, also participate.

Exhibition, you must stay for a few days and visit them. So you must master this part of follow-up after the meeting.

Sales Skills of Strategic Partners

The last technology,

This is called strategic partner sales skills.

This is the highest level of customer relationship management.

Is to build a long-term

Future partnership. There is a motive in this, which is to let customers share the benefits.

There are several ways to share benefits: one is that as long as there are old customers, there will be discounts, or discounts, which is the simplest. in addition

The other takes some accumulated points,

Some companies accumulate points by accumulating consumption amounts.

Give back some discounts

Treatment,

If you can attend the technical seminar in Silicon Valley, USA.

Of course, this is the profit of big companies, but it can let me go to America.

Take a trip to Silicon Valley in China.

I will carefully accumulate points.

So you know, who is particularly interested in this,

You must accumulate it.

Whose head?

Another is that everyone cooperates to develop products.

Design a plan specifically for it,

A style,

one kind

Series, a kind of mold, should be a dedicated booth, and everyone should cooperate to develop it. Some projects can also be cooperated or jointly invested. this

These are long-term strategic partnerships,

It can be gradually expanded in many ways,

take for example

Chinese and foreign management

There are management units,

Everyone should have a cooperation,

This may be the deeper relationship.

These ideas and methods,

Just to create for customers

Create more added value.

Some views on participating in the exhibition

The product is the protagonist of the exhibition.

Many exhibitors are often busy creating an atmosphere.

Fix the big booth,

Even invited stars to help out.

None of these.

If there is anything wrong, it is wrong to pay too much attention to the atmosphere of the booth, and even invite heavyweight stars and lively bands to help out.

It often has the opposite effect and usurps the role of master. You know, the protagonist of the exhibition-products,

It is often overlooked.

exhibit

The success of product display is the most critical.

Therefore, good product packaging is in place,

It is the most successful exhibition.

Key elements. Participants are looking for products, and only products with strong products can really impress participants.

Especially in professional exhibitions, products are highly homogeneous, so it is very important to show the differences of products incisively and vividly.

common people

Strive to do a good job in the comprehensive packaging of products before the exhibition, and design the template for product introduction

Strict training for promoters is to fully display products.

Therefore, if there is a good product, there must be another one.

Packed, professionally recommended.

Dialectical view of "dead angle" and "living angle"

The so-called "corner booth" generally refers to those booths with relatively large traffic, even exhibitions facing the exhibition doors.

Answer: It is the only way for all exhibitors.

The "dead corner" booth is a garbage spot, which is generally located on the floor where the exhibition is not good and in the corner of the same floor. In this way,

The flow of people in the booth is small.

The "live corner" booth and the "dead corner" booth are not an absolute watershed for the display effect, that is to say.

Even the "corner" booth may not have a good display effect.

First of all,

"Live pepper" stalls are generally occupied by powerful large enterprises, forming a positive fight, but it is not.

However, it is reflected in the layout of the booth and the adjustment of the atmosphere at the scene.

One detail is not in place,

Outstanding advantages and disadvantages,

Easily exposed

The defects of the enterprise.

Second,

The "Huojiao" booth has a large flow of people. Although the scene was hot, it was obviously a one-on-one communication with the participants on the products.

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Insufficient. If the booth is too large, the basic product efficacy display is displayed through pre-recorded promotional materials, such as:

decimetre

、

The product itself,

Promo, etc. Compared with one-on-one communication,

Poor flexibility, it is not easy to grasp the gifts of visitors.

An emotion.

On the contrary,

Although the effect of "dead corner" booth is not very good, if we solve this problem by some flexible and effective means,

Topic, it is easy to make the booth a "star booth" in your exhibition area.

, resulting in separation from the surrounding stalls. Therefore, two very different

The effect of different booths depends on human operation.

We must turn the display effect into a sales victory.

Many enterprises participated in the exhibition,

Set the objectives of the exhibition as follows:

Display products,

Show enterprises,

Make friends with dealers,

Finally, expand the market.

However, many enterprises often become anticlimactic in the process of real goal implementation.

The success of the exhibition,

that

There's only one goal,

In order to realize marketing,

Only exhibitors who can turn the display effect into successful sales,

Is the real meaning.

Success in the sense.

It seems like nonsense to say these things,

Once you seriously recall your company's behavior after the exhibition,

For example:

gather information

Lost materials, lax tracking of interested dealers, this kind of anticlimactic practice is everywhere.

What to do after the exhibition is much older.

For example:

Evaluate the exhibition effect in time;

Sort out those in the exhibition period in time

Information about the dealers who are interested in the products;

Further collect the information of these dealers;

Evaluate and rate these dealers;

For matching your own business

Further communication between dealers;

In this way, the success of the exhibition may be just the beginning of a more comprehensive marketing activity.

Make full use of the exhibition to achieve enterprise goals

In modern marketing, promote the unique corporate image of the exhibition hall as a whole,

New product marketing, professional information collection and enterprise development.

Important functions such as customs clearance are increasingly recognized by enterprise management and operators.

Therefore,

Exhibitors and sponsors in China convention and exhibition industry

Bit interaction has developed vigorously,

The related industrial chain of convention and exhibition industry has also been gradually formed and improved.

The exhibition is professional.

It is the general trend to subdivide the fine collection.

It has become an important part of this enterprise's business strategy to participate in exhibitions, improve its visibility and promote new products.

How to make full use of the exhibition effectively,

Make the exhibition the best sales and marketing tool for modern enterprises,

Realize the length of the enterprise

Business objectives for the period,

It is the core issue that many enterprises pay attention to.

In our practice of holding exhibitions,

The author summarizes the exhibition effect of enterprises.

Exhibitors should pay attention to the following matters:

Improve the effect of enterprise participation:

During the exhibition,

In addition to negotiating business with customers

Outside, you should insist on standing and exhibiting. Because, sitting in the booth during the exhibition, you will stay for buyers and professional visitors and don't want to be seen.

The impression of interruption.

After buyers and professional visitors have this impression,

They will think that you don't pay enough attention and enthusiasm to potential customers.

Therefore, it will affect their choice of enterprise products and related services.

1

Insist that exhibitors should not read idle books and newspapers in the limited booth space during the exhibition. We should fully grasp the opportunity of introduction.

Pay attention to each other's enterprises and products,

Attract buyers and professional visitors to stop,

Consulting enterprises and products,

Spiritual satisfaction

Answer questions everywhere to boost their confidence. If you are reading a newspaper or magazine, the opportunity is lost.

2

During the exhibition, you should put an end to eating and drinking at will. Because, this is vulgar, sloppy and irrelevant.

Such performance will make all potential customers have a bad impression on the exhibitors.

Exhibitors who influence their corporate culture step by step,

Pipes/pipes

The evaluation of management level, staff quality and product quality leads to distrust of enterprises and products.