来还是不来,展会都和你相关

By 简生 | 20 October 2016 | 5 Comments

第120届广交会正在举行。第一期19日在广州落幕,第一期参展企业达8548家,主要展出机电、五金、建材等产品。广交会发布的到会采购商人数显示,截至10月18日,与会采购商总数达93234人,其中:亚洲55192人,欧洲14374人,美洲12241人,非洲8544人。据了解,这一数据与上一届基本持平,来自欧美的采购商比例也不够高。其中,来自德国895人,美国3602人,英国1071人。


16届中国安平国际丝网博览会于2016年10月26-28日召开,这是丝网行业唯一的展会,如果您是相关客户,不妨在广交会后去看看。更有意义的是这个展会等于设在了工厂门口,如果要订货、现场参观都非常的方便。它更专业。



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参展商策略

无论那些展会总是经济生活的一个缩影,所有的展会参加人群无外乎生产商、服务商、采购商,最终用户,最终用户并不少,对他们来说直接决定了采购产品。然后就是围绕展会的一些服务,饮食、翻译、展筹等等。

参展商多数为供货商,他们等于是栽下了梧桐树等凤凰来。关于参展商的注意事项有很多的分析,经验总结,归结起来如下几点:

展前做足功课:对于自己的产品、报价要熟悉,对潜在的客户进行邀请。

展中服务周到:有人将客户细分了为优先服务的对象:已经合作过或正在合作中的老客户;重点跟进的对象:交易会上多次见面但尚未有过交易的客户;乘虚而入的对象:来摊位对比价格、偷看款式的竞争对手的客户;设计配合的对象:做PROMOTION与赠品,到广交会找设计Idea的客户;保持关注的对象:现场没有细谈的客户;把握跟进客户的频率:精心培育不急功近利。这篇文章按照客户的成熟度来分的,从而寻找一些对策,归根结底是无论什么客户都要服务周到,机会无所谓有,也无所谓无,开发好了就有,开发不好就又会流失!

展后分类跟踪:这往往是非常重要的环节,很多客户都是在以后的联系中成交的,对于收到的每个联系方式都应该做足功课,进行不少于三次的联系。筛选保持联系甚至拜访都是展后应该做的工作,这里最重要的是确定实际用户,并持续跟踪,而不是盲目的发邮件,那将失去展会的意义。

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未参展的供货商策略

毋庸置疑,很多厂家没有参加广交会,那么他们怎么利用展览会呢?无外乎几种方法,一是、通过各种方法给采购商来发联系方式,买到采购商名录、寻找采购商的驻地等等,发自己的名片,等等。二是和外贸中间商联系,这个相对来说容易一些,那些陪伴采购商的要么是带来的纯翻译,要么就是采购代理公司了,这样的公司很多,如果能联系上几个,对于厂家来说也是很好的途径。三是展览会很大成大上引领了接下来的市场走势,供货商也可以从中获得一二,在自己产品方面进行重点的改进,那么自然的就顺应了趋势,你还会愁卖吗?

不得不说的参展商有很大的展示自己产品,面向有效客户的机会,这是未参展商难以逾越的。


---------------

采购商策略

采购商很牛气呀,所以低调选购即可。

对于采购商来说应该搞明白自己想要的产品属于那些层次,在这个展会上能否体现出来。是不是参展的就占有优势,这点要搞明白。

我觉的采购商策略在于货、价比三家,这样才有更多的主动性。对于长时间采购的客户来说,那些外贸代理商就帮你搞定了!

----------------------

外贸代理商策略

新的外贸代理商要寻找采购商,搞清对方需要什么,谈一个服务的价格或者提成,哦,所谓的外贸妹就是这样的公司了,他们在语言、市场了解上有一定优势,刚好弥补采购商的缺陷。

这部分公司很像未参展的供货商。

但是未参展的供货商是否多和他们联系呢?

总之,展览会是个大舞台,无论你在与不在,它都会通过这样那样的方式把你拉入其中!!!


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