Last Wednesday, the Morning Post Economic Forum invited Chen Minxin and Jiang Changyi from the Hong Kong Adsale Exhibition and the Düsseldorf exhibition in Germany to teach the Quanzhou export enterprises the key points for the exhibition. The forum is hosted by the Southeast Morning Post.
In the lecture, according to the current situation of Quanzhou export enterprises, Jiang Changyi taught a full set of efforts to participate in the “Capture†order.
Pre-show strategizing
Type 1: Spying on the military to fully understand the exhibition information to be exhibited, including the exhibition quotation, the overall situation analysis report of the previous exhibition, the media plan, the audience group, and the product positioning of the exhibitors. The product positioning of the exhibition will provide an important reference for exhibitors to participate in the exhibition.
Type 2: Pre-emptive strikes If the company decides to exhibit, it should participate as early as possible, especially for some large exhibitions. There are many exhibitors, and the registration time will be closed early because the organizers need enough time to prepare for the exhibition. Therefore, enterprises should register early and do not miss the opportunity.
Type 3: After the registration of exhibitors, the ambush enterprises should invite potential customers who meet the product positioning to a large extent according to their own product routes, and bury their fortune for the full load of orders.
Exhibiting strong charge
Type 4: When the master pioneer participates, the company should select the booth staff who are more suitable for the exhibition. These people will not only be involved in the effect of the exhibition, but also when they are exhibiting abroad, they will also be involved in the success rate of the visa. Experience has shown that some selected personnel may be more familiar with the business, but lack of English and hospitality, which will not only have difficulties in visa interviews, but also have an impact when communicating with overseas buyers. Therefore, the company must select the staff of the entire business team with strong comprehensive ability and high English proficiency.
Type 5: When attacking a part of the exhibition, the company should choose the larger advantage products suitable for the buyer according to the characteristics of the exhibitions it participates in. This is especially important for the exhibitors who participated in the exhibition. For example, a shoe company may produce women's shoes, men's shoes, children's shoes, etc., but its women's shoes are better, so when exhibiting, the products should be mainly women's shoes, instead of women's shoes and a lot of men. Shoes, children's shoes, this will leave a "unprofessional" impression on the buyer.
Type 6: During the exhibition, you should grasp the promotional opportunities at the exhibition site, make billboards, promotional materials and small gifts, and impress the buyers.
Type 7: Logistics follow-up enterprises should do a good job in the logistics arrangements for the extension period, including solving the living problems of the staff, such as food and shelter, and letting them devote themselves wholeheartedly, including the second and third rounds of negotiations with the purchaser. At the time of exhibiting, the logistics arrangement was often neglected by many exhibitors. In fact, the exhibition is only the front step of the business start-up. Later communication is the key to whether the business can be made. Moreover, good logistics and supply can always maintain the strong combat effectiveness of the work team.
Fully closed after the show
Type 8: The pursuit of the competition is only a step forward to establish a relationship with the customer. Therefore, after the exhibition is over, the salesman must fight the iron, do business follow-up, and capture the order more likely.
Type 9: After the end of the battlefield exhibition, the relevant personnel should do the following work: analysis of the effect of the exhibition, statistics of the participation fee, statistical analysis of the audience situation, analysis of the audience questionnaire by the organizer, work skills of the booth staff Summary, competitor analysis, media response to exhibiting behavior, etc.
Type 10: Iron plate nails for interested customers and signed orders, we must do a good job in product quotation, production arrangements, etc., so that every business is foolproof.
Choose efficient exhibitions
In an interview with Chen Minxin of Hong Kong's Adsale Exhibition, he told reporters that judging whether an exhibition is worth exhibiting or not, enterprises should decide from many aspects, which can be divided into objective factors and enterprise development.
Objective factors include the status of the exhibition in the industry, word of mouth, degree of international recognition, number of exhibitors and buyers, size and history of the exhibition. In addition, companies should pay more attention to the development of individual markets, including manpower, time schedules, corporate marketing strategies, and special requirements for European and American customers. At the same time, the information of competitors' movements, booth location, area, decoration style, booth design, etc. is also of concern to enterprises.
As for how to use the exhibition to make the brand and other issues, Ms. Chen Minxin suggested that the company can request the location of the booth to be arranged in the brand area. The design of the booth should be attractive, consistent with the product style, and the site promotion should be done in order to get twice the result with half the effort.
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