广交会即将来临，你做好准备了吗？
众所周知，展会可以最直接快速地接触到更多的目标客户，又可以进一步了解行业信息掌握市场动向。那么，外贸企业参加广交会要做哪些准备呢？
关注“孚盟软件”公众号，后台回复“展会sop”即可免费领取《外贸参展SOP指南》。
【如果我们的内容对你有所帮助，别忘了关注我们！后续还会有更多关于外贸管理和外贸营销的干货文章。】
一、参展准备
展前邀约
今天给大家分享几个外贸销冠都在用的展前邀约客户的技巧：
首先，针对存量客户，建议日常做好精细化管理，将客户分好类，展会之前拉出参展目标国家区域的客户，提前营销客户，告知展位信息，邀请洽谈。
其次，巧用孚盟贸易大数据，可以通过深挖目标国家地区的潜在客户，将近两年有采购过同类产品的潜在客户都拉取出来，用邮件营销、WhatsApp批量群发邀请参展。
然后，巧用谷歌地图获客邀约，将展会所在主营行业的潜在客户都拉取出来，做拜访邀约。
展台布置
颜色搭配。鲜明有个性的的色彩可以产生强烈的视觉冲击感，容易引起客户的关注。
专业化。专业化就要从产品做起，产品的展示、摆放、归类等都需要设计好。
参展人员的礼仪及专业性
参展之前要交待参展人员一些注意事项、礼仪细节和产品的透彻了解，比如服装搭配、礼貌问答、脸部的微笑、和客户交换名片及给材料都要双手递给对方，这是基本的尊重。对产品从包装到材料到价格做到事无巨细，样样周到。
准备参展资料
样品：展会能够面对面的与客户沟通，所以样品是必须要带的，能让客户更直接直观的了解你的产品。样品最好是新订制的，并且要测试好功能，以便采购商了解。
宣传彩页：可以给路过的客户发一些关于自己公司产品介绍的宣传彩页，吸引客户关注您的展位。
名片：尽量把名片印制精致一些，除了联系方式，最好也能突出一下自己产品的优势。有的客户喜欢收集名片，所以精美的名片，这样让客户不轻意扔掉。
报价单及产品目录及介绍：提供给客户详细了解自己的产品。
相机：和客户拍照合影。
笔记本：针对来访的客户做好详细的记录。
电脑：带上自己公司的PPT介绍及产品的电子版报价单、产品图片、产品包装、产品设计图、产品细节材料、合作用户材料，一旦碰到有意向的客户，随时可以给他详细演示。
办公文具：比如笔、笔记本、A4纸等，记录重要的信息或当与客户沟通时无法清楚客户的想法，可以让客户写在纸上。
胶水胶带：布展的时候需要用上。
订书机：客户取走资料的时候，可以将客户关注的产品资料及名片装订在一起，以方便客户携带。
卷尺和电子秤：有客户关心产品的重量或尺寸，如果自己不清楚的话，可以用这些工具测量。
纸巾：可以给客户擦手，这是细节问题，可以让客户体会到你们真的很用心，业务员素质很好。
纸杯：客户到访，第一时间给客户倒水。
食品（糖果饼干类）：供客户随便使用，让客户坐下来与你沟通，拉近彼此的关系。
无纺布袋：客户装材料使用。
礼品：准备一些有个性的小礼品，可以送给客户，加深客户对自己的印象。
二、展会英文话术
有的小伙伴怕自己英语不好无法流畅地跟客户沟通，甚至害怕在展会上和别人交流，这里帮大家整理出一些展会的常用口语，希望可以帮到大家。
日常寒暄
Good morning/afternoon/evening./May I help you? /Anything I can do for you?
How do you do? /How are you? /Nice to meet you.
It’s a great honor to meet you./I have been looking forward to meeting you.
Welcome to China.
We really wish you'll have a pleasant stay here.
机场接客
Excuse me，are you Mr. Wilson, from the International Trading Corporation?
How do I address you?
My name is Andy. I’m from the Anhui E-fashion. I’m here to meet you.
We have a car can over there to take you to your hotel. Did you have a nice trip?
Mr. David smith asked me to come here in his place to pick you up.
相互介绍
Let me introduce myself. My name is Andy, an I am a salesman in the Marketing Department.
Hello, I am Andy, and I am a salesman of E-fashion Electronic Company. Nice to meet you. /pleased to meet you. / It is a pleasure to meet you.
I would like to introduce Mark Sheller, the Marketing department manager of our company.
Let me introduce you to Mr. Li, general manager of our company.
Mr. Smith, this is our General manage, Mr. Liu, this is our Marketing Director, Mr. Lin. And this is our RD Department Manager, Mr. Wang.
随口闲谈
Is this your first time to China?
Do you travel to China on business often?
What kind of Chinese food do you like?
What is the most interesting thing you have seen in China?
What is surprising to your about China?
确认话意
Could you say that again, please?
Could you repeat that, please?
You mean…is that right?
Do you mean..?
Excuse me for interrupting you.
社交招待
Would like a glass of water? / Can I get you a cup of Chinese red tea? / How about a Coke?
All right, let me make some. I’ll be right back.
A cup of coffee would be great. Thanks.
There are many places where we can eat. How about Cantonese food?
I would like to invite you for lunch today.
告别用语
Wish you a very pleasant journey home? Have a good journey!
Thank you very much for everything you have done for us during your stay in China.
It is a pity you are leaving so soon.
I’m looking forward to seeing you again.
I’ll see you to the airport tomorrow morning.
约会用语
May I make an appointment? I’d like to arrange a meeting to discuss our new order.
Let’s fix the time and the place of our meeting.
Can we make it a little later?
Do you think you could make it Monday afternoon? That would suit me better.
Would you please tell me when you are free?
客户询问
Could I have some information about your scope of business?
Would you tell me the main items you export?
May I have a look at your catalogue?
We really need more specific information about your technology.
Marketing on the Internet is becoming popular.
回答询问
This is a copy of catalog. It will give a good idea of the products we handle.
Won’t you have a look at the catalogue and see what interest you?
It is just under our line of business.
What about having a look at sample first?
We have a video which shows the construction and operation of our latest products.
关于品质
We have a very strict quality controlling system which promises that goods we produced are always of the best quality.
You have got the quality there as well as the style.
How do you feel like the quality of our products?
The high quality of the products will secure their leading status in the market place.
You must be aware that our quality is far superior to others.
客户沟通
客户询价：
Will you please let us have an idea of your price?
Are the prices on the list firm offers?
How about the price/ How much is this?
我们报价：
This is our price list.
We don’t give any commission in general.
What do you think of the payment terms?
客人还价：
Is it possible that you lower the price a bit?
Do you think you can possibly cut down your prices by 10%?
Can you bring your price down a bit? Say $20 per dozen.
拒绝还价：
Our price is highly competitive./ This is the lowest possible price./Our price is very reasonable.
Our price is competitive as compared with that in the international market.
To tell you the truth, we have already quoted our lowest price.
接受还价：
Can we each make some concession?
In order to conclude business, we are prepared to cut down our price by 5%.
If your order is big enough, we may reconsider our price.
客人询问最小单数量：
What’s minimum quantity of an order of your goods?
询问订货数量：
How many do you intend to order?
Would you give me an idea how much you wish to order from us?
When can we expect your confirmation of the order?
客人回答订单数量：
The size of our order depends greatly on the prices.
Well, if your order is large enough, we are ready to reduce our price by 2 percent.
If you reduce your price by 5, we are going to order 1000sets.
感谢下单：
Generally speaking, we can supply form stock.
I want to tell you how much I appreciate your order.
Thank you for your order of 100 dozen of the shirts. We assure you of a punctual execution of your order.
客人询问交货期：
What about our request for the early delivery of the goods?
What is the earliest time when you can make delivery?
How long does it usually take you to make delivery?
答复交货期：
I think we can meet your requirement.
I‘m sorry. We can’t advance the time of delivery.
We can assure you that the shipment will be made not later than the fist half of May.
要求提早交货：
You may know that time of delivery is a matter of great important.
You know that time of delivery if very important to us. I hope you can give our request your special consideration.
Let’s discuss the delivery date first. You offered to deliver the goods within six months after the contract signing.
稳住客人：
We shall effect shipment as soon as the goods are ready.
We will speed up the production in order to ship your order in time.
If you desire earlier delivery, we can only make a partial shipment.
签单前建议
Before the formal contract is drawn up we’d like to restate the main points of the agreement.
We can get the contract finalized now.
Could you repeat the terms we’ve settled?
It is very important for us to abide by contracts and keep good faith.
Have you any questions as regards to the contract?
询问付款
客人询问付款方式：
Shall we discuss the terms of payment?
What is your regular practice about terms of payment?
What are your terms of payment?
回复询问付款方式：
We’d like you to pay us by L/C.
We always require L/C for our exports and we pay by L/C for our imports as well.
We insist on full payment.
客人建议付款方式：
We hope you will accept D/P payments terms.
In view of this order of small quantity, we propose payment by D/P with collection through a band so as to simplify the payment procedure.
Payment by L/C is the safest method, but rather complicated.
礼貌拒绝客人：
I’m sorry. We can’t accept D/P or D/A. We insist on payment by L/C.
I’m afraid we must insist on our usual payment terms.
“Payment by installments” is not the usual practice in world trade.
接受客人付款方式：
In view of our long friendly relations and the efforts you have made in pushing the sales, we agree to change the terms of payment from L/C at sight to D/P at sight; however, this should not be taken as a precedent.
I have no alternative but to accept your terms of payment.
参观工厂
You’ll understand our products better if you visit the factory.
I wonder if you could arrange a visit to the factory.
Let’s me know when you are free. We will arrange the tour for you.
I would be pleased to accompany you to the workshops.
We will drive you to our plant, which is about thirty minutes from here.
