4月，是大量中国外贸人的狂欢日。不管是国内的香港展到春季广交会，还是一系列的海外行业展，都集中在四月。
尤其是4月15日，也就是下周一，135届广交会一期就要开幕了。如果你想抓住展会黄金季，用最低成本实现效益最大化，把客户资源和订单统统拿到手，请继续往下看，小助理为你准备了3个提升指南，全都免费。
本文指南概览：
1场线下课，全程大佬分享展会和获客建议
2场线上课，重点数据开发客户和seo知识
01、1场线下课，助你发力135届广交会
4月20日，由邦阅网主办、连连国际冠名、麦穗获客支持的《外贸掘金进行时》主题讲座，将会在广州伊士丹顿酒店与大家见面！
4月20日的广州线下分享课，具体内容如下：
活动具体时间
4月20日下午2点开始入场，大约6点结束
活动具体地点
广州市·天河区·伊士丹顿酒店·6F瑞福瑞祥厅
如果你20号在广州，欢迎前来听课，不仅全程免费参与，还准备了精致的下午茶歇。这是我们为每一位外贸人准备的福利。
能来听课的，可以扫码加我好友，拉你进群。
注：《外贸掘金进行时》，是由邦阅网发起的第002期栏目，第001期是今年3月在深圳，现场如下图：
02、2场线上课，为跟进客户学习充电
广交会期间，少不了要及时跟进客户，除了已有的客户名片和电话联系外，我们还可以使用海关数据，去分析客户原有的贸易记录，看看他们的成交量和频类如何，以便更好应对接下来的谈话。具体跟进话术可见本文第三条。
在4.16日，我们会直播一下海关数据的操作技巧、逻辑，以及最新的贸易数据展示，同时直播期间送上免费的会员。如果需要购买的，也将提供特价，具体价格关注直播间。
此外在4.23日，还将和大家分享独立站开发客户的相关攻略，重点分享seo的内容，如果大家在用谷歌、官网、独立站、或者其他b2b平台找客户，那么seo的学习一定不要错过。（直播福利：免费针对你所在行业/产品，提供出一份可改善的seo建议）
03、送上展会最强话术，让你健谈如飞
内容主要分为如何接待客户、跟进客户、成交客户，因为篇幅较长，我把内容都放进了下滑框里面方便查看。也可以扫码加我微信，发你话术的pdf文件
☑1：展会中接待客户
1. 引导与招呼
-Morning, Sir. May I show you around ?
-早上好，先生。我带您参观一下我们展位吧？
-May I have your name card ?
-能要一张您的名片吗？
-①Sorry, I just run out of my card.
-抱歉，我的名片刚用完了。
-It's OK. Could you write the information down here?
-没关系，您能把相关信息写一下吗？
-②Sorry, I just have one last card.
-抱歉，我只剩最后一张名片了。
-Doesn't matter. I can take a photo of it.
-没关系，我将名片拍个照就行。
-Our factory is based in Shenzhen. The main products are AAA and BBB.
-我们工厂在深圳，主要产品有AAA和BBB。
-May I know what products you are interested in?
-您对哪方面的产品感兴趣呢？
-You can leave your heavy collections here, my colleague will take care of it.
-您可以把收集到的这些重的彩页资料放在这儿，我同事可以帮忙照看。
-That will be great. They are heavy.
-那太好了，这些资料好重。
注：这样的话，客户就可以歇歇手，为了休息一下而在你的展位多待会和你多聊聊。要知道，逛展会是很辛苦的一件事。
2. 产品介绍与报价方式
-I'm interested in this model.Tell me about it.
-我对这款产品很感兴趣。给我介绍一下吧。
-Well. This is our latest model. It seems very popular on this exhibition. What special about it is the aluminium surface to be vandal-proof and the dented LOGO which gives a premium appearance.
-这是我们的新品，貌似这款在本次展会上很受欢迎。它的独特之处在于表面采用铝合金从而具备防暴功能，金属压铸的LOGO给人感觉很高端。
注：聊到一款产品时一定要迅速切中它的独特之处，抓取客户注意力。
-Could you quote on this model?
-能告诉我这款的报价吗？
-Of course. May I have a rough idea about the quantity?
-当然。您能告知大概的数量吗？
-It depends on the size of projects.
-这要看具体项目的规模。
-I see. Why not having a cup of coffee? We can sit and talk.
-明白了。给您来杯咖啡吧？咱们坐下来谈。
-I'd love to.
-很乐意。
注：坐下来谈，喝点咖啡，吃点点心，会让客户身心得到一定的放松，降低戒备心理，这对缓和谈判的气氛有利。
-The MOQ of this model is 500pcs. It is Ok for you?
-这款产品的最小起订量是500台，您对此有问题吗？
-500 pcs is too much. When we get small projects like 300 or 400 pcs, how could we do?
-五百台太多了。当我们拿到的项目仅需要三四百台时，怎么办？
-If most of your cases are less than 500pcs, we could not accept it. If most of them are over 500 pcs while only a few times less than 500pcs, we can figure it out.
-如果大多数订单都少于500台，我们无法接受。如果多数订单都超过五百，仅仅几次少于五百台，我们可以想办法。
-That's reasonable.
-这比较合理。
-What's the average quantity of your order please? Maybe I can quote on it.
-您的平均采购量是多少？或许我能基于这个数据给您报价。
-It would be around 900pcs.
-大概是900台。
-Alright.(计算器计算一下，然后表情郑重一点给客户报价，显得你很认真。)
Based on 900 pcs, our quotation is $295/piece.
好的，基于900台的数量，我们的报价是295美金一台。
-Oh,that is a little bit higher than your competitors.
-这个价格比你同行要高一点。
-Yes, as you know, we have different types of products too. This is the high-end one. It wouldn't be fair if you compare the price of it to the price of average products from our competitors.
-是的，您知道，我们也有很多不同款的产品。这款产品是高端产品。如果您拿它的价格和同行的普通产品的价格比较，有失公允。
-But the price is still higher than what we expect.
-但是价格还是比我们预期要高。
-We have other products which will meet your price demand. But trust me, you'll get more profit to sell the new model than the cheap ones. The margin is higher. Anyway, we can provide you a full price range of products.
-我们也有其他产品符合您的价格预期，但是相信我，这款新品能够给您带来比老款更高的利润，它的差价比老款有更大空间。不管怎样，我们可以提供各种价位的产品给您。
-Yes, you surely have a complete range of products.
-嗯，你们的产品系列确实很齐全。
注：灵活应对客户提出的所有问题，做不到的事情也不要绝对地否定，凡事留有余地。
3.谈话尾声
-This is a small gift for you.
-这是送给您的一点小礼品。
注：提前准备一点印了公司LOGO的小礼品给客户，建议是可以随身携带的小礼品。
-Do you mind taking a photo with me?
-您是否介意和我拍张合影？
-Would you mind me adding your Skype or Wechat/ LinkedIn/ Whatsapp and send you the photo?
-您是否介意我加一下您的skype/微信/LinkedIn/Whatsapp,我把照片发给您。
注：不管是谈话中，还是谈话侯，尽量现场就把人家加上，然后加深客户对你的印象，例如把展会上的照片、合影发给客户。
☑2：展会中跟进客户
展会中进行及时的跟进工作，主要有针对名片的回复、邮件的回复。
1. 名片的回复
很多人说展会结束后的一两天联系客人最好，有人说回国回公司后联系客人最好，因为客人也要休息，也要回家，也还有周末。但我告诉你，展会当天联系客人才是最好的！
人都是喜欢被重视的，这是当天联系客户会产生的一个好感。
2. 邮件的回复
当天联系的第一封邮件该怎么写？我们需要达到三个目标：
承上，建立直接印象。
击中，落实具体事项。
启下，铺垫后续营销。
我建议用这种邮件形式：
标题
Custom Led Light Project ( Roy From HANNOVER MESSE Meeting Today )
正文
Hi *******,
Nice evening.
This is Roy, from XX company which you met today. See below our photo on booth.
About your interested Led light, see data sheet and pictures in attachment. The best price will be provided once get your quantity.
More requirements, just inform or visit us.
Sincerely
Roy
(Signature + Photo)
这个邮件的好处有4点。
1. 能一句话把一件事情，两句话把两件事情说清楚的，就不要多废话。
2. 邮件的开始一定要让对方快速和你对接，为什么标题要加today，其实就是要强调时间。找回你们共同的话题和记忆点。
3. 邮件的结尾除了提醒回复，还一定要留余地好接，方便后续邮件或话题的跟进。
4. 用语简单易懂。别秀语法词汇，搞不好人家理解错了，你还更麻烦，自找苦吃。所以写邮件直白点。
☑3：展会中快速跟进并成交客户
如何快速跟进，以及如何布局长期营销。这两者是互相配合，缺一不可的。
在第一封邮件模版的最后留下过一个伏笔，More requirements, just inform or visit us。
这句话就是引导，提醒和引导客户第二天主动来找你，千万不要小看了这些细微的潜意识引导。
有些客人会给你回复，但他并不会第二天再来你展位，可能他已经回去了。所以，这个时候你就会发现，我们每天参展完回去除了要给当天的客人写第一封邮件之外，还要给回复的客人以回复。
还有一种情况是客户没回复，如何处理？
客户没回复，非常正常，这个不用特别担心。我的建议是第二天继续跟进这封邮件。
我们来看模版。
标题
Custom Led Light Project ( Roy From HANNOVER MESSE Meeting on yesterday )
正文
Hi *******,
Nice evening.
This is Roy again, from XX company which you met yesterday. See below our photo on booth.
About your interested Led light, see data sheet and pictures in attachment. The best price will be provided once get your quantity.
More requirements, just inform or visit us.
our booth is XXXXX.
Sincerely
Roy
(Signature + Photo)
为什么要接第一封邮件的话题？因为我们想要营造最好的客户体验，这是我们最想让客户知道的。
那如果第三天还是没收到客户的邮件呢，怎么办？要不要继续发邮件跟进？
我的建议是，不要跟进。一般展会是三天，多的四天。第一天，第二天邮件跟进后，第三天就不用跟进了，第四天我也不怎么建议。为什么？因为我们要学会给客户一些空间和时间。
但如果还是没收到客户回复，那什么时候再催更好呢？回到原点，就像很多人都是展会结束回到家里再联系客户一样，也就是展会结束后跟进第三封邮件，一般是展会当天后的第五天。
第一天，第二天，第五天，这是最好的节奏。
☑4：展会里常用的英语口语
整理出一些展会里常用的英语口语，无论是巩固还是临阵磨枪，都能有所帮助。
1.互相介绍
1.Let me introduce myself. My name is Andy, an Int’l salesman in the Marketing Department.
2.Hello, I am Andy, an Int’l salesman of E-fashion Electronic Company. Nice to meet you. /pleased to meet you. / It is a pleasure to meet you.
3. I would like to introduce Mark Sheller, the Marketing department manager of our company.
4. Let me introduce you to Mr. Li, general manager of our company.
5. 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.
6. If I’m not mistaken, you must be Miss Ada from France.
7.Do you remember me? Andy from PVC. We met several years ago.
8. Is there anyone who has not been introduced yet?
9. It is my pleasure to talk with you.
10. Here is my business card. / May I give you my business card?
11. May I have your business card? / Could you give me your business card?
12. I am sorry. I can’t recall your name. / Could you tell me how to pronounce your name again?
13. I’m sorry. I have forgotten how to pronounce your name.
2.随口闲谈
1. Is this your first time to China?
2. Do you travel to China on business often?
3. What kind of Chinese food do you like?
4. What is the most interesting thing you have seen in China?
5. What is surprising to your about China?
6. The weather is really nice.
7. What do you like to do in your spare time?
8. What line of business are you in?
9. What is your opinion? What is your point of view?
10. No wonder you're so experienced.
11. It was nice to talking with you. / I enjoyed talking with you.
12. Good. That's just what we want to hear.
3.确认话意
1. Could you say that again, please?
2. Could you repeat that, please?
3. Could you write that down?
4. Could you speak a little more slowly, please?
5. You mean…is that right?
6. Do you mean..?
7. Excuse me for interrupting you.
4.社交招待
1. Would like a glass of water? / Can I get you a cup of Chinese red tea? / How about a Coke?
2. Al right, let me make some. I’ll be right back.
3. A cup of coffee would be great. Thanks.
4. There are many places where we can eat. How about Cantonese food?
5. I would like to invite you for lunch today.
6. Oh, I can’t let you pay. It is my treat, you are my guest.
7. May I propose that we break for coffee now?
8. Excuse me. I’ll be right back
9. Excuse me a moment.
5. 引导与招呼
1. Wish you a very pleasant journey home? Have a good journey!
2. Thank you very much for everything you have done for us during your stay in China.
3. It is a pity you are leaving so soon.
4.I’m looking forward to seeing you again.
5.I’ll see you to the airport tomorrow morning.
6.Don’t forget to look me up if you are ever in Fuzhou. Have a nice journey!
6.客户询问
1.Could I have some information about your scope of business?
2.Would you tell me the main items you export?
3. May I have a look at your catalogue?
4. We really need more specific information about your technology.
5. Marketing on the Internet is becoming popular.
6. We are just taking up this line. I’m afraid we can’t do much right now.
