展会人山人海，如何吸引更多客户？
展会接待的客户，哪些有可能下大单？
展会现场有意向的客户，怎么跟进转化更高？
介绍一些参展小技巧，看看外贸销冠是怎样参展的，让您的参展效果事半功倍！
一、参展准备
1.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。
2.参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，参加展会的业务和销售应该了解甚至熟知：
展会主打产品的参数、性能、型号；
针对不同的市场，对应畅销的款式是哪些？
展会主打产品对应的主要卖点；
按国家/地区整理公司出过货的产品价格；
了解行情，对同行的价格和原材料的变动心中有数；
3.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。
帆布袋：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。
4.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：
针对客户，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。
Dear John Smith,
I just wanted to let you know that we will be exhibiting at [Trade Show Name] again this year.
You can find us at [Booth Number].
If you are attending this year’s show again, we’d be happy for you to drop by. I’d love to show you some of our new product and hear about what your company has been up to in the past year.
Hoping to see you there!
Best regards,
Lily Lee
Dear John Smith,
We’re excited to announce that [ABC Company] will be attending [Trade Show name] this year in [Month of trade show]!
We can’t wait to network with others in the industry, learn more about the new product and design, and take home knowledge we can apply to our current production processes.
If you’ll also be in attendance, we’d love to catch up! Stop by [Booth number] and say hi.
Best regards,
Lily Lee
二、展中跟进
1.客户接待
主动邀请：对在门口驻足的客户，主动邀请他们进入展位。
礼貌交流：与客户交流时，保持微笑，使用礼貌用语，双手递接名片和资料。
Hi XXX, you can let me know your requirements. I will take care of that.
Good morning, welcome to our booth. My name is XX.
递交自己名片的同时问 May I have your name card please? 快速扫一下名片的logo、公司名称，对客户有个基本的了解。
合影留念：与重要客户合影留念，方便后续跟进。
2.现场演示与讲解
产品演示：进行现场产品演示，展示产品的功能和优势。
详细讲解：向客户详细介绍公司及产品的背景，解答客户的疑问。
从产品质量、品控出发：
We have a very strict quality controlling system which promises that goods we produce are always of the best quality. You can see it is best not only in material, fashionable in design, but also super in workmanship.
我们有严格的质量控制体系，确保生产的产品始终完美。您可以看到它不仅材质好，设计时尚，而且做工上乘。
从品牌价值、服务出发：
As a leading brand in the industry, we are committed to providing you with the most professional and personalized service. Our product not only represents the top level of quality but also reflects your unique taste and status.
作为行业内的领先品牌，我们致力于为您提供最专业和个性化的服务。我们的产品不仅代表着顶级的质量，还能体现您独特的品味和地位。
3.信息记录
客户信息记录：详细记录客户的姓名、单位、联系方式等信息，并将谈话要点记录下来。
需求分析：根据客户的需求和反馈，判断市场趋势，为后续的产品开发和推广提供依据。
4.现场活动
促销活动：设置现场促销活动，如折扣优惠、礼品赠送等，吸引客户当场签单。
5.日常英文话术
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。
①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.
②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.
③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.
④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?
⑤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.
⑥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.
⑦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.
⑧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?
⑨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.
⑩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.
