新聞分類
第125屆廣交會已經(jīng)開始了。作為外貿(mào)企業(yè)獲得訂單的線下渠道之一，做外貿(mào)的你一定很想到廣交會參展，從而獲得更多訂單。如何在眾多參展商中脫穎而出，在最短的時間內(nèi)吸引到意向客戶，向交易達成邁向成功的第一步呢？
本文將總結(jié)一些廣交會期間的攻略供大家參考。
第一期：2019年4月15日-19日
展出內(nèi)容：電子及家電、照明、車輛及配件、機械、五金工具、建材、化工產(chǎn)品、新能源、進口展區(qū)。
第二期：2019年4月23日-27日
展出內(nèi)容：日用消費品、禮品、家居裝飾品等。
第三期：2019年5月1日-5日
展出內(nèi)容：紡織服裝、鞋、辦公箱包及休閑用品、醫(yī)藥及醫(yī)療保健、食品、進口展區(qū)。
廣交會前期
約客戶
如果你去參展，而且有展位，一定要告知你的客戶，所有的聯(lián)系過的客戶。
公布參展信息
展會已經(jīng)不再是外貿(mào)人生意往來的唯一手段，展會前最快通知到客戶的手段當(dāng)數(shù)數(shù)字營銷。無論你是利用搜索引擎廣告，還是社交媒體，或者是其他平臺類推廣，此時一定要好好利用起來。把參展信息統(tǒng)統(tǒng)掛上去吧！通知到老客戶的同時，還能吸引一些新客戶慕名而來。
發(fā)邀請函
雖然這看上去每個外貿(mào)人都知道事情，但是發(fā)邀請函還是每次參展前必須做的。給客戶發(fā)邀請函一般分2種，一種是簡單的郵件通知，告訴客戶具體的攤位號。
如果是比較重要的客戶，一般是發(fā)國際快遞，同時附上公司禮物，發(fā)邀請函的過程也是公司形象展示和聯(lián)絡(luò)客戶感情的過程。如果是老客戶，企業(yè)發(fā)邀請函過程中也對有些意向單的交易條款進行明確，為交易會現(xiàn)場和客戶工廠到訪下單做鋪墊。
儲備產(chǎn)品知識
在展會上，人多的時候，大家都在忙，沒人會幫你接待客戶，尤其是新人，這個時候你不能指望著讓別人幫你談一些細節(jié)，你也不能客戶有問題，就跑去找人問，客戶來一次展會沒有那么多時間等你確認(rèn)。
所以，你必須提前精心準(zhǔn)備你參展產(chǎn)品的詳細中英文資料，看熟，背熟參展產(chǎn)品的英文描述，規(guī)格，功能，生產(chǎn)用原材料，加工工藝，檢驗標(biāo)準(zhǔn)，F(xiàn)OB價格，每種產(chǎn)品的凈重，包裝后的毛重，外包裝尺寸，20‘貨柜可以裝的最多數(shù)量。等等
收集展品實物
趕快下工廠（車間）收集典型樣品實物，記得帶相機。樣品不求多，但求精。帶不了的樣品一定要拍相片。要做好樣品的分類和編號，計下供應(yīng)價格。
你的手機怎么用
預(yù)裝名片管理類的APP,掃描名片后直接轉(zhuǎn)成手機通訊錄儲存格式，存入手機；whatsapp軟件，viber，kakaotalk，line，facebook等等，這些軟件可以讓你輕松的找到客戶，聯(lián)系到客戶。
準(zhǔn)備記錄本、裝訂機
記錄本用來記錄客戶的每一個關(guān)注點，不要太小氣，為每個客戶都單獨留上幾頁，跟客戶談的時候邊交談，邊記錄，一方面有利于自己的后期跟蹤，另一方面，客戶會體會到被人重視的感覺。
訂書機的作用用來訂名片，把你的每一個客戶的信息跟客戶的名片釘在一起，后期方便整理，不會出現(xiàn)混亂。
廣交會期間
交易會現(xiàn)場關(guān)鍵是要靈活和察言觀色，一般一個客戶看產(chǎn)品和攤位超過5秒，銷售人員就應(yīng)該迎上去打招呼。也許有些客戶不夠堅定，好的銷售員會建議客戶盡量坐下來，同時第一時間拋出自己最具吸引力的產(chǎn)品給客戶介紹。
認(rèn)真記錄
有客人來，收到客人的名片馬上用訂書器釘在A4大的客戶信息筆記本上，和客戶交談時，把客戶來到攤位的日期，時間，客戶的需求，交貨港，感興趣的產(chǎn)品，規(guī)格花色等每一個交易核心的關(guān)鍵點都一一記錄在案。對待客戶要真誠和誠懇，并且來者都是客，無論是歐洲客戶還是小國家客戶企業(yè)都真誠對待，耐心對待。
第一個產(chǎn)品的價格報低
一般來說客戶會問幾個產(chǎn)品的系列價格單，報價策略一般是這樣的，打組合拳。給客戶的第一個報價是最低的，甚至有可能不賺錢，因為客戶一開始的問價格很多時候是投石問路，讓客戶有吸引力后，在之后的繼續(xù)報價過程中價格趨于正常。這樣一般會有非常好的效果。
專業(yè)決定勝負(fù)
其實交易會現(xiàn)場的效果，業(yè)務(wù)員的專業(yè)性是非常關(guān)鍵的。比如對產(chǎn)品知識的了解，對市場的了解，特別是對競爭對手的了解，能讓客戶信服自己產(chǎn)品的優(yōu)勢。所以業(yè)務(wù)員平時應(yīng)該多提升自己的業(yè)務(wù)專業(yè)素質(zhì)。
不要急于現(xiàn)場成交
這點非常關(guān)鍵，其實真正有價值的客戶都是需要交易會后開會研究分析采購行為的，下單的黃金周期一般是交易會結(jié)束后3周內(nèi)，現(xiàn)場成交的往往是像印度這樣的小客戶。只要你把自己的產(chǎn)品和企業(yè)優(yōu)勢真正的跟客戶有效溝通好了，那就可以了。
攤位儀態(tài)
在攤位沒有來客的時候，不要聚攏閑聊。如果買家走過你的展位，而你們卻都圍在一起閑聊，沒有人跟他互動，客戶很可能就徑直走過你們的攤位。這樣有可能錯過一個大客戶。
沒有客戶時，要面對著通道站著或者坐著，這樣也不容易錯過任何一個走過的買家。肢體語言應(yīng)該傳遞開放和積極。不要抱臂。坐著也不要翹著二郎腿。不要晃動雙腿。更不要趴在桌子上打盹。
重要的客戶晚上再次跟進
客戶走后，在館里利用閑暇時間給他發(fā)郵件重復(fù)一遍你們在攤位談?wù)摰氖虑椋阉蟮漠a(chǎn)品價格和在攤位和他的合影發(fā)給他，或者更詳細解答他在展會上的問題，這樣有助于加深對你的印象。
因為廣交會參展同類產(chǎn)品的參展商很多，客戶到別的攤位可以看到和你產(chǎn)品差不多或者更好的產(chǎn)品，你不馬上聯(lián)系他，他有可能把你忘了。所以在廣交會期間要及時跟進，對于那些對你們攤位非常感興趣的客戶，并且留下手機號碼或者酒店房間號的，晚上可以請他吃飯，一起娛樂一起談?wù)摌I(yè)務(wù)，進一步加深印象，搞定他。
拍照合影
廣交會是國際上有名的大型國際展會，是顯示企業(yè)的規(guī)模和實力的地方，自己可以多拍一些參展照片，比如和在你的攤位和你談?wù)摵荛L時間的重要客戶，那些對產(chǎn)品有興趣的客戶，如果他們同意，盡可能和他們合影，既有憊忘的好處，也有再和客戶跟進時發(fā)給他照片顯得親切的一面。
廣交會后期
交易會結(jié)束，你的工作才剛剛真正開始。
一個優(yōu)秀營銷人員的交易會的習(xí)慣，就是用一個長的筆記本把客戶的名片用訂書機訂在筆記本上，并且在名片下面詳細記錄客戶的談話關(guān)鍵點，交易會結(jié)束回到公司，企業(yè)一般是開業(yè)務(wù)分析會，分析客戶的情況，可以通過Google和海外的行業(yè)協(xié)會了解客戶。客戶的分析越詳細我們后期的跟進就越有針對性，效果也越好。
客戶跟進的技巧一般是交易會結(jié)束后一周內(nèi)跟進，黃金的下單周期是3周內(nèi)。
來參加廣交會的采購商大概是兩種，一種是進出口商，這樣的中間商類型的比較多，但是價格要求低一些，因為是中間商嗎，但是他們的訂貨數(shù)量往往很大，而且比較容易成交。
另一種是本行業(yè)的客戶的，他們價格會好一些，但是他們是本行業(yè)的專家，要求嚴(yán)格一些，訂貨數(shù)量可能不是太多。
但是無論哪一種，你都必須讓客戶覺得你很專業(yè)，價格要在客戶能接受的范圍內(nèi)，最后達成訂單就是遲早的事了。
同時想辦法，盡可能找到客戶其他的聯(lián)系方式比如名片上的MSN、Skype、Yahoo聯(lián)系方式，能加的盡量去加上。教你一個方法，可以把客戶的郵箱，名字，公司名的信息輸入skype搜索欄，這樣可以加到不少客戶的skype，有利于你與客戶的溝通。還有臉書等等的聯(lián)系方式。
廣交會常用語
介紹問候篇
① Let me introduce you to Mr. XX, general manager of our company.
讓我介紹你認(rèn)識，這是我們的總經(jīng)理，XX先生。
② It's honor to meet you.
很榮幸認(rèn)識你。
③ How do I address you?
如何稱呼您？
④ It's going to be the pride of our company.
這將是本公司的榮幸。
⑤ What line of business are you in?
你做哪一行？
⑥ Keep in touch.
保持聯(lián)系。
⑦ Thank you for coming.
謝謝您的光臨。
⑧ Don't mention it.
別客氣。
⑨ Excuse me a moment.
對不起，失陪一下。
⑩ Excuse me, I'll be right back.
對不起，我馬上回來。
產(chǎn)品交流篇
① What about having a look at sample first?
先看一看產(chǎn)品吧？
② How do you feel like the quality of our products?
您覺得我們產(chǎn)品的質(zhì)量怎么樣？
③ This product is to the taste of European（市場隨機應(yīng)變） market.
這種產(chǎn)品在歐洲很受歡迎。
④ What about placing a trial order?
何不先試訂貨？
⑤ You can rest assured.
你可以放心。
⑥ The quality of ours is as good as thatof many other suppliers, while our price are not high as theirs. By the way, whichitems are you interested in?
我們的產(chǎn)品質(zhì)量與其他生產(chǎn)商的一樣好，而我們的價格卻不像他們的那樣高。哎，你對哪個產(chǎn)品感興趣？
⑦ Do you have specific request forpacking? Here are the samples of packing available now, you may have a look.
你們對包裝有什么特別的要求嗎？這是我們目前用的包裝樣品，你可以看下。
⑧ We are always improving our design andpatterns to confirm to the world market.
我們一直在提高我們的設(shè)計水平，以滿足世界市場的需求。
討價還價篇
① What about the price?
對價格有何看法？
② What do you think of the payment terms?
對支付條件有何看法？
③ Thank you for your inquiry. Would youtell us what quantity you require so that we can work out the offer?
謝謝你的詢價。為了便于我方提出報價，能否請你談?wù)勀惴叫枨髷?shù)量？
④ To a certain extent, our price dependson how large your order is?
在某種程度上，我們的價格就得看你們的定單有多大。
⑤ This is the price list, but it only serves as a guide line .Is there anything you are particularly interested in?
這是價格表，但只供參考。是否有你特別感興趣的商品？
⑥ Here are our FOB price.All the price inthe lists are subject to our final confirmation.
這是我們的FOB價格單。單上所有價格以我方最后確認(rèn)為準(zhǔn)。
⑦ In general, our prices are given on aFob basis.
通常我們的報價都是FOB價。
⑧ We offer you our best prices, at whichwe have done a lot business with other customers.
我們向你們報最優(yōu)惠價，按此價我們已與其他客戶做了大批生意。
⑨ Moreover,we've kept the price close to the costs of production.
再說，這已經(jīng)把價格壓到生產(chǎn)費用的邊緣了。
⑩ I wonder if you have found that our specifications meet your requirements,I'm sure the price we submitted are competitive.
不知道您認(rèn)為我們的規(guī)格是否符合你的要求，我敢肯定我們的價格是非常有競爭力的。
? While we appreciate your cooperation, we regret to say that we can't reduce our price any further.
雖然我們感謝貴方的合作，但是很抱歉，我們不能再減價了。
? The exchange rate between RMB and U.S.Dollar is so unsteady.
人民幣對美元的匯率極不穩(wěn)定。
? I hope you will come back to xx again.
希望你能再來XX做客。
接待客戶常用英語集錦
小知識
證 badge
護照 passport
注冊，報到 register
采購代表 purchasing agent
邀請函 invitation
身份證 ID card
駕照 driving license
辦證 make the badge
補辦證 re-apply a new IC card（re-application）
個人有效證件 personal document
電子請?zhí)? E-invitation
重要通知單 Important Notice
名片 Business card / name card
行李寄放處 Luggage office
穿梭巴士 Shuttle bus
柜臺 Counter
一、見面問好
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. u.
Welcome to China.
We really wish you'll have a pleasant stay here.
I hope you’ll have a pleasant stay here. Is this your fist visit to China?
Do you have much trouble with jet lag?
二、展會寒暄用語
1. Let me introduce you to Mr. Li, general manager of our company.
讓我介紹你認(rèn)識，這是我們的總經(jīng)理，李先生。
2. It’s an honor to meet.
很榮幸認(rèn)識你。
3. Nice to meet you . I’ve heard a lot about you.
很高興認(rèn)識你，久仰大名。
4. How do I pronounce your name?
你的名字怎么讀？
5. How do I address you?
如何稱呼您？
6. It’s going to be the pride of our company.
這將是本公司的榮幸。
7. What line of business are you in?
你做那一行？
8. Keep in touch.
保持聯(lián)系。
9. Thank you for coming.
謝謝你的光臨。
10. Don’t mention it.
別客氣
11. Excuse me for interrupting you.
請原諒我打擾你。
12. I’m sorry to disturb you.
不起打擾你一下。
13. Excuse me a moment.
對不起，失陪一下。
14. Excuse me. I’ll be right back.
對不起，我馬上回來
三、展會常用談判用語
What about the price?
對價格有何看法？
What do you think of the payment terms
對支付條件有何看法？
How do you feel like the quality of our products?
你覺得我們產(chǎn)品的質(zhì)量怎么樣？
What about having a look at sample first?
先看一看產(chǎn)品吧？
What about placing a trial order?
何不先試訂貨？
The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs. By the way, which items are you interested in?
我們的產(chǎn)品質(zhì)量與其他生產(chǎn)商一樣的好，而我們的價格卻不象他們的那樣高。哎，你對哪個產(chǎn)品感興趣？
You can rest assured.
你可以放心。
We are always improving our design and patterns to confirm to the world market.
我們一直在提高我們產(chǎn)品的設(shè)計水平，以滿足世界市場的要求。
This new product is to the taste of European market.
這種新產(chǎn)品歐洲很受歡迎。
I think it will also find a good market in your market.
我認(rèn)為它會在你國市場上暢銷。
Fine quality as well as low price will help push the sales of your products.
優(yōu)良的質(zhì)量和較低的價格有助于推產(chǎn)品
While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.
雖然我們感謝貴方的合作，但是很抱慊，我們不能再減價了。
Reliability is our strong point.
可靠性正是我們產(chǎn)品的優(yōu)點。
We are satisfied with the quality of your samples, so the business depends entirely on your price.
我們對樣品的質(zhì)量很滿意，因此交易的成敗就取決于你們的價格了。
To a certain extent，our price depends on how large your order is.
在某種程度上，我們的價格就得看你們的定單有多大。
This product is now in great demand and we have on hand many enquiries from other countries.
這種產(chǎn)品現(xiàn)在需求量很大，我們手頭上來自其他國家的很多詢盤。
Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?
謝謝你詢價。為了便于我方提出報價，能否請你談?wù)勀惴叫枨髷?shù)量？
Here are our FOB price. All the prices in the lists are subject to our final confirmation.
這是我們的FOB價格單。單上所有價格以我方最后確認(rèn)為準(zhǔn)。
In general, our prices are given on a FOB basis.
通常我們的報價都是FOB價
四、機場接客
Excuse me; are you Mr. Wilson from the International Trading Corporation?
How do I address you?
My name is Benjamin liu. I’m from the Fuzhou E-fashion Electronic Company. 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.
Do you need to get back your baggage?
Is there anything you would like to do before we go to the hotel?
五、相互介紹
Let me introduce my self. My name is Benjamin Liu, an Int’l salesman in the Marketing Department.
Hello, I am Benjamin Liu, an Int’l salesman of FUZHOU 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. Zhen, this is our Marketing Director, Mr.Lin.
And this is our RD Department Manager, Mr. Wang.
If I’m not mistaken, you must be Miss Chen from France.
Do you remember me? Benjamin Liu from Marketing Department of PVC. We met several years ago.
Is there anyone who has not been introduced yet?
It is my pleasure to talk with you.
Here is my business card. / May I give you my business card?
May I have your business card? / Could you give me your business card?
I am sorry. I can’t recall your name. / Could you tell me how to pronounce your name again?
I’ am sorry. I have forgotten how to pronounce your name.
六、小聊片刻
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?
The weather is really nice.
What do you like to do in your spare time?
What line of business are you in?
What do you think about…? /What is your opinion?/What is your point of view?
No wonder you're so experienced.
It was nice to talking with you. / I enjoyed talking with you.
Good. That's just what we want to hear.
七、確認(rèn)話意
Could you say that again, please?
Could you repeat that, please?
Could you write that down?
Could you speak a little more slowly, please?
You mean…is that right?
Do you mean..?
Excuse me for interrupting you.
八、社交招待
Would like a glass of water? / can I get you a cup of Chinese red tea? / How about a Coke?
Alright, 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.
Oh, I can’t let you pay. It is my treat, you are my guest.
May I propose that we break for coffee now?
Excuse me. I’ll be right back
Excuse me a moment.
九、告別用語
Wish you a very pleasant journey home? Have a good journey!
Thank you very much for everything you have done 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.
Don’t forget to look me up if you are ever in FUZHOU. Have a nice journey!
十、約會客戶
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?
I’m afraid I have to cancel my appointment.
It looks as if I won’t be able to keep the appointment we made.
Will you change our appoint tomorrow at 10:00 to the day after tomorrow at the same time?
Anytime except Monday would be all right.
OK, I will be here, then.
We'll leave some evenings free, that is, if it is all right with you.
十一、市場銷售
客戶詢問
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.
We are just taking up this line. I’m afraid we can’t do much right now.
回答詢問：
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?
That 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.
The product will find a ready market there.
Our product is really competitive in the world market.
Our products have been sold in a number of areas abroad. They are very popular with the users there.
We are sure our products will go down well in your market, too.
It’s our principle in business “to honor the contract and keep our promise”.
Convenience-store chains are doing well.
We can have anther tale if anything interests you.
We are always improving our design and patterns to confirm to the world market
Could you provide some technical data? We’d like to know more about your products.
This product has many advantages compared to other competing products.
There are certainly being problems in the sale work at the first stage. But suppose you order a small quantity for a trail.
I wish you a success in your business transaction.
You will surely find something interesting.
Here you are. Which item do you think might find a ready market at your end?
Our product is the best seller.
This is our newly developed product. Would you like to see it?
This is our latest model. It had a great success at the last exhibition in Paris.
I’m sure there is some room for negotiation.
Here are the most favorite products on display. Most of them are local and national prize products.
The best feature of this product is that it is very light in weight.
We have a wide selection of colors and designs.
Have a look at this new product. It operates at touch of a button. It is very flexible.
This product is patented
The functioning of this software has been greatly improved.
This design has got a real China flavor.
The objective of my presentation is for you to see the product’s function.
The product has just come out, so we don’t know the outcome yet.
It has only been on the market for a few months, bust it is already very popular.
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