Many exhibitors feel that there is no effect after participating in the exhibition. In fact, they often ignore the work of following up with customers after participating in the exhibition, because how to follow up with customers in time after the exhibition is the key to success. At the end of the exhibition every day, the customers of the day should be sorted and sorted, and the talking points should be recorded. Cooperate with the group photo and try to remember the customer’s appearance and name. In addition, judge this year’s product fashion trends based on the needs raised in customer conversations, and discuss new product development and promotion with the company’s decision-makers after the show. For example, the car LCD TV exhibited at the exhibition has a maximum size of 17 inches, and many customers have asked whether to produce a 21-inch LCD TV. This is a potential market signal. If you take the lead and produce a 21-inch LCD TV, then your sales this year will be good.
Timely follow-up after the show. At the end of the exhibition, it can only be said that the work is only halfway through. What really matters is the timely follow-up after the exhibition.
According to the process and results of negotiations with customers at the exhibition, customers are divided into formal customers, potential customers, and invalid customers. The formal customers here refer to the old customers, and the work can be carried out according to the two points mentioned above. Potential customers refer to customers who have a clear intention to order your products and only need to follow up and confirm some details before placing an order. Invalid customers refer to customers who only left business cards at the exhibition without communicating with them, and the other party is only a customer who collects some information. Sort out the customer records during the exhibition, correspond to the customers, and add some of your own ideas to prepare for the next step of the work.
Send emails to each customer and be careful not to send them in bulk. The email reflects the content of the last exhibition. For key customers, we must focus on contact, first contact key customers, distinguish the priority. A group photo taken during the exhibition is attached in the attachment.
Reply to customers
After the mail is sent out, I will receive some replies one after another. Read these replies carefully, grasp the true thoughts of the customer, and reply to the content of the customer’s reply in a timely manner. If a customer needs a quotation for a certain product, a quotation will be made specifically for the customer. Don’t underestimate a quotation, you have a lot of knowledge. 1. The name of the quotation. Many people just name the quotation “quotation”. In fact, this is a relatively superficial and irresponsible approach. Customers will think that this is an ordinary offer, so the price is not enough. My approach is quotation + customer name + date. Don’t underestimate and add a few more words. The customer will think that you are a price order made specifically for him and will take the price inside seriously. Another advantage is that you can find this quotation quickly. 2. The content and format of the quotation are also very important. SHEET1 is the quotation and SHEET2 is the customer information. The left side of the quotation sheet is the company’s LOGO, and the right side is the company’s name and contact information. The quotation includes the following items: product name, picture, unit price, characteristics, specifications and packaging methods, etc. At the bottom are some terms.
Follow up again.
If the customer is satisfied with your product and price, you have to induce him to order your product, such as asking for the quantity, time, and trading conditions of the order, and use these to guide the customer to the topic. If you send an e-mail and the customer does not respond, send another e-mail that has changed since the last one week later. If the customer still does not respond, you have to consider whether the customer is not interested in your product. If frequent emails will cause customers’ disgust, you may wish to add one to the next third email. If your company does not want to receive this email, please reply and explain. In short, you should gain something from participating in the exhibition, which is inseparable from the work you have done before and after the exhibition. Exhibiting one’s own products and one’s own image is a big job for exhibitors. So, to participate in the exhibition is to be “conference exhibition”