Second, we should make full preparations for people, time, land, materials and funds.
Third, we should be organized.
What is this grouping for? It is a combination of multiple destinations and can be divided into several parts. For example, there are those who collect information-because almost all competitors and the upstream and downstream of this industry will go to an exhibition, which is an important opportunity for you to collect information about the whole industry. For another example, some people specialize in making friends. Sometimes these friends will invite experts to give speeches, invite officials to cut the ribbon and talk. There will be managers in the industry, peers, your upstream suppliers, your downstream, friends from the media and friends from the government. So I will make some friends with my peers, and I will also make some friends with my peers and people in the association. You have to assign personnel, who will attack each part.
Fourth, find potential customers.
Who are your potential customers? How many potential customers are you going to collect? Of course, you can't say as much as possible. You should set a target number so that you can consider how many people to bring. How much information did you bring? At the scene, you should distinguish between potential customers and people who come to watch the fun. What questions do potential customers usually ask? Who is assigned to deal with potential customers and who is assigned to deal with tourists? First, there are a lot of materials to prepare, and everyone has them; Second, we must put it far away, otherwise it will be gone and there will be no time to do it again. In a few days, when the manufacturer comes, your business card will be gone, and your information will be gone. You should safeguard your resources.
Fifth, product introduction.
If you think you have a chance to catch people who are interested in talking, please ask them to sit down and talk. At this time, you should give them complete information. For potential customers, you should try your best to let them leave a message. How to leave? What seduction skills does everyone like? For example, if you leave a business card and fill in the information, you will have a chance to win the grand prize.
Sixth, expand brand awareness.
In order to standardize purchasing behavior and avoid human misconduct, large enterprises adopt bidding.
In addition to public relations, small and medium-sized enterprises should also participate in bidding to strive for good projects and good users. Bidding is the general trend.
This popularity certainly shows the level of the exhibition you participated in today; Besides the booth, it is also related to your employees' clothes and your gifts. Try to impress others with your brand. For example, gifts, he will not throw them around, but keep them for use. In the past, when computers were booming, many manufacturers gave mice, and the package was his website and company profile. Since customers can't bear to throw it away, put it there and watch it every day. Giving different things can increase the brand's popularity and rendering power. It is very good exercise for your people to come in and participate in the exhibition. They can be well informed, but they really need to be organized.
Seventh, comprehensively consider and earn it back.
It is very tiring to attend the exhibition, so we should find out the time and place for eating, where the toilet is and where the center of our residence is. Besides, what's your network like? Don't ignore who cares about traffic and all aspects of the layout. In a word, you should be good at participating in exhibitions. No matter how beautiful the booth is, everything else is weak. If it doesn't play a multi-level role, it may not be done well next time. It takes a lot of time and energy to attend an exhibition, so you must earn it back.
Eighth, follow up after the meeting according to the effective information.
You should pay attention to what you say after the meeting. Suppose you collect 400 pieces of customer information. Generally speaking, you will soon forget and lose your excitement after attending the meeting, three to five days, at most two weeks. So you must finish the follow-up work within 5 days. A person can call ten times a day. You have to give them the compilation and the list. Suppose there are local customers going to the exhibition, you have to visit for a few days. So follow up this part after the meeting and be sure to control it.
Strategic Peer Selling Skills
The last skill is called strategic partner sales skill. This is the highest orientation of customer relationship management, which is to establish long-term peer relationship. There is a motive in this, which is to let customers share the benefits.
There are several ways to share benefits: one is that you only need old customers to get discounts or discounts, which is the simplest. Another way is to get some accumulated points, and some points accumulated by companies, that is, to return some discounts when several expenses are accumulated, such as going to the United States to attend a technical seminar in Silicon Valley. Of course, this is the profit of big companies, but if I can take a trip to Silicon Valley in the United States, I will seriously accumulate points. So you need to know who is particularly interested in it and on whose head you want to accumulate it. There is also collaborative product development, for which a scheme, a style, a series and a mold should be specially designed, and a booth should be specially set up for collaborative development. You can also stop some projects through cooperation or joint venture. These are long-term strategic partnerships that can be gradually extended in various ways. For example, Chinese and foreign management has a governing unit, and everyone should have a collaboration, which may be a deeper relationship. These ideas and methods are all aimed at creating more added value for customers.