Exhibition is a very effective marketing channel. Both
buyers and sellers will consult with each other within several days .Generally
speaking, exhibition is with high investment and happen in a short time, then
how to make good use of the precious time to obtain maximized benefit is
believed to be the main concern for all the exhibitors.
Maybe the key points
for a successful exhibition are all common sense, but it is highly suggested to
take these sights as the principles for all your employers during the
exhibition. Exhibition Intention: Informing and inviting the intentional
clients in advance to visit us (1 month in advance in mainland, and 3 to 6
months in advance for foreigners)
1. E-commerce is media, but not seller’s .We intended to
present us to exhibitors and visitors, the most important is our clients.
2. Collecting overseas buyers information (request their
personal signature)
3. Collecting information of new market and new product
4. Collecting rivals materials (know about what they are
doing)
5. Sign the intentional advertising contract right away (contract
extension before half years)
6. Strengthen public awareness of our company brand
7. Establish good relationship with media
8. To hold professional seminar which you can choose to
attend or not during exhibition (new-tech and new-trend). All relevant workers
should fully learn industry knowledge for this exhibition in advance Pay
attention to company’s image (work and end working on time and finish exhibiting
according to stipulation made by organizers.
9. Do not sit .Sitting on the booth will give visitor
impression that you do not want to be disturbed. (Please sit outside if you are
tired).
10. Do not read. Generally you only have 2 to 3 seconds to
attract visitors to stop in your booth. If you are reading magazines or newspaper,
people will not pay attention to you. (Forbid to do so).
11. Do not eat and drink on exhibition. Eating and drinking
will make you appear vulgar, untidy and indifferent, also potential clients
will not disturb you when you are eating. (So go to canteen).
12. Do not phone. One minute calling will reduce one minute
communication with clients. (So phone after exhibition if unnecessary)
13. Do not distribute materials to anyone .Because such rude
approach maybe unpleasant and with expensive cost, anyway you do not want the propaganda
materials are wasted.
14. Do not talk with other exhibitors. If you do not want
visitors stop at your booth, they will go away because they will not disturb
you when seeing you are talking with other people. Try to avoid any
communication with your companies and other employers. You need to communicate
with clients but not your friends. (This is forbidden during exhibition).
15. Do not judge a book by its cover. Only the exhibitors
should pay attention to their appearances. Clients will wear casually by their willingness,
like jeans, sports, or informal trousers, and anything else. So do not despise
a customer by his or her wear.
16. Do not gather. You and two or more than two fellows and
others to discuss together can be called gathering. In visitor’s opinion, it is
nervous for any person to approach a team of strangers. You should create a warm,
open and attractive environment.
17. You should be passionate. As the saying goes, behave
enthusiastically will bring your much passion and vise verse. If you behave impatiently,
you will become impatient and also disgusting. Passion will make you
all-conquering and very appealing. You should propaganda our enterprise and
products enthusiastically. In visitors’ opinion, you are the representative of
your enterprises, and your behavior and your facial expression will have
significant impact on visitors’ impression towards your enterprises.
18. Make good use of potential clients’ name. People like
others to call by his name. So try to remember clients name and mention it from
time to time when talking with him. Try to be bold enough to call his name by
his name card on his breast. Ask him if encountering some difficult pronouncing
his name. If it is somewhat unusual name, maybe it is the best stepping-stone
for you to establish good relationship.
19. Appoint a specialist to receive media. Media may find
news on your booth, so make sure to arrange a specialist to contact with media,
then you can ensure consistent statement for your enterprise promotion. If each
one is interviewed with press, then you are asking for trouble. Because no
matter how well you train your employers, you cannot keep the unified
statement.
20. Wear well of your name card. On exhibition, you will not
hope every visitor cannot call out your name. But if you wear your name card on
your left breast, then this will happen. So wear your name card on your right
breast and then the visitors will approach name card nearer when shaking hands
with you.
Preparations:
1. Collocating exhibiting place
2. Stapler, ballpoint pen, name card box, file board
3. Investigation form
4. Handbag5. Company introduction
Other precautions
1. Obtaining the exhibitors manual in the first day, avoid
losing and hand over to overseas department.
2. Overseas department choose some superior manufacturer to
have interview with.
3. Visitors swiftly get familiar with exhibition allocation
of all the manufacturers.
4. Marketing personnel should constantly visit clients and
forbid to chat on booth.
5. P.R. staff, overseas customer service is needed on booth.
6. All staffs prepare enough personal name cards.
7. One leader is needed for each day.
8. Try to make good use of free electronical and plane media
report at spot to expose you, using gentle methods and force. Overseas
department, exhibition buyers
9. When encountering buyers eyes, greet him enthusiastically
and actively, trying to call his name.
10. Enquiring where is he from and admiring the beauty of
its country, arousing his favor towards you.
11. Enquiring what kind of products is he searching for and
ask him if can we help him.
12. Or write down what you are talking about and will reply
to him immediately by email after tiding up or some other things.
13. Tell buyers what ECVV do and how can you get
conveniences when purchasing from China even globally.
14. We provide different service for free member and premium
member.
15. Ask for name card of those buyers and at last fill in
the questionnaires of their recent aiming products. It is
indispensable.
16. Invite buyers to sign and mark the date. Exhibition Marketing
arouse domestic craze and many manufacturers are following tightly, but in fact
some manufacturers detoured and paid extra cost .
How can we assist our client
to do marketing well, with our professional experience to double the result
with half effort, will be the new topic for all of our staffs to learn. The supplier
and the traders are propagandizing themselves globally and searching for
chances with multi-channels.
1. Clients introduce clients
2. Yellow pages, authorized data base, bill of lading from
customs, trade website, Email, blog and forum. 3. Local agent, branch
4. Fixed clients
5. International trade magazine, Manufacturer list.
6. E-commerce
7. International professional exhibition
8. SEM
9. Keywords ranking. Propaganding and marketing are not
alone and absolute. They are integrated by smart strategy and tactics, also can
be said as direct and indirect. What is international exhibition? International
exhibition include industrial, wholesale, OEM, importer and agent exhibition. Who
is the target client and what the market need for it are all the problems for
international exhibition. And now, international exhibition is on the decline, from
one time per year to twice a year. Less buyers and visitors go for it. It is
gradually taken place by e-commerce. With its high cost, exhibition marketing
is somewhat beneficial for Chinese, at least recently. Exhibition cannot be
taken place completely .Investment should be slowly and step by step. It is a
good way to integrate tactics application and equal development.
Resource:
is an innovative and comprehensive business portal in China,
dedicated to saving costs for Chinese SMEs to find buyers and export to
overseas markets.
is an innovative and comprehensive business portal in China,
dedicated to saving costs for Chinese SMEs to find buyers and export to
overseas markets.
No comments:
Post a Comment