【广交会特辑】展会现场与客人交流的方法！

外交圈

技巧一
Tip one
对于广交会上遇到的欧洲人、美国人，他们是非常喜欢那种interactive 的人，所以你不需要太拘谨，不需要什么都说yes！在两个人对话时，适当称呼对方。假如你在对话中经常称呼对方，对方也会称呼你，这样可以让客户很容易对你有印象，对后续跟踪客户好处多多。非英语的名字，例如北欧人的名字，我们根本不知道怎么发音，还有很多法国人的名字也不是按英语发音的，面对这种情况特别要注意，你不会读可以直接问客户，这是不失礼的事情。
For the Europeans and Americans at the Canton Fair, they are somewhat interactive, so you don't need to be too cautious and no need to always say yes! You should properly address each other when you talk with each other. If you often do so in the conversation, then the other party will also do so, which will make it easy for the customer to have an impression on you and have a lot of benefits for following up customers in the future. Maybe we fail to pronounce Non-English names, such as the names of Nordic people, and many French names, but you can ask customers directly, which is not rude.

技巧二
Tip two
母语是英语的人说话可能会很快，没有停顿。此时，你可以让客户说得稍微慢一点，这也不是失礼的事情。千万不要没有听懂就接上客户的话，否则客户会觉得和你沟通很困难。如此，他很容易离开你的展位。
People whose native language is English may speak quickly and without pause. At this point, you can ask the customer to speak a little slower. Don't continue to chat with customers if you don't understand what they have said. Otherwise they will find it difficult to communicate with you. So, they might leave your booth.

技巧三
Tip three
客户到展位里坐下来后，你可问客户：“How many time are you available ”这样可体现你对客户行程的尊重，也可让你自己根据时间来掌握沟通的内容。
After the customer sat down in the booth, you can ask him: “How many time are you available？”， which can reflect your respect for the customer's itinerary, and also let you master the communication content according to the time.

技巧四
Tip four
客户到你展位后，要让他多说话，在你完全明白的情况下，再介绍你自己。和欧美人谈判时，可让客户简单介绍此行目的，希望找什么样的供应商。对于这些问题，有的客户不会直接回答你，有的客户则会告诉你。
After the customer arrives at your booth, let him talk more and introduce yourself if you fully understand it. When negotiating with Europeans and Americans, you can let customers briefly introduce the purpose of this trip and what kind of suppliers they want to find. For these questions, some customers will not answer you directly, but some will.

技巧五
Tip five
假如你在广交会上有幸遇到头衔为Director，Vice President等职务的买家，要多说一些战略性的东西。这些人来展会不是为了1个柜、2个柜来的订单。他们更多是来找战略性伙伴的(Strategic Partners)。所以，你要有放长线钓大鱼的功力。假如你自己工厂实力可以的话，要主动邀请这些人访问你的工厂。
If you are lucky enough to meet buyers at the Canton Fair whose positions are Directors, Vice Presidents, etc., you should say something strategic. Because these people came to the exhibition not only for orders for one or two containers but are more likely to find strategic partners. Therefore, you must have the ability to put a long line to catch big fish. If you have the strength of your own factory, you should invite these people to visit your factory.

技巧六
Tip six
另外，有着这些职位的客户往往学历较高，有些人有MBA 的学历。所以，他们往往比较喜欢听比较“酸”的话。这些人开口闭口就是：
In addition, customers with these positions tend to have higher academic qualifications, and some have MBA degrees. Therefore, they tend to prefer to hear "sour" words. Words that these people often say are to be:
"value, global supply chain, private label, costs, partnership，bottom line."
……

你可以这样说：
So you can say in this way:
"We are one of the top 3 private label suppliers in the global market. Our producing capacity is more than 5,0000000000000units each week. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipment. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, we can help you to increase your bottom line."

假如是零售商：
If he is a retailer:
"How many stores does your company have?"

假如是中间商：
If it is an intermediary:
"Do you distribute your goods only in your domestic market or in the whole Europe? Which country is your biggest market?"
(不能直接问谁是你最大的客户，这样太敏感了。）

技巧七
Tip seven
在广交会最后一两天的时候，你可以问：
On the last several days of the Canton Fair, you can ask:
"What do you think of the trade show? Did you find everything which you need exactly?"

你问这种问题很容易从客户那里得到你们整个行业的情况，客户的观点对你是很有价值的。同时，你也可以间接问客户：你还有什么产品没找到，说不定你可以帮上客户的忙等等。假如，你刚好也有这种产品的话，客户也会把订单下给你。
By asking these questions, you can easily get the situation of your entire industry from the customer and his point of view is very valuable to you. At the same time, you can also ask the customer indirectly: What other products you have not found, and maybe you can help the customer and so on. If you happen to have such a product, the customer will also give you the order.

技巧八
Tip eight
跟客户介绍时，不要总是说：
When talking to customers, don't always say:
"Our quality is very good！"

展会上大家时间都不多，不要说一些客人没有办法衡量的话。另外，大公司的买家很多都受过专业的采购培训，他们内部有一套定量的评估体系。所以，最好用你本行业的定量术语来表达，假如本行业没有定量术语，就直接说，
There is not much time at the show， so you should not say words that customers have no way to measure. In addition, many buyers of large companies have received professional procurement training, and they have a quantitative evaluation system inside. Therefore, it is best to use your industry's quantitative terminology to express, if there is no quantitative terminology in the industry, just say,
"We have supplied our products for XXXXX company for 5 years, and XXXX company is quiet satisfied for our quality. So I believe we can meet or exceed your quality requirements. "

这个XXXX公司最好是客户应该知道的，和客户差不多同类档次的，或者高一点点，不要高太多，否则会被客户误解。
It should be familiar for them with almost the same grade or a little higher but not too high, otherwise it will be misunderstood by customers.

技巧九
Tip nine
其实，大公司的买手最关心的不是price、quality，而是reliability 。差不多的商品，买手从不同的供应商处购买，价格会有点小差距，国外公司是可以接受的。但是，买手找的供应商出问题的话，那问题就大了，欧洲还好一点，美国公司会立刻让买手离职。所以，我们要站在客户的角度去考虑问题，要让买手觉得你在所有的供应商里是最reliable的，包括质量、价格、长期供货能力等等。
In fact, the buyers of big companies are not mostly concerned about price, quality, but reliability. As for similar goods, buyers buy from different suppliers with almost the same prices, which is acceptable for foreign companies. However, if the supplier is picky, the problem will be big. It will be small problems if it’s in Europe. However, if it’s a company in US, it will immediately fire the buyer. Therefore, we must consider the problem from the perspective of the customer, and let the buyer feel that you are the most reliable in all suppliers, including quality, price and long-term supply capacity and so on.

总之，在广交会上与客户谈判时，你是在与客户沟通，而不是被审问，所以一定要interactive。
In short, when negotiating with customers at the Canton Fair, you are communicating with customers, not being interrogated, so be sure to be interactive.

文章来源：福步

Chris549

we don't attend canton  fair,but this just good for any exhibitions!