最近过年的氛围越来越浓了,首先恭祝大家新年快乐!工作了一年了,大家肯定是放飞自我,玩得非常快乐的,也正好抽空陪陪家人。但是年后的一些工作仍然不能懈怠,并且年后的展会是比较多的,那么就让我来和大家一起整理下展会需要准备的工作吧!

一、展前工作及随身物品

1. 预约客户：邮件、聊天软件、电话；

2. 见如下出差物件检查表

3. 必备工具：服装、胸牌、本子、笔、名片

4. 辅助工具：手机、网络、笔记本、报价单

5. 公用物品：画册、订书机、展品

二、礼仪及吸引客户

1. 打招呼：Good morning, sir/madam；Outdoor lighting? LED Street light?；May I help you?

2. 递名片：This is ***；Please keep my business card；My business card/My name card

3. 递画册：The catalog for you；Would you like the FX***

4. 话题：What are you looking for；Do you have projects in hand；Do you do the projects/trading；May I have your business card；Sungreat Energy Tech.****；May I add you Whatsapp/Wechat/Skype***

5. 告别/握手：Good bye/See you；Shall we take a photo together；Thank you very much/Good day；I will email you soon/send you by Whatsapp soon

三、关于报价

适当规避现场报实价

• 快速提供参考价格

• 从"报价输入"变成"需求输入"（"客户问价格"变成"问客户需要什么"）

• 从报价的"功率(33W、67W非规则)、特殊需求(光效、调光、光控器)"套出项目信息

• 对沟通深入的客户可以提供准确的价格

四、试探客户与推销

1. 属性：Do you have projects in hand；Do you do the projects/trading/construction；Where are you from/What do you do

2. 实力：How many PCS your company did last year；The among/total of the case is；How many years have you been in LED field

3. 行程：How many days will you stay in HK/China；Will you visit our factory/Shenzhen/Mainland China

4. 展示展品：Die-cast/tempered glass/outage connector/photocell；500 watts/1000 watts/5 years warranty/options***

5. 展示公司实力：Since 1994/Only outdoor/视频/认证/案例；First LED Street Light project in 2006；Listed company；About 200 workers/30 engineers(R\u0026D)

6. 关于看厂：Head office/Branch office in USA, Mexico, Columbia；New plant in Dong Guan district

五、记录与后期跟进

1. 现场记录：客户名片、主营业务；感兴趣产品、推荐的产品、现场报价情况；客户提到的项目、需求

2. 邮件、跟进：标题：展会名、公司名、洽谈的关键词、人名；邮件内容：针对性一对一编辑，小附件或图片；电话确认；Whatsapp***实时联系

3. 其他跟进：看厂；单独洽谈