Nelly的外贸日记
【建站扶持计划】 
广交会，全球瞩目的商贸盛会，不仅是外贸企业展示产品、寻找订单的重要平台，更是外商深入了解中国市场和中国制造的机会。
展前、展中、展后的每一个环节都至关重要，随着第135届广交会即将拉开帷幕，我们特别整理了一份详尽的参展攻略，旨在帮助每一位参展商与采购商提供指南和建议，让您在这场贸易盛宴中游刃有余。
无论是资深外贸老手还是外贸新手，这份攻略都能帮助您更好参与，把握商机。
从展前准备到展中沟通，再到后续的跟进策略，这里有你所需要的一切。
不要错过这个不容错过的展会，让我们一起期待一个成功而又难忘的广交会之旅！
展 前
深入了解产品与市场
确保对产品有深入的了解，包括品质、价格、市场趋势等。特别是款式较多的产品类别，要记牢不同款式的特点和价格，以便在交易会上能迅速回应客户询价。
准备相关资料
准备好宣传册、产品目录、名片等宣传资料，确保内容准确、简洁明了，体现企业形象和风格。同时，准备好参展所需的证件，如摊位号码、参展证件等。
以下是一份Check List，可供参考：
1.名片和名片展示盒
2.订书机/订书针
3.文具（纸，笔，笔记本，尺子，便利贴）
4.文件袋，计算器
5.卡尺，卷尺，剪刀，透明胶带
6.报价表（阶梯报价，多个数量的报价单）
7.宣传资料（传单，目录，折页）
8.清洁三件套（清洁液，清洁刷，清洁布）
9.纸巾，水，糖果，茶叶包，速溶咖啡，杯子
10.展示产品及配套的样板
11.展会赠品（定制的购物袋，名片夹，硅胶手环，圆珠笔等）视公司而定
12. 相关证件
展位布置
根据企业特点和产品特性进行精心的展位布置，以吸引客户的注意力。
制定目标与计划
明确参展的目标，如结识潜在客户、推广新产品等，并制定详细的计划，包括与客户交流的话术、产品演示流程等。
客户邀请与预约
提前通知并邀请潜在客户参观展位，可以通过邮件、电话等方式进行预约，确保在展会期间能与客户进行有效地沟通。
装备实用工具
除了常规的翻译应用，也可以考虑特易资讯提供的“易搜邮”小程序。
展 中
热情接待客户
在展会期间，要保持热情、专业的态度，主动与客户交流，了解他们的需求和意见，并及时回应。
以下是一些实用话术：
友善问候：
"Hello! Welcome to our booth. Is there anything specific you're looking for today?"
"Hi! How can I assist you today?"
引导性问题：
"Are you exploring any particular products or services at the trade show?"
"Is there a specific industry or product category that interests you?"
强调特点：
"We have some exciting products/services to offer. Would you like to hear more about them?"
"Our company specializes in [mention your unique selling point]. Would you like to learn more?"
提供帮助：
"If you have any questions or need information about our offerings, feel free to ask. We're here to assist you."
"If you're unsure about anything, don't hesitate to reach out. We're here to make your experience enjoyable."
主动介绍：
"Let me briefly introduce our company and what we have to offer."
"Allow me to give you an overview of our products/services."
建立信任：
"We understand that trade shows can be overwhelming. We're here to help you find exactly what you need."
"You're in good hands. We've been helping clients like you for [mention years of experience] years."
提供展会优势：
"Attending this trade show provides an excellent opportunity to discover the latest trends and innovations in the industry."
"Many of our visitors have found this event to be a great platform for networking and sourcing quality products."
鼓励进一步对话：
"Why don't we chat for a few minutes? You might find something interesting that suits your requirements."
"Feel free to ask any questions you may have. We're here to assist and provide valuable insights."
展示公司和产品优势
通过产品演示、资料展示等方式，突出特点和优势，吸引客户的兴趣。
以下是一些实用话术：
展示独特卖点：
"We are a company with [number of years] years of experience in the [industry] industry, specializing in [company's focus]. We take pride in [company's unique selling points] and provide customers with [key benefits]."
展示专业形象：
"Welcome to our booth! We are a company dedicated to the [industry] industry, focusing on [company's focus]. If you're in search of a professional partner in the [industry] sector, you're in the right place."
突出高质量：
"Let me give you a brief overview of our company. With [number of years] years of experience in the [industry] industry, we are dedicated to delivering high-quality [products/services]."
突出产品亮点：
"Our product range includes [product category], which features [product highlights]. These products cater to a variety of needs and offer [key benefits]."
收集客户信息
与客户交流时，要注意收集他们的联系方式、需求等信息，以便后续跟进。
以下是一些实用话术：
了解对方需求：
"Thank you for your interest! We'd love to learn more about your needs and the details of your project to provide you with the best solutions. Do you have specific requirements or project goals?"
询问定制化：
"We pay close attention to individual customer needs, so if there are any special requirements or customizations, please let us know. We'll do our utmost to accommodate your needs."
交换联系信息：
"To ensure we can stay in touch, would it be possible for us to exchange contact information? You can share your business card or contact details with me so that we can maintain communication in the future."
记录与交流情况
详细记录与客户交流的情况，包括客户的反馈、需求等，以便后续分析和改进。
以下是一些实用话术：
建立长期关系：
"At trade shows, everyone meets numerous people, and remembering everyone can be challenging. However, we hope to build a deeper relationship with you in the future and continue providing excellent service."
保持联系：
"Whether you choose to collaborate with us after the trade show or not, we'd like to stay in touch. We value our relationships with every customer, whether they are short-term or long-term."
展 后
跟进潜在客户
展会结束后，要及时对收集到的客户信息进行整理和分析，对潜在客户进行跟进，如发送感谢邮件、邀请参观工厂等。
客户资料整理和分类
将客户按重要程度进行分类，不同类别采取不同的跟进措施。及时给发了询价给你的客户回复报价，保持电话和即时通讯工具畅通。
总结经验教训
对参展过程进行反思和总结，分析参展的效果和不足，为下次参展积累经验。
与同行交流学习
利用展会的机会与同行交流学习，了解行业最新动态和趋势，为企业的发展提供参考。
