廣交會，全球矚目的商貿(mào)盛會，不僅是外貿(mào)企業(yè)展示產(chǎn)品、尋找訂單的重要平臺，更是外商深入了解中國市場和中國制造的機會。
展前、展中、展后的每一個環(huán)節(jié)都至關(guān)重要，隨著第135屆廣交會即將拉開帷幕，我們特別整理了一份詳盡的參展攻略，旨在幫助每一位參展商與采購商提供指南和建議，讓您在這場貿(mào)易盛宴中游刃有余。
無論是資深外貿(mào)老手還是外貿(mào)新手，這份攻略都能幫助您更好參與，把握商機。
從展前準備到展中溝通，再到后續(xù)的跟進策略，這里有你所需要的一切。
不要錯過這個不容錯過的展會，讓我們一起期待一個成功而又難忘的廣交會之旅！
展 前
深入了解產(chǎn)品與市場
確保對產(chǎn)品有深入的了解，包括品質(zhì)、價格、市場趨勢等。特別是款式較多的產(chǎn)品類別，要記牢不同款式的特點和價格，以便在交易會上能迅速回應(yīng)客戶詢價。
準備相關(guān)資料
準備好宣傳冊、產(chǎn)品目錄、名片等宣傳資料，確保內(nèi)容準確、簡潔明了，體現(xiàn)企業(yè)形象和風格。同時，準備好參展所需的證件，如攤位號碼、參展證件等。
以下是一份Check List，可供參考：
1.名片和名片展示盒
2.訂書機/訂書針
3.文具（紙，筆，筆記本，尺子，便利貼）
4.文件袋，計算器
5.卡尺，卷尺，剪刀，透明膠帶
6.報價表（階梯報價，多個數(shù)量的報價單）
7.宣傳資料（傳單，目錄，折頁）
8.清潔三件套（清潔液，清潔刷，清潔布）
9.紙巾，水，糖果，茶葉包，速溶咖啡，杯子
10.展示產(chǎn)品及配套的樣板
11.展會贈品（定制的購物袋，名片夾，硅膠手環(huán)，圓珠筆等）視公司而定
12. 相關(guān)證件
展位布置
根據(jù)企業(yè)特點和產(chǎn)品特性進行精心的展位布置，以吸引客戶的注意力。
制定目標與計劃
明確參展的目標，如結(jié)識潛在客戶、推廣新產(chǎn)品等，并制定詳細的計劃，包括與客戶交流的話術(shù)、產(chǎn)品演示流程等。
客戶邀請與預(yù)約
提前通知并邀請潛在客戶參觀展位，可以通過郵件、電話等方式進行預(yù)約，確保在展會期間能與客戶進行有效地溝通。
裝備實用工具
除了常規(guī)的翻譯應(yīng)用，也可以考慮特易資訊提供的“易搜郵”小程序。
展 中
熱情接待客戶
在展會期間，要保持熱情、專業(yè)的態(tài)度，主動與客戶交流，了解他們的需求和意見，并及時回應(yīng)。
以下是一些實用話術(shù)：
友善問候：
"Hello! Welcome to our booth. Is there anything specific you're looking for today?"
"Hi! How can I assist you today?"
引導(dǎo)性問題：
"Are you exploring any particular products or services at the trade show?"
"Is there a specific industry or product category that interests you?"
強調(diào)特點：
"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?"
提供幫助：
"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."
主動介紹：
"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."
提供展會優(yōu)勢：
"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."
鼓勵進一步對話：
"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."
展示公司和產(chǎn)品優(yōu)勢
通過產(chǎn)品演示、資料展示等方式，突出特點和優(yōu)勢，吸引客戶的興趣。
以下是一些實用話術(shù)：
展示獨特賣點：
"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]."
展示專業(yè)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."
突出高質(zhì)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]."
突出產(chǎn)品亮點：
"Our product range includes [product category], which features [product highlights]. These products cater to a variety of needs and offer [key benefits]."
收集客戶信息
與客戶交流時，要注意收集他們的聯(lián)系方式、需求等信息，以便后續(xù)跟進。
以下是一些實用話術(shù)：
了解對方需求：
"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?"
詢問定制化：
"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."
交換聯(lián)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."
記錄與交流情況
詳細記錄與客戶交流的情況，包括客戶的反饋、需求等，以便后續(xù)分析和改進。
以下是一些實用話術(shù)：
建立長期關(guān)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."
保持聯(lián)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
跟進潛在客戶
展會結(jié)束后，要及時對收集到的客戶信息進行整理和分析，對潛在客戶進行跟進，如發(fā)送感謝郵件、邀請參觀工廠等。
客戶資料整理和分類
將客戶按重要程度進行分類，不同類別采取不同的跟進措施。及時給發(fā)了詢價給你的客戶回復(fù)報價，保持電話和即時通訊工具暢通。
總結(jié)經(jīng)驗教訓
對參展過程進行反思和總結(jié)，分析參展的效果和不足，為下次參展積累經(jīng)驗。
與同行交流學習
利用展會的機會與同行交流學習，了解行業(yè)最新動態(tài)和趨勢，為企業(yè)的發(fā)展提供參考。