Exhibition Strategy: Ten Orders For Catching Orders

Make preparations before exhibition

The first recruit: to spy on the military situation, fully understand the exhibition information to be exhibited, including the quotation of the exhibition, the last session.

The second move: pre emption, if the enterprise decides to participate in the exhibition, should take part in the exhibition early, especially for some larger exhibitions and many exhibitors. The time of registration will be cut off accordingly, because the organizers need enough time to do so.

The third move: when the exhibitors are invited to participate in the exhibition, they should be invited to the maximum extent according to their product line.

Exhibiting strong charge

The fourth move: when the pioneer takes part in the exhibition, the enterprise should appoint the most suitable booth staff for the exhibition.

These people will not only involve the effect of exhibitors, but will also involve the success rate of visas when they attend overseas exhibitions.

Experience shows that some of the selection personnel may be more familiar with the business, but lack of English and receptionist. This will not only be difficult for the visa interview, but will also have an impact when communicating with overseas buyers.

Therefore, enterprises must select the whole business team with the most comprehensive quality and high standard of English staff.

The fifth recruit: when it comes to the exhibition, enterprises should select the most advantageous products suitable for the buyers according to their characteristics. This is especially important for exhibitors who are attending the exhibition for the first time.

For example, a shoe manufacturer may produce women's shoes, men's shoes, children's shoes, etc. but the women's shoes are the best. Therefore, when exhibiting, women's shoes should be the main products for exhibition, instead of women's shoes, and a lot of men's shoes and children's shoes. This will leave the impression of "unprofessional" to the buyers.

The sixth move: seize the opportunity in the exhibition period, we should grasp the publicity opportunities at the exhibition site, make Kanban, publicity materials and small gifts, and impress buyers deeply.

The seventh recruit: logistics follow up enterprises should do a good job in the logistics arrangement of the exhibition, including solving the living problems of the staff, such as food and lodging, so that they can devote themselves wholeheartedly, including second and three rounds of negotiations with buyers.

When participating in exhibitions, logistics arrangements are often ignored by many exhibitors. In fact, exhibitors are only the first step in business startup. Later communication is the key to the success of business.

Moreover, good logistic support and supply can maintain the strong fighting capacity of the work team.

Net after Exhibition

The eighth move: winning and pursuing the exhibition is only the first step to establish relations with customers. After the exhibition is over, the salesmen should strike the iron while doing business and follow up the business and capture the orders most likely.

The ninth recruit: after the completion of the inventory, the relevant personnel should do the following work: the analysis of the exhibition effect, the statistics of the cost of the exhibition, the statistical analysis of the audience situation, the analysis of the audience's questionnaire, the summary of the work skills of the exhibition staff, the analysis of competitors, the media response of the exhibiting behavior, etc.

The tenth recruit: Iron and nail to the intended customers and signed orders, we must do a good job in product quotes, production arrangements and so on, so that every business is foolproof.

Select efficient exhibition

Judging whether an exhibition is worth exhibiting, enterprises should decide from many aspects, which can be divided into objective factors and enterprise development.

Objective factors include the status of the exhibition in the industry, word of mouth, international recognition, the number and scale of exhibitors and buyers, and the history of the exhibition.

In addition, enterprises should pay more attention to the development of individual market, including manpower, time arrangement, enterprise marketing strategy, special requirements for European and American customers.

At the same time, the information about competitors' movements, location, area, decoration style and booth design should also be concerned by enterprises.

As for how to make use of exhibitions to make brands, etc., miss Chen Minxin suggested that enterprises should arrange the location of the booths in the brand area. The design of the booth should be attractive, consistent with the style of the products, and the on-site publicity should be done in order to get twice the result with half the effort.