外贸人参展所需的物料及沟通话术思路

展会前:

1.样品，目录和彩页，海报，名片和名片盒
2.转接头，电源线，插板2-4个
3.公司笔记本电脑（有PPT），报价单，文件资料
4.文具：签字圆珠笔，笔记本，订书机2-4个看人数，订书针，计算器，卷尺，剪刀，刀片，A4纸，文件袋，纸巾，双面胶（贴海报用），胶带两个（回程打包用），刀片，剪刀，便利贴，回形针等
5.小礼物和赠品（伴手礼）
6.小零食：咖啡，糖果和饮料（消除疲劳），饮料水
7.八达通，通行证，身份证，香港手机卡，港币
8.个人物品和雨伞

展会中:
1.第一印象（着装，形象，热情主动，微笑）

2.让客人驻足（敏锐的观察力，主要询问打招呼，邀请客户进来，抓关键词吸引客户注意力）

3.索要名片（名片信息，头衔，国家，网址，是否品牌，客户类型，是否主流市场，新兴市场，询问客户及时联系方式，叫客户名字表示尊重等）

4.沟通（主要了解客户实力，数量，大概价位，采购类型，产品线，客户规模，是否办事处，以及客户展后的行程计划，行内客户引导细谈，产品介绍更细，沟通时一定要做记录方便后期有效跟进，引导客户展后拿样）后面有展会术语参考

5.邀请客户合影（备注客户拍照时间，人数，特点，颜色衣服，方便展后跟进客户发照片引起客户注意和回忆）

6.参展文具，重要物品，手机，名片，电脑请妥善使用及保管，防止丢失！

7.展会期间可以再次邀请客户看展（提醒展位号，分享展会图）

8.行业信息、竞争对手、客户反馈、新产品、同行的新技术的收集，还有客户需要找的新产品的收集等

展会后：

1. 录系统，统计名片，查询客户网站背调
2. 发展会照片给其他潜在客户，感谢客户来展位驻足交谈
3. 根据记录的内容给意向强的客户先及时联系，根据客户类型报价，急的当天晚上联系
4. 跟进时，如客户有回复的，邀请客户看厂。
5. 引导客户拿样品，电话，多渠道跟进客户订单等

展会英语术语：
寒暄招呼：产品关键词，Give me one minute i will share you surprise.

1.Good morning/afternoon./May I help you? /Anything I can do for you?

2. How do you do? /How are you? /Nice to meet you, Glad to see you.
3. It’s a great honor to meet you, Welcome to China, Welcome visit our Booth.
4. Is this your first time visit to China? We wish you have a pleasant stay here.
5. How was your flight?
   6 It is my pleasure to talk with you/ Nice to talking with you.
6. Do you have much trouble with jet lag?
7. How do I address you? 我怎么称呼您
8. Here is my business card. / Can i have your business card?
9. Could you tell me how to pronounce your name?
10. Do you often travel to China on business?
11. Would you like a glass of water? / can I get you a cup of Chinese tea/coffee?
12. Have a seat, please!
13. Hi Sir/ Madam, you look tiresome, come in for a cup of water.
14. Our booth was at the very entrance of the trade fair.
15. you look very busy, come in for a short break.
16. We produce for ….come in for a quick look.

沟通话术：
1.May I give you some introduction on our company and products?
2.Here is the products list/Catalogue, Pls take a look at it.