Experience and Gains from Exhibitions _ Summary of Experience from Exhibitions

On the one hand, participating in the exhibition is a way for merchants to show their company image and products, on the other hand, it is also a way for customers to understand the strength of merchants and companies. The following are my experiences and gains from participating in the exhibition. Welcome to reading.

? More exhibition skills? ? Take part in the exhibition and get some tips? Are you happy to attend the exhibition? What did you get from attending the exhibition? Attend the exhibition, and individuals will tie the knot forever.

Experience and gains from participating in the exhibition 1 Having worked in the company for so many years, I often follow the company to participate in professional product exhibitions held by various industries in China. Now the exhibition is no longer a simple place to show products, sell products and buy goods. Modern exhibitions have rapidly developed into a center for exchanging and obtaining information. Participating in the exhibition has also become an important part of the whole market expansion of enterprises, and it is an excellent opportunity to promote and publicize the company's brand and show its strength and image.

I have participated in many product exhibitions and gained some experience, which I hope to share with my peers.

First, preparation before the exhibition: careful planning.

After receiving the notice of the company's participation, the sales staff began to prepare for the preliminary work of this exhibition. The first is:

An invitation from a client. After the booth is confirmed, the most important task is to send out a hero post and invite customers to participate in your booth. The invitation letter shall indicate the name and time of the exhibition, company booth number, exhibitors and contact information, and may also include the latest products. The invitation time is usually about one month before the exhibition. There are many advantages to doing so. First of all, you tell your customers that you have participated in the exhibition, which is a message that you have the strength to participate. Secondly, exhibitors have changed from passive customers to active customers, and the effect is more obvious; Besides, face-to-face communication is much easier than telephone or email communication. Companies are often equipped with professional technical engineers when participating in exhibitions. Face-to-face communication can better understand the customer's product needs and applications, and can get twice the result with half the effort.

Re-learning of product knowledge: For participating in the exhibition of professional products, exhibitors must know more about their company's product knowledge, so that we can correctly guide customers during the meeting. Unlike other companies, our company covers a wide range of products, so we should learn related products according to the focus of this exhibition. For example, in photoelectric exhibition, we should know more about ceramic ferrule and ceramic sleeve. Learn more about thin film capacitors and resistors at Shanghai Electronics Show. The LED exhibition will further understand our LED ceramic base and all its applications.

Second, the details of the exhibition: keep fighting spirit, be bold and cautious.

How did the above title appear? All the careful preparations before the exhibition are paving the way for the exhibition, and communication with customers during the exhibition is very important. Details determine success or failure, and some details should be paid attention to in participation:

Keep fighting spirit: Exhibitors must pay attention to their own image in the exhibition, standing to welcome guests, full of energy. A good mental outlook not only reflects the company's vitality and vigorous atmosphere, but also shows customers their good quality and enhances their confidence in cooperation with us.

Be bold and cautious: don't be timid when facing the customers who patronize the booth, but take the initiative to say hello and welcome them in. However, there will be more colleagues attending professional exhibitions, so we should have some reservations about communicating with competitors, but we need to communicate with each other and try our best to understand the industry information from each other's speeches. Know yourself and know yourself, and you will win every battle. Therefore, participating in the exhibition is also a crucial moment to fully understand and find out the peers.

Receive old customers: 1, and ask customers for their suggestions on the products used before. 2. Ask customers about the products they need in the future and the specific quantity. 3. Understand the share and planning of customers' follow-up cooperation with Sanhuan.

Receiving new customers: know whether the other party is a manufacturer or a distributor, mainly about the products produced and the number of products needed. Because there are many visitors during the exhibition, we won't communicate for a long time. So be sure to leave the contact details of the other party. If the visitor is not the buyer, ask the other party to recommend him and ask for the contact information of the buyer for follow-up contact.

Resource collection: the information channel of sales staff is very important, so in the rare exhibition opportunity, it is necessary to establish the channel of follow-up industry information sources. Keep product promotional materials with the media or customers and ask for samples. Give play to complementary resources and enjoy the effect.

Beware of spies: at the exhibition, we often meet spies from our peers, who will disguise themselves as customers to get our prices, our product publicity materials, technology and even customer information, so our exhibitors should be highly vigilant. For those who ask us information, we need to ask their needs and their companies in detail, and analyze whether to follow up according to the judgment.

Third, summary after the exhibition: organize the information and follow up in time.

At the end of the exhibition, we can only say that the work is only half done. What really works is to follow up in time after the exhibition. What we need to do at this time is:

Customer classification: according to the process and results of negotiation with customers at the exhibition, customers are divided into formal customers, potential customers and invalid customers. Formal customers here refer to old customers. Potential customers refer to customers who have a clear intention to order our products and only need to follow up and determine some details to order. Invalid customers refer to customers who only left their business cards at the exhibition without communication, and the other party only collected some information. Organize the customer records during the exhibition, correspond to the customers, and then make further communication and contact.

Contact customers: send emails to customers to reflect the contents of the exhibition and thank them for their attention. Focus on key customers, contact key customers first, and prioritize. If there are photos taken with customers during the exhibition, please send them as a souvenir.

Reply to the customer: after the email is sent, you will receive some replies one after another. Read these replies carefully, grasp the real thoughts of customers, and reply in time according to the contents of customers' replies. If the customer needs a quotation for a product, then make a quotation for the customer.

Follow-up again: If the customer is satisfied with our products and prices, we will induce him to buy products and conduct initial cooperation according to the company's sales procedures. If we send an email and the customer doesn't reply, we will send another email or call to ask for the result in a week. So that we can determine the possibility of follow-up cooperation with this customer.

Companies participating in professional trade fairs can not only show their product strength in the same industry and serve customers more closely, but also see their own shortcomings from the same participating customers and constantly improve themselves. Perhaps from an exhibition, I couldn't see the results immediately and received many orders. But I believe that through the company's vigorous promotion and follow-up development work, we can communicate with all aspects of the industry, so that professional exhibitions can really serve the promotion of our brand, the display of products and the display of the company's strength, so that the brand effect of Sanhuan can be spread all over China and go global.

Unconsciously, I have been working in Buffett Fertilizer Co., Ltd. for two months. It can be said that it is deeply touched. What I remember most is that these large-scale meetings held during the period not only broadened my horizons, but also increased my business knowledge and experience. At the same time, it is also a great asset for me to meet so many prospective customers face to face.

(1) Ji 'nan Hometown Association

Jinan and his party have gained a lot. Because it is in this province and the Plant Protection Association, the company may not arrange booths in consideration of this. We set up a booth at the entrance of the exhibition hall to promote our products. The largest number of exhibitors is the pesticide industry, followed by the fertilizer industry. In the agricultural industry, fertilizer and medicine are not divided. Many old agricultural materials used to specialize in pesticides, but in recent years, they have understood that the off-season of pesticide sales is the peak season of fertilizer use. Smart agricultural customers should not miss this opportunity to make money. So many customers we contacted at the meeting didn't use chemical fertilizer, but they all said that the sales expenses had been included in their plans. It can be seen how big the fertilizer market is in the future!

How to make potential customers stop in front of your booth in the hot sea of people and crowded people is the reason why all manufacturers use various publicity methods to attract customers. Judging from the way and intensity of publicity, we can see how fierce the competition in the agricultural resources industry is. Most manufacturers are willing to spend money and understand the importance of advertising! Learn to find selling points, develop new selling points, use these to attract customers and then talk about cooperation intentions.

In order to find a good place for the exhibition, we get up early or even get up in the middle of the night to occupy space. Bitterness is crying, but it's worth it, because we get the greatest return with the least investment!

(2) Chengdu Association

Chengdu World Expo should be the company's largest investment. We also know that we should strive to make investment proportional to return. So at the meeting, my colleagues worked hard. Everyone has a tacit understanding, putting aside all the unpleasantness in the past, sharing exhibitions, acting collectively and acting quickly, and the strength of the team is fully reflected in this meeting.

Organized by the Phosphate Fertilizer Industry Association, this meeting is very professional, and fertilizer manufacturers all over the country are taking the lead, which also makes the competition on the issue of seizing customers more intense. However, there were not as many customers at the meeting as we thought, but it should be said that the regional distribution was relatively uniform and there were all over the country. Although our booth is not a special exhibition, it can be said that it stands out from the crowd and leads the way. Therefore, the customers who come to our booth are very interested in the company's products and brands, and there are many large households. With the experience of two exhibitions, I have been able to accurately distinguish between customers and manufacturers and learned how to face them!

Along the way, we talked and laughed and looked at the scenery along the way;

In the hotel, we always recharge our batteries and stand by;

When arranging the exhibition, we go hand in hand and arrange the booth as quickly and best as possible;

At the meeting, we were full of energy and passion, and tried our best to keep every prospective customer. ...

This is a successful exhibition!

(3) Shenyang Hometown Association

Shenyang will be a fertile society in Northeast China! Northeast China has a vast territory. Agricultural land is widely distributed, and it is a battleground for fertilizer manufacturers! Therefore, although this exhibition is a local exhibition, there are not many exhibitors. During the exhibition, we made full use of every inch of booth resources, and Manager Tian posted the exhibition board on the front column of the booth, which had a good publicity effect. Mr. Wang put Yi Labao next to the booth in front of the back door, which is also very eye-catching!

During the exhibition, customers are relatively concentrated, mostly between 9 am and 2 pm, and there are fewer customers at other times. Most fertilizers in Northeast China are used in the field, so we have prepared enough large samples of ammoniation and granulation, and it turns out that our preparation is correct. Many customers are very interested after seeing the samples, scrambling for samples and handing in business cards. We don't have many customers in Northeast China, so we need to develop new customers, which also reflects the value of this exhibition! Many customers are interested in products, but they run away as soon as they hear the quotation. Why? Personally, I think that most of the goods in circulation on the market are still the inventory of the original dealers, and there are not many new goods. It can be seen that the price increase of chemical fertilizers is not necessarily a bad thing. On the contrary, it gives us more market operation space, and whoever seizes this opportunity will win!

(4) Ningbo Hometown Association

Ningbo will be the National Plant Protection Association, and most of the exhibitors are in the pesticide industry, with few in the fertilizer industry. It may be that the company set up a booth in consideration of the need to open up the southern market and the fact that this meeting is geared to the whole country. Most of the agricultural land in the southern market is rice, fruits and vegetables, so irrigation and fertilization are not to be ignored in this exhibition. But after all, it is a plant protection association, and there are fewer fertilizer customers. However, anyone who is interested in the company's products must be ambitious, which reduces our choice of customers and has more time to talk with them. Make these customers know more about our products than the potential customers in previous meetings, so this meeting is of high quality although the number is small!

The experience and harvest of participating in the exhibition is approaching at the end of 3 years, and various exhibitions are pouring in, and the company is invited to participate? ASEAN Expo? 、? 20xx autumn sugar and wine party? 、? 20xx International Expo? And the upcoming? Shandong Jinan Sugar and Liquor Association? Waiting for the exhibition. After attending, I have a little experience and hope to share it with my peers.

First, preparation before the exhibition: careful planning.

First of all, after receiving the notice of the company's participation, the organizer began to prepare for the preliminary work of this exhibition. The first is the preparation of samples and various materials.

1. Samples and samples must undergo comprehensive inspection, such as product specifications, packaging, sample types, quality and taste.

2. Corporate picture books, product picture books, leaflets, Yi Labao or X booths, advertising CDs, exhibition background pictures and other promotional materials.

3. Business cards: each person has 200 cards, and the business cards are marked with the booth number-customers can find us better in the future, and it is also convenient to remind customers of the time and place when we contact as suppliers. (for reference)

4. Prepare the customer registration form. Many customers at the exhibition site did not prepare or use business cards, so it is particularly important to register customer information on site.

5. Other supplies: calculator, pen, tape, stapler, camera, notebook computer, product investment price list, sales contract, financial receipt, etc.

6. Also, after the customer's invitation booth is confirmed, the most important task is to send heroic posts everywhere and invite customers to participate in your booth. The invitation letter shall indicate the name and time of the exhibition, company booth number, exhibitors and contact information, and may also include the latest products. The invitation time is usually about half a month before the exhibition. There are many advantages to doing so. First of all, you tell your customers that you have participated in the exhibition, which is a message that you have the strength to participate. Secondly, exhibitors have changed from passive customers to active customers, and the effect is more obvious; Moreover, the overall display of image and products, coupled with the infection of the atmosphere on the spot, makes it easy for customers to place orders on the spot and actually sign up for payment.

Second, the details of the exhibition: keep fighting spirit, be bold and cautious.

All the careful preparations before the exhibition are paving the way for the exhibition, and communication with customers during the exhibition is very important. Details determine success or failure, and some details should be paid attention to in participation:

1. Keep fighting spirit: Exhibitors must pay attention to their own image in the exhibition, standing to welcome guests and full of energy. A good mental outlook not only reflects the company's vitality and vigorous atmosphere, but also shows customers their good quality and enhances their confidence in cooperation with us.

2. Be bold and cautious: don't be timid in the face of customers who patronize the booth, take the initiative to say hello and welcome them in. However, there will be more colleagues attending professional exhibitions, so we should have some reservations about communicating with competitors, but we need to communicate with each other and try our best to understand the industry information from each other's speeches. Know yourself and know yourself, and you will win every battle. Therefore, participating in the exhibition is also a crucial moment to fully understand and find out the peers.

3. Customer reception: Know what channels the other party is doing. Whether it is a circulation or a supermarket, what products are represented, and what products are the company interested in. Because there are many visitors during the exhibition, we won't communicate for a long time. Therefore, it is necessary to make targeted recommendations and tell the company's preferential policies to attract the attention and attention of the other party. Then leave the contact details of the other party. If the visitor is not the main person in charge, ask the other party to recommend him and ask for the contact information of the person in charge or his leader for follow-up contact.

4. Resource collection: The information channel of sales staff is very important, so in the rare exhibition opportunity, it is necessary to establish the information source channel of the follow-up industry. Keep product promotional materials with the media or customers and ask for samples. Give play to complementary resources and enjoy the effect.

5. Beware of spies: At the exhibition, we often meet spies from our peers, who will disguise themselves as customers to set up our prices, our product publicity materials, technology and even customer information, so our exhibitors should keep a high degree of vigilance. For those who ask us information, we need to ask their needs and their companies in detail, and analyze whether to follow up according to the judgment.

Third, summary after the exhibition: organize the information and follow up in time.

At the end of the exhibition, we can only say that the work is only half done. What really works is to follow up in time after the exhibition. What we need to do at this time is:

1. Customer classification: According to the process and results of negotiation with customers at the exhibition, customers are divided into formal customers, potential customers and invalid customers. Formal customers here refer to old customers and on-site contracted customers. Potential customers refer to customers who have a clear intention to order our products and only need to follow up and determine some details to order. Invalid customers refer to customers who only left their business cards at the exhibition without communication, and the other party only collected some information. Organize the customer records during the exhibition, correspond to the customers, and then make further communication and contact.

2. Contact customers: Call all potential customers for a return visit as soon as possible after the exhibition. The return visit reflects the communication content during the exhibition, grasps the problems that customers care about and answers them one by one. Don't be too hasty, which will arouse customers' disgust. Focus on key customers, contact key customers first, and prioritize.

3. Timely follow-up: If the customer is satisfied with our products and prices, we will guide him to place orders, sign contracts and pay in time. Conduct initial cooperation according to the company's sales procedures. If the customer doesn't respond after we call, we will pay a return visit or call to ask for the result in a week. So that we can determine the possibility of follow-up cooperation with this customer.

Companies participating in professional trade fairs can not only show their product strength in the same industry and serve customers more closely, but also see their own shortcomings from the same participating customers and constantly improve themselves. Perhaps from an exhibition, I couldn't see the results immediately and received many orders. But it can play the role of exposure in the industry and information exchange between dealers.

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