如何在展会上获得想要的资源.pptVIP

Posture and Facial Expression Making Contact Making Contact Initiate Introduction Procedure Important Rules Hold your hands open and above the waistline Do not speak to customers at the edge of the stand The stand counter is no bar to lean on Change your business cards before you give detailed information Do not use your handy or laptop/notebook on the open stand area! This shows the visitor that you feel yourself more important than the visitor Do not eat and drink on the open stand Wear your name tags on the right revers Important Rules Look smart, clean and well groomed – and make sure your breath is fresh Arrive on the stand on time, relaxed and fit too much alcohol the previous evening will mean this is not possible Wear appropriate clothing e.g. tie, suit a strong corporate identity enables customer to immediately identify stand personnel Notify your manager when leaving the stand or an evening event Ensure that reports are filled out legibly and with your name / abbreviation Note the priority of the contact for follow-up on the fair report H high / L low What does a professional and active fair team do? Optimum personnel mix is 50 % sales, 50 % specialists Send personal invitations to customers before the fair – an empty stand is a failed stand Set personal targets and understand what‘s needed to achieve them Understand the strengths and advantages of your products and services in relation to those of the competition Be aware of the company‘s aims and help to realise them Keep your eyes open for new prospective buyers and customers What does a professional and active fair team do? Remember - every conversation is an opportunity to convey the key fair message Make notes or highlight key points on the brochures you give to customers this way, they are far more likely to be retained Avoid time thiefs! No conversation should last longer than 30 minutes if lengthy discussions are necessary, arrange a visit after the fair Make sure give-aways