展会参展商需要做好哪些事情

据了解,很多参展商其实是通过参展数量的不断累积,同时也增加了参展的经验。   本来怎样提升参展效果也不是什么秘密,但是很重要的一点是要回归展会的本质,那就是主办方先搭建一个专业的平台,让参展商和专业观众满足彼此的诉求,让他们获得真正的利益,真正的利益就是实际的成交。
据了解,很多参展商其实是通过参展数量的不断累积,同时也增加了参展的经验。


  本来怎样提升参展效果也不是什么秘密,但是很重要的一点是要回归展会的本质,那就是主办方先搭建一个专业的平台,让参展商和专业观众满足彼此的诉求,让他们获得真正的利益,真正的利益就是实际的成交。
很多参展商说自己参展没有效果,基本上原因就是没有抓住展会的本质。


  所以参展商势必需要更多地考虑专业观众的诉求,如何抓住专业观众的心,就能更切实地抓住实际的成交。


  建议参展商做好这十件事:


  1、参展是一个非常好的提升销售人员能力的机会。


  参展商应在展前对于销售人员做好培训工作,在展会现场通过各项量化的考核指标,比如销售积极性、销售应变能力、销售言谈举止、了解客户真实需求等方面,提升销售人员的综合能力。


  2、参展公司的市场部或品牌宣传部,请做好现场了解行业竞争对手的工作。


  通常展会现场总会碰到几家做相似产品的参展商,所以做好知己知彼,才能百战不殆。


  3、参展是树立及宣传公司及品牌形象的平台。


  无论是特装展台还是标准展台,请注意把展台收拾好,注意细节问题,比如楣板上的文字是否拼写正确,地面各角落是否清洁,地面是否有水,展柜展板是否有污渍,是否有明显的灰尘,参展人员的形像是否良好、热情到位等。


  4、参展其实是一次全方位的市场促销机会,以此节约参展商的相关广告费用支出。


  请在展前制定发促销计划,并量化促销要达到的效果,落实到人,谁什么时间做什么事,并提前做好促销人员的培训工作。


  5、参展可以通过搜集行业信息,整理分析出行业的市场趋势。


  市场部的素材通过一次参展就可能搞定,展后分享给销售部门,得以提升公司整体的工作效率。


  6、参展还是一次新产品预演的良好机会。


  通过现场听取专业观众的反馈,了解新产品是否符合需求,是否在市场上有优势,是否能够立即推广,参展企业可以适时调整关于新产品的正式推出时间。


  7、请与媒体保持良好的关系。


  无论是专业媒体还是大众媒体,媒体的作用有时是非常重要的,特别是在如今的互联网,大数据时代,关于公司的任何正面或负面报道都可能在极短的时间内通过媒体曝光于大众眼前,所以通过展会,参展商与媒体人见面沟通,加强彼此的合作与社交网络也是不可或缺的。


  8、邀请新老客户来现场共同参与。


  参展商的展台永远不会缺少两类人,老客户和新客户,这是参展商最关切的,邀请到这些客户共同来现场,与老客户交流心得,与新客户沟通潜在的合作机会,了解客户们的需求。


  9、对于一些国际性质的展会平台,参展商有机会与众多的境外观众沟通了解境外市场的情况。


  分析自身的产品在境外的哪些市场有优势,甚至得到境外代理或协会的支持等。


  10、实际的成交,获取订单是参展的最终目的,请注意前面9点其实都是这点的铺垫。


  不仅要扩大自身的销售网络,更重要的通过展会的平台了解客户的需求,分析这些需求点与自身产品的契合度,分析与竞争对手的优劣势,分析客户对于产品的认同度等。很多参展商会有这种感觉,在展会从结束到之后的两、三个月之后,还会有订单增长的持续效应。
It is understood that many exhibitors are actually through the number of exhibitors accumulated, but also increased the experience of the exhibition.






How to improve the exhibition effect is not a secret, but it is very important to return to the essence of the exhibition, that is, the organizers first set up a professional platform, so that exhibitors and professional visitors to meet each other's demands, so that they can get the real interest, the real interest is the actual deal.


Many exhibitors said their participation is not effective, basically because they did not grasp the essence of the exhibition.






Therefore, exhibitors are bound to pay more attention to the demands of professional audiences, and how to grasp the hearts of professional audiences can more effectively grasp the actual transaction.






Here are 10 things exhibitors are advised to do well:






1, the exhibition is a very good opportunity to improve the ability of sales staff.






Exhibitors should do a good job in training the sales staff before the exhibition, through various quantitative assessment indicators on the exhibition site, such as sales enthusiasm, sales adaptability, sales speech and behavior, understand the real needs of customers, to improve the comprehensive ability of sales staff.






2. The Marketing Department or brand publicity department of the participating companies should do a good job in understanding the industry competitors on site.






Usually, there will be several exhibitors doing similar products at the exhibition site, so do a good job of knowing yourself and your opponent, in order to win a hundred battles.






3. The exhibition is a platform to establish and promote the company and brand image.






Whether it is a special booth or a standard booth, please pay attention to tidy up the booth and pay attention to the details, such as whether the words on the lintel board are spelled correctly, whether the ground is clean, whether there is water on the ground, whether there are stains on the display cabinet board, whether there is obvious dust, whether the image of exhibitors is good and enthusiastic.






4, the exhibition is actually a full range of marketing opportunities, so as to save the relevant advertising costs of exhibitors.






Please make the promotion plan before the exhibition, and quantify the effect of the promotion to achieve, implement to the people, who do what when, and do a good job in advance of the promotion staff training.






5. Exhibitors can collect industry information and analyze the market trend of the industry.






Materials of the Marketing Department can be solved through one exhibition, and Shared with the sales department after the exhibition, so as to improve the overall work efficiency of the company.






6. The exhibition is also a good opportunity to preview new products.






By listening to the feedback from professional audiences, the exhibitors can know whether the new products meet the needs, have advantages in the market and can be promoted immediately. They can timely adjust the official launch time of the new products.






7. Please maintain good relations with the media.






Professional media and mass media, the role of the media sometimes is very important, especially in today's Internet, the era of big data, any positive or negative reports about the company is likely to be in a very short period of time through the media exposure yansong, so through the exhibition, exhibitors to meet with the media communication, strengthen the cooperation of each other with the social network is also indispensable.

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