The China International Import Expo (CIIE) is undoubtedly one of the most important exhibitions for global companies in China. It provides a high-level display window for global companies to gain insight into the industry needs of the Chinese market. Before making investment decisions for the Chinese market, this exhibition provides companies with a valuable on-site experience opportunity.
This article will provide suggestions in five aspects: time, location, customer communication, on-site preparation and post-exhibition follow-up, aiming to help companies participating in the exhibition better achieve their goals.
1.Time and content of the exhibition:
When: 5th to 10th November 2024
Exhibits:
1.Food and Agricultural Products
2.Automobile
3.Intelligent Industry & Information Technology
4.Consumer Goods
5.Medical Equipment & Healthcare Products
6.Trade in Services
7.Innovation Incubation Special Section
2. Venue layout
Food and agricultural products exhibition area (1.1H, 1.2H, 2.2H)
Automobile exhibition area (2.1H):
Intelligent Industry & Information Technology
(3H, 4.1H):
Consumer Goods Exhibition Area (5.1H, 6.1H, 6.2H):
Medical equipment and health care exhibition area (7.1H, 7.2H, 8.1H,8.2H):
Trade in Services(8.2H)
Innovation Incubation special section (NH):
3. Sharing of exhibition experience
1. Don’t choose customers who seem to be in a hurry. Instead, look for customers in the dining area and rest area near your exhibition area where customers will relax and talk to them. Customers near your exhibition area are likely to be related to your industry.
2. Don’t start by talking about your own products or business, and don’t let people know at first glance that you are here to participate in the exhibition. Dress up to look like a buyer who is also here to visit. When you meet a target customer, start with small talk to let the other party relax their vigilance. When the time is right, take out your business card and say “In case you need my company’s services.”
3. Say different things to different types of customers. For example, when you meet a customer in front of a display board (venue layout map), you can ask, “What product are you looking for? I can help you find it.” If you meet a customer who can’t find the venue, you can ask, “Which venue are you looking for? I can show you the way,” and then start recommending your own products.
4. Items to prepare
1. Business Cards and Business Card Display Boxes
2. Stapler/staples
3. Stationery (paper, pens, notebooks, rulers, sticky notes, etc.)
4. Quote Form
5. Promotional Materials
6. Cleaning supplies
7. Snacks, drinks, cups
8. Display products and supporting samples
9. Exhibition gifts
5. Communication skills throughout the exhibition process
Greeting at the exhibition
1. Good morning, sir/madam
2. Nice to meet you (nice to meet you/pleased to meet you)
3. Good morning, sir/madam, may I show you around our booth?
Ask for customer feedback
1. What brought you to this trade show?
2. What products are you looking for at the show?
3. Can I briefly introduce our products to you?
Leave contact information
1.Can I have your business card?
2.Can I have your name and contact information?
6. Active follow-up after the exhibition
For key customers, it is best to reply to them the same night after talking with them, so as to deepen their impression. Even if you cannot provide a quotation that night, you should send an email to tell them when you can submit a quotation. If you wait until the end of the exhibition to contact them, other suppliers may have contacted and followed up with the customer, and the customer may have long forgotten the content of the conversation at the exhibition.
For potential customers, you can wait until the exhibition is over and the customers have a few days off to contact them by email or phone. Generally, customers from exhibitions place orders in March to May, and some even take longer. Therefore, you should maintain long-term contact with customers by combining their websites and the products they are interested in at the exhibition. For customers who have signed contracts, you must follow up closely. Since the contract has little binding force on the customer, you must prevent the other party from canceling the order . The content of the development letter after the exhibition should be straight to the point, hit the key points , and not say useless words.
