眾所周知，展會可以最直接快速地接觸到更多的目標客戶，又可以進一步了解行業信息掌握市場動向。那么，外貿企業參加廣交會要做哪些準備呢？

關注“孚盟軟件”公眾號，后臺回復“展會sop”即可免費領取《外貿參展SOP指南》。

【如果我們的內容對你有所幫助，別忘了關注我們！后續還會有更多關于外貿管理和外貿營銷的干貨文章。】

今天給大家分享幾個外貿銷冠都在用的展前邀約客戶的技巧：

首先，針對存量客戶，建議日常做好精細化管理，將客戶分好類，展會之前拉出參展目標國家區域的客戶，提前營銷客戶，告知展位信息，邀請洽談。

其次，巧用孚盟貿易大數據，可以通過深挖目標國家地區的潛在客戶，將近兩年有采購過同類產品的潛在客戶都拉取出來，用郵件營銷、WhatsApp批量群發邀請參展。

然后，巧用谷歌地圖獲客邀約，將展會所在主營行業的潛在客戶都拉取出來，做拜訪邀約。

顏色搭配。鮮明有個性的的色彩可以產生強烈的視覺沖擊感，容易引起客戶的關注。

專業化。專業化就要從產品做起，產品的展示、擺放、歸類等都需要設計好。

參展之前要交待參展人員一些注意事項、禮儀細節和產品的透徹了解，比如服裝搭配、禮貌問答、臉部的微笑、和客戶交換名片及給材料都要雙手遞給對方，這是基本的尊重。對產品從包裝到材料到價格做到事無巨細，樣樣周到。

樣品：展會能夠面對面的與客戶溝通，所以樣品是必須要帶的，能讓客戶更直接直觀的了解你的產品。樣品最好是新訂制的，并且要測試好功能，以便采購商了解。

宣傳彩頁：可以給路過的客戶發一些關于自己公司產品介紹的宣傳彩頁，吸引客戶關注您的展位。

名片：盡量把名片印制精致一些，除了聯系方式，最好也能突出一下自己產品的優勢。有的客戶喜歡收集名片，所以精美的名片，這樣讓客戶不輕意扔掉。

報價單及產品目錄及介紹：提供給客戶詳細了解自己的產品。

相機：和客戶拍照合影。

筆記本：針對來訪的客戶做好詳細的記錄。

電腦：帶上自己公司的PPT介紹及產品的電子版報價單、產品圖片、產品包裝、產品設計圖、產品細節材料、合作用戶材料，一旦碰到有意向的客戶，隨時可以給他詳細演示。

辦公文具：比如筆、筆記本、A4紙等，記錄重要的信息或當與客戶溝通時無法清楚客戶的想法，可以讓客戶寫在紙上。

膠水膠帶：布展的時候需要用上。

訂書機：客戶取走資料的時候，可以將客戶關注的產品資料及名片裝訂在一起，以方便客戶攜帶。

卷尺和電子秤：有客戶關心產品的重量或尺寸，如果自己不清楚的話，可以用這些工具測量。

紙巾：可以給客戶擦手，這是細節問題，可以讓客戶體會到你們真的很用心，業務員素質很好。

紙杯：客戶到訪，第一時間給客戶倒水。

食品（糖果餅干類）：供客戶隨便使用，讓客戶坐下來與你溝通，拉近彼此的關系。

無紡布袋：客戶裝材料使用。

禮品：準備一些有個性的小禮品，可以送給客戶，加深客戶對自己的印象。

有的小伙伴怕自己英語不好無法流暢地跟客戶溝通，甚至害怕在展會上和別人交流，這里幫大家整理出一些展會的常用口語，希望可以幫到大家。

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

How do you do? /How are you? /Nice to meet you. 

It’s a great honor to meet you./I have been looking forward to meeting you. 

Welcome to China. 

We really wish you'll have a pleasant stay here. 

Excuse me，are you Mr. Wilson, from the International Trading Corporation? 

How do I address you? 

My name is Andy. I’m from the Anhui E-fashion. I’m here to meet you. 

We have a car can over there to take you to your hotel. Did you have a nice trip? 

Mr. David smith asked me to come here in his place to pick you up. 

Let me introduce myself. My name is Andy, an I am a salesman in the Marketing Department. 

Hello, I am Andy, and I am a salesman of E-fashion Electronic Company. Nice to meet you. /pleased to meet you. / It is a pleasure to meet you. 

I would like to introduce Mark Sheller, the Marketing department manager of our company. 

Let me introduce you to Mr. Li, general manager of our company. 

Mr. Smith, this is our General manage, Mr. Liu, this is our Marketing Director, Mr. Lin. And this is our RD Department Manager, Mr. Wang. 

Is this your first time to China? 

Do you travel to China on business often? 

What kind of Chinese food do you like? 

What is the most interesting thing you have seen in China? 

What is surprising to your about China? 

Could you say that again, please? 

Could you repeat that, please? 

You mean…is that right? 

Do you mean..? 

Excuse me for interrupting you. 

Would like a glass of water? / Can I get you a cup of Chinese red tea? / How about a Coke? 

All right, let me make some. I’ll be right back. 

A cup of coffee would be great. Thanks. 

There are many places where we can eat. How about Cantonese food? 

I would like to invite you for lunch today. 

Wish you a very pleasant journey home? Have a good journey! 

Thank you very much for everything you have done for us during your stay in China. 

It is a pity you are leaving so soon. 

I’m looking forward to seeing you again. 

I’ll see you to the airport tomorrow morning. 

May I make an appointment? I’d like to arrange a meeting to discuss our new order. 

Let’s fix the time and the place of our meeting. 
Can we make it a little later? 
Do you think you could make it Monday afternoon? That would suit me better. 
Would you please tell me when you are free? 

Could I have some information about your scope of business? 

Would you tell me the main items you export? 

May I have a look at your catalogue? 

We really need more specific information about your technology. 

Marketing on the Internet is becoming popular. 

This is a copy of catalog. It will give a good idea of the products we handle. 

Won’t you have a look at the catalogue and see what interest you? 

It is just under our line of business. 

What about having a look at sample first? 

We have a video which shows the construction and operation of our latest products. 

We have a very strict quality controlling system which promises that goods we produced are always of the best quality. 

You have got the quality there as well as the style. 

How do you feel like the quality of our products? 

The high quality of the products will secure their leading status in the market place. 

You must be aware that our quality is far superior to others. 

客戶詢價：

Will you please let us have an idea of your price? 

Are the prices on the list firm offers? 

How about the price/ How much is this? 

我們報價：

This is our price list. 

We don’t give any commission in general. 

What do you think of the payment terms? 

客人還價：

Is it possible that you lower the price a bit? 

Do you think you can possibly cut down your prices by 10%? 

Can you bring your price down a bit? Say $20 per dozen. 

拒絕還價：

Our price is highly competitive./ This is the lowest possible price./Our price is very reasonable. 

Our price is competitive as compared with that in the international market. 

To tell you the truth, we have already quoted our lowest price. 

接受還價：

Can we each make some concession? 

In order to conclude business, we are prepared to cut down our price by 5%. 

If your order is big enough, we may reconsider our price. 

客人詢問最小單數量：
What’s minimum quantity of an order of your goods? 

詢問訂貨數量：

How many do you intend to order? 

Would you give me an idea how much you wish to order from us? 

When can we expect your confirmation of the order? 

客人回答訂單數量：

The size of our order depends greatly on the prices. 
Well, if your order is large enough, we are ready to reduce our price by 2 percent.
If you reduce your price by 5, we are going to order 1000sets. 

感謝下單：

Generally speaking, we can supply form stock. 
I want to tell you how much I appreciate your order. 
Thank you for your order of 100 dozen of the shirts. We assure you of a punctual execution of your order. 

客人詢問交貨期：

What about our request for the early delivery of the goods? 

What is the earliest time when you can make delivery? 
How long does it usually take you to make delivery? 

答復交貨期：

I think we can meet your requirement. 
I‘m sorry. We can’t advance the time of delivery. 
We can assure you that the shipment will be made not later than the fist half of May. 

要求提早交貨：

You may know that time of delivery is a matter of great important. 
You know that time of delivery if very important to us. I hope you can give our request your special consideration. 
Let’s discuss the delivery date first. You offered to deliver the goods within six months after the contract signing. 

穩住客人：

We shall effect shipment as soon as the goods are ready.
We will speed up the production in order to ship your order in time. 
If you desire earlier delivery, we can only make a partial shipment. 

Before the formal contract is drawn up we’d like to restate the main points of the agreement. 

We can get the contract finalized now. 
Could you repeat the terms we’ve settled? 
It is very important for us to abide by contracts and keep good faith. 
Have you any questions as regards to the contract? 

客人詢問付款方式：

Shall we discuss the terms of payment? 

What is your regular practice about terms of payment? 
What are your terms of payment? 

回復詢問付款方式：

We’d like you to pay us by L/C. 
We always require L/C for our exports and we pay by L/C for our imports as well. 
We insist on full payment. 

客人建議付款方式：

We hope you will accept D/P payments terms. 
In view of this order of small quantity, we propose payment by D/P with collection through a band so as to simplify the payment procedure. 
Payment by L/C is the safest method, but rather complicated. 

禮貌拒絕客人：

I’m sorry. We can’t accept D/P or D/A. We insist on payment by L/C. 
I’m afraid we must insist on our usual payment terms. 

“Payment by installments” is not the usual practice in world trade. 

接受客人付款方式：

In view of our long friendly relations and the efforts you have made in pushing the sales, we agree to change the terms of payment from L/C at sight to D/P at sight; however, this should not be taken as a precedent. 
I have no alternative but to accept your terms of payment. 

You’ll understand our products better if you visit the factory. 

I wonder if you could arrange a visit to the factory. 
Let’s me know when you are free. We will arrange the tour for you. 
I would be pleased to accompany you to the workshops. 
We will drive you to our plant, which is about thirty minutes from here.