At the first meeting, if you play a better role, you can increase your chances of getting orders.

     After all, most salesmen participate in the exhibition only a few times a year, so  we must achieve the maximum harvest. According to my own experience and the information provided by Fiji company, summed up the following 10 points. Hope to be useful to everyone.

    1. Europeans and americans are very fond of interactive people. You don't need to be too stiff to say yes.

    2. When you're talking to someone, address them appropriately. If you often address each other in a conversation, the other person will also call you, which will make it easier for the customer to impress you, so that you can have a lot of benefits to follow up.

    Not English name, like the name of the Nordic, we don't know how to pronounce, many French people's name is not according to the English pronunciation, to note that you when can't read, you can ask the customer directly, it is not disrespectful. The Dutch and German names have a lot of 2 words and should not read the last word. And you can say: "Ms. Van Bommel." When the atmosphere is good enough, you can directly address the other person's name.

    3. Native speakers of English can speak quickly and without pause. It's not rude of you to let others slow down a bit. Don't pick up the customer without understanding. Otherwise, the client will find it difficult to communicate with you, and it will be easy to walk away.

    4. When the customer sits down, you can ask the customer how much time you can give me. How many time are you available can reflect your respect for the client's journey, or allow yourself to master the content of your communication on the basis of time.

    5. When the customer sits down, please let the customer say more than you. And you can  introduce yourself when you understand completely. When talking to European americans, you can ask the client to simply say what the purpose of the trip is. Which kind of suppliers he is looking for.. Some customers will not answer directly to you, some customers will tell you.

    6. If you are lucky enough to meet the title of Director, Vice President, etc., say something strategic. These people come to the exhibition not for only one container and two containers. Many of them are looking for Strategic Partners. So you have to have the power to play long haul. If your own factory is capable, offer to invite these people to visit your factory.

    Many of these positions are highly educated, and some have MBA background. These people are saying: value, global supply chain, private label, costs, partnership, bottom line, and so on. You can say:

    We are one of the top 3 private label suppliers in the global market. Our producing capacity is more than 5,0000000000000units each week. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipments. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, we can help you to increase your bottom line. Just let me know how I can create value.

    7. The client has the right to ask you a lot of questions. In fact, you also have the right to ask the client. Please ask the following questions:

    How can you evaluate your suppliers?

    Many customers don't want to answer directly because it's so difficult, you can add, just generally speaking, not the detailed principles.

    What's your purchasing plan for next season?

    If the customer is retailer：How many stores does your company have？

    If the customer is middleman：Do you distribute your goods only in your domestic market Or in the whole Europe Which country is your biggest market (It's too sensitive to ask who is your biggest customer.）

    8. In the last day or two of the exhibition, you can ask: What do you think how about the trade show? Did you find everything which you need? It's easy to get your whole industry from the client, and the customer's perspective is valuable to you. At the same time, you are indirectly asking customers what is not found, maybe you can help the customer, if you just have this kind of product, the customer will put the order to you.

    9. When introducing to the client, don't always say, Our quality is very good. Do not say some words that some guests have no way to measure, how to call well? The buyers of large companies are basically at least a college degree, and many have specialized procurement training, with a quantitative assessment system within them. So, it is best to use your own quantitative terms to express, or you can said, We have supplied our products for XXXXX company for five years, and XXXX company is quiet satisfied for our quality. So I believe We can meet or exceed your quality requirements. The XXXX company should be know to the customers, and almost the same class with the customers, or a little bit high, not high too much. Otherwise, it's a misunderstanding.

    10. In fact, what the big companies purchase manager care most is reliability, not the price, quality. Foreign firms are acceptable to the same goods with a little price difference. But if the suppliers have some problems, then the purchase manager will have a bigger problem. Therefore, you must consider the problem from the perspective of the customer, let the buyer feel that you are the most reliable among all suppliers, including quality, price, long-term supply ability and so on.

    In short, you are communicating with the client, not being interrogated. Be interactive.

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