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广交会小故事分享,如何平衡中间商与客户之间的关系

时间:2016/5/17 16:35:41    来源:转自参展商   作者:邓红菊
内容提要: 广交会小故事分享,如何平衡中间商与客户之间的关系 今天,阿连(资深参展商)要分享的是怎么样拿下有中间商的客户。这得由去年的118届广交会说起了。那时,阿连接待了一位来自佛山的中间商,在交谈的过程当中了解到客户负责印度某V品牌的产品采购,而当时阿连知道这一品牌,却苦于找不到相关的负责人,最后客户竟然在广交会上送上门来了,阿连很是惊喜,有木有?

广交会小故事分享,如何平衡中间商与客户之间的关系


今天,阿连(资深参展商)要分享的是怎么样拿下有中间商的客户。这得由去年的118届广交会说起了。那时,阿连接待了一位来自佛山的中间商,在交谈的过程当中了解到客户负责印度某V品牌的产品采购,而当时阿连知道这一品牌,却苦于找不到相关的负责人,最后客户竟然在广交会上送上门来了,阿连很是惊喜,有木有?
Today I would like to share with you about how to seize the customers with middlemen, which should be recalled the 118th Canton Fair. At that time, I received a Foshan middleman and from chatting I found that he did the products sourcing for an Indian V brand. I knew this brand but just couldn’t find the relative person in charge at that time. And finally it was just given in canton fair to me, wasn't it a surprise?


不过还是逃不过俗套的回扣问题,中间商不愿意帮我们推荐产品。既然如此,阿连也只能继续靠自己,希望能直接联系到印度方关键人,当然这又谈何容易呢,寻找了一段时间,找到了一些所谓的负责人,但其实都不是主要能拍板的关键性人物,从而跟进的工作又再一次陷入僵局。
While the threadbare problem of discount can’t be avoided, so the middleman won’t help sincerely to recommend our products. In this case, I had to keep on relying on myself. Although I wanted to find directly the Indian part key person it was not easy at all and I found some so-called people in charge after some time while none of them were in power. The follow-up came again into a deadlock.

这期春交会的前期,阿连从其他的负责人口中了解到他们会来参加广交会,当时便意识到关键人应该也会来,但是当时阿连还是没有找到他们的关键人联系方式更别谈他在中国的联系方式了。所以怎么能成功约到客户来我们摊位成了阿连的头等大事。
In the early stage of this spring fair, I heard from others that they were coming to attend Canton Fair where I realized that the key person should come together. However, I didn't know how to contact the key person and not to mention his Chinese contact details. So it became the top priority for me to have customers visit our booth in the fair.

只有拿到客户的联系方式,才能增加客户到摊位拜访的几率。就在广交会开展的前一天,阿连突然想到了一个办法:
Only when I got the contact method of the customer can I raise the rate of customer visit. And I came up with a method just the day before the fair opening:

联系了客户的印度办事处,称与他们的采购经理约好了会面,但至今还无法与他取得联系,希望他们能提供一下他的中国号码。随后他们办公室的人便提供了一个中国号,我立即与对方取得联系,不断地通过短信与电话向客户介绍我们,即便当时的客户对我们印象并不深,但是通过不断的电话与短信轰炸,客户也慢慢地对我们产生了兴趣,所以广交会第一天早上客户还有他们老板等几个人一早便来到了我们的摊位,当然还少不了他们的中间商。
I rang the Indian office and said that I’ve made an appointment with the purchasing manager but I can’t find him till now, so I wished they can offer his Chinese number. Later, the office person gave me a Chinese number and I contacted the manager at once. I introduced us by constant messages and calls even if he was not impressive of us at that time. However, he gradually showed interest in our products after the calls and messages. Therefore, in the first morning of Canton Fair, the customer came along with boss and other several people to our booth, of course, and their middleman.

虽然这位中间商之前没有帮忙推荐我们的产品,但我还是把他当作我们的一位重要客户进行招待,在交谈的过程当中,因为椅子不够,主动让出自己的椅子而站着记录信息,同时也为客户递上各种水和饮料,一切都与其他重要客人无异,我想当时中间商的内心应该是能感受到我们对他的尊重的,所以在整个的谈判过程当中,中间商也没有提出异议,虽不指望他会跟客户大力推荐我们,但我们明白他若不从中阻挠已经算是对我们最大的帮助了。加上我们在现场对客户的大力推荐,并提供了一些产品的展示,很快便赢得了客户的信任,并最终确认了订单。
Although this middle man didn’t help us to recommend our goods, we received him as a significant customer. During negotiation, I offered my seat to him for not enough seats and kept on making records on foot. Meanwhile, I handed water and beverages to him as other customers. I thought the middleman could understand our sincerity from heart and he didn’t raise an objection during negation. Although we didn't expect him to recommend us to customer greatly, we can understand that his not obstructing was the biggest support to us. In addition, we tried to recommend our products to customers and provided some goods display which together won the trust of customer quickly and achieved the final order.

在这次广交会上,阿连的收获是比以往参展多了很多很多,也希望大家在阿连分享的三篇实战中能收获到你所想要的知识点,祝大家好运。
I gain much more from this fair than the former fairs and I wish you have got what you want from these three practical experiences I shared. Good Luck!

 


 

 

 

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