1, Europeans and Americans like that kind of interactive person very much. You don't need to be too formal, anything will do.
2. When two people talk, address each other appropriately. If you often address each other in conversation, the other party will also address you, which will easily impress customers and benefit subsequent customers. Non-English names, like Nordic names, we have no idea how to pronounce them. Many French names are not pronounced in English. Please note that you can ask the customer directly if you don't understand. It's not rude. Many Dutch and German surnames have two words, so don't just look at the last word. That is, Caroline Van Bommel. You can call this lady: Ms. Van Bommel. If the atmosphere is good enough, you can call them by their first names.
People whose mother tongue is English may speak very fast without pause. You can ask others to slow down a little, which is not rude. Don't accept what customers say without understanding them. Otherwise, customers will find it difficult to communicate with you. It's easy to walk away.
After the customer sits down, you can ask the customer how much time you can give me. How much time do you have? This can show your respect for the customer's itinerary, and also allow you to master the communication content according to the time.
As long as it is done by foreigners, let foreigners talk more, and then introduce yourself when you fully understand it. When talking to European-Americans, you can ask your customers to briefly explain the purpose of their visit. What kind of suppliers are you looking for? Some customers will not answer you directly, and some customers will tell you.
6. If you are lucky enough to meet buyers with titles such as directors and vice presidents, you should say something more strategic. These people didn't come to the exhibition for 1 cabinet 2. Many of them are looking for strategic partners. So you should have the ability to catch big fish in a long line. If your own factory is capable, take the initiative to invite these people to visit your factory. Many of these positions have high academic qualifications, and some have MBA backgrounds. Therefore, I like to listen to sour words. These people are tight-lipped: value, global supply chain, private brand, cost, partnership, bottom line and so on. You can say: We are one of the top three private brand suppliers in the global market. Our production capacity exceeds 5 billion units per week. Besides, you know, knowledge and know-how are sometimes more important than machines and equipment. Fortunately, in the long-term cooperation with XXXX company, we have accumulated enough production and management experience. I'm sure we can help you reduce the cost of international procurement, and we can help you increase profits. Just let me know how I can create value.
7. Customers have the right to ask you many questions. In fact, you also have the right to ask customers: try to ask the following questions, which will benefit you a lot:
How do you evaluate your suppliers? Many customers don't want to answer you directly because it's really too difficult. I can add that it's just a general statement, not a detailed principle. What's your purchasing plan for next season?
If it is a retailer: How many stories does your company have?
If it is a middleman: Do you only distribute your goods in your domestic market? Or all over Europe? Which country is your biggest market? You can't ask the customer directly, it's too sensitive.
8. In the last day or two of the exhibition, you can ask: What do you think of the trade show? Have you found everything you need exactly? By asking such questions, you can easily get information about your whole industry from your customers, and their opinions are very valuable to you. At the same time, you indirectly asked the customer what else the customer had not found. Maybe you can help customers. If you happen to have this product, customers will also place an order with you.
9. When introducing to customers, don't always say that our quality is very good. There is not much time in the booth. Don't say something that the guests can't measure. What do we do? Buyers in big companies are basically at least junior college graduates, and many of them have received special procurement training. They have a set of quantitative evaluation system inside. So in your industry, it is expressed by quantity. If there are no quantitative terms in your industry, we have been supplying XXXXX company for five years. XXXX company is very satisfied with our quality. So I believe we can meet or exceed your quality requirements. This xxxx company should be known to customers, and it is about the same level as customers, or a little higher, not too much higher. Otherwise it will be misunderstood.
10 in fact, the buyers of large companies are most concerned about reliability rather than price and quality. Buyers buy similar goods from different suppliers, and the prices will be slightly different, which is acceptable to foreign companies. But if there is a problem with the supplier the buyer is looking for, the problem will be big, Europe will be better, and the United States can leave immediately. So if you can consider the problem from the customer's point of view, let the buyer feel that you are the most reliable of all suppliers, including quality, price, long-term supply capacity and so on.
In short, you are communicating with clients, not being interrogated. Must be interactive.