外贸新人参加展会都很焦虑，不知道从哪准备。 展会前怎么通知客户？展会中怎么和客户交流？展会后怎么去跟进客户？这些问题都让人头大。 其实入行时间久了就会意识到，参加展会重要的是“理清思路”，否则这里做一点，哪里准备一些，到头来什么也搞不好。
1. 展会前夕注意事项
①展会主打产品的参数，性能，型号
②针对不同的市场，对应畅銷的款式是哪些?
③展会主打产品对应的主要卖点
④按国家/地区整理公司出过货的产品价格
⑥了解行情，对同行的价格和原材料的变动心中有数
检查好是否备齐主要的展会物品清单:
名片和名片展示盒，订书机/订书针
文具(纸，笔，笔记本，尺子，便利贴)文件袋，计算器，卡尺，卷尺，剪刀，透明胶带报价表(阶梯报价，多个数量的报价单)
报价单上的价格蕞好是汉字，或者是客户看不懂的符号宣传资料(传单，目录，折页，CD)
清洁三件套(清洁液，清洁刷，清洁布)
纸巾，水，糖果，茶叶包，速溶咖啡，杯子
展示产品及配套的样板
展会赠品(定制礼袋，名片夹，硅胶手环，圆珠笔等)视公司而定
2. 通知新老客户参展模板
主题:Please Visit Our Stand+摊位号码+展会名字(缩写)+国家
老客户展会邀约邮件
外国的展会最好提前一个月左右，本国的展会提前半个月左右
Dear[客户姓名],
Good morning!
开门见山，告知展会具体细节
We're inviting you to our upcoming trade show,[展会名称]on[展会日期] at [展会地址].As a key partner, we'd love foryou to visit our booth and see our latest product upgradesand new models.以产品升级吸引客户，给他一种“必须”要来展的感觉
This is a great chance to discuss our future business plans,Please let us know your available dates, and we'll arrange ameeting time with our president.
表明合作诚意，安排和领导会面，体现对客户的重视
Thank you for your continued support. lf you need anyassistance with travel arrangements, just let us know.差旅方面提供帮助，让客户没有后顾之忧
Best regards,
新客户展会邀约邮件
新客户邀约可以用潜在合作机会作为切入口
Dear [客户姓名],
I hope this message finds you well. My name is Coco from xxCompany, and we specialize in [产品类型].We'l be at [展会名称]on[展会日期]at[展会地址].简单介绍公司信息&展会信息
表示关注他们已久，顺便拍拍马屁
We admire your company's success and believe our productscould be a great fit for your needs. Attached is a briefoverview of one of our new products.
邀请来展探讨合作机会
We'd be honored to welcome you to our booth to discusspotential collaborations. Even if we don't start working togetherimmediately, we see this as a valuable opportunity to connectand share industry insights. 买卖不成仁义在，让客户没压力
Thank you for considering our invitation. Looking forward toyour response.
Best regards,
3. 展会中参考话术
初次照面问候寒暄面带微笑，上前接待，以下是初次照面寒暄的表达方式:Good morning, welcome to our booth. My name is XX.递交自己名片的同时问 May I have your name card please?(快速扫一下名片的logo、公司名称，对客户有个基本的了解)
指引客户参观摊位，并且表示:
Hi XXX, you can let me know your requirements. l will take care of that.
询问客户意向，跟着客户询问他获取进一步的细节，参考表达:
How was your trip at Canton fair?
询问他在广交会情况如何?
What's your personal goal for attending the fair?
询问他参展的目的?
What's that brought you to our stand today?
询问他留意到你们展会什么产品吗?
What are you looking for?
询问他需要什么产品?
介绍自身产品优势
如果客户直接奔向某个展品，表现出极大的兴趣:Our this products have been exported to many countries for more than xx year.From our exhibiting samples you can see that we are specialized in manufacturing and exporting this line products and our products have a very good repution among our importers.我们的产品已经出口到许多国家超过xx年。从展品可以看出我们是专门生产和出口这类产品的公司，并且在进口商中享有很好的声誉。
具体产品介绍
从产品质量、品控出发:
We have a very strict quality controlling system which promisesthat goods we producedare always of the best quality.You can see.ltis best not only in material,fashionable in design,but also super inworkmanship.
我们有严格的质量控制体系，确保生产的产品始终羊。您可以看到它不仅材质好，设计时尚，而且做工上乘。
从品牌价值、服务出发:
As a leading brand in the industry,we are committed to providingyou with the most professional and personalized service. Ourproduct not only represents the top level of quality but also reflectsyour unique taste and status.
作为行业内的领先品牌，我们致力于为您提供蕞专业和个性化的服务。我们的产品不仅代表着顶级的质量，还能体现您独特的有又档S引导客户下订单
制造展会价格优势，增加客户急迫感，参考表达:This product is now in great demand and we have received manyenquiries from other countries.
此产品现在需求量很大，我有很多其他来自不同国家的詢盘。
To tell you the truth, we have already quoted you the best ratesbecause it is fair period. This is the sales promotion price.
说实话，我们向您报了蕞优惠的价格，因为这是展会期间的促銷价。
We provide samples, You can try it out After you have tried it out.I'm sure you'll agree that this is a very good product.我们可以提供样品供您试下，我相信您会认为这是个好产品。
展会结束
可不是你的订单结束，会后跟踪才是潜在客户成单的最重要的步骤，也是让你的参展行为价值最大化的最后环节
展会结束当晚，重点客户当晚就需要发邮件给潜在客户，方便他们回忆记录我们所谈的内容。模板如下：
Dear XXX:
It's very pleasure to meet you today, this is XXX from XXX, I add our photo in attachment, please check it.
During the meeting, we had already discussed ...........
1. XXX
2. XXX
3. XXX
I think XXX is very important to our business, so we need to confirmed.
邮件跟踪客户不可操之过急，客户有可能在出差或者是度假等等。很多跟踪的任务是需要在展会上和客户确认好的，并控制好发送邮件的频率
