疫情后各種國際性展會越來越多！展會中，大批客戶到訪，如何避免與客戶尬聊？在經(jīng)歷了中美貿(mào)易摩擦、人民幣匯率影響、原材料價格上漲等等因素之后，外貿(mào)企業(yè)如何在展會中尋求商機(jī)？
產(chǎn)品是“硬條款”，個人表現(xiàn)則是“軟實(shí)力”。
常用詞
證 badge
護(hù)照 passport
注冊，報到 register
采購代表 purchasing agent
邀請函 invitation
身份證 ID card
駕照 driving license
辦證 make the badge
補(bǔ)辦證 re-apply a new IC card（re-application）
個人有效證件 personal document
電子請?zhí)? E-invitation
重要通知單 Important Notice
名片 Business card / name card
行李寄放處 Luggage office
穿梭巴士 Shuttle bus
柜臺 Counter
一、見面問好
1. Good morning/afternoon/evening./May I help you? /Anything I can do for you?
2. How do you do? /How are you? /Nice to meet you.
3. It’s a great honor to meet you./I have been looking forward to meeting you. u.
4. Welcome to China.?
5. We really wish you’ll have a pleasant stay here.?
6. I hope you’ll have a pleasant stay here. Is this your fist visit to China??
7. Do you have much trouble with jet?lag?
二、展會寒暄用語
1. Let me introduce you to Mr. Li, general manager of our company.讓我介紹你認(rèn)識，這是我們的總經(jīng)理，李先生。
2. It’s an honor to meet. 很榮幸認(rèn)識你。
3. Nice to meet you . I’ve heard a lot about you. 很高興認(rèn)識你，久仰大名。
4. How do I pronounce your name? 你的名字怎么讀？
5. How do I address you? 如何稱呼您？
6. It’s going to be the pride of our company. 這將是本公司的榮幸。
7. What line of business are you in? 你做那一行？
8. Keep in touch. 保持聯(lián)系。
9. Thank you for coming. 謝謝你的光臨。
10. Don’t mention it. 別客氣
11. Excuse me for interrupting you. 請原諒我打擾你。
12. I’m sorry to disturb you. 不起打擾你一下。
13. Excuse me a moment. 對不起，失陪一下。
14. Excuse me. I’ll be right back.?對不起，我馬上回來。
三、展會常用談判句
1. What about the price?對價格有何看法？
2. What do you think of the payment terms對支付條件有何看法？
3. How do you feel like the quality of our products?你覺得我們產(chǎn)品的質(zhì)量怎么樣？
4. What about having a look at sample first?先看一看產(chǎn)品吧？
5. What about placing a trial order?何不先試訂貨？
6. The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs. By the way, which items are you interested in?我們的產(chǎn)品質(zhì)量與其他生產(chǎn)商一樣的好，而我們的價格卻不象他們的那樣高。哎，你對哪個產(chǎn)品感興趣？
7. You can rest assured.你可以放心。
8. We are always improving our design and patterns to confirm to the world market.我們一直在提高我們產(chǎn)品的設(shè)計水平，以滿足世界市場的要求。
9. This new product is to the taste of European market.這種新產(chǎn)品歐洲很受歡迎。
10. I think it will also find a good market in your market.我認(rèn)為它會在你國市場上暢銷。
11. Fine quality as well as low price will help push the sales of your products.優(yōu)良的質(zhì)量和較低的價格有助于推產(chǎn)品
12. While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.雖然我們感謝貴方的合作，但是很抱慊，我們不能再減價了。
13. Reliability is our strong point.可靠性正是我們產(chǎn)品的優(yōu)點(diǎn)。
14. We are satisfied with the quality of your samples, so the business depends entirely on your price.我們對樣品的質(zhì)量很滿意，因此交易的成敗就取決于你們的價格了。
15. To a certain extent，our price depends on how large your order is.在某種程度上，我們的價格就得看你們的定單有多大。
16. This product is now in great demand and we have on hand many enquiries from other countries.這種產(chǎn)品現(xiàn)在需求量很大，我們手頭上來自其他國家的很多詢盤。
17. Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?謝謝你詢價。為了便于我方提出報價，能否請你談?wù)勀惴叫枨髷?shù)量？
18. Here are our FOB price. All the prices in the lists are subject to our final confirmation.這是我們的FOB價格單。單上所有價格以我方最后確認(rèn)為準(zhǔn)。
19. In general, our prices are given on a FOB basis.通常我們的報價都是FOB價
四、機(jī)場接客
1. Excuse me; are you Mr. Wilson from the International Trading Corporation?
2. How do I address you?
3. My name is Benjamin liu. I’m from the Fuzhou E-fashion Electronic Company. I’m here to meet you.
4. We have a car can over there to take you to your hotel. Did you have a nice trip?
5. Mr. David smith asked me to come here in his place to pick you up.
6. Do you need to get back your baggage?
7. Is there anything you would like to do before we go to the hotel?
五、相互介紹
1. Let me introduce my self. My name is Benjamin Liu, an Int’l salesman in the Marketing Department.
2. Hello, I am Benjamin Liu, an Int’l salesman of FUZHOU E-FASHION ELECTRONIC COMPANY. Nice to meet you. /pleased to meet you. / It is a pleasure to meet you.
3. I would like to introduce Mark Sheller, the Marketing department manager of our company.
4. Let me introduce you to Mr. Li, general manager of our company.
5. Mr. Smith, this is our General manage, Mr. Zhen, this is our Marketing Director, Mr.Lin. And this is our RD Department Manager, Mr. Wang.
6. If I’m not mistaken, you must be Miss Chen from France.
7. Do you remember me? Benjamin Liu from Marketing Department of PVC. We met several years ago.
8. Is there anyone who has not been introduced yet?
9. It is my pleasure to talk with you.
10. Here is my business card. / May I give you my business card?
11. May I have your business card? / Could you give me your business card?
12. I’m sorry. I can’t recall your name. / Could you tell me how to pronounce your name again?
13. I’m sorry. I have forgotten how to pronounce your name.
六、小聊片刻
1. Is this your first time to China?
2. Do you travel to China on business often?
3. What kind of Chinese food do you like?
4. What is the most interesting thing you have seen in China?
5. What is surprising to your about China?
6. The weather is really nice.
7. What do you like to do in your spare time?
8. What line of business are you in?
9. What do you think about…? /What is your opinion?/What is your point of view?
10. No wonder you’re so experienced.
11. It was nice to talking with you. / I enjoyed talking with you.
12. Good. That’s just what we want to hear.
七、確認(rèn)話意
1. Could you say that again, please?
2. Could you repeat that, please?
3. Could you write that down?
4. Could you speak a little more slowly, please?
5. You mean…is that right?
6. Do you mean..?
7. Excuse me for interrupting you.
八、社交招待
1. Would like a glass of water? / can I get you a cup of Chinese red tea? / How about a Coke?
2. Alright, let me make some. I’ll be right back.
3. A cup of coffee would be great. Thanks.
4. There are many places where we can eat. How about Cantonese food?
5. I would like to invite you for lunch today.
6. Oh, I can’t let you pay. It is my treat, you are my guest.
7. May I propose that we break for coffee now?
8. Excuse me. I’ll be right back
9. Excuse me a moment.
九、告別用語
1. Wish you a very pleasant journey home? Have a good journey!
2. Thank you very much for everything you have done us during your stay in China.
3. It is a pity you are leaving so soon.
4. I’m looking forward to seeing you again.
5. I’ll see you to the airport tomorrow morning.
6. Don’t forget to look me up if you are ever in FUZHOU. Have a nice journey!
十、約會客戶
1. May I make an appointment? I‘d like to arrange a meeting to discuss our new order.
2. Let’s fix the time and the place of our meeting.
3. Can we make it a little later?
4. Do you think you could make it Monday afternoon? That would suit me better.
5. Would you please tell me when you are free?
6. I’m afraid I have to cancel my appointment.
7. It looks as if I won’t be able to keep the appointment we made.
8. Will you change our appoint tomorrow at 10:00 to the day after tomorrow at the same time?
9. Anytime except Monday would be all right.
10. OK, I will be here, then.
11. We’ll leave some evenings free, that is, if it is all right with you.
十一、市場銷售
客戶詢問
1. Could I have some information about your scope of business?
2. Would you tell me the main items you export?
3. May I have a look at your catalogue?
4. We really need more specific information about your technology.
5. Marketing on the Internet is becoming popular. 6. We are just taking up this line. I’m afraid we can’t do much right now.
回答詢問
1. This is a copy of catalog. It will give a good idea of the products we handle.
2. Won’t you have a look at the catalogue and see what interest you?
3. That is just under our line of business.
4. What about having a look at sample first?
5. We have a video which shows the construction and operation of our latest products.
6. The product will find a ready market there.
7. Our product is really competitive in the world market.
8. Our products have been sold in a number of areas abroad. They are very popular with the users there.
9. We are sure our products will go down well in your market, too.
10. It’s our principle in business “to honor the contract and keep our promise”.
11. Convenience-store chains are doing well.
12. We can have anther tale if anything interests you.
13. We are always improving our design and patterns to confirm to the world market
14. Could you provide some technical data? We’d like to know more about your products.
15. This product has many advantages compared to other competing products.
16. There are certainly being problems in the sale work at the first stage. But suppose you order a small quantity for a trail.
17. I wish you a success in your business transaction.
18. You will surely find something interesting.
19. Here you are. Which item do you think might find a ready market at your end?
20. Our product is the best seller.
21. This is our newly developed product. Would you like to see it?
22. This is our latest model. It had a great success at the last exhibition in Paris.
23. I’m sure there is some room for negotiation.
24. Here are the most favorite products on display. Most of them are local and national prize products.
25. The best feature of this product is that it is very light in weight.
26. We have a wide selection of colors and designs.
27. Have a look at this new product. It operates at touch of a button. It is very flexible.
28. This product is patented.
29. The functioning of this software has been greatly improved.
30. This design has got a real China flavor.
31. The objective of my presentation is for you to see the product’s function.
32. The product has just come out, so we don’t know the outcome yet.
33. It has only been on the market for a few months, bust it is already very popular.
邀請約的邀請函怎么寫？
發(fā)送對象：與自己成交訂單的，還包括之前曾經(jīng)與你聯(lián)系過、詢問過相關(guān)產(chǎn)品的意向客戶。
1.不要千篇一律
有些工作人員會上網(wǎng)找一些范文，全篇照抄，然后只關(guān)心一下名字和展會的地址，就完成了任務(wù)，其實(shí)這樣會顯得沒有誠意?？蛻舨粌H僅只是跟一家公司做生意，邀請函可不止一封，類似的范文他可能已經(jīng)看過幾遍了，這樣的邀請函缺乏專業(yè)度和誠意度。如果能針對客戶寫一些誠意的文字，在文中對客戶致以問候，尤其是可以在文中提一下跟客戶上次談話的細(xì)節(jié)，更能加深對方的印象，這樣才是一份好的邀請函。2.附上交通路線
在邀請函中附上交通路線。雖然客戶可能已經(jīng)看過很多次這樣的展覽了，他對展館的斷層十分熟悉，但是如果暫時商人能在邀請函中附上交通路線，那么立體視覺親切細(xì)心。比如像機(jī)器人洲展館，一到廣交會，周圍的交通就十分擁堵，如果客戶是開車來的話，可能會在路上耽擱嚴(yán)重的時間。若暫停商在信函中告知客戶“為了防止出現(xiàn)塞車” ，您耽擱您的時間，建議可將車停在酒店，選擇前往地鐵，在編程洲或者新港東站下車即可”，同時附上地鐵線路圖，這樣的邀請函相信能給顧客留下很好的印象的印象。
3.邀請時間有講究
假設(shè)商在某個地區(qū)可能有多個合作伙伴，那么在邀請這些客戶來參觀展覽的時候，邀請時間一定要注意了，應(yīng)該盡量將他們的參觀爭取錯開。因?yàn)橥粋€地區(qū)的合作伙伴，可能就是直接的競爭對手，為了避免引起尷尬，最好是上午會面一個安排，下午另外一個安排。
4.附上展覽館結(jié)構(gòu)
邀請函里附上展覽館結(jié)構(gòu)，可以讓客戶更容易地找到展覽位置。主辦方會提供展覽館空間，上主辦方的官網(wǎng)下載電子版，自己打印或者拿到紙質(zhì)的圖樣進(jìn)行自定義，再附在邀請函里。
5. 告之天氣情況
參觀展覽的客戶來自世界各地，他們并不熟悉展覽駐地的情況。比如廣交會，廣州的連續(xù)第一次來的北方人都覺得不習(xí)慣，阻礙商天氣如果能在邀請函里將未來幾天詳細(xì)的天氣情況告訴客戶，并附上生活上該注意的細(xì)節(jié)，則細(xì)致體貼。
附上幾封可作參考的邀請函：模板1：
親愛的XXX，你好嗎？我是XXX公司的XXX，專業(yè)生產(chǎn)和銷售XXX產(chǎn)品，如：產(chǎn)品A、產(chǎn)品B、產(chǎn)品C、產(chǎn)品D、產(chǎn)品E等?，F(xiàn)在我寫信邀請您參觀我們在中國廣州的展臺——第122屆中國進(jìn)出口商品交易會（廣交會）。我們的展位號是XXX。我們將在這里展示各種各樣的產(chǎn)品，適合全球知名樂隊。我們相信一定會有一些商品吸引您。同時，我認(rèn)為這將是一個與大家面對面交流的好機(jī)會。如果您無法參加本次展會，歡迎訪問我們的網(wǎng)站：www.abcd.com 了解更多詳情。我們真誠地希望在廣交會上見到您，并期待很快收到您的回復(fù)。
此致，XXX模板2：
親愛的XXX，
展會即將來臨，我們誠摯地邀請您蒞臨我們位于時間展館的展位。
我們公司是一家專業(yè)的產(chǎn)品。我們專注于設(shè)計和制造產(chǎn)品。我們不斷更新型號并開發(fā)新產(chǎn)品。以有競爭力的價格為每一位客戶提供優(yōu)質(zhì)的產(chǎn)品。
很高興在展會上見到您。我們希望將來能與貴公司建立長期的業(yè)務(wù)關(guān)系。
展覽中心 : 展館地址
展位號 : 展位號
日期 : 時間
此致，
XXX模版3：
親愛的XXX，我是來自窺視門觀察器制造商 HCR 的莉莉。10 多年來，HCR 一直以具有競爭力的價格提供超耐用、最新設(shè)計的門鏡。我們誠摯地邀請您和您的公司代表在安博會期間參觀我們位于深圳會展中心的展位。以下信息供您參考。 中國國際社會公共安全博覽會（CPSE）
日期：2023年10月XX日-2023年11月X日
地點(diǎn)：深圳會展中心
我們的展位號：E001（如果您想了解更多HCR產(chǎn)品、展會詳情，或者只是需要安博會地點(diǎn)指導(dǎo)，請致電我！）祝你今天過得愉快 ！
XXX模版4：
親愛的XXX，很高興聽到你訪問深圳。我會在指定日期將樣品帶到您的酒店。您提到由于距離較遠(yuǎn)，您無法參觀我們在東莞的工廠。但如果您的日程安排合適，我想邀請您在安博會期間參觀我們在深圳會展中心的展位，安博會是目前世界上最大的安防行業(yè)展會之一。 以下信息供您參考。中國國際社會公共安全博覽會（CPSE）
日期：2023年10月XX日-2023年11月X日
地點(diǎn)：深圳會展中心我們的展位號：E001（如果您想了解更多展會詳情，或者只是需要安博會期間地點(diǎn)指導(dǎo)，請致電我?。?/p>
祝你今天
注意兩個小細(xì)節(jié)：
1.單獨(dú)羅列出來查看展會的建議時間以及公司的展會位置信息，方便客戶方便。
2.郵件里一定留下自己的手機(jī)號碼，并告訴他有任何問題就去找你，原因是自己想。