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老外爆料:展会上我最讨厌这些行为!I Hate These Behaviors!
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 发短信,玩手机,抠鼻子,吃东西......这些动作买家都看在眼里!

Texting, mobile phone playing, nose picking, eating... These actions are in the eyes of buyers!

SparkMedia之前在某洛杉矶的一次展会上做过调查:展会上最让人讨厌的行为有哪些?通过采访,主要包含以下这20种行为:

SparkMedia did a survey at an exhibition in Los Angeles before: What are the most annoying behaviors at the exhibition? Through interviews, it mainly includes the following 20 behaviors:

 

 

有条件的朋友,可以在YouTube上看到完整视频:

Friends with conditions can see the full video on YouTube:

https://www.youtube.com/watch?v=8Y-fGexyz7k

 

 

以下是采访视频中被吐槽最多的行为:

The following are the most complained behaviors in the interview video:

 

1. Sleeping in the booth.

在展会上睡觉。

2. Texting.

低头发短信。

3. Chewing gum while you are talking.

说话的时候嚼口香糖。

4. Somebody picking their nose.

有些销售一直抠鼻子。

5. Someone opening their bag and taking all of the tchotchkes and sweeping them into their back and walking away.

有些销售会打开包包拿出所有的小物件,把它们放到自己的身后然后走开。

6. Not being open to new people.

对新客户没有敞开怀抱。

7. Sitting back of the booth and not be engaged with the attendee.

坐在摊位后面,不与客户交流。

 

 

8. Talking to each other and igoring the customers.

互相聊天,直接忽视进展位的客户。

 

9. Sitting down, eating and reading a book.

一直坐着吃东西,看书。

 

10. I'm gonna say I hate sitting down with your back to the floor working on the laptop.

我得说讨厌背靠着地板坐着然后一直在玩电脑的销售。

11. Talking to each other with their backs turned and not facing with people walking by you paid so much for the booth, they're sitting here, they're texing, they're talking.

销售们互相聊天,背对着客户而不是面对每一个走进摊位的人,而只是坐在那,发信息,聊天。

12. I would say I hate breaking down early, because our show closes at 3:00, not 9:00 in the morning.

我想说讨厌很早关摊的,因为我们的展会下午3点结束,而不是早上九点。

13. Sales going form one booth and dragging people over to another booth.

销售从一个摊位走到另一个摊位。

14. Poaching from other people's booth, so when you see people engage in conversation and I'm kind of walking away at that conversation.

我不喜欢从别人的摊位上挖客户,所以当你看到有人正在沟通的时候,应该识趣的走开,而不是一直在旁边徘徊,仿佛在“偷听”。

 

15. Everybody on the their cellphones in the booth for sure.

当然是最不喜欢每个人都在展会上拿着手机玩。

 

16. On the phone with potential people going by, not good.

当潜在客户路过的时候一直在打电话,这不好。

17. People texting with each other while they're in the booth ignoring the customers.

销售在展会上一直互相发信息聊天而忽视客户的时候。

18. Not engaging with people that are here and around them, but looking at their phones or their Ipads. You know, you are in the exhibition, and have a face-to-face talk with customers is what you need to do.

不搭理已经在展位或者旁边的客户,却只是看着手机,Ipad。我想说你在展会上,得跟客户面对面交流,这才是此刻应该做的。

19. I'd say one of the things I commonly see is that the exhibitors on their cellphones looking at board, and not present and I think that's one of the biggest mistakes, you should be trying to engage the attendees as they walk by, and start the conversation.

我想说我经常看到参展商一直看着他们的手机屏幕而不是展位现场,这是最大的错误之一。你应该尝试在买家经过你摊位的时候,努力吸引他们进来,然后开始交流。

20. We're talking about business face to face. Customers want to do business with someone that they can speak to and have that interaction and you're not gonna get that by sitting in the back of the booth with your arms crossed not engaged.

我们是面对面的在谈生意,客户希望跟一个可以互动交流的人谈生意,而不是坐在展台后面,双臂交叉默不作声的人。

展会上应该如何做?

What should we do at the exhibition?

1. smile:微笑

 

面带微笑的销售会给买家留下很好的第一印象。

Smiling sales will make a good first impression on buyers.

 

2. Be enthusiastic:热情

 

保持热情积极的态度。早起,熬夜,不断招待老客户和潜在客户,可能有点枯燥,但都是展会上需要经历的。而你该做的正是积极地和每一位买家沟通。

Keep a warm and positive attitude. Getting up early, staying up late, and constantly entertaining regular customers and potential customers may be a little boring, but they are all needed to experience in the exhibition. What you should do is to actively communicate with every buyer.

 

3. Be on time:准时

 

准时准备好迎接与会者。

Be ready to meet the attendees on time.

 

4. Get a good night's sleep:睡一个好觉

 

参加展会是很辛苦的。你的身体需要从一整天的劳累中恢复过来,千万别因为睡眠不足或者过度劳累而导致丢失大批客户。

It's hard to attend the exhibition. Your body needs to recover from a long day's work. Don't lose a large number of customers due to lack of sleep or overwork.

 

5. Take a break:稍事休息

 

白天在展会一定要找时间休息一下,吃个午餐,伸伸腿,放松一下。这可以让你恢复精力。

During the day, you must find time to rest, have lunch, stretch your legs and relax. This will allow you to recover.

 

6. Greet:问候语

 

见到客户的问候语很重要,这让买家能够感受到他是受欢迎的。问候对方是你销售的第一步,微笑着迎接他们,然后提供产品信息,跟客户沟通,努力成单。

Greeting is important when meeting  customers, which makes the buyer feel welcomed. Greetings each other is the first step in your sales, smile to meet them, then provide product information, communicate with the customer, and try to make a successful business.

 

7. Dress and grooming:服饰装扮

 

展会上服装的选择很大程度上反映了你个人以及公司的形象。穿合适的衣服,舒服的鞋子,而在服装的选择上,展会最后一天是最灵活的,因为你可能要在当天完成拆卸的工作,但请别因为这样就忽视外在的形象,也许你的潜在客户正看着你。

The choice of clothes at the exhibition largely reflects your personal and corporate image. Wear the right clothes, comfortable shoes, and in the choice of clothing, the last day of the exhibition is the most flexible, because you may have to complete the demolition work on the same day, but please do not ignore the external image because of this, maybe your potential customers are looking at you.

 

8. cell phone use:使用手机

 

在展会上我们有时候会需要用手机来记录一些信息,但其他时候销售人员最好不好一直使用手机。因为打电话的时候,你的肢体语言可能会无意中给有兴趣的买家散发这样的信息:我在忙,没时间接待你。

At exhibitions, we sometimes need to use mobile phones to record some information, but at other times, it's better for salespeople not to use mobile phones all the time. Because when you make a phone call, your body language may inadvertently send out the message to interested buyers: I am busy and have no time to receive you. 

 

请注意只要在展会上,务必让每一个可能走进你展位的客户都感觉自己是受欢迎的,这样成单的机会才会更多。

Please note that as long as it is on the show, it is important to make every customer who may walk into your booth feel welcome, so that the opportunity for the customer to place an order is more.

 

9. tidy stands:展架整洁

 

很多时候,展会期间人来人往,使得摊位展架远不如第一天整洁。特别是在“办公”区域,无数的文件,设备,招待客户用的杯子,饮品,以及垃圾等,这会让摊位看起来很乱。

Many times, people come and go during the exhibition, making the booth far less tidy than the first day. Especially in the "office" area, countless documents, equipment, cups, drinks, garbage, etc., can make the booth look messy.


建议参展商们准备一些盒子或者装箱,用来存放使用过但不能扔的文件,设备等。

It is recommended that exhibitors prepare some boxes to store used but not discarded documents, equipment, etc.

 

 

潜在客户的其他建议

Other suggestions from potential customers

1. Don't ignore prospects

1.不要忽视周围的潜在客户:

 

你的工作就是吸引每一个走进你展位的人,客户都不喜欢自己被忽略,因此即使你很忙,也要眼观六路耳听八方的关注每一个有意交流的人,告诉他们一会就来接待他们。

Your job is to attract everyone who comes into your booth. Customers don't like to be ignored. So even if you are very busy, you should pay close attention to everyone who wants to communicate and tell them to come and receive them in a short time.

 

2. Don't underestimate prospects

2.不要低估任何潜在客户:


任何一个展会,买家都可能来自世界各地,代表不同的文化和习俗。千万别被他们的外表迷惑,尤其别小看那些穿着休闲随意的客户。

For any exhibition, buyers may come from all over the world, representing different cultures and customs. Don't be confused by their appearance, especially don't look down on customers who dress casually.

 

3. What's in a name

3.注意隐藏在名字里在“秘密”:

 

有些买家可能你不认识他的公司品牌,但这并不意味着他不是一个重要的买家。任何潜在客户都有可能是个大客户,据了解还有很多知名零售商会故意带别人家的品牌,因为他们不想被认出来。

You may not know the company brand of some buyers, but this does not mean that he is not an important buyer. Any potential customer may be a big customer. It is understood that there are many well-known retailers who deliberately take other people's brands because they don't want to be recognized.

 

4. Use the prospect's name

4.利用潜在客户的名字:


努力在一开始的时候就记住潜在客户的名字,然后在后期的交流中提到他们,这会让买家觉得很受尊重。

Try to remember the names of potential customers at the beginning, and then mention them in later communication, which will make the buyer feel very respected.

 

以上那20个买家讨厌的行为你曾见过吗?希望正在参展或即将参展的朋友尽量避免,多多成单!

Have you ever seen the above 20 behaviors that buyers hate? Hope that the friends who are participating in the exhibition or are about to participate in the exhibition will try their best to avoid, and more customers will place orders!