Gazing at the Rainbow

Time passed day by day in the busy schedule, and in a blink of an eye, it was an important day for Lingyun Industrial to participate in the exhibition.

As arranged in advance, the lineup for Shanghai includes Jian Wen, Lin Yao, Li Renhai and Chairman Qin.

Lin Yao has never participated in an exhibition, let alone such a grand international trade fair.

In her opinion, since companies exhibiting in order to show their best to customers, they have a lot of preparations to do, and then in the past few days, they will try their best to show their products and their advantages in front of customers. , To attract more customers to stop.

These preparations should include: plan planning, customer data collection, invitation letter and booth map preparation, etc.

However, most of these matters have nothing to do with her. Among the four people participating in the exhibition, Jian Wen is undoubtedly the backbone of the business, while Lin Yao and Li Renhai actually laid hands on her. As for Chairman Qin, he is only in charge.

In other words, the preparatory work has nothing to do with Lin Yao. During the exhibition, she only needs to be Jian Wen's assistant.

Thinking about it this way, Lin Yao had much less expectation about the exhibition, but she still sent invitation letters to the customers one by one.

Most of the customers responded amicably, stating that they were not going to participate in the exhibition, but a few customers, including a customer from Tai Chi, responded that they would participate in the Shanghai exhibition and would visit the booth at that time.

This means that she is about to meet with the customers in hand!

Lin Yao originally thought that participating in the exhibition was a very big thing, but there is a big gap between the reality and what she thinks.

When she arrived at the booth, she discovered that Lingyun Industrial's booth was very ordinary, together with many suppliers from Taizhou, Wenzhou, and Ningbo, it seemed that there was no special feature at all.

Moreover, their booth is only nine square meters. The standard configuration is one table and two chairs, one lamp, one socket, and one trash can. Everything else needs to be paid for.

Chairman Qin’s opinion is very clear, “There is no need to pay for those extra expenses!”

Li Renhai smiled happily, "Chairman Qin is really joking, there are four of us, how do we sit on only two chairs? Besides, there are customers who are coming."

Lin Yao and Jian Wen looked at each other.

One of these two chairs must belong to Chairman Qin, and the other chair must be for visiting customers. What about the three of them?

Wait until the customer leaves and take turns?

If customers keep going, they will keep standing?

Maybe Chairman Qin didn't plan to let them sit down at all?

Chairman Qin pushed the glasses and explained: "You must have noticed that we are participating in the Zhejiang delegation this time. There are many exhibitors with the same or similar products as us. It is foreseeable that everyone The competition for customers will be fierce.

Since the three of you are here to participate in the exhibition, you must perform well and try to attract more customers to our exhibition. In this way, you can't have time to sit here with your legs crossed.

In fact, you shouldn’t sit down unless there are customers visiting.

As for me, after the start of the exhibition, I will take this opportunity to walk around and will not stay at Lingyun's booth at all. So I said two chairs are enough, what do you think? "

Chairman Qin said sitting here with Erlang's legs upright. According to him, they will be very free next time?

And these two chairs are waiting for customers to come and sit for customers. The three of them are not qualified to sit!

Jian Wen and Lin Yao both felt a little disbelief. Li Renhai said doglegally: "It's still the chairman who is foresight, you just leave the booth to us and promise to complete the task!"

Jian Wen was expressionless, but did not object.

In Lin Yao's view, even though Chairman Qin is rightly speaking, he actually doesn't make much sense and even contradicts himself.

Since we want to attract as many customers as possible to the booth, how can those two chairs be enough?

Besides, their booth already looks a little shabby, with only two chairs. Why are customers embarrassed to sit down and talk?

However, everyone felt that there was no problem, and Lin Yao had to give up.

On the day of the exhibition, Chairman Qin left the booth early in the morning and went shopping around.

As Lin Yun said, Chairman Qin's popularity is very good, and many heads of large companies come over to greet him.

Perhaps it's that the location of their exhibition hall is relatively off-line. Except for the exhibitors and the staff who come to post small advertisements, there are almost no people, and the foreign guests don't even see a shadow!

Lin Yao suddenly understood that perhaps Chairman Qin had anticipated this situation a long time ago.

And, maybe those two chairs are really enough?

After ten o'clock, the number of foreign businessmen who visited this area finally gradually began to grow.

These buyers from all over the world wear similar brands and wander around in confusion.

Occasionally someone stopped at the booth of Lingyun Industrial. At this time, Lin Yao was responsible for handing over the catalogue for customers to refer to and inviting them to sit for a while.

These foreign buyers generally do not stay in a booth for too long. Even if they really want to find a place to rest, they will choose a booth with the right products.

Then, he would sit down, have a cup of tea, and chat with the sales staff. If there is a preliminary cooperation intention, they would exchange business cards or take away a catalog.

The sales staff will record the customer's needs and contact them after the exhibition.

At this time, Jian Wen usually comes forward to talk to customers. With the continuous influx of foreign businessmen, Jian Wen, as the backbone of the business, seems a little lackluster.

She said to Lin Yao from time to time: "Xiao Lin, get a pen for me."

Or say to Li Renhai: "Xiao Li, help me get a sample."

When Jian Wen was too busy to come, Lin Yao would also exchange greetings with foreign businessmen, and then carefully record their needs.

Li Renhai hurriedly poured water for the client's tea, taking samples from time to time for customers to check, and then put them back after reading.

Some impatient customers will ask the sales staff to give prices on the spot. At this time, it is necessary to assess the response ability of the sales staff.

For each sample on the booth, the salesperson has the corresponding purchase cost and a reference quotation.

It is very knowledgeable to quote customers on-site. First of all, you must fully understand whether the customer has additional requirements for the product. If so, you need to add the costs brought by these requirements, such as packaging costs, transportation costs, etc.

For example, if the customer who asked for the price came from Yiwu, he would need to quote a low price to attract his attention, otherwise the customer would immediately get up and leave.

If the customer is from a neon country or Germany, the situation is different again.

Because customers from these countries have almost zero tolerance for product quality problems, and they often need additional appearance processing and an additional inspection procedure.

This means that with a high scrap rate and high cost, it is definitely not acceptable to quote a low price. In other words, the price quoted to different customers for the same product is different.

Customers from different regions are interested in different products. For example, customers in Asia, Africa and Latin America generally need older parts, and they will explain that they will be overloaded and durable...

Comparing the quality requirements of Omi customers, the parts are not only of good quality, but also need to make the appearance perfect, such as hand sanding and polishing, and chrome plating.

Every country has customers who make high-end products and low-end products, so we cannot generalize.

If you want to firmly grasp the customer's eyeballs, you need to recommend products that are of interest to them.

Chairman Qin walked around and returned to Lingyun's booth. When the surrounding exhibitors saw him, they all sighed, "The business of Chairman Qin's company is really good, and we have nothing to compare."

Chairman Qin was quite surprised, but the expression on his face was very calm, "It has only been open for half a year. How can there be any business that is not business? Just eat it."

Exhibitor A said: "Chairman Qin is so modest. Before I came, I heard Lao Niu say that Chairman Qin placed several orders for him in the first year of the year. When will he take care of me?"

Chairman Qin smiled heartily, "That's a must."

Exhibitor b said: "Chairman Qin’s employees in the company are very capable, where did they dig them? You see, our company’s business is not good, and the work is too rigid, and the employees in Chairman Qin’s company have nothing to do with them. ratio."

Chairman Qin said modestly: "They are all newbies, how can they compare with your company's old business."

Exhibitor c said: "Why should Chairman Qin be humble? There are people in your booth for this whole piece."

Chairman Qin turned his head and found that the situation was really as they said.

In the entire Zhejiang delegation, most of the small booths except for the large-scale special booths were deserted.

Only Lingyun Industrial's booth was bustling and crowded.

What's more rare is that all customers who leave the booth have a satisfied smile.

Looking at the three people in the booth, Jian Wen is quoting a customer.

Lin Yao talked happily with several customers and laughed.

Li Renhai handed samples to Lin Yao or Jian Wen's clients from time to time, and he was very busy.

Jian Wen, Lin Yao, and Li Renhai are undoubtedly three completely different types of people, but they cooperate seamlessly.

When the surrounding exhibitors saw this situation, they were surprised and jealous, but helpless.

When Chairman Qin saw this, how could he still think about chatting with other exhibitors?

He happily returned to the booth, and was about to show his hands to the rookies in the company to see his true strength. What he didn't expect was that even if he took the initiative to greet him, the customer would just nod with him slightly, and then continue to talk to Jian Wen or Lin Yao about the products and specific requirements he needed.

"Chairman Qin." Li Renhai greeted him with a smile, then passed him, handed a shiny engine cover to a high-nosed, deep-nosed customer, and said babbledly: " ver"

Lin Yao added in due course, "witholishgchrotgrocess" (surface polished and chrome-plated)

The customer was pleasantly surprised: "ahhhh, yes! that’sexactly whatilookgfor! lookgreat, howuchit?" (Yes, this is the sample I am looking for, it looks very good, how much is it?)

Lin Yao calmly replied: "48c, fobshanghai" (Shanghai delivery price, 48 meters.)

The customer nodded in satisfaction, "good! iwillneedtrial order, thaorkable?" Two hundred trial orders, can you do it?

Lin Yao smiled brightly, "yes, urgent!" (Of course no problem!)

Qin Yi was left to the side, completely speechless.

The surrounding exhibitors were all shocked, so they just talked about placing an order?

Qin Yi suspected that he might have hallucinations, otherwise how could his little rookie have won an order on the spot in just a few words.

Although the amount of this order is small, only, the total amount is less than 10,000 meters~www.wuxiaspot.com~ But...No, how does Lin Yao know how to calculate the cost of surface polishing and chrome plating?

When the customer left the exhibition with satisfaction, Qin Yi couldn't help but ask: "Xiao Lin, the price of polished and chrome-plated products is different from ordinary products, and the manufacturer may not be willing to do it."

Lin Yao took the time to drink her saliva, calmly said: "Yes, I will add the cost of manual polishing and chrome plating, and the quotation to the customer has indicated that the exchange rate has fluctuated more than 1, and the price will be adjusted accordingly. As for the manufacturer , As long as we can afford the price, we can do it."

Qin Yi opened his mouth, but didn't know what to say.

At this moment, another dark-skinned customer came over. Lin Yao hurriedly put the mineral water bottle in his hand to the corner, squinted to greet him, "hello, whatcaniforyou?" (Hello, what can I do for you? Is it?)

Qin Yi looked at the busy three people at the booth and the endless stream of customers. He suddenly felt a weird feeling, as if there was no need for him to come to Shanghai this time on leave!

More importantly, Lingyun Industry is probably going to be a blockbuster this time.