广交会上怎么与潜在客户交流？广交会沟通话术大全

春季已至，广交会即将来临，那么广交会上怎么与潜在客户交流？本文为大家分享广交会沟通话术大全，助力外贸展事启航。展前精心筹备，话术应用抢占先机，巧用实用话术，预祝订单翻倍增长。

01 、展前邀约话术

💡核心策略：唤起兴趣，精准吸引

▶ 话术模板

1.激活老客户

"Dear Mr. Wang, this is Zhang chong from XX Company's International Trade Department. We'll have 3 exclusive smart lock samples at Booth A12 in Dubai this Thursday, having improved the solution for the door lock compatibility you mentioned last time, and signing the contract onsite ensures priority access to our Middle East dedicated logistics channel!"

“王总好！我们是 XX 公司外贸部张冲，本周四在迪拜展位号 A12，特别为您准备了 3 款未公开的智能锁样品。您上次提到的防盗门适配问题，这次我们带来了升级版解决方案，现场签约可优先安排中东专列物流！”

2.开发新客户

"Hi, Manager Li, we've noticed that your courtyard lighting products promoted on TikTok are quite similar to ours and according to our live test data in Germany, under the same lighting conditions, our products have 23% higher energy efficiency compared to competitors' while we also offer a free professional light degradation report for an onsite experience."

“李经理您好！关注到贵司在 TikTok 上推广的庭院灯具与我们的产品高度匹配。我们在德国展会的实测数据显示，同等光照条件下，我们的节能率比竞品高 23%，现场体验可赠送专业光衰检测报告。”

🌟 实战 Tips

提前了解客户过往需求和痛点，在邀约中突出针对性解决方案。

强调展会现场独特优势，如独家样品、特殊物流安排等，吸引客户到访。

02 、展中沟通话术

💡核心策略：有效破冰，灵活应对

▶ 话术模板

1.初次破冰

"Hello! Welcome to our booth! You seem to be new here. Many buyers were interested in these questions right away in the past:

1）How about the return rate of our products in the Indonesian market? The actual data shows it's less than 1.2%, which means our product quality is quite reliable.

2）How low can the Minimum Order Quantity (MOQ) be? For the first cooperation, 500 pieces are enough, reducing your cooperation risks.

3）Can we visit your laboratory? Sure, we can arrange it at any time, allowing you to see our R & D and quality control.

Among these questions, which one would you like to know about first?"

“您好！欢迎来到展位！看您像是第一次来。之前不少采购商一来就关注这几个问题：

1）咱们产品在印尼市场退货率咋样？实际数据显示低于 1.2%，质量相当有保障。

2）最小起订量能低到多少？首次合作的话，500 件就行，降低您的合作风险。

3）能参观你们实验室不？没问题，随时能安排，让您看看我们的研发和质量把控。”

2.应对价格质疑

"Dear Mr. Chen, I fully understand that price matters a great deal to you. Our pricing is really clear:

Basic model ($9.8)：It meets the daily needs of the general public and offers high cost - effectiveness.

Premium model ($12.5)：An anti - rust coating is added, making it more durable (You can check the test report).

Custom model ($15+)：We can do logo engraving and also support size adjustments.

Mr. Chen, are you more concerned about cost - effectiveness or the added value related to the brand?"

“陈总，我完全理解价格对您很重要。我们的定价非常清晰：

基础款（$9.8）：满足大众日常需求，性价比高。

升级款（$12.5）：增加了防锈涂层，耐用性更强（可查看检测报告） 。

定制款（$15+）：能进行 LOGO 雕刻，也支持尺寸调整 。

陈总，您更看重性价比，还是品牌相关的附加值呢？”

3.处理砍价要求

"Ms. Zhang, your quoted price is competitive. However, our cost structure is unique:

Materials: 65% of total cost

Certifications: Over $800k invested in FDA/CE

Logistics: China-Europe rail freight up 30% recently

If you confirm 3,000pcs for the first order, we can activate a tiered rebate program:

3,000pcs: 3% return

5,000pcs: 5% rebate"

“张女士，您给出的价格确实很有竞争力。不过我们的成本结构特殊：

原材料：占总成本 65%

认证：FDA/CE 等认证投入超 80 万

物流：中欧班列运费近期上涨 30%

如果您能确认首单 3000 件，我们可以启动 “阶梯返点计划”：

3000 件：返点 3%

5000 件：返点 5%”

🌟实战 Tips

保持微笑和耐心，展现专业友好形象。

回答问题简洁明了，数据支撑更具说服力。

遇到棘手问题，不要急于回答，可先思考或与团队沟通后再回应。

03、展后跟进话术

💡核心策略：分类跟进，促进成交

▶ 话术模板

1.A 类客户逼单

"Dear Mr. Li, attached is the inspection report for yesterday’s sample trial with all key indicators exceeding specifications：

Abrasion resistance: 5,000 cycles (Industry standard: 3,000)

Color difference: ΔE <1.5 (Industry average: ΔE=3)

We've secured:

1）Free mold fees (limited to first 10,000pcs)

2）Guangzhou Bonded Warehouse direct shipping (30% faster logistics)

Please confirm if you're available for a video meeting at 3 PM today to finalize details?"

“李总好！这是您昨日试用的样品检测报告，关键指标全部超标完成：

耐磨次数：5000 次（行业标准 3000 次）

色差值：ΔE＜1.5（行业平均 ΔE=3）

我们特别申请了：

1）免费模具费（限首单 10000 件）

2）广州保税仓直发（缩短 30% 物流时效）

请您确认是否需要今天下午 3 点视频会议敲定细节？”

2.B 类客户培育

"Hi Manager Wang, here's our updated 2024 Middle East Market Report. Page 7 highlights the surge in outdoor power demand, with growth curves marked for your key regions. We recommend focusing on:

Solar-charged model (42% margin)

Sandstorm-resistant model (GCC certified)

Join our exclusive webinar next Wednesday for front-row seats!"

“王经理好！这是我们刚更新的 2024 年中东市场趋势报告，其中第 7 页的 “户外电源需求激增” 部分特别标注了贵司主营区域的增长曲线。建议您关注这两款新品：

太阳能充电款（利润率 42%）

抗沙尘暴款（已通过 GCC 认证）

下周三我们有专场线上发布会，可为预留前排席位。”

🌟实战 Tips

及时整理客户信息和沟通记录，明确客户类型和需求重点。

对 A 类客户设定合理时间节点，适时催促成交；对 B 类客户持续提供有价值信息，保持互动。

04、危机处理话术

💡核心策略：快速响应，妥善解决

▶话术模板

1.客户临时离场

"Mr. Chen, we just learned you need to leave early. We've arranged:

1)Urgent courier service: Samples delivered to your hotel before EOD

2)24/7 factory video access via dedicated account

Which option works best for you?"

“陈总，刚接到消息您要提前离开。我们特别准备了：

1)加急快递服务：今天下班前将样品送到您酒店

2)视频验厂权限：登录专属账号可 24 小时查看生产线

您看哪种方式更方便？”

2.遭遇同行搅局

"Mr. Zhang, the company you mentioned is indeed our competitor. Our competitive edges are:

Patents: 17 utility model patents

Localized services: 3 service centers in your country

We suggest comparing:

1)Annual audit report

2)Third-party customer satisfaction survey

3)Zero-compensation quality guarantee"

“张先生，您提到的 XX 公司确实是我们的同行。不过我们的竞争优势体现在：

专利技术：拥有 17 项实用新型专利

本地化服务：在贵国设有 3 个服务中心

建议您对比这三份文件：

1)我们的年度审计报告

2)第三方客户满意度调查

3)质量事故 0 赔偿承诺书”

🌟实战 Tips

遇到危机情况保持冷静，第一时间安抚客户情绪。

提供的解决方案要切实可行，满足客户核心需求，必要时可向上级汇报协调资源。

🌟结语：展会是外贸拓展的关键契机。外贸人要重视各环节沟通，灵活运用话术与策略，凭专业、真诚及应变能力赢客户信任，抓住订单机遇。同时，需保持市场敏感度与创新意识，优化业务流程和产品服务，如此才能在竞争激烈的国际市场持续前行、脱颖而出 。