最近是接连不断的展会，总有些外贸人在展会上与客户交锋的瞬间，会错失一些良机，后悔没聊到重点，没即时抓住客户。
本文是想总结一套展会通用的话术，可以直接拿来使用，甚至背诵，形成肌肉记忆，并随时可以在任何现场直接采用的，与老外客户最快建立联系的沟通话术。
外贸沟通除了要礼貌自然流畅，业务员也要
在任何场面中，都做到从从容容、心中有数、张口即来。
不仅要思维清晰，还要关键时刻英文不掉链子。
以下是根据自己的经验总结的一些话术，适合在展会或者初次见面时，快速打开话题、摸清客户需求、判断客户质量和底细的一个基础问答参考，大家可以补充或者灵活应变。
一、上前开口，邀请参观, 简单介绍
1. Hello! Welcome to our booth, may I help you ？/ Please take/have a look?
2. Hi, nice to meet you, I am...from..., please come in and take a seat.
3. Our main product is..., this is the new item...(简单介绍下亮点）
4. We've been manufacturing...for 30 years, and we have factory in Guangzhou...
二、留联系方式（非常重要）
• This is my business card, may I have yours?
• May I add your Wechat or Whatsapp?
• Can I get your email address, then I will send you our prices later?
• Do you need a catalogue or May I send you our E-version later?
三、摸底提问：问出需求、目的、底细
1. 问身份 & 公司类型（判断是不是真买家）
• Where are you from?
• What business you do? are you a distributor? end user? agent? or doing any project?
• Are you looking for new items or upgrading old models this time?
• Which functions do you perfer more?
• Is this your first time in China/ Canton Fair?
• How many days will you stay in Guangzhou? Would you like to visit our factory?
2. 问采购目的 & 采购计划（判断意向强弱）
• What products are you mainly looking for this time?
• Where will you use these items?
• Have you heard our brand or used our products before?
• What products or models you are using now?
• Do you have any target product / model in mind?
• Are you preparing an order soon or just checking the market?
• How long will you start the purchasing plan?
3. 问市场 & 销售渠道（判断市场档次）
• Which market do you mainly sell to? (your own country or others?)
• Do you sell online or through distributors/retail stores?
• What’s your target price range/quality level?
• Do you prefer high-end or economy products?
4. 问采购量 & 实力（判断大客户还是小客户）
• May I know your usual order quantity?
• Do you import regularly from China?
• What’s your monthly/annual purchase volume?
• Do you have any familiar freight forwader for shipment?
5. 问现有供应商 & 痛点（挖合作机会）
• Are you working with any Chinese suppliers now?
• What do you think about your current goods?
• What’s the most important factor for you: price, quality, delivery, after-sales service?
• What problems do you usually meet when importing from China?
6. 问后续跟进意向（锁定跟进方式）
• I will send the quotation/sample after the fair, about how long we can get any answer?
• Would you like us to prepare a proforma invoice for you?
• Do you need us to check the freight for you?
• What package do you prefer more?
• Can we keep in touch by email/WhatsApp/WeChat?
• Will you come later to discuss details?
四、一套完整流畅对话流程（直接背）
1. Welcome to our booth. May I help you?
2. May I have your name and which country you’re from?
3. What products are you interested in?
4. Are you an importer or wholesaler?
5. Do you have target market and quantity?
6. What’s your main concern: price, quality or delivery?
7. May I send you our best offer and catalog?
8. Let me take your business card, I will follow up soon.
五、快速判断客户“底细”的关键词
• 优质客户：importer, wholesaler, chain store, regular order, ask certain models, ask details, professional on business...
• 普通/询价客户：looking for new ideas/items, need good prices, send price list，no clear answer...
• 同行/蹭价：too professional on details, very interested in prices, only ask technicals, 非常友好的...
