Besucheransprache: Neue und bessere Kontakte
Egal ob im Handy-Shop, bei den allseits beliebten Akquisitionsanrufen („Wer ist bei Ihnen für den Einkauf zuständig?“) oder am Messestand: Immer wieder treffen wir auf Verkäufer, die ihr Produkt anpreisen, aber nicht auf die Fragen ihrer potenziellen Käufer eingehen. Meist kommt ein Geschäft dann nicht zustande, weil Angebot und Nachfrage so nicht zusammen finden. Schlimmer noch: Der Kunde fühlt sich nicht ernst genommen und dürfte auf diese Weise kaum zu gewinnen sein.
Spreu und Weizen
Auf Messen kommt noch ein weiterer Faktor hinzu. Die Veranstaltungsdauer ist auf wenige Tage begrenzt. Da geht es darum, so viele Kontakte wie möglich zu knüpfen – aber bitte mit den wirklich interessanten Kunden. Das ist besonders bei Investitionsgütermessen wichtig, dienen doch viele Gespräche der Geschäftsanbahnung. Der eigentliche Kauf wird nach der Messe abgeschlossen. Hinterher heißt es, den Dialog fortzuführen und/oder ein Angebot zu unterbreiten. Daher wäre es wichtig, etwas über den potenziellen Käufer und seinen Bedarf zu erfahren. So etwas klappt aber nur dann, wenn das Gespräch schriftlich aufgezeichnet wurde. Am einfachsten ist es, die Visitenkarte des Interessenten an den Gesprächsbogen anzuheften.
Das klingt einleuchtend, ist aber nicht immer der Fall: Gerade bei technisch anspruchsvollen Exponaten stehen oft Ingenieure am Stand. Sie lieben ihre Produkte und können sich dafür begeistern. Allerdings geht diese Begeisterung manchmal soweit, dass der Messebesucher mit fast allen erdenklichen Produkteigenschaften konfrontiert wird. Dabei vergeht wertvolle Zeit und eigentlich sucht der Gegenüber nach ganz anderen Lösungen. Aber davon erfährt nur Derjenige, der auch danach fragt. Unterbleibt dieses Nachbohren, endet der Dialog oftmals wie das Hornberger Schießen. Die Gesprächspartner gehen auseinander und Anknüpfungspunkte für ein Nachmessegeschäft gibt es kaum – der Ingenieur weiß ja nichts über den Einkäufer. Andere, wichtigere Kunden sind dem Aussteller möglicherweise inzwischen entgangen, weil die nicht ewig auf einen freien Ansprechpartner warten wollten.
Details kommen später
Einzelne Aussteller der Hannover Messe erkannten vor einigen Jahren das Problem.
Sie stellten fest, dass die Ingenieure am Stand das Messepotenzial nicht genügend ausschöpften. Um mehr aus ihrer Beteiligung zu machen, nahmen sie deshalb an einer „Einstimmung“ durch das „Messe Institut“ teil. Es wurde den Mitarbeitern am Tag vor Veranstaltungsbeginn vermittelt, dass es vor Intensivierung eines Kontaktes darum geht, die Bedürfnisse abzuklopfen – und festzustellen, ob es sich beim Standbesucher tatsächlich um einen Entscheider handelt. Detailfragen lassen sich später nach der Messe in aller Ruhe klären.
Getreu dem Motto „einem Ingenieur ist nichts zu schwör“, setzten die technischen Experten ihre frisch gewonnenen Erkenntnisse am Stand um. Und siehe da, es wurden viel mehr (kürzere) und bessere Kontakte geknüpft als zuvor. Im Nachmessegeschäft sind diese Kontakte ausführlich intensiviert worden. Unter dem Strich hat die Messebeteiligung in Hannover dem Aussteller viel mehr Abschlüsse gebracht als seine vorangegangen Auftritte – weil die Mitarbeiter am Stand auf die bevorstehende Situation richtig eingestimmt wurden.15 Der Begriff Einstimmung ist vom Messe Institut seinerzeit übrigens bewusst gewählt worden. Denn handelt es sich beim Messeteam um erfahrene Verkäufer, würde die Teilnahme an einem „Messe-Verkaufstraining“ einem Attentat gleich kommen. Für diese Gruppe wäre das gleichbedeutend mit einer negativen Beurteilung ihrer bisherigen verkäuferischen Leistungen.
Heimvorteil nutzen
Manchmal ist eine Messe auch ein Heimspiel, wenn der Firmensitz nicht weit vom Veranstaltungsgeschehen entfernt liegt. Das ermöglicht die Kontaktverfolgung schon während der Messe. Erfahrene Aussteller richten einen Shuttle-Service ein, um Besucher in die eigene Betriebsstätte zu fahren. Dort können sie dann ihre gesamte Leistungspalette vorführen, was zusätzliches Interesse wecken dürfte. Zudem lässt sich das Unternehmen mit Produktionsprozessen „livehaftig“ präsentieren. Das schafft Vertrauen und ist ein Alleinstellungsmerkmal!
KOMPAKT
- Ein guter (Messe)Verkäufer hört zu statt pausenlos zu reden
- Bedürfnisse der Einkäufer sind in möglichst kurzen Gesprächen zu erfragen und aufzuzeichnen
- Bei Investitionsgütermessen zählt das Nachmessegeschäft
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последовательно реализует свою стратегию по продвижению услуг в сфере интеллектуальной собственности в российские регионы — центры производства наукоемкой продукции, создания инновационных технологий, прорывных научно-технических достижений, открывая филиалы. Новосибирский филиал стал 12-м офисом фирмы в России. Мы знаем, так как сотрудничаем со многими Институтами Сибирского Отделения РАН, что здесь уже создано множество научно-технических разработок высочайшего уровня, но полагаем что потенциал этого региона не раскрыт до конца, и инженерам-разработчикам, научным работникам, изобретателям и другим творческим специалистам потребуется 18 октября в Новосибирском Академгородке состоялся семинар «Создание и правовая защита наукоемких технологий», рассчитанный на представителей научно-исследовательских институтов, промышленных компаний, а также специалистов внедренческих департаментов, патентоведов, инженеров, изобретателей и др. Новосибирск Своим основанием Новосибирск обязан появлению Транссибирской магистрали. В 1893 году строительство этого Великого железнодорожного пути остановилось на подступах к берегам реки Обь, через которую нужно было строить железнодорожный мост.Дальнейшее развитие событий напоминает классическую ситуацию – из грязи в князи. Новониколаевск восстанавливается, после чего становится главным городом новой Новониколаевской губернии, а затем и административным центром всей Сибири, получая вместе с новым статусом и новое название – Новосибирск. Новосибирск В годы войны в Новосибирске делают самолеты, бронепоезда, снаряды, мины, оптические прицелы для оружия, радиопередатчики, обмундирование. Также на передовую отсюда идет продовольствие, а жители города сдают кровь для раненых солдат. Новосибирски образовывается всемирно известный сегодня Новосибирский Академгородок, на территории которого располагаются десятки научно-исследовательских институтов. воду и медные трубы всех стадий становления рынка периода первоначального накопления капитала, именно поэтому тогда здесь существенно упал уровень жизни, причем не только с материальной точки зрения, но и сточки зрения духовности. важные решения по обеспечению тех или иных нужд и потребностей сибирских субъектов федерации. Для этих целей свою деятельность в городе осуществляют резиденция межрегиональной ассоциации «Сибирское соглашение», в которую входят 19 субъектов азиатской части России, исполнительная дирекция Ассоциации сибирских и дальневосточных городов, Сибирское Отделение Международной Ассоциации Руководителей предприятий. НовосибирскГеографическое положение Новосибирска Новосибирск находится на юго-востоке Западно-Сибирской равнины на берегах реки Обь. 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Итог творческим поискам подвели 12 февраля 1926 года: постановлением ЦИК СССР Новониколаевск был переименован в Новосибирск. В 1926-м на Краевом научном съезде было решено превращать Новосибирск в «промсад» или в «город-сад». В 1920–1930-х именно Новосибирск и Сталинград стали дежурными фигурантами градостроительных журналов, главными полигонами соцурбанистики. И архитектурные находки одного тут же ревниво повторял другой. Когда в Сталинграде затеяли строительство футуристического «синтез-цирка» с уникальным тонкостенным куполом, НовосибирскНо эпоха футуристического романтизма уже заканчивалась, концепция зрелищной культуры менялась, возвращаясь к классике, потому фантазии проектировщиков вскоре стали казаться только фантазиями. Оказалось, что хитроумную автоматику театра не способен изготовить ни один советский завод. Формы здания тоже стали казаться пресными и скупыми: в январе 1933-го крайисполком велел «архитектурно обогатить» проект. Столь же радикально эвакуационный бум поменял и демографию Новосибирска – приехавшие в эвакуационных эшелонах москвичи и ленинградцы привезли с собой новый жизненный уклад, новые художественные вкусы. Зрительской влюбленностью в классическое искусство – в балет, в оперу, в симфоническую музыку – а также последующими успехами в этих сферах – всем этим Новосибирск обязан «ленинградской волне» военной поры.За Новосибирском закрепилась слава не только промышленного города, но и крупного образовательного центра страны. Сюда приезжают получать образование со всей Сибири. Новосибирским мужчинам можно только позавидовать – согласно данным Новосибирскстата каждая вторая жительница города до 30 лет имеет высшее образование. Столицу Сибири можно смело назвать одним из самых образованных городов страны. Однако не все согласятся, что найти близкого человека в большом городе очень просто. Не знаете, с чего начать поиск знакомств в Новосибирске? 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