Managing a B2B service with foreign buyers

Autopromotec, the most important event of the year for the sector, is approaching and many of you will participate as exhibitors. In order to effectively approach an international buyer, the "business meetings" (B2B) planned during the fair are important occasions that must be thoroughly prepared.
We should start by saying that B2B meetings during the trade fair are certainly useful to establish new business relationship, but very rarely orders are placed right after the first meeting.
In general, these are the opening moments of a potential business deal which, in the following weeks, need a follow-up phase through phone calls, emails or personal meetings with the buyer.
The approach "we showed them our goods now the ball is in their courts" may not be the most effective one: “the iron must be struck while still hot”, or at least until the eventual closing of the deal.
 
Here are some helpful tips to effectively manage business meetings:

• Before the meeting acquire information about who you are going to meet: who the person is, which company does he works for, what language does he speak, what does the company deal with, what is he looking for;
• Besides an updated catalog, bring a company profile in English. This will be particularly useful in making your firm known, and it is often required by potential foreign clients;
• Be patient and flexible. Business meetings may be delayed, and in such cases a patient and flexible attitude can certainly help, especially to avoid meeting in a tense atmosphere;
• Be clear and concise: speak directly, highlight the distinctive features of your company (not just the quality of the products) and your reasons for interest in the meeting;
• Ask how the other party’s company is structured (how long has it been on the market, how many subsidiaries it has and how it is organized);
• Acquire useful information on transport costs to the potential client’s country, if asked, you will be ready to answer and you will be perceived as a highly professional company.

 
Gianfranco Lai
M&T Italia Srl
www.met-italia.com