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SOPHIE'S EXPERIENCES AT THE HONG KONG FASHION EXHIBITION

2019-06-25

Our colleague Sophia talked to us about her experiences during the Fashion Clothes Exhibition in Hong Kong. We all enjoyed hearing what she learned there and what she wants to improve for future exhibitions. In general, she told us about four main aspects: speech training, visual analysis, communication methods and co-operation.



First of all, Sophia expressed her gratitude to our General Manager. After only half a year of experience in the business, our CEO trusted her and let her take part in the exhibition.

As for the speech training, we had already attended a preliminary training at the company. Sophia confirmed that this training was very useful. The general questions proposed by our CEO helped her differentiate between the different types of customers. It also helped her gather the information she needed of every potential customer. When you memorize the questions you want to ask the customer, the communication is more natural and fluent.



One aspect that should be paid attention to is your own introduction and how you promote yourself.
In Sophia’s opinion, the team who attended the exhibition was not that good at this point, probably because of their lack of experience. It is easy to send e-mails where we defend that we are the best, top, etc. However, saying that to the customer face to face is something different. Also, another reason for that could be that it was not the right time to say that.

Thinking back, she reckons they could have talked more with the customers: “There are several details they avoided. Having this experience and having learned these lessons on this training lets us improve our disposition and other aspects for the next exhibition.”



As for visual analysis, from the moment when the customer enters till the first sentences of the conversation, you make yourself an impression of the customer: if the customer has a strong character, whether they are talkative, serious or kind. While communicating with the customer, the changes in their facial expression, their gestures, etc. can help you judge them and adapt your own asking method. For example:

Regarding the communication methods, everyone has their personal style. We can have a conversation, and also practice the questions in the training, how to ask them… The customer will be glad to answer to you. You can ask directly or interact: “My personal style is interacting.” As she explains, this way you have a better communication with the customer.

Example: When it was time to ask the customer for their intended time and quantity when placing an order, Joy’s and Sophia’s method was not the same: Sophia preferred not to ask the questions together, but only ask the time of the order after having asked the intended quantity. Asking this question she confronted many types of reactions: “Some customers gave me an answer, some were impressed, and some didn’t answer at all. Even one retaliated. I sometimes asked in the middle of the conversation, but there were also times when I forgot. This is also a problem.”
The communication method is different depending on the person, yet as long as it is effective, it’s OK.


Co-operation always needs some adapting time among the team members. Since everyone is different, tensions can easily appear. “We weren’t able to maintain a clear position in front of the customer, and it doesn’t make a good impression. Since we had no knowledge of the customer, we were a bit passive.”

As for the questions, the second day she started to adapt and act according to the customer, and she started gaining confidence in her speaking: “During the exhibition, we gained knowledge and experience. We sure will be able to complement one another in future exhibitions.”

Finally, Sophia told us what she already wants to change for future exhibitions.

“If some aspect has to be improved, it’s to adapt the speech according to the position of the customer.”
The customer can be a CEO, a designer, or a purchaser. During the exhibition she addressed all of them the same way.
“I didn’t pay attention to a key point, namely whether the person on the business card is the one who decides to place the order.”

She also suggests mentioning some important brands for which we have produced our items:
Having produced hangers for Zara and Adidas shows our production capacity, which is of 20,000 pcs/day.
Having produced hangers for brands such as Massimo Dutti and Mango, among others, shows, besides our capacity, also our ability to follow specific designs.

“Only the fact of having learned all these aspects makes this experience be worth a try. Taking part in this exhibition was definitely a positive experience that will let me improve for the future.”


 

HHANGER TEAM

2019-06-25

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HEAD’s original article, all reprinted for commercial use needs to be approved by us.

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