(Source: https://pltfrm.com.cn)
Introduction
From large expos to curated industry dinners, B2B events remain one of the most effective ways to connect with decision-makers in China. But success isn’t just about showing up—it’s about smart planning, local adaptation, and post-event activation. This guide explores how overseas brands can turn China-based B2B events into a repeatable growth engine.
1. Align Event Format with Buyer Journey Stage
1.1 Awareness: Public Keynotes or Webinars
Join large expos or host public webinars to raise awareness, especially when entering new markets or industries.
1.2 Evaluation: Invite-Only Technical Briefings
Use workshops and demo sessions to help potential buyers evaluate your offering in detail—ideal for SaaS platforms or engineering solutions.
2. Localize Event Experience
2.1 Chinese Language Content and Hosts
Ensure all event materials—slides, videos, handouts—are in Mandarin. Hire bilingual MCs or moderators to facilitate interaction.
2.2 Respect Local Etiquette
Be aware of customs such as gift-giving, seating order, and communication style, especially for high-touch events like VIP luncheons.
3. Use Events to Activate Mid-Funnel Leads
3.1 Invite Leads from CRM for Re-Engagement
Identify dormant or warm leads from past campaigns and invite them to offline or hybrid events. Use this moment to revive stalled deals.
3.2 Run Post-Event Qualification
Immediately after the event, segment attendees by interest or budget level and direct them into tailored sales sequences.
4. Combine Offline Events with Digital Nurturing
4.1 On-Site Content Capture
Record live demos, testimonials, or roundtable insights and turn them into Zhihu articles or LinkedIn videos for broader digital reach.
4.2 Post-Event Mini-Campaign
Send recaps, special offers, or consultation invites within 48 hours of the event to maintain momentum and boost conversion.
Case Study: Austrian B2B Software Brand’s Event in Chengdu
An Austrian productivity software brand organized an enterprise SaaS showcase in Chengdu, targeting manufacturers. They brought in a Chinese-speaking product manager, offered QR-linked interactive dashboards, and ran personalized WeCom follow-ups. Within a month, 12% of attendees had converted to trial users.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation!
