Poor follow-ups are often the biggest complaint that most clients have when dealing with business.
The clients often have to revert back to the salesmen and reexplain their problems time after time, hoping that they could get some solutions.
However, the answers seem to be less than satisfactory though some salesmen do give their answers to the problems.
As a result, customers may feel that the salesmen or the companies are not professional enough and go to other suppliers for new and better negotiations
So you cannot get your clients’ replies in the later stage no matter how you make your follow-ups. Coz they have lost patience and confidence in you and your company.
——Mike’s International Trade Theory
How should the companies cultivate and improve the ability of their internal staff to better follow up with the clients?
Set the Stage Goals for the Negotiations
Divide the negotiation into different stages, set the goal that each time you wanna achieve in advance to win the negotiation and order gradually.
Make follow ups actively and purposefully can definitely affect the clients’ judgment of the final results.
Equip your negotiation with stage goals and win the orders step by step.
Focus on the After-Sales Service
Most companies like to make follow-ups to the existing orders. But once the existing orders are completed, they lose their interest in further follow-ups, which is rather ridiculous and stupid.
Most orders are achieved by follow-ups, not only the existing orders, some potential orders included. Effective follow-ups will help you find more potential orders.
If you keep silent, the clients will think that you don’t attach enough importance to them or company is only interested in sales, not in the clients’ development and success.
You have to know that the impression you give to your clients is extremely important. Each aspect will be the deciding factor whether your clients will give new orders to your company in the days to come.
Assume Responsibilities Actively
If there’s something wrong with a particular batch of your products, please do not wait for the clients’ contact.
Call your clients or send them e-mails with situation explanations and proper solutions regarding the problems to reduce the potential loss of your clients.
If you just keep silent, pretending that nothing has happened. When your clients or their customers find the problems and come find you for solutions, the problems have become more serious and more difficult to solve.
Remember important times
The important times of your existing or potential clients are the best excuse you go contact your clients.
- The important festivals in your clients’ countries
- Company anniversary of your clients
- The first cooperation between you two
- Birthday of your clients
- Birthday of your clients’ family members
How can we get these information?
- Google Search
- Websites of your clients
- Updates on the social networking sites
This is strongly emphasized in my last article “How to get old clients and more orders“.
Whenever your company launches special offers with no other conditional terms, we can immediately contact the existing clients and potential clients and take it as a bait to advance the progress of negotiation between two sides so you can confirm the orders and the cooperation relationship earlier.
As you know, everyone likes to profit at other people’s expense. Most people wanna gain more benefits on the premise of normal trading.
Empower your staff to make their own decisions
Don’t restrict your staff from doing anything. It’ll waste too much time and keep the clients waiting too long nervously if your staff have to apply for confirmation for each matter.
To enable your stuff with certain authority and ability to provide the clients with the fastest replies and the most complete solutions without contacting leaders under the particular circumstances, so as to push forward the negotiations and facilitate business.