Customer Contacts Me for Reorder

Have you ever realized that many salesmen will easily neglect some important cooperating customers. Sometimes the customers even have to place order on their own initiative. Did such situation ever happen to you before? Do you know how to do well in following up works? The following suggestions will be helpful.

Why you need to make customers list?

I believe that each company has their own system to manage their customers resources, and at least a formal sheet if have no professional system, with which salesman can classify cooperating and important customers. But it doesn’t mean all salesmen are familiar with each of their customers, if they are not aware of all information, at least the customers list can help master the customers information and order records but not the homework to be handed in to company. I have told this to my sales team many times, the most important reason to make customers list is to help us do well in follow-up work to avoid any important customers being forgotten. 

How to deal with different customers?

When we know a new customer, we feel exciting and curious, and a strong faith in mind is that I have to make him/her confirm the order! Definitely, the stronger the faith is, the higher the success rate. But sometimes we focus more on the customers who can give us order in short time, and neglect the cooperating customers who regularly place order with longer time.

Take my colleague Jane as an example, she luckily cooperated with a good brand A when she just join the company. It had been 4 years stable business with them now, but brand A wasn’t a big buyer, they regularly placed order every half year, so Jane didn’t pay much attention to them. Sometimes the buyer even had to find other salesman to place order because of Jane’s negligence. Most people suppose Jane didn’t offer good service. But actually Jane did good follow-up work to most of her customers, and inspired by them, but why she neglected brand A? One day Jane told me the reason that because brand A never increased their quantity even for years business, so she had regarded them as a small buyer and didn’t pay much attention to them. Actually this happen always. But as we know customers should always be foremost, so I don’t think Jane should neglect any customer but to make an order regulation record for them. For example, brand A placed order twice a year. you can note down the month they placed order. When we clear all the information of each customer can we easily know what to do every month and initiative to contact with them. Your customers will also feel being respected by this way, and they will be more willing to keep long term business with you.  

When the quantity of email which you reply to customers equal to promotional letters quantity, that means you have become a professional and excellent sales. 

You will send product details to new customers, even same email to them every few days to inform some promotion or different function of the products, or convey information of their competitors which have placed orders etc. All these aim to make customers confirm the order. When you are a freshman, will never feel annoyed to send hundreds of emails every day, but after a few years you may feel exhausted, and feel meaningless to do in such way. Actually it’s a very serious problem, that means you feel exhausted to your whole sales life. And what can help is to remind yourself why you choose to be a salesman and struggle to keep going on. Of course, after a few years experience, if you can reply customers email same as promotion letters, it means you have already become the professional and excellent salesman as mention above.

As a salesman, we should always be enthusiastic, keeping the faith in mind and insist on it, then you can succeed.