How to follow up with customers after quotation?

Generally, customers ask me for product information and quotations, and then say to have a look again for reference ... and then there is no news ~ ~!

After the customer makes an inquiry, it is an essential step to follow up with the customer. Recommend an article to the landlord. I hope I can help you. I wish you success in your business transaction.

According to my years of experience, only 5% of them can do business when they come for the first time. In other words, follow-up has become the most important work in sales. Of course, the potential customers who will never do business with you only account for 5%, which requires an excellent salesperson to constantly master the methods and skills of follow-up in daily work, and constantly accumulate potential customer resources to achieve the result of sales growth. Salespeople must understand that follow-up must be based on the first appointment and the first visit. Without the first judgment, it is difficult for the follow-up process to have a result soon. Many salesmen are also very diligent, visiting customers every day and calling customers every day, but they always can't get accurate customer information and situation. They don't know how to follow up according to different situations. Take the initiative to ask for a contract, so that customers can give you a clear attitude, so that customers in need can sign a contract with you once, and customers who can't sign a contract should also find reasons to refuse you. Many of our salespeople are afraid to ask customers to sign contracts for fear of rejection. As a result, they can't sign the contract, and they don't know whether the customer needs their own products after going out or putting down the phone. For a small example, a saleswoman who sells Internet phones talked with me for more than a month through Tradelink, and also let me know about her products, but she didn't directly offer to buy her products with me. As a result, a new male salesman in her company asked me to buy one for him for the first time, and clearly told me how much money I could save in a month. I promised to visit him. As a result, the female salesman and the male salesman came to our company together. I saw the product and installed one. Later, the salesgirl said: Manager Huang, I contacted you for a month, and you didn't buy it from me. Why did you promise him? I said, you didn't say anything about selling me products. I thought you were just chatting with me! What I want to tell you through this example is that selling is sometimes very simple. You just need to find out why customers don't want your product. What is his reason? Then use what method to convince customers. This is the basis of your follow-up plan.

I often divide follow-up into three categories according to different customer situations, 1. It is service follow-up. 2. Transformation and follow-up. 3. Long-term follow-up. This article only talks about the latter two kinds of follow-up, because the first kind is the follow-up that has been done in business, which I will talk about in detail in future articles. The second type of transformational follow-up refers to the follow-up way of knowing that cooperation can be achieved through hard work through appointment or visit. The third kind of long-term follow-up means that it is difficult to reach cooperation in the short term.

The so-called transformation follow-up is determined according to the attitude of customers. There are the following situations

1. Customers are still interested in and need this product, but they still have different opinions on the price. For the follow-up of such customers, it is best to collect the prices of similar products and settle accounts with customers from the cost of their own products in order to get the approval of your product prices. In order to reach an agreement, it can be reduced on the basis of the original quotation.

2. Customers are very interested in products and want to buy your products, but they can't buy them because of temporary financial problems. You should coordinate with such customers, make a timetable for them, and let the cost of buying your products enter the budget. Of course, such customers will not directly say that they have no money. You should learn to judge for yourself. There are many salesmen who will not follow up this kind of customers. I remember that when they follow up, the customers have already bought other products. My practice is, as long as the customer is reliable, give the product first and then make an appointment to collect money.

3. Customers don't know much about your products, and their attitude is ambiguous. They can buy it or not. For this kind of customers, we should try our best to make our products easy to understand, quantify the benefits that products bring to customers and arouse their desire to buy. Customers are often most concerned about what benefits your product will bring to his company.

The so-called long-term follow-up means that customers don't want to use your products at all or have already bought similar products. Such customers will not reject your products because of your active follow-up, and will not cooperate with you. Will you give up such customers? Practice has proved that there are often big buyers among such customers, but if you follow too closely, it will cause disgust. The best way is to be friends with him sincerely. A warm word on weekends, a greeting postcard on holidays and a small birthday present. As long as you persevere, such customers will surprise you. I have briefly introduced some follow-up methods above, which may not be exhaustive. However, many methods in sales still need you to learn to be flexible, you also need to have a certain degree of understanding, and you must learn to constantly sum up your own experience. By analogy, self-learning without a teacher is the highest level of sales.

Sometimes it is difficult for customers to give you a time. I met such a customer today, saying that the company's funds were not all in place, and tens of thousands of pieces of equipment could not be done. It may cost hundreds of thousands, so I can't tell him the time. The only way is to follow up. To understand the customer's mentality and final meaning, but also to determine what you convey to customers, when talking with customers, we will start to communicate around this topic, otherwise you will talk for a long time and customers will not know what you mean, which will get twice the result with half the effort! ! ! After you send the quotation to the customer, call the customer about an hour. Ask casually first, such as is the quotation clear and how the price is. If the customer says it is still uncertain, you can contact again the next day and basically know the result.

That's right upstairs, but I don't think it's necessary to wait for an hour or so before calling. It is more appropriate to call in about ten minutes. On the one hand, it can confirm whether the other party has received the quotation, on the other hand, it is convenient to negotiate with customers in time.

So are we. We don't know how many customers there are in a day, but at the end of the day, there is no order, and we don't know how to talk to customers. We can only wait until they think our product is ready.

Everything makes sense, but I think sometimes some situations don't play cards according to common sense, so the most important thing is to be flexible. Passerby, you are right. There are thousands of customers, and the method needs to be changed. With firm patience, you will eventually gain something.

Yes, chasing customers is a skill. There are so many products on the Internet that customers have seen them and believe that their products are great. The next step is to make customers feel great. Sincere communication! I believe it will have a good effect.

Frequent telephone communication.

Always follow up, usually the first time will not succeed, do a good job of following up a hundred times, hum!

Well, it's really a big deal to follow up. We should take it seriously and persevere. When you make an offer to a customer, it is often a long wait. This kind of waiting needs your follow-up. If you follow up in time, you can get news from customers in time and solve their problems in time. Then you are the ultimate winner. Don't worry, sometimes the quotation is quoted for a long time, and the customer finds it again, because there was no hurry at that time. When they want it, if they think it's ok for the price of your product, they will naturally come to you.