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?01设定谈判的阶段目标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.02专注于售后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.
[回复并刷新后可见]This is strongly emphasized in my last article "How to get old clients and more orders".05促销活动Promotional activities每当你的公司推出特别优惠，并且无附加条件的活动时，我们可以立刻联系老客户以及在谈判中的客户，以此作为诱饵，推进双方之间谈判的进度，及早成单，建立合作关系。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.你知道，任何人都有贪便宜的心理。大多数希望在正常交易的前提下，得到更多利益。As you know, everyone likes to profit at other people's expense. Most people wanna gain more benefits on the premise of normal trading.06授权您的员工做出自己的决定Empower your staff to make their own decisions不要每件事都限ZHI员工。如果什么事情都要员工去申请确认，会浪费太多时间，也让客户等待太久而焦躁。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.要让员工有一定的权限和能力在特定情况下，不用联系领导,就为客户提供最快速的答复，最完善的解决方案，以推进谈判，促成交易。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.