How do salesmen follow up with customers? There is obviously no fixed way to follow up with customers. "A thousand salespeople have a thousand ways." The method that suits you best must be explored by yourself. Here are some ways for salespeople to follow up with customers.
How does the salesman follow up the customer 1? 1. Collect information and analyze it before the interview.
After discovering potential customers, don't contact them in a hurry, but "know yourself and know yourself", conduct a detailed investigation of customer information, and find out the situation before making the next deployment. The scope of investigation includes but is not limited to:
Second, make clear the purpose and make full preparations.
If you contact the customer rashly without adequate preparation, you may not be able to follow up. In order to fight this "prepared battle", we must be clear about our purpose before visiting our customers. The purpose of the visit mainly includes signing the bill, maintaining the relationship, checking the progress, communicating solutions, market research, etc ... As sales, many situations are unpredictable, and what we can do is to prepare as much as possible, which is mainly reflected in:
Material preparation: including the organizational structure and development of the enterprise to be visited, and the personal analysis data of the customer to be visited; It also includes some information related to products/services (including company, products, samples, etc. );
Psychological preparation: fear comes from the unknown and uncontrollable of the other party, and sales must clarify their own state.
Three, contact customers, official visit
After doing a series of preparatory work, everything is ready, and you can start contacting customers. You can use the customer acquisition function of CRM system to search keywords to obtain customer information:
With the contact information, you can't take it lightly. It must be remembered that face-to-face communication is the best way. You can communicate by phone first, build a good impression, and then make an appointment to visit. Many salespeople don't know how to start a face-to-face visit, and provide some main ideas for chat topics:
1, product price:
This is the problem that customers are most concerned about, so you can throw it out first to strive for further communication space;
2.* * * Same theme:
At this time, the previous data collection can be very useful, and the same topic will help to close the distance and build a good impression;
3. Industry news:
Industry trends and hot information are very effective communication topics, which help to reflect professionalism, such as the recently popular concept of "meta-universe".
Fourth, judge the intention and identify the demand.
After the chat begins, we should strike while the iron is hot and communicate deeply. We must pay attention to customers' intentions in the process, mainly paying attention to the follow-up of interested customers. Salespeople's time is precious, so there is no need to waste time following up low-value customers with little hope. It is best to record the customer's follow-up trends in real time in the CRM system, which is convenient for the next deployment and follow-up.
At the same time, tapping the real needs of customers, demand is often not equal to the surface demand. Some studies show that many salespeople think that the most difficult thing is to find and determine the real needs of customers. To solve this problem, we can use the problem funnel tool:
Fifth, grasp the demand and match the products.
After defining the customer's needs, we can have a general grasp of "what customers want", and we also need to have a clear understanding of "what we have", that is, let customers know about our products/solutions/services. There are also scientific methods to introduce the process in detail, such as spin method:
According to the above four steps, we can directly hit the pain points of customers, provide effective solutions for customers, deliver value to customers through product help, and complete customer transformation and business opportunity mining. When the customer has the possibility of getting the order, the salesperson can divide a series of key actions according to the consideration of the possibility of getting the order, such as preliminary negotiation/demand determination/scheme quotation/negotiation review/getting the order/losing the order.
Six, after the return visit service, actively pay a return visit.
After following up with customers, customer maintenance can not be ignored.
After visiting customers, we should establish and improve data files for customers, arrange service plans and improve customer satisfaction; It is also necessary to pay a return visit to customers, answer their own questions and improve their communication and service methods, so as to effectively retain customers, accumulate contacts for the future and facilitate re-sales.
How do salesmen follow up with customers 2 1 and interested customers?
When customers enter the store, we can tell that those customers are interested. At this time, it is necessary to strike while the iron is hot, call customers one day after they enter the store, make clear their needs in time, and quickly solve their doubts, plus some urging methods, such as the discount time is coming.
Conclusion: Follow-up of such customers must be timely and firmly grasped. The most important thing is not to miss them.
2. Hesitant customers
For such customers, they don't know what they want to buy, their goals are unclear, and they are hesitant in the whole sales process. This requires a lot of communication and contact with customers, in-depth understanding of customer needs.
Conclusion: This kind of customers weigh the gains and losses, find the pain points, first understand what kind of demand they belong to, the demand for products, or a certain demand for prices, and then help them analyze the relationship between gains and losses.
3. Customers who will not buy in the near future
This kind of customers are real potential customers. If they don't buy in the near future, they will definitely buy in the future.
First of all, the first step is to keep in touch, communicate and get familiar with each other. In fact, customers who enter the store have needs, otherwise they will not come to the store. Therefore, not buying now does not mean not buying in the future. Now that the foundation has been laid, I am very impressed. They will naturally think of us when they buy it in the future.
4. Customers who never buy
For this kind of customers, we also need to follow up to understand the reasons why they don't buy products, such as product features or dissatisfaction. After understanding, you can solve some problems with professional knowledge. If we can't solve them, we should collect and sort out information in order to better improve and improve our work.
5. Customers without feedback after quotation
This happens all the time. After the quotation, there is no news from the customer. In this case, we can communicate through WeChat and telephone to ask customers whether there are problems in after-sales, product quality, or use, or price.
Solution: Re-emphasize the advantages of products, what advantages they have compared with competing products, preferential policies on prices, etc. To reassure customers and make them stop talking, but they already think this product is worth it, so they reconsider our product.
How do salespeople follow up with customers? 1. Make customers curious and interested.
All our trust relationships are based on the curiosity and interest of our customers. Without this, no matter how long the communication time is, customers can't develop further cooperative relations with you.
There are many topics that make customers curious and interested, but they need to be designed in advance according to their actual situation. A lot of communication requires us to prepare in advance, not improvise. The following methods are commonly used:
(1) stimulation problem. I want to ask you a question.
(2) provide some information. For example, through our cooperation with similar customers, we found a common problem.
(3) Expose the tip of the iceberg. For example, we reduced the cost of a customer by 26% through the optimization of the scheme. Are you interested in listening?
(4) novelty. For example, if we launch a new product, we can save half the manpower compared with the original multi-person operation. Do you need to know about it?
(5) Using the group convergence effect. For example, we have provided a variety of high-quality products for many customers in your industry and won unanimous praise from customers. Do you want to know?
Second, establish a strong relationship between customer needs and products.
After attracting customers, you need to be clear about what problems you can solve for them or what benefits you bring to them. Then let him experience and feel. This process must be associated with your product. This requires us to make full information preparation before communication, including:
1. Where will customers pay attention after arousing interest?
2. Considering these problems, how can we closely link the customer needs at different stages with our different products? In this link, the usual practice is to experience feelings first and solve problems through specialization, so that customers can trust you.
3. At different stages, different customers have different concerns, so you need to launch different products to meet the needs of customers. Maintenance for the sake of maintenance is not recommended, but the most effective maintenance can bring us cash.
This behavior can be carried out in a fixed and continuous way.
Third, do a good job in consulting and product services.
After the second link, someone will consult or buy your products and provide good service in time.
Regarding the whole process of sales and the specific coping strategies of each link, we can look at the golden key of sales. There is a book specifically aimed at sales novices, telling them a set of simple, practical, low-cost, rapid and continuous processes and methods to improve sales performance.
With regard to how to create a set of high-performance, reproducible and systematic play, your team members can have a very clear goal, have a * * understanding of the actions to achieve the goal, clearly know what to do every day every month and week, have the corresponding execution ability, and be self-motivated and self-optimized.
The most important thing is that it can be implemented efficiently for a long time. You can view the sales team battle map.