For those who do online or telephone sales, the most important thing is who can become their prospective customers. Because as a marketer or salesperson, all the efforts we make are to win customers and close deals.
Everyone knows that whether you are doing online sales or telephone sales, you have to endure suffering and loneliness. But there is a limit to people's patience. Although you work step by step every day, your results don't show up so quickly. When you see the results, you still have to wait and see after all the work has been done. It's a bit numb to your work. The author advises everyone - don't be lazy! You have persisted for so long, and all you need is Dongfeng. You just need to persist a little longer; otherwise, it will be over as soon as you become lazy and numb, and real customers will I just missed you.
But here comes the question, who are my potential customers? There were so many inquiries before and so many inquiries about related product information, but none of them believed me. I feel discouraged just thinking about it. So, here, the account manager of Qiying Online advises you - don't be discouraged! As the saying goes: The enemy is more valuable than the more numerous! In the same way, real buyers cannot be everywhere like those who inquire. , just like roses cannot bloom all year round (except for current greenhouse cultivation). So, how to discover, then lock in and serve real buyers is the most critical focus of our work, and turning inquiring buyers into prospective customers is what our salespeople work tirelessly and dream about...
1. Receive inquiry
We must take every buyer inquiry seriously, because we don’t know which buyer is the real buyer, so in the beginning, we can only be patient, use the law of large numbers to take it seriously, and answer the buyer’s questions well. No matter what the other party is like, we cannot show any impatience. Maybe, he/she is your prospective customer.
2. Quotation stage
At this stage, it can be determined which buyers who inquire are valuable and have real intentions; which ones are just to understand the market and purely inquire about the price.
Generally speaking, I will send you a lot of pictures at once or send you a very formatted form without even a basic title to ask for a quotation. Such buyers may not necessarily give it to them depending on the actual situation. Quote one by one, but you can give it to the company's website to learn the details, and inform him of the category of the product he is inquiring about on our company's website, so that he can have a targeted understanding. Please ask them to read it before contacting you. This is more targeted for inquiring buyers, rather than because we are unwilling to deal with others.
If you meet this kind of buyer, you must be alert: take the initiative to call you, give you more detailed quotation information, clear parameters, and be more interested in learning about your company, such as scale, production capacity, Is it possible to check the merits of the company, etc., and is more sensitive to your quotation after receiving it, and will proactively contact you to learn more about the relevant situation, such as the cost-effectiveness of the product, product features, discounts, especially if it is sensitive to your price. etc.
3. Trial stage
The author believes that willingness to try products is the first step for a customer to be willing to cooperate with you (or to prepare to cooperate with you), and it is the beginning of good cooperation. When encountering such customers, we must provide them with pre-sales services. Although not every buyer who is willing to try it out will eventually become your prospective customer, you have to firmly believe that if you plant more trees, they will become a forest. They may not be your recent prospective customers, but they may be your potential customers. If you track and serve these buyers well, more than 70% of them will definitely become your prospective customers. Because sales itself is a long and continuous process, a good buyer will not make inquiries casually. Once a supplier is confirmed, it will be a long-term cooperation.
4. Confirmation stage
For a successful business cooperation, in addition to qualified quality, reasonable prices, and establishing integrity, timely and good communication is crucial. If communication is not in place, many details will be judged by the habit of taking things for granted, and many mistakes are caused precisely by taking things for granted. At this stage, we need to control communication well. The communication process is a tedious process. If you lose patience and endurance, you will lose business opportunities and the consequences of "cooked ducks will fly away" will occur.
Although, if we do this step well, we may not be 100% able to help customers get orders, because sometimes customers will not get orders due to many factors, but if we don't do it well, there is 100% no chance. It is true that we have successfully received the order in collaboration with the customer, so the cooperation is a matter of course.
5. Follow-up stage
Being able to take orders is inseparable from patient follow-up.
Don’t think that once the order is signed, everything will be fine. The real sales begin. After signing the order, we not only ensure the quality of the product, but also the quality of the service and fulfill our agreement with the customer to the letter.
By doing this well, even under the impact of the global economic crisis, we can continue to receive returns and referrals from customers. Of course, we can continue to get opportunities to serve new and old customers!
6. Make a good company website
During the quotation stage, we mentioned that you are faced with sending you a lot of pictures at once or a very formatted form without even a basic title to ask for a quotation. This type of buyer will depend on the actual situation. , we should give them the company's website to learn the details, and inform them of the category of the product they are inquiring about on our company's website, so that they can have a targeted understanding.
By doing this well, even under the impact of the global economic crisis, we can continue to receive returns and referrals from customers. Of course, we can continue to get opportunities to serve new and old customers!
As a well-known online marketing training institution in China, Qiying Online (www.hnqiying.com) has accumulated rich experience. With many years of SEO experience and hundreds of marketing cases, we pursue the highest cost performance, obtain the largest search engine visits with minimal investment, generate commercial value, and provide online marketing training services.
With the diversification of Internet applications and the trend of segmentation of consumer groups, online marketing has transformed from a single "website construction + promotion" to "diversified network applications." We understand this fact, extend our service content into more comprehensive and effective, multi-method integrated network marketing, creatively propose a "three-dimensional online brand marketing" system, and put it into use to provide network marketing services to Chinese enterprises.
With the mission of helping Chinese enterprises to apply the Internet, Qiying Online provides professional network application solutions integrating SEO, SEM strategies, creative marketing and Internet technology application, paving the "road to Internet winning" for Chinese small and medium-sized enterprises.