Once the customer confirms the visit, the salesperson must prepare in two aspects: one is to communicate with the customer before the visit, and the other is to make all kinds of preparations for the customer’s visit together with the factory.
Communication between the salesperson and the customer before the customer’s visit
1. Invitation letter and related entry procedures
After the customer confirms the visit, the salesperson must communicate with the customer carefully to understand whether the customer needs the company to provide a visiting invitation letter so that the customer can smoothly apply for a Visa card. Some certification materials, such as the credit status and identity status of the other party that need to be reviewed by the Chinese government departments, should be assisted by the salesperson before the customer’s visit so that the customer can enter smoothly.
2. Customer’s itinerary
After confirming the customer’s visit, the salesperson should fully understand the customer’s itinerary. Some customers visit only to inspect one seller. In this case, if the seller can meet the customer’s expectations, the possibility of a deal is very high. Some customers will visit several sellers at the same time. Among these sellers, there are sellers that the customer has communicated with on the B2B platform before and want to focus on, and there are also sellers that the customer wants to know by the way. Knowing the customer’s itinerary in time can help the salesperson know what to do when receiving the customer and formulate different reception strategies according to different situations. For example, if the customer wants to inspect several sellers at the same time, there may be competition among the sellers in terms of price. The salesperson should prepare a response plan in advance to stand out from the competition. Moreover, communicating the itinerary with the customer in advance is also conducive to the salesperson’s contact and docking with other sellers.
3. Confirmation of flight, car, accommodation and other information
After the customer confirms the visit, the salesperson should promptly inform the customer of the transportation method to be chosen and the pros and cons of the optional transportation method. High-speed rail is becoming more and more popular in my country. After many customers fly to my country, the preferred transportation method is high-speed rail. No matter which method the customer chooses, the time and place of the pick-up should be communicated with the customer. Customers usually tell the salesperson the accurate flight information. After the flight information is confirmed, the salesperson should ask the customer whether he needs to book a hotel for him and whether he has any requirements for the level of the hotel, so as to arrange the customer’s accommodation. Accommodation expenses are usually borne by the customer.
4. Remind customers of weather conditions
Customers come from different countries, and the weather conditions may be very different from the places they visit. Therefore, it is best for salesmen to check the weather conditions online before the customers visit and send them a message to remind them to add or remove clothes. The enthusiasm of salesmen will make customers feel good about the salesmen and their company, which is conducive to building a good friendship between each other.