It is normal for customers to spend time considering whether the price is appropriate after the quotation. This period is a sensitive period. It is recommended that salesmen follow up with customers according to the following ideas.
Determine the tracking strategy according to the length of time the customer does not reply and the possible reasons. Usually, when the customer does not reply after 3~4 days of quoting, you only need to simply ask the customer whether he has received your inquiry and express your earnest cooperation. The words do not need to be too strong.
When the customer has not responded after sending the first tracking letter to the customer, the customer may feel that the price is high or is looking for a new supplier due to other factors. At this time, the salesman can contact the customer with the reason of resending the quotation to the customer. On the one hand, it ensures that the customer receives the quotation, and on the other hand, it further expresses sincerity and impresses the customer with sincerity. However, if your company’s products are products with very large market advantages, sometimes it is also a solution to follow up with customers lightly, so that customers feel that your company’s products are very popular and may be out of stock if they do not reply again. This can also be a strategy to arouse the customer’s desire to reply. The specific strategy to be selected should also be determined according to the company’s product attributes and market competition.
If you send a second follow-up letter to the customer, but the customer still doesn’t reply, it’s best to directly ask the customer the real reason for not replying. It doesn’t matter whether the order is completed or not. Show your sincerity, and generally the customer will be willing to tell you the reason why he didn’t reply.
If the salesperson has always used a humble attitude towards the customer, but the customer still doesn’t reply, then sometimes the salesperson can try the counter-incentive method, using the quotation or activity deadline to put a little pressure on the customer. As for when to use this method, the salesperson has to judge based on the product attributes and market conditions.
If no matter how to motivate the customer, it doesn’t work, the salesperson doesn’t have to be overly persistent. You can choose to ask the customer for his opinion on the quoted product for the last time, attach the company’s relevant product catalog, tell the customer to contact again when there is a need, and then remember to send blessings to the customer on important holidays.