How to maintain the relationship well with the cooperated customer? I’m afraid this is one of the most concerned topics among foreign trading bosses and salespersons.
Actually, there are two key points to do well in foreign trading businesses.
Firstly, increase the conversion rate of new customers
Secondly, decrease the loss rate of old customers
Then how to maintain the relationship with the old customers? I must emphasize before telling that you should construct and complete the files of the customers, clarify and record for the convenience of follow-up in the future.
Firstly, you need to do well in after-sales service and follow-up. However, products are the bond between both parties, no matter which product, there may be problems during the usage, therefore, we need to frequently contact the customer and ask about the using situation. On one hand, it enables the customer to feel your care about him. On the other hand, you will clearly know the process of usage to master the purchasing frequency of the customer which is quite favorable for your selling.
Tell the customers some useful information frequently. For example, the price is dropping recently, will it be a consideration to order some goods in advance like the price is rising, if not in an emergency, it is suggested to buy after a few days; These days, the inquiries are received a lot from your country that the market might be good. In this way, you will live a comparatively professional impression on the customer.
Not only mails but call often. A cooperated customer must have a good impression on you, therefore, call them frequently.
Meet frequently if you can and visit the customer’s country to know more about the customer face-in-face. You can know about the object situation of the customer, the real situation. What’s more, a face to face conversation is more effective than mails or phone calls.
Varieties of greetings in festivals and event promotion is a must. You can send the cooperated customers gifts during festivals or birthdays.
Try to enter the personal life of the customers. However, some customers don’t like to mix life with business, therefore, just have a try. Talking about family and life with the customer may get closer to each other.
Invite the customer to visit the factory with any reason and welcome them to China. For example, Canton Fair, some big festivals, events and activities in the factory etc. On one hand, let the customer feel our hospitality. On the other hand, it is a presentation of our confidence in the products.
If there are something wrong with the delivered goods, don’t escape or pass the buck but make an investigation positively and solve the problem cooperated with the customer or return the goods.
Our final goal is to let customers fall in love with our goods! Therefore, the quality of the products must be great. In this way, the maintenance of customers will be more convenient while this won’t live without a team cooperation.