"Hello, can I ask you a question?
A few months ago, I had several times more sample orders than my colleagues.
Last month, my colleagues gradually started getting orders, and their performance was good. However, I only closed a few small orders.
Subsequent follow-ups resulted in unanswered emails and unanswered calls. How can I follow up to get customers to place orders?"
From the above questions, we can see that even though the samples are the same, why are your colleagues' performances better than yours?
In reality, the follow-up after sending out samples is the key to the difference in performance between you and your colleagues. So, what do we need to do before and after sending out samples?
Firstly, have we analyzed the customers before sending samples? Some companies encourage sending sample orders, so some team members might send samples without deeply understanding the customers' needs. For such cases, it's normal to have a low response rate in subsequent follow-ups.
Secondly, have we followed up on the sample's receipt? In other words, do the customers know they received the samples from your company?
Some foreign trade businesses encounter this situation: I send samples to customers, but they eventually place orders with the factory. It's easy to suspect the customer's integrity at this point. But in reality, customers often receive many samples and although they're impressed by your samples, there might not be a clear identification. The customers might find it difficult to distinguish which salesperson sent the samples, leading them to place orders with the factory based on the packaging logo or mailing address.
This requires us to do a good job of following up after the samples are received. Of course, apart from follow-up, there are some tips for sending samples that can enhance customers' memory of us. Regarding this aspect, I previously wrote an article titled "How to Send Samples Ingeniously and Win Customer Favor?"
Next, have we confirmed the testing situation of the samples? Some salespeople rush to push for orders without understanding the testing situation, which is clearly inappropriate.
I once encountered a customer who stopped responding after receiving the samples. Anxious, I called them and learned that the samples sent didn't pass the testing. The salesperson asked about their testing method and whether they had a testing report. Later, the customer provided a testing report, and it turned out they were conducting destructive testing, which the regular product couldn't pass. However, they considered this testing method normal.
In such cases, if the customer isn't a professional, we should inform them of the correct testing methods. If the customer is a professional, we can only recommend other products that meet their testing requirements.
Lastly, have we demonstrated our expertise in the samples we send? Some team members think that sending samples is just a matter of sending them, and they shouldn't follow up with a mindset for order follow-up. This is a major misconception.
Sample orders also represent a form of service. If your service is good, customers will feel confident in letting you follow up for new orders. Even if the samples aren't suitable, you can still leave a positive impression on the customer, which greatly aids in securing future business.
By laying a strong foundation in the early stages and actively interacting with customers when sending samples, such as sending pictures of the package, including sample testing instructions, etc., customers will feel your care. Closing deals will naturally fall into place.