If you have followed my suggestions so far, you should have the beginnings of your re-order system in place.
One of the first places a buyer will look for re-order information will either be by referencing your invoices or your order receipts. Including your contact information, email, phone, address, and website (if you have one) on these forms is critical to ensure the buyer will be able to re-order from you. And if you have left your business card with the buyer, even better!
So you set up all these systems … left all the appropriate products and materials with the buyer … and now your wait to hear back from the buyer ….. WRONG!! Buyers are very busy people and will seldom call you with a re-order (although, I have been wrong about this!). Often times, your product will sell out, be filled with another product, and the buyer will forget your product was there originally!
Keep in touch with your buyers. I recommend that you call about 30 days after they receive your order. Check to see if your products arrived promptly and in good condition and that they are satisfied with the order. Buyer’s answers will give you some clues as to how well your products are selling. You might ask them when you should check back with them. Or just call again in another 30-45 days depending on how well they tell you the products are selling.
If you have added each customer to a database such as Microsoft Access or Excel or one of the customer management software programs, you can tract and schedule when you should follow up with each account. Personally, I use a mix of Microsoft Access and Outlook to remind me.
Follow up is very important, like I said, as buyers can and will lose track of your and your products if you don’t!!
Next week, we start a series on Working with Buyers.