Commercial reminder definition: what is a commercial reminder?
Sales follow-up is a crucial stage in any sales process. It helps maintain a relationship of trust with prospects and customers, while increasing the chances of closing a sale. But what form does it actually take? What are the steps to follow?
Whether you’re a traveling salesperson (salaried or sales agent), this article will provide you with the keys to optimizing your lead and sales management, avoiding the pitfalls of the notorious sales rebound.
Definition of commercial relaunching
Moovago is happy to serve as your dictionary with its definition of commercial relaunching:
Sales follow-up is a method that involves making contact with prospects or potential customers with the aim ofencouraging them to make a sale, or following up on an initial exchange.
It’s an indispensable element in customer relationsIt enables us to maintain contact with prospects and customers, better understand their needs and offer them appropriate solutions.
The different types of sales reminders
Sales reminders are an essential part of customer relations and an important tool for boosting your sales.
The most common sales reminders include :
- Telephone sales follow-up, certainly the most widely used. It’s a highly effective way to follow up on hot prospects you’ve already contacted, or to follow up on quotations and sales proposals. Not to be confused with commercial phoning,
- Sales reminders by e-mail are very effective, especially for prospects who prefer to communicate in writing,
- Reminders by post: be careful, they’re very formal. It is more often used to exchange documents or for customer reminders (pre-collection),
- Follow-up in person, whether at a meeting, an event, etc. It’s a great way to reassure your prospect and build a bond,
- Follow-up via networks: increasingly popular. The choice of social network in question will depend on your target(B2B or B2C) and the link you have with it.
In all cases, a reminder is a way of maintaining contact with the prospect or customer, reassuring them about the quality of the product or service on offer, and answering any questions they may have.
It’s important to choose the most appropriate reminder method according to the target prospect or customer, and the subject of the reminder.
What's the point of a sales reminder?
Why follow up on prospects when you're a salesperson?
For travelling sales representatives, salaried sales representatives and sales agents, sales follow-up is a key tool for developing their customer portfolio and boosting sales. It’s often easier to sell to an existing customer than to prospect for new ones.
Sales follow-up is an essential step in the sales process. Sales reminders enable you to maintain contact with prospects who have shown an interest in your sales proposal, but who haven’t yet taken the plunge.
Why don't hesitate to follow up with prospects and customers?
Contrary to what you might think, relaunching a prospect doesn’t have to be insistent and heavy-handed.
It’s important to remember that potential customers are often in high demand from many companies, and their attention is in high demand. As a result, you can lay the foundations for a lasting customer relationship and show that you’re attentive to their needs. It can also help you to better understand their expectations and propose a more appropriate commercial offer.
Many people are interested in your products or services, but don’t necessarily have the timeto continue their buying journey, or will be tempted to go and see the competition. On average, it takes between 4 and 8 follow-ups to close a deal.
Sales follow-up: it's not just about selling!
What’s more, the aim of a sales follow-up is not always to sell. It may involve checking in with a customer as part of a quarterly or annual follow-up, or ensuring that the offer still meets their needs.
What are the steps involved in commercial relaunching?
Commercial relaunching is a structured process that follows several key stages to develop your sales effectively. Here are the steps to follow for a successful sales reminder:
Define your objectives: before you start your relaunch, it’s important to clearly define your objectives. What is the objective of the sales reminder? Is it to remind existing customers that they need to renew their subscription, or to encourage them to buy a complementary product or service? By defining clear objectives, you can measure results and adjust your strategy accordingly.
Identify the customers to relaunch : once the objectives have been defined, it’s time to identify the customers to relaunch. These may be customers who have already purchased products or services from the company, or potential customers who have shown interest but have not yet taken the plunge.
Preparing the reminder: preparing the reminder is a crucial step. It’s important to know your customers and their purchasing history well enough to personalize the reminder. It is also important to define the reminder method (call, e-mail, SMS, etc.) and prepare the necessary tools, such as call scripts or e-mail templates.
Follow-up: once the preparation is complete, it’s time to follow up. It’s important to respect the rules of courtesy and professionalism, and to personalize the reminder according to the customer. It’s also important to listen carefully to customers to understand their needs and any objections they may have.
Monitor the results: once the relaunch is complete, it’s important to monitor the results to measure the effectiveness of the strategy and adjust it accordingly. It’s also important to take note of customer comments and feedback in order to improve the relaunch strategy in the future.
How to make a success of your commercial relaunch? Tips for successful sales reminders
Here are a few tips for successful sales reminders:
- Personalize follow-up e-mails or telephone calls: it’s important to show prospects that you’ve taken the time to understand their specific needs, and that you’re ready to provide them with a customized solution. Use their name and mention previous exchanges to establish a relationship of trust.
- Using a CRM to store customer data : a customer relationship management system will enable you to store all the information about your customers and the prospects you have contacted. This will facilitate future interactions by reminding them of previous discussions, products or services they’ve looked at, etc. These may include Moovago, Hubspot, SalesForce…
- Don’t nag and take no for an answer: It’s important to respect the prospect’s choices and not pester them with too many calls or e-mails. If the prospect says “no”, try to understand the reasons for their refusal and whether there are areas for improvement in the future.
- Be impactful and memorable by using humor: Humor can help break the ice and create a more personal bond with the prospect. However, it’s important to ensure that humor isn’t misinterpreted or offensive.
- Successful sales relaunching requires skills and attitudes such as empathy, patience, perseverance and the ability to communicate effectively.
By following these tips, you’ll be better equipped to succeed in your sales follow-ups and optimize your company’s results.
How do you build a business recovery model?
Define the sales path: the first step is to define your company’s sales path, from the first contact with the prospect to the signing of the contract. This will enable you to understand where your follow-up opportunities lie, and how to structure your follow-up model.
Identify the key points of the reminder: identify the key points of the reminder according to your sales process. For example, you can identify key moments such as the first reminder after the first contact, the second reminder after a week, etc.
Define the communication channels: it’s important to define the communication channels you’ll use for your relaunch. Communication channels can include e-mail, telephone, social networks, etc.
Personalize follow-up messages: for your follow-up messages to be effective, they need to be personalized according to the prospect and their sales journey. Use the information you’ve gathered about the prospect to personalize your message and show that you’ve taken the time to understand their specific needs.
Define performance indicators: to measure the effectiveness of your relaunch model, it’s important to define performance indicators such as response rate, conversion rate, number of relaunches required to close a sale, and so on.
By following these steps, you’ll be able to build an effective and consistent sales reminder model for your business, improving your chances of success and growth.