Selling a product to old customers is much easier than to new customers. But if a company has lost its reputation due to mistakes in its work, old customers categorically do not want to do business with it. A newcomer to the company can restore relationships with such clients if he adheres to a certain approach. It is the beginner who will cope with the task faster, since the client no longer trusts the former employees of the company.
Instructions
Step 1
Visit a customer who has stopped working with the company. Do not try to sell something if the client does not want to maintain the cooperation started before. Your task is to get the client to talk. If a person is dissatisfied, he needs to speak out. You don't have to make excuses or defend yourself. So tell them that you are a new employee in the company and would like to know the client's opinion on the possibility of further work. Ask questions to encourage the other person to talk. Listen carefully and memorize. Then say goodbye and say that you will come in when you figure out the situation.
Step 2
As soon as you leave the client, write down the key phrases of the conversation. Around these phrases, it will be necessary to build further conversation with him.
Step 3
Go back to the company and thoroughly understand the situation that happened once that does not suit the client. Check the facts the client has told you.
Step 4
Talk to your boss. Ask if the company will be able to serve the client at the proper level in the future. Before going to the client, you must be sure that the same mistakes will not be repeated.
Step 5
Re-negotiate with the client. Let him know that you figured out the situation and talked to your boss. Tell them that the company admits mistakes and would like to correct them. If the client is against cooperation, justify the possibility of continuing the relationship by the fact that you were not in the company before, because everything was so bad. And now you have appeared, because everything will be at a high level. Ask the client to place a trial order to test your personal work. If he is again not satisfied with the quality of service, he will simply refuse to work. He does not lose anything and does not risk anything.
