It will happen one day that a long time and regular buyer stops calling you or leaves the area. This is probably your best buyer that always ordered your products or services and you are dumfounded.
If this has not happened yet, it will and this is what you need to do
Go and Find Out Why
Find out why the orders have stopped. To find out, locate the buy and ask them why. They are the last person who sat in that office and decided on what they were going to buy so they are the best person to consult. So, they will be your best source of information.
If the buyer says they left, find out who took over and if there are some changes in the way things work in the company that you should know about. You are not asking for secrets, you are asking for clarity.
Go and Introduce Yourself
If there is a new buyer get their name and a phone number, call and introduce yourself to them. Also, ask for a meeting at the buyer’s earliest convenience as soon as possible. Do not wait too long. While you ask for a meeting, welcome and congratulate them on their new position.
Start cultivating a relationship with them and make that relationship the focus. Do not try to talk shop with them or try to force them to keep you on their list from the get go. Your focus should be to interact with them and try to get to know them.
This can start by you following them on social media if they are on any platform.
Be Polite, Be Patient
Do not be pompous. Being pompous and bragging about how much business you did with the last buyer is that last thing you should do. This means you are assuming you can pick up where you left off with the last buyer.
Never assume that the new buyer will keep you on the list of suppliers the last one left in the company files. This new buyer may have existing relationships with others. However, do not be put off, things change and if you are patient.
The can come when that call will come asking you to supply something because someone messed up or their supplier reached their capacity.
Find New Buyers
Make it a bi-weekly, monthly or bi-monthly thing to drop in to scour for new buyers. Join groups, forums, visit websites and look at advertisement. Talk to family, friends and acquaintances at church. You never know where the next opening will come from.
Look and listen for signals when interacting with people. Someone might present you with the next chance to be listed by a buyer.
