The sales process · After the order
Nobody in the company owns the question of when a customer is due to buy again.
Repeat and reorder means knowing when an existing customer is due to buy again, and ringing them before they get round to thinking about it. It is a date beside every customer, a reason to call, and one person answerable for the list. GullySales builds that list into the sales week.
In one paragraph
Repeat and reorder means knowing when an existing customer is due to buy again, and ringing them before they get round to thinking about it. It is a date beside every customer, a reason to call, and one person answerable for the list. GullySales builds that list into the sales week.
Every firm can name the person responsible for new enquiries. Very few can name the person responsible for the customers who already bought. The second order belongs to everyone, so it belongs to nobody, and it goes to whoever rings first.
Cost per order is one of the numbers recorded before any work starts here. A new enquiry has an advertisement or a week of calling behind it. A reorder has a phone call behind it, and that needs no percentage attached to be true.
The handover after the last order decides whether this call is welcome. If delivery went badly and nobody rang, the reorder call is an embarrassment. If it went well, you are ringing somebody already pleased with you.
A customer who has decided to stop will not announce it. She simply does not ring in the month she always rings, and your enquiry book looks normal, because it counts arrivals and not absences. The last step in this stage is for the ones who already went quiet. Notice them here, while it is one missed month.
Where this sits
Stage 9 of 10, after the order. Handing the customer to whoever delivers, then earning the second order and the referral.
- The stage before
- Sales closure
- The stage after
- Running the process
If you want this done for you
Sell more to the customer you already have before spending more to find a new one.
The work
What this step is actually like.
“Consumables, renewals and one-off purchases”
What you sell decides where the date comes from. A consumable has a rate: a workshop in Peenya that took twenty litres in March is due around June, and your driver knows this better than your spreadsheet. A renewal has an expiry printed on the contract, so the only question is who rings sixty days before it. A capital purchase follows the customer's own plans, so you ask at the end of the job what is coming next year.
“The call is about their business, not your stock”
Do you need anything is not a sales call. It hands the customer the work of remembering. Ring with something of theirs: the second unit they opened, the shutdown they take every April, the tender they mentioned in February. Ask what they are running this quarter. The order comes up by itself, and when it does not you have learned something.
“One person, one list, one morning a week”
The list belongs to a named person, and in a small firm that is the owner. Accounts holds the data and will not chase anybody, so the list cannot live there. Half a morning a week covers it: see who is due, ring four of them, write down what happened. Skip a fortnight and the dates are no longer true. Skip a quarter and the sheet is history.
“Where reordering quietly fails”
It fails when the date sits in a person rather than a sheet, and that person is on leave in the week the customer is due. It fails when everyone chases the one big account and nobody watches the forty small ones. The third way is a call from somebody who was not there for the last job.
What we do
What you end up with.
The artefacts this step produces, what each one is for, and how you know it is finished.
The due list
One sheet, one row per customer. What they buy, the date of the last order, the quantity, the date they are next due, who rings, and what happened when they did. Sort it by the due date.
Result: Every Monday you can see which customers are due this week, by name.
The reason to ring
One line per customer that is not checking whether you need anything. Their shutdown week. The new machine they installed in Bommasandra. The branch that has opened and carries no stock yet.
Result: Nobody has to invent a reason once the phone is ringing.
The absence check
Once a month, list the customers who bought in this month last year and have not bought this year. One filter on the same sheet. Four names is four calls, and they are the most useful of the month.
Result: You hear about a lost customer within a month rather than within a year.
The standing answer on price
Write down what a reorder is worth before anybody offers anything. Where the second order is routinely cheaper than the first, you have taught customers to wait for the call. Settle it once, in writing.
Result: The second order is priced by the owner, not by whoever is on the phone.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every monthly report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No lock-in, no guarantees we cannot keep
Three to six months at a time. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
The offer
Start with a free audit of how you sell.
It is useful on its own, whether or not you hire us.
What you receive
- A 90-minute call with the person who will do the work
- A written, scored report on the six places orders leak, within a few working days
- Every fix ranked by what it returns and what it costs
- The one thing to do first, and why
- An honest line on whether you need outside help at all
- If you do, the scope and the fee in writing
No invoice. No obligation. No sales script.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How do we work out when a customer is due?
Should this sit with sales or with accounts?
What do we say when they tell us they do not need anything yet?
Can we ask for a referral on the same call?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this step further.
The rest of after the order
Or read the whole sales process in order.