Okay — let’s get down and dirty with this post. You want clients, you know they’re out there, and it’s just a matter of getting them to see you and closing them effectively.
Here are 10 ways you can get A LOT closer to some of your best clients, pull them in, and make them YOURS:
- Develop Value & Status
It’s simple: The more expensive a product is, the more the prospect infers better quality. The more it makes them successful, more hip or more accepted by their peers the more they value it. How can you build in value and status into your product offering – from the minute they hear of you to the final closing sale statement?
- Be Prepared
Know who your best prospects are, where they are located, where they go, what they do, when you can approach them, how you can approach them, and the most important — why they need you. If you have these answered (I’ve taken many of my clients through this in about an hour), your success rate will double.
- Look Professional
You are in business. The more that you define ‘business’ and the less you define ‘hobby’, the more successful you will be. Bottom line — you have to spend money to make money. Look the part, dress professionally, carry professionally designed and printed cards, have a professionally produced web site — play the part.
- Act Confident & Composed
First impressions are key — you need to have the right attitude and appearance. Smile, approach the prospect, be the first one to speak, welcome them, smile, look into their eyes, be interested in them, stand straight and tall, stand up/no sitting when meeting, don’t carry a lot of bags and SMILE. You know your business cold — act like it.
- Take Action . . . Frequently
So many people get themselves all ready to go out and conquer the marketplace, but are afraid of taking the next step by actually doing it. Get out there and touch your prospects. Make that phone call RIGHT NOW. Send that letter TODAY.
- Ask Lots of Questions & Listen
Make this meeting about THEM, not you. Learn all about their day, their business, their goals, their obstacles, their business interactions, their vendors, their family, and even their shoes. The more that you learn about them, the easier it is for you to position and inculcate your products and services into their life.
- Deliver Solutions Selectively
When I sell a prospect, I don’t barrage them with a myriad of offerings and services. I ask questions, listen, and pitch a single solution. If they bite, great. If not, I ask them what’s holding them back, and then I either modify my current offering or pitch an alternate solution. Too many people try to show the whole store in one sitting — that’s a mistake.
- Go For The Close
Too many people out there don’t know how to close. Here are a few simple close phrases that you can use. Remember, once you say it to a potential client, shut up. Let them respond. Too many people blabber on and lose all the power of a perfect sales close. (many of these come from my friends on the LinkedIn Group, Sales Playbook!):
- “How does that sound to you?”
- “Does that sound fair?”
- “When would you like for us to get started?”
- “If everything looks good, why don’t you go ahead and approve this and I will take care of all the details.”
- “So, let’s do this. I will be here every step of the way to make sure everything goes exactly as we discussed.”
And my favorite: “Sounds like you want to go ahead with this.”
- Go Above & Beyond
Once you get them as a client, don’t sit back and catch your breath. This is the most important time to quickly manage their expectations and serve them. Follow up and send them a thank you email and mail a personalized, hand-written card. Endeavor to deliver the first step of what you agreed upon ASAP, exceed their expectations. This one little action will define your relationship for a long time.
- Be Persistent
If they need to think about it, give them space, but ensure that you have a solid follow up date and time to get back to them. If you can, make it an in-person meeting and try to bring additional information or answers they might need to that meeting. If they turn you down, it’s usually about fear of spending money or lack of information about your product/service. These are two areas that you can remedy pretty quickly with some basic follow-up sales questions.