Getting your Clients to say “Yes”
As we prepare to roll out a new eBook on the process of measuring a client’s “yes” weighted again a number of time-consuming factors, such as marketing campaigns and callbacks, we would like to lightly touch on the topic of how the process should be approached.
In business, we filter our clients into two separate categories: prospects and potentials. Either way it goes, the overall goal is to get the client to say yes. In doing so, we would like to offer a few pointers on how to go about increasing your conversion rate:
EVERY CONTACT IS A CLIENT. Whether you are speaking to someone about your products or services in passing or they have taken the time to contact your company, they are now your client. How did we come to this? Well, in one way or another you are rendering a service. In the initial “meet and greet” stage, your service will be of no charge. This service involves you dishing out information about your company, what it is capable of, how it can benefit them and how soon they should get started. Through all of this, you are expected to treat the prospect, or potential, like they are already a client. Supply them with all the information they will need, offer them any discounts or programs you have and do all the legwork, like follow-ups and presentations.
You handpick the prospects, the potentials will come on their own…….
DETERMINE: PROSPECT OR POTENTIAL? The difference is not that hard. Your prospects will be clients who you have reached out to because you are near certain they can benefit from what your business has to offer. On the other hand, your potentials will be those who reach out to your company on their own. Some business professionals take a different approach depending on how they came across the client. The decision remains in your hands, but remember: treat them like a client.
KEEP A CURRENT CLIENT BASE PRESENT: This strategy is most successful with in-house sales. If your business has a revolving door (clients constantly in and out), the likelihood that an interested client will invest in your services becomes even higher. It is one thing to offer great services and have no clients, but it is confirmation to offer great services and have tens of clients.