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Learning how to connect with your clients is the best way to close a sale.
In fact, timely customer service brings more clients through reputation and via momentum.
Learning how to connect with a customer and use the momentum in your favor can allow you to perform in a much more efficient manner.
Efficiency is important because if you do not optimize your efforts, you can lose clients by letting a lead go cold.
How do you create momentum and maintain it? Create a system that allows you to capitalize in response time and interpersonal communication.
Being Too Slow Will Lose You Clients
Human Contact with the prospect is the best way to generate a positive response from the client.
First Impressions Matter.
When you connect with your client for the first time, you have to create a tone where they will want to respond and cooperate.
20-minute conversations can cost you a lead.
A good way of maintaining the direction of the conversation is to make sure that you do not allow the conversation to go dry. By doing so, you lose the momentum and lose control over the direction of the lead.
Learn how to steer the conversation to not let it run on longer than it needs to, and your conversions will improve.
How Fast Should You Operate?
Connect before they have put their phone down. Allow the momentum of the idea to carry with you into your conversation.
Optimize your window of opportunity.
Call within 2 minutes, at most 5 minutes as a general rule so that the potential client doesn’t “check out” before you make that call.
Never automize your clientele services.
A system that does not make the client feel important will instantly lose their attention and generate a negative response. Why? People love the human element.
How Can You Achieve This?
Share Responsibility.
Create a system that works, which can be as simple as splitting the load or assigning tasks to people in an efficient manner.
Have enough resources to meet the demands of the clients, whether that be through outreach or through support services.
Make time to accommodate your client’s needs even when it’s inconvenient. Learning how to respect their time will allow you to create a positive relationship between your business and your client.
Sometimes automation is simply more efficient, however, beware.
If you choose to automate, make it as personal and experiential as possible.
You’ll find that not everybody who creates the momentum will be able to commit to a sale. So what do you do?
Minimize your damage
Have a roadmap in case the case goes cold. Have a game plan ready so that you can reopen a cold lead that may have slipped through the cracks.
Being fast and efficient is the best way to generate a successful lead.
Aim for 2 minute response time to optimize your window of opportunity.
Set up an employable system. Share the responsibility so that your client’s do not pay the price of not having their needs met.
Do not lose the interpersonal connection with the client. Automation can drive your leads away if you’re not careful with your delivery of the experience.
Believe in your business, nurture your leads with care and see the profits go up!
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