Closing a sale doesn’t happen after the first time a client reaches out to you. There’s more that goes into this process. A potential client is contacting other companies to weigh their options. Follow these steps to make sure you make a great impression, and give them reason to choose your company!
1. Be quick when responding
It’s understandable that you might not catch all incoming phone calls. However, try your best to have someone ready to answer the phone at all times.
If you do miss a call, respond as quickly as possible. Start the conversation by asking how they are. Be mindful of your tone - having enthusiasm in your voice as well as excitement makes a difference on how the client views you. If you sound apathetic, it will seem like you’re uninterested in helping them and that could be the reason they decide to go with another company.
It will not only look professional if you reply in a timely fashion, but if you can get back to them before other companies do, that means you can get a head start on the process of gaining a new client.
2. Give them relevant information
You don’t want to overwhelm the client, so once you find out what they’re looking for, start sharing information that will help show them how you can be of assistance. For example, if they’re looking to get their kitchen remodeled, share photos of kitchen remodeling jobs that your company has completed.
Provide them with testimonials and details on successful jobs your company has completed that are relevant to their project, and background on your company to demonstrate why you stand out among others.
Give them general information, but make it personalized at the same time. This gives them the chance to look more into your company on their own time.
3. Make a follow-up phone call
After the initial phone call, be sure to follow up with the client. See how they’re feeling about the information you gave them in the first phone call. This time around, ask more questions to better understand all of the smaller details that the client wants. For example:
- What is your budget?
- Do you have any inspiration photos that I could take a look at? At this time, you want to get your foot in the door and ask to do an in-person evaluation. In order to give the client a more accurate estimate, you’ll need to see what you’re working with.
4. Come to in- person meetings on time and prepared
Arriving in a timely manner will make you look professional and it will show that you value the client’s time. After your follow-up phone call and first in-person meeting, there will be a few more meetings and calls before you close the sale.
To show the client you care and are dedicated to their project, be prepared to show up with any supplies you might need to assess the area for renovation. Also, if this is the second or third time you’re meeting in person, come with something visual to show the client. For example, a video or pictures demonstrating what will be going on in the process. Always ask if they have any questions or concerns while you’re explaining the phases that their project will go through.
5. Give them options when it comes to pricing
Giving the client options to choose from will lessen the chance they’ll go looking for another company. Why? Well, if you give them one price, it limits them that one option. If they don’t like it, they really have no other choice but to look elsewhere.
However, if you give them a few options, they’ll have more to consider and think about. This is also a great way to accommodate all budgets, and shows that you’re a company who has something for everyone. Show them what you can do for a lower budget, a mid-range budget, and a higher budget.
Follow these steps to show potential clients that your company cares about them and that customer service is your #1 priority. Go out of your way to go the extra mile, and that will make a difference when gaining a new client and closing the sale!
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