Many people who sell a service try to wow prospects before they buy. They're prone to over promise, and under deliver. The secret to success is to let your prospects know what you can do for them before they buy and then - surprise them! Heap on those extras! Show them how much you care. Help them feel delighted they made the decision to buy from you.
Clients are so impressed when you deliver more than promised. This is easier than it may seem at first blush. Do exactly what you say you'll do. Call when you say you'll call. Deliver what you promised, exactly when you said you would. Follow up in a manner that lets clients know you want to continue the relationship
Then throw in some extras. What does that mean to your clients? Would a bonus product help? Do you know another business owner they should take the time to meet? Can you think of a contact that would be helpful to the business?
Ask for their feedback. They may have expressed an interest in an upcoming event you mentioned. Invite them to that event or make sure you get the information to them so they can become involved. They may be interested in joining a network you belong to. Invite them to a meeting and host them at that meeting
After the sale is complete, how do you show them you care? What type of follow-up do you do with your clients? Do you send out a newsletter? Do you have any system for staying in touch?
I want to know how they are doing and what they still need. I have mailers that go out two times per year to my active clients. I send out friendly e-mail messages throughout the year to follow up and find out how my clients are progressing on their goals. I like to know the end of their story. I want to know how I can continue to assist them.
If we spend some time and money letting our past clients know how much we care, they will tell our future clients. When these new people meet us, they trust that we will treat them well. The need to sell to them is reduced when they know someone who we helped, after the initial sale was complete.
Elizabeth Verwey likes to stay in touch with her clients. Small Office Mentors has connected hundreds of business owners over the last seven years and plans to build stronger networks through The Mentors Circle (www.mentorscircle.com). Contact Elizabeth at 416-463-1713 to find out more.