Sales Coaching for Women: How to Lose Fewer Buyers
Posted by: Cheryl Clausen in coaching, tags: sales coaching for womenMany of you are selling services that have a long or longer sales funnel. You simply aren’t going to close the sale in one appointment because you have to wait for others to do certain things. Plus the investment made by the potential buyer is substantial.
When you combine a lengthy sales process with a large investment it’s easy for potential buyers to get cold feet and back out. Buyers back out because they question their decision and feel like they’re being left in the dark about what’s going on. You can lose fewer buyers if you proactively make sure you remove their anxiety by keeping them fully informed every step of the process, make them feel appreciated, and exceed their expectations so they’ll want to do business with you again.
You know there are specific things that must be done and the time frame you can expect them to be completed within, but the potential buyer doesn’t. They don’t do this everyday like you do, in fact, they may have never done this before. That means you need to not only provide an overview of the entire process, but you need to remind them of next steps every time one step is completed.
That way they feel fully involved and that you really care about them. And that’s exactly what you want. You don’t want your precious potential buyers wondering what’s happen or worrying when the shoe will drop. The easier and more painless you make the buying process the happier they’ll be and the more likely they’ll be to continue to use your services and refer others to you.
Keep your potential buyer informed and up-to-date. Whether it’s good news or bad news the buyer wants to know and they want to know sooner than later. Plan to touch these potential buyers once a week throughout the buying process. The whole time you’re doing this you’re deepening your relationship with the potential prospect and building their trust in you.
Develop and automate a system to consistently do this for you with each and every potential buyer. Your system may involve phone calls, letters, post cards, etc. Whatever it is make it so you don’t personally have to remember to do it or even do it yourself. Once the potential buyer enters your sales funnel each step should trigger automatically.
Entries (RSS)