An assertive approach is confident and direct. Assertive people know what they want and aren’t afraid to ask for it. They also respect the feelings and needs of others and are prepared to negotiate solutions that are acceptable to all parties. Once you’ve secured the first meeting (book same week, reply to email/call same day), arrive on time and with a smile on your face.
REPRESENT YOUR COMPANY.
Position yourself as knowledgeable and prepared. You must have a firm grasp of your services and an educated idea of the new client’s needs. Use the first meeting to gather ideas and take notes. Summarize the client’s words and confirm your interpretation is correct.
It is better to establish this right from the get-go. If possible, provide a verbal offer based on the parties’ budget negotiation. Provide a Price Sheet. Some helpful questions – What is your price range? Our services cost this much, does that work for you? If not, what will work for your budget? What exactly are you looking for? Always position value over price. This is an investment because. Show evidence using a previous positive experience with another client, a relevant statistic or straight numbers. Ahrefs. Then, wrap up by scheduling your next meeting/proposal hand-off or provide vital closing points.
From the beginning to the end of the cycle, you are creating connections with members of your community and/or potential clients. Try to understand where they are coming from. Show empathy – Everyone is affected by bad weather. Everyone has a bad day. Try to relate to them as if they were your friend.
Some other bad/good vibes – She just came in and shoved brochures in our faces or she wasn’t prepared and looked tired vs. She gracefully entered, looked around, then walked over with a smile or she explained her situation with ease and apologized for not being completely ready.
Just like any strong friendship, you need to dedicate time and effort for the sales relationship to develop. The proof is always in the pudding, but you still need to commit 100% along the way. A door to door visit may be brief, but it also shows your energy, candor and confidence. A short, but powerful phone call shows commitment and integrity. Lead with your voice, tone and language.
WHEN ALL ELSE FAILS, DO AND DO AGAIN!
The sales cycle is often repetitive and lonesome. Believe in yourself, be extra creative and don’t worry. There are always other fish in the sea. You MUST fish however, and EVERY DAY. Every touchpoint counts no matter the brevity or weight, but treat each opportunity as your last. Don’t get down on that idea, use it to uplift your pursuits to greater and bigger things! He didn’t reply, well I’m going to contact this company instead. THEN DO IT. He didn’t seem that interested. Well, why? Maybe I can present it this way. You create openings and the universe responds, but you will need to take action to reap a reward!
From the beginning to the end of the cycle, you are creating reasons to be in contact. Always enter and exit harmoniously. If you know there is a need, understand it and quickly establish intentions and validate awareness. Don’t be too pushy; utilize language to set a rhythm. Maintain a sense of harmony throughout your interactions. You want to ensure you’re both on the same side of the coin, otherwise differences (minor – your mood; timing or major – opinions, culture; we can’t afford this right now; we don’t need this) will build walls, making it harder for you to breakthrough.
Be empathetic and create a reason to bond. Friendly text messages, smart emails and substantive phone calls. Things don’t always have to relate back to the sale. Thoughtful comments and gestures. Hugs. Your verbal and nonverbal cues are tools for establishing rapport and should be used strategically and effortlessly. What could be awkward for you, is thoughtful to them, but potentially vice versa. Sooo, use your brain!
THE PHONE CALL IS ALWAYS THE BEST WAY TO GO.
Closing throughout the sales cycle is about competence. How hard will you work. Will you push until then end. From the beginning to the end of the cycle, you are envisioning the satisfaction of all parties. When will it happen, how will it happen, what will their reaction be, what small or large moves can I make to move us closer to winning? Things also occur naturally. If there are delays, the best approach is to ask more targeted questions and to use a timeframe. Simplify the offer, the budget or the project’s scope.
Many owners are still in the Discovery Stage. You might have to do some extra leg work to help them recognize their needs first before expecting them to jump onto an amazing proposal you spent days putting together. For questions, make them as unique as possible and avoid close-ended questions at this point. You should know each other well enough where open-ended questions work to your advantage. Still, don’t forget, we want to establish finality so confirm project duration, budget cost and start date.
Don’t walk away! Raise your hands up in the air!! It’s been done, you’ve made a happy customer!!!
Remember: YOU ARE STRONG. YOU ARE BRILLIANT. YOU WILL MAKE IT. YOU CAN DO IT.
Hope this helps in any way, take care & have a great weekend!!!