A powerful strategy to establish cooperation with potential clients
If there is anything that irritates us is when we have an appointment to present our services and the client cancels or has to come to our offices and is not presented. Frustrating, is not it? It happened on numerous occasions.
When I was in the field of direct sales presentations had to make my products. Also was in my house with potential recruits for my sales team. Success depended on these people comply with the agreed dates. If one failed, I was late 2 hours, resulting in lost time and money.
My teacher gives me the solution
In a talk with my teacher (executive director of sales), I told my daunting problem. “Diana, when we started the training, one of the most important steps I shared was to be in contact with the client before the appointment, he said. With how busy we walk today, if not keep in touch often, the customer will forget or will it was an emotional moment to make the appointment. And that’s your goal. Maintaining that prior contact for the customer to keep you in his mind, “he said.
My teacher was right. Since I applied the following strategy, greatly diminished in my presentations and maximize the use of my time. Now you step-step strategy-frustrating to decrease these cancellations.
First step
Send a postcard
Dated the appointment, immediately sends mail a postcard thank you to the client and remember the date, time and place of the appointment. This has two benefits:
1. The client is amazed to see the special touch you give different. It shows you’re professional and you go beyond the competition.
2. The postcard appointment strengthens your mind and you have another opportunity to speak to the benefit of the appointment.
Note: These postcards you can buy them in the mail by 0.22 cents (if you live in the United States or Puerto Rico). Or you can get Vista Print made for you.
Step
Follow up by phone
One or two days before the date give her a follow up call. The goal again is to confirm with the customer and guide the offer answer your questions. This has two benefits:
1. The customer is reminded again today. If you cancel, you can change it.
2. It amazes your professionalism.
Last Thursday I had my first date with a laser specialist and his secretary called me the day before to confirm the appointment and answer any questions you have. At the end I told my mother, “That’s service”.
What if the client does not attend?
There is the magic of having potential customers in the funnel. Let me explain. If the client calls to postpone the date, simply pick up the phone and calls to other customers to provide the empty space.
Hence the importance of having a large list of prospects in the funnel. Customers will cancel other appointments and comply change. But to ensure success in sales is always good to have a list of potential customers to better manage your time and have active calendar.
