Do you want to gain clients and make sales? This one thing could make all the difference.
If you’re calling up potential buyers, it’s not uncommon to believe that the make or break moment is in your closing statements. Many people think that it’s the last few things you say that will make up your customers mind.
And while every part of the conversation is important, many people fail to realize that you ought to hook clients from the very beginning.
It might seem counterintuitive, but one of the most effective ways to make sales is to be transparent. Instead of warming up your potential buyer before you get to business, cut the small talk.
Once you’ve said hello and built up a rapport, explain your intentions. Don’t slowly make your way to the point; say hello, and then outline exactly what it is you’re going to do. The goal is to create a verbal contract. For instance;
“I’ll be speaking to you for around fifteen minutes about the services we offer. I have been working in this field for five years and I have been able to help many people just like you. After we have spoken, I’ll ask you if you’re interested in us working together. If you aren’t, that isn’t a problem. I will have been able to help you out a little via this conversation.
But if you are, I will contact you in a week to outline which of our solutions would best suit your needs. Either way, I’d like you to be honest with me so I can best fulfil your needs. Are you happy with that?”
This is a method called ‘upfront agreement’. By asking for an honest response and explaining what will happen afterwards, you are already framing yourself for success.
By setting clear expectations you know that by the end of your conversation you will have a clear yes or no response, and your client will know what the next step will be.
It might seem counterintuitive, but one of the most effective ways to make sales is to be transparent. Instead of warming up your potential buyer before you get to business, minimize the small talk.Click To Tweet
You should always try to lead the conversation, and stay firm. Don’t show anxiety or stress when a conversation isn’t going as you had planned; just try to lead it back to your pitch. Keep in mind that business is business, and if someone doesn’t want to buy from you it isn’t personal.
With those things in mind, and using this tactic, you should increase your chances at making a sale!
- Lena Klein