I believe any salesperson or business owner would agree that satisfied clients are the backbone of our business. Profits come from acquiring new clients, retaining those clients and then encouraging referrals. Those three elements are crucial to our continued growth and success.
It would stand to reason then that our focus should be on defiining our brand, creating a stellar system that allows for an efficient sale on the front end and developing a strategy to maintain the relationship from thereafter.
Have you taken the time to determine how you will succeed in the everyday battle to earn a buck? After all, without clients...our business is sunk!
Get Started with these Simple Tips!
What Problem Are You Solving
The first step is identifying what you have to offer to your potential clients. You are essentially a problem solver, counselor, strategist and psychologist all rolled into one. If you have a team, I suggest making this a team project and allowing them to dive into what your client is feeling, why they are feeling that way and how your service can and will solve their problem.
The question you must answer is: How will you get your clients from where they are, to where they want to be as efficiently and painlessly as possible?
Do You Provide Pain or Pleasure
Being that I’m in the mortgage industry, my unfortunate answer would have to be pain in most instances. However, I do have the opportunity to turn that around by offering systems and strategies that ease the sting.
- Learn how to convey the benefits associated with working with you in a precise, but captivating manner. Leave them with the feeling that working with anyone else would only increase their discomfort throughout the home buying or selling process.
- Quickly and effortlessly explain your systems and communication process.
- Answer the age old question: How will you save them time, money and frustration?
- Know how to relate each aspect of the process to the client. What can they expect and what is the timeline?
- Spell out what they are missing out on if they don’t buy with you. If you can’t sell you, then who can?!
Know Your Client
An important part of the process is identifying what your client’s motivation is. How do you define what that is? By answering a few questions.
Remember to keep your questions factual. Fact finding questions divulge the actual situations whereas feeling questions elicit emotions and opinions.
- Who is our client? Are they single, married, young, elderly, First Time Homebuyers or Investors?
- What is their goal? Are they buying for the first time or purchasing a second home? Is stability or financial freedom their goal?
- Why will they buy? Are they currently renting and if so, what are the reasons they would like to own a home of their own?
- Where and When will they buy? Are they 1 month or 6 months our and how will you communicate with them during that time? Staying in front of them on a consistent basis is vital!
- How can YOU solve their problem as easily and as efficiently as possible?
Knowing the needs of your clients can and will produce results you never thought possible!
What is something exceptional that you can do today that will allow you to acquire new clients and retain the ones you have?
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