Set Client Expectations to Make
The Sales Process Easier
Michael Hepworth's StreetSmart Marketer:
Resources, ideas, and tips for accelerating your revenue growth
July 2, 2008
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StreetSmart Marketer #104:
"I have found no greater satisfaction
than achieving success through honest dealing and strict adherence
to the view that, for you to gain, those you deal with should gain
- Alan Greenspan, Former Chairman
of the U.S. Federal Reserve -
In this issue:
- Set Client Expectations to Make the Sale Process
- One Morning Could Take Your Business to The Next
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Set Client Expectations to Make the Sale
I was negotiating with a roofer last week to have
my garage roof fixed. Toward the end of this process, he outlined
what I could expect from him. Best quality materials, punctuality,
clean up of the work site and immediate response in the event of
any problems requiring him to come back to the house.
One thing he asked that I've never been asked was
"Can you think of anything else that would be important to you?"
Clearly this guy was a well trained professional.
As he was wrapping up, he moved on to what he expected
of me. Prompt payment of the balance owing on completion of the
job, care of the roof, etc. But what really impressed me was his
request that if he met my expectations, would I refer clients to
him? I was happy to do so as I'd already found him to be friendly,
easy to deal with and very professional. I also felt better because
I knew what to expect from him if the job was good and that he knew
doing a good job was necessary if he was to get a referral.
He'd originally been referred to me by a friend, so
clearly he was likely to follow through.
It struck me that this is an unusual practice, but
in fact is an entirely logical one. It sets up the request for referrals
long before the request is made. It makes you feel comfortable that
he has a process and that he knows what he's doing. Every business
can do this and it'll result in greater satisfaction, more referrals
and an easier sales process.
One Morning Could Take Your Business to
The Next Level
Sticking Points, What's Keeping You From achieving
the growth, business success and prosperity you deserve?
Do you ever wonder why some businesses seem to succeed
with almost no effort, while others seem to require Herculean efforts
and constant attention?
I know I do!
A few years ago, I began sharing what I did to grow
5 successful businesses with a select group of people in my high
end training and mentoring programs. I use the exact same principles
as I teach in the program, to run consulting projects with a few
select clients each year.
Some of the results have been astounding - everything
from making an extra $14,000 from a single idea in my newsletter
to growing a business from $2,000,000 per year in sales to more
than $6,000,000 in just under 2 years.
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