Set Client Expectations to Make The Sales Process Easier
Paul Tobey’s StreetSmart Marketer: Resources, ideas, and tips for accelerating your revenue growth
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 as well.”
- Alan Greenspan, Former Chairman of the U.S. Federal Reserve -
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Set Client Expectations to Make the Sale Process Easier
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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