You’re in a meeting with a prospect, trying your best to answer questions and overcome potential future objections. As the end of the meeting draws nearer, there are two avenues that you’ll need to take to improve the closing or, future closing of this potential new client.
- You make the sale
Congrats, you’ve made the sale and have a brand new client. But now what? Your work of course begins at this point, but where you begin is a crucial part of ensuring this client stays a happy client for a long time. So here’s the steps you need to take after the closing of a new client.
Make sure that there are clear and defined objectives. Your client has hired you for a particular reason or service. What are the items that mean the most to them, and when can they expect to see results? Laying out a roadmap of what the next steps will be will help to ease your clients mind, and help them to better trust your process.
For example, if your client has hired you for your commercial painting services, when can they expect you and your team to be on the premises to begin the process? What’s the turn around time they can expect for having the project completed? Are there fees or draws that are paid over a specific period of time, and if so, what is the schedule for this?
Not only does setting your clear objectives on the table help your clients, but it will help you. Your client won’t be constantly calling and emailing asking questions about any of these things, because you’ve already mapped them all out. You can do your work and know that the client already has an understanding of what you’re bringing to the table, and when you plan to deliver.
- You don’t make the sale
Unfortunately, we don’t always make the sale to every potential new client. However, to increase your conversions, you should never leave an unsold meeting without establishing the next step. Will you be reconvening at a specific date? What is that date and what is the next step in your sales funnel?
Never allow the meeting or call to end without a follow-up scheduled on the calendar.
Just because they didn’t buy today doesn’t mean that they will never become clients. They may just not be ready at the time of your initial consultation. Coming to an agreement on your next meeting time and date is a great way to ensure that you see the prospect again, and that they’re on the same page that you are.
Once your meeting ends, there are a number of methods you can use to follow up with your prospects, like the creative follow up tactics found here.
You’re in a meeting with a prospect, trying your best to answer questions and overcome potential future objections. As the end of the meeting draws nearer, there are two avenues that you’ll need to take to improve the closing or, future closing of this potential new client.
- You make the sale
Congrats, you’ve made the sale and have a brand new client. But now what? Your work of course begins at this point, but where you begin is a crucial part of ensuring this client stays a happy client for a long time. So here’s the steps you need to take after the closing of a new client.
Make sure that there are clear and defined objectives. Your client has hired you for a particular reason or service. What are the items that mean the most to them, and when can they expect to see results? Laying out a roadmap of what the next steps will be will help to ease your clients mind, and help them to better trust your process.
For example, if your client has hired you for your commercial painting services, when can they expect you and your team to be on the premises to begin the process? What’s the turn around time they can expect for having the project completed? Are there fees or draws that are paid over a specific period of time, and if so, what is the schedule for this?
Not only does setting your clear objectives on the table help your clients, but it will help you. Your client won’t be constantly calling and emailing asking questions about any of these things, because you’ve already mapped them all out. You can do your work and know that the client already has an understanding of what you’re bringing to the table, and when you plan to deliver.
- You don’t make the sale
Unfortunately, we don’t always make the sale to every potential new client. However, to increase your conversions, you should never leave an unsold meeting without establishing the next step. Will you be reconvening at a specific date? What is that date and what is the next step in your sales funnel?
Never allow the meeting or call to end without a follow-up scheduled on the calendar.
Just because they didn’t buy today doesn’t mean that they will never become clients. They may just not be ready at the time of your initial consultation. Coming to an agreement on your next meeting time and date is a great way to ensure that you see the prospect again, and that they’re on the same page that you are.
Once your meeting ends, there are a number of methods you can use to follow up with your prospects, like the creative follow up tactics found here.
Published on August 12, 2015
About the Author: Ashley Bardonaro
