Have you ever had a client that seemed super excited about buying but out of nowhere they just started ghosting you and you never won that sale? Well a lot of business owners struggle with that same problem and we’re going to teach you how to communicate more effectively and also a quick business model change that you can use to avoid your customers and prospects from ghosting you.
First, let’s cover the fundamentals of good communication. The first thing is keeping it simple, if you are asking for anything from a customer or a prospect you should only ask for one thing at a time. Remember, this is your job, not theirs, they have a lot more going on with their lives outside of interacting with you.
Another essential part of communication is adding value in each interaction. Don’t send open ended, meaningless follow ups. You’re just asking to get ghosted with those. Instead, figure out how you can move that person closer to fixing their issue and then contact them with that.
Our next step is to simplify the process of buying from you or moving forward. The more thinking that a prospect has to do or any figuring out of how it works to buy from you, the less people will buy. You want to make it extremely obvious and easy for them to take the next step. No guessing should ever happen from your customers or prospects.
Staying on the same note of simplicity, you want to remove any resistance from taking that next step. If there is anything unnecessary in your process that just adds to the amount of work your customers or prospects have to do, get rid of it. The less resistance you have in your process, the more people will go through it.
The biggest way to motivate people to move forward and schedule appointments, show up to them, or do what you need them to, is to have them pay ahead of time. Try to move payment before any steps with a lot of resistance or difficulty. For example, if you have a recurring service and you see that people will say yes to booking the next appointment a year out but when that time comes they don’t show or they cancel it, try selling the appointment instead of just booking it, then you’ll see how many more people show up.
Finally, most people won’t be ready to buy today, and that’s ok. If you notice that someone is not ready to buy today, it is ok to focus on nurturing that lead instead of burning them by forcing the sale and losing rapport. The good thing about lead nurture is that you can nurture many leads at once, which makes it super efficient on your time. Focus your time on closing the highest intent and ready to buy leads and just getting more leads in total. Your nurture process should make you the number one choice for when they’re ready to buy. And you’ll end up getting happier customers overall.
And as a bonus tip, not everyone is going to be a good customer. Some people simply suck to work with and are horrible communicators. The good thing is that there is a lot people that aren’t like that, so don’t waste your time with the difficult ones and just focus on getting more of the good ones.
That’s all for this article, if you need help scaling your business and taking it to the next level, sign up for our free Business Scaler Challenge here where you’ll get to learn and talk with other business owners in similar industries (and the same) as yours to grow your business along with them. Sign up here: https://www.woopenvironmental.com/business-scaler-challenge/
Always so helpful! Very responsive. Super professional. Great information and advice for growth!!!