Imagine you've worked hard to market your services; you've attracted a prospective client, set up a "sales conversation" and gone through the whole sales process. Great job, but sometimes, no matter how hard we try, prospects don't always sign up on the spot.
Sometimes, a prospect needs some time to make the decision on whether or when they'd like to start working with you. What we've noticed over the years is that when this happens, the sale never happens, probably because life gets in the way and what's out of sight is out of mind.
Often, this means you've lost them for good - UNLESS you use some kind of method to get indecisive prospects to slide right into your practice, instead of slipping through your fingers. So we have a fantastic remedy for this, and it helps our customers and team members close the deal. If prospects don't bite on the 'sales' call, use what’s called the "bookend" method. Here's how it works.
When a prospect tells us they need to talk to with someone (manager, spouse or etc.) or need some time to decide, or wants to ideally start in 2 months, we schedule a 5 minute "check-in" call with them (next Tuesday at 3pm, for example) so that we can follow up with each other without having to play phone tag or have to follow up with one another multiple times.
The great thing about this technique is that it puts a time limit in the prospect's mind as to when THEY would like to make the decision, and obviously, you let them choose the day and time.
We essentially use this because we really dislike following up in this situation. It makes us feel like we’re chasing after them and we don't feel that is Client Attractive. So instead, we agree that they'll call on a set date/time and virtually every time they do, and out of those times, they don't feel pressured, have had time to think about what we talked about, and are ready to make a decision to move forward. It's a great tool!
If for whatever reason they don't call during the time of your 5 minute check-in appointment, you can then call or e-mail them asking what, if anything went wrong. This usually puts the prospect into a mode where they feel obliged to get back with you, as they were the one who missed the appointment. Again, this is much more Client Attractive and ends up saving a lot of your valuable time.
Client Attraction Assignment
If a client doesn't buy or sign up on the spot, make sure to “bookend” another appointment, so you don't have to follow up with each other for weeks. Use it as a "let's see where you are in your decision making process", it works like a charm. So call or email now those you are waiting to hear back from to set up the “bookend” call (5 minute “check in” call)!
Are you having trouble with actually getting the prospect INTO the sales conversation in the first place? You're not the only one. The good news is, we have a system that has been developed to help you close the sale the majority of the time and we can share the process with you if you’re interested. We have attraction/appreciation techniques in detail, and it's all there so you can start using it right away to get similar results. It's all step-by-step, not a big mishmash of things and extremely convenient, easy, economical and efficient to use. Many customers and team members have received fantastic results from it and now you can get your free, no obligation trial by filling out the CONTACT US form, you won’t regret it. Why struggle when you can just model a system that already works?
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