Sometimes having a successful business is about more than just the quality of service you provide your customers. We know you’re good at your job, you know it, the customer you’ve helped know it. But the trick is finding those customers in the first place to share your expertise and skills with. And, unfortunately, being a master electrician or plumber or the best roofer in your area doesn’t mean you have expert business skills. But that’s where we want to help. You know your way around a toolbox, we know a thing or two about finding customers. So we’ve outlined some mistakes to avoid on your path to closing a lead.
Forgetting to Introduce Yourself
No customer wants to call a business they’re inviting into their home and be greeted with a gruff “Hello” and no name. Whenever someone calls your business, answer the phone with the name of the business, your name, and a kind hello. It makes your customers feel welcomed into your business, even if it’s just over the phone, and makes them instantly more likely to invite you into their home. It also lets them know you’re a professional. You’re not just a service provider, you’re someone they want to trust and have a relationship with, even if it’s only for a brief time.
Not Asking About Their Needs
When customers call for help, they don’t always have the best handle on what exactly it is they need. They know something’s broken or they need something replaced or they want to talk to an expert about a project. But they may need services different than what you offer or may need to ask for additional services. The only way to avoid the headache of finding out the job you planned for doesn’t match the consumer’s needs is to ask them about their needs, don’t just tell them what you do. Be thorough. Be prepared. And prepare them for the work necessary.
Not Following Up
Not all calls result in an instant sale. In fact, the majority don’t. That’s why you need to follow up on all your calls with potential customers. Don’t wait for them to come to you, call to check up on how their search for a service provider is going, see if there are any other questions they have, make sure they have all the information they need to make an informed decision. Give them a day or so after your initial call, if it was at the end of the week then give them the weekend. Don’t pry. Don’t try to ask who else they’ve spoken to. Don’t call them outside of normal, expected business hours. This is about them and how you can help them.
When asking yourself how to close a lead what you really should be asking is how you can prove you’re the best option for a customer. And that means letting them know they can trust you, finding out exactly what they need, and making sure they find it. These three steps can help you build a lasting relationship with future customers.
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