Does your business ever feel like a revolving door of people coming in, looking around (maybe even making a purchase), but then never coming back again?
Ever had a meeting that you thought went amazing, only to never hear from the other person again?
Well, first off, it happens. Obviously, you're not going to make a life-long client out of every person you meet. Sometimes the chemistry is off or they simply decide to go a different direction.
But also, maybe it's time to take a long hard look at yourself and your 'bedside manner,' so to speak.
Now, these things might seem a bit cliche, but you have to be honest with yourself about whether or not you're actually doing them.
Seriously, though. Are you?
Sometimes we get so into our routine (or worse, our schtick) that we forget to make real connections with people. We forget what it's like to be sitting on the other side of the table.
So whether this is new information or just a much needed refresher, check out these 3 quick tips to help keep your clients coming back for more!
Make a Great First Impression
Hey, don't groan at me.
I know you think you're doing this. You dress nicely. You use your clients' name. Your handshake is firm without being aggressive.
(You are doing all those things, right? Just making sure!)
But right now, we're setting our egos aside and doing some real soul searching.
So when it comes to making a great first impression, remember the 3 A's... Appearance, Approach, and Authenticity.
Dress and look appropriate to your business or market. You don't want to under-dress, but you also don't want to overdress.
Sometimes it's not exactly clear, so you can really do your client a favor by tipping them off to how you'll be dressed for your meeting.
Once you get the hang of setting the vibe ahead of time, you'll be pleasantly surprised at how much pressure you take off of your client.
BONUS TIP! Appearance isn't just face-to-face. This also means the appearance of your social media sites and profiles, your website, your emails, etc. What do these things say about you when a potential client interacts with them?
Approach can actually be the most difficult one to see from the clients' perspective, but remember, we're being super honest with ourselves here.
What mindset are you going into the meeting with?
Do you have a script that you follow or are you winging it every time? (Both can be bad!)
Are you anticipating your clients' needs, and are you prepared to answer their questions?
You have to be the expert without being arrogant or condescending. You have to know your product/service/industry inside and out. And if you don't know the answers, you have to know where to find them.
Think of someone you really enjoy doing business with and try to emulate what makes them so likable!
So the last part of making a great first impression is arguably the most important. There is no substitute for authenticity.
Be true to yourself and your message.
There is a fine line between honest enthusiasm and over-the-top salesmanship. And most of your clients can sniff this out pretty quickly.
Remember the old Looney Tunes "sucker" gag? Nobody wants to walk out of a meeting feeling like that.
Ask yourself, how would you feel if you were sitting across from you? Would you come back again and again and again?
Pay Attention to Their Cues
Are you answering the same question over and over?
Does the client seem frustrated or confused?
People process information in different ways, so to give a client the best possible experience, you need to pay attention to how they are reacting to what you are saying.
You may need to reword – or completely rework – your typical pitch, otherwise you might get a polite “let me think about it” and never hear from that person again.
On the other hand, if you’re able to be patient and friendly as you walk your client through the details in different ways, gently guiding them towards understanding, they will likely be both grateful and impressed by your interpersonal skills.
After all, people are drawn to what makes them comfortable - hence, repeat business!
Always Follow Up
You don't typically know the journey that a potential client has taken on the way to finding you, nor do you typically know where their journey will take them after.
But what you can do is make sure that they remember you - and that you stay at the top of their mind when it comes to the products or services that you offer.
Here are a few great ways to follow up with a client after the first meeting:
Have questions about these 3 tips? Feel free to leave a comment below, or better yet, contact Kristi for a FREE introductory consultation call! We'd love to hear from you!
I am a working mom with a degree in Business Administration. My career passions include hunting down pesky commas and exploring the dark underbelly of Microsoft Word. I live to edit and edit to live!
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