Keep It Simple
Today, your prospective clients are feeling beaten down, stressed, anxious, worried and exhausted. Their nerves are on edge. How can you expect them to make a decision to work with you if they can’t even think straight?
Why don’t you make it easy for your prospects to say YES? Just, keep it simple. Why do you need to submit a complex proposal that makes it difficult for your prospects to make a decision?
Here are some ideas for you to implement today to make it easier for your prospects to say YES:
- Present yourself in such a way they you are supplementing what your prospects already know. Instead of asking your prospects to consider a whole new program, help your prospects understand how you can facilitate what they are already thinking about. By being on the same level playing field with your prospects, you can add to and enhance what they are already considering. Become part of their team instead of asking them to join your team.
- STOP proposing big, expensive solutions that cost a lot of money. Take small bites out of the apple. Propose a "test" or "pilot" program with a relatively low investment threshold so your prospects can experience what it would be like to work with you. Demonstrate success early in your relationship with your prospects. This idea will make it much easier for them to say YES for additional work further down the line. Create trust early in the relationship.
- Focus on the relationship. Your prospects may not know you and you don't know them. Why should they write a check to you if they don't know if you can deliver?
- Supply testimonials and references before they ask for them. When you tell your prospects how good you are, you sound like you are trying to sell something. When your past and current clients tell your prospects how good you are, they are establishing credibility for you.
- Recognize that your prospect sees making a decision to work with you as a potential risk. A decision to work with you may stretch your prospect way out of his/her comfort zone even though it may be the right thing to do. It may feel overwhelming to them. The more information you present, the more complicated the decision making process. Avoid putting too many facts, figures, statistics and miscellaneous information in front of your prospects. In a sales situation, less is more.
Sometime's your prospect can be their own worst enemy. Don't add complexity to the decision making process by asking your prospect to take a risk that may be beyond their risk threshold. Keeping it simple will help you avoid presenting a variety of solutions that may be way beyond your prospect's upper limit for risk.
You will go to the bank more often when you make the decision making process effortless for your prospects. Make it easy for your prospects to say YES!
Good selling!
Ken
“Make yourself necessary to somebody.” Ralph Waldo Emerson
Ken Levine
Impact Business Solutions, Inc.
508-845-8849
SELL MORE BY SELLING LESS
www.ibs4sales.com
