2. Be Specific
While people tend to make decisions based on emotions, they want to believe those decisions are also based on rational thought. Prove to them that you really are an expert in your field by using the specific numbers that will matter most to them. If they’re concerned about liking a caregiver, tell them a few stories about your caregivers and back up what you’re saying with actual satisfaction ratings.
People like to be in the majority, so tell your potential client how many people in their area are using your services. If one of your clients lives just down the street or in the neighboring subdivision, let the potential client know. Knowing that people like them are using your services will comfort them and help them gain a sense of belonging with your company.
3. Talk about Losses
Rather than listing off what your clients will gain through your services, take some time to let them know what they’ll lose if they don’t use your services. Often the fear of missing out on something good is a stronger motivator than the possibility of gaining something good. Frame the unique perks of your services as advantages that they would lose out on if they went with a competitor.
4. Offer Them Something
When you give someone a gift, it not only demonstrates your generosity, but it also makes the person want to return the favor. As you meet with potential clients, start or end the meeting by offering them something. It could be a cup of tea or coffee or a simple treat, or if you’re meeting over the phone, you could send a card or a useful article. These personal touches are inexpensive and make your company stand out from the competition.
5. Give Yourself Time
Give yourself a pocket of free time after each sales call in case the meeting runs over. Clients who don’t like drawn out explanations won’t need that extra time, but other clients will want to go through every detail before they sign.
Make sure you have a firm understanding of the sales process but recognize that the time it takes to complete it may vary from person to person.