Who loves to get a billion questions from a new prospective client? If we are honest, most of us would have to say we hate it and just want a quick and easy sale. The truth is, if we are working with our target audience and working in the industry we love, this will often happen naturally but you will still often get the odd client who has sincere questions that they need answered, and sometime these questions can seem endless.
Let me start by saying that I've recently sold my last gym set, and have been on the lookout for the perfect setup since. I was recently impressed by Sam Lucas at Sam's Fitness who let me ask, what seemed like a billion questions, but Sam loved his industry and had no issues talking with me or emailing me back answers to my numerous questions.
The moral of the story for me was, they were so helpful that I felt committed to making the purchase from them over shopping around further. At no time were they trying the hard sell, they simply spoke from their passion for the products and industry they were in and they helped me through the purchase decision process. The end result, I bought much more than I first planned to, and they made good money out of the sale, but the funny thing is, money was never the focus.
So, the next time you get frustrated with heaps of questions from a potential client, remember the love you have for the industry and your belief in the goods or services you provide. Most customers do appreciate the extra effort you go to to help them, and will reward you with the sale. On top of that, they'll probably tell friends and family about your great service also.
David Ligtenberg, CEO & Digital Growth Specialist