Conventional thinking maintains that great sales people provide great customer service. This creates happy clients, which generates additional sales and a good referral base.
However, there’s more to it than that. I believe in providing great customer service to potential clients, as well.
Here are some ways to achieve this:
- Meet face-to-face with prospects whenever possible. Telephone, email and social media are ways to locate people and to start conversations, but nothing is better for creating personal relationships and creating trust than an in-person meeting.
- Be your best authentic and genuine real self. Your enthusiasm will be contagious and your prospective clients will see that you are sincere about doing right by them. Some people will not think you are a good match for them. So what? Isn’t this a great way to conduct business? You may find that you have still earned their respect enough for some of these folks to refer business to you.
- Work toward becoming a trusted adviser who offers solutions that solve the emotional concerns and logistical problems of your potential clients. Be concerned about their issues before they are your client and they will feel comfortable about you when they actually hire you.
- Don’t worry about closing the sale at the first meeting. If you can create trust and a personal connection right off the bat, great. Often though, it takes more time, so it’s more important to leave clients feeling good and confident about your services. If you’ve done your job, they will come back and book your services.
- Under promise, over deliver, and keep your commitments. Once you have earned a client’s trust, they’ll expect to be treated like a “member of your family.” Do everything within your power to make them feel like their event is of the utmost importance to you. When you deliver service with love, your motivation will be high, you will work hard, and people will notice!
I believe that much of my success is due to the fact that I love what I do for a living. I truly love the people I work with, and I love helping others. I am passionate about my profession, because my profession is my passion. How about you?