3 Reasons You're Not Closing New Customers
No company is the right fit for every potential new customer, but if you're repeatedly missing out on new business, the problem may not be the substance of your services but rather your technique in wooing fresh business.
Luckily, these sort of presentation mistakes are fairly easy to fix, according to the copywriting experts at Men With Pens. Often there is no need to revamp your offerings, a recent blog post on the site explains. Simple tweaks to the language you use to communicate with prospective customers can have a huge impact.
So what simple and easily fixable errors are you likely making? Men With Pens blogger Samar Owais offers the following three.
You Don't Invite Questions
"Always invite potential clients to ask you questions. They get conversation going, they move it along, and the more you engage with prospects, the less you have to work to convince them you're the right person for the job," writes Owais.
Can this be time-consuming? Sure, but the payoff makes it well worth the investment of time and energy. "You might have to answer several rounds of questions before landing the gig, and that's okay. Take the time to respond in detail. Educate potential clients, inform them, and assist them. They'll love you for it, and they won't walk away anytime soon," she writes.
You're Inflexible on Terms and Conditions
Do you need to know your value and hold the line when it comes to what you require to keep your business running smoothly? Of course, but customers are diverse and showing a little flexibility in accommodating their differing needs can go a long way toward landing you new business.
Owais suggests adding this simple sentence into your communications with your prospect: "I'm sure we can work it out."
"Telling the potential client that you're sure there's a workaround to your usual policies that satisfies both of you doesn't mean you're making promises--you're extending an invitation for the client to talk about his issues to see if you can find a solution together. You can decide not to be flexible. You can change your mind. It's your prerogative. Just keep in mind that there's usually a way to find a compromise and create a win-win," she explains.
You Fail to Send a Recap
Sending an email restating the substantive points of a discussion with a client might strike you as a waste of time (you just covered all that, after all), but Owais begs to differ. "What better way to show a client you know exactly what they want than recapping everything in a concise email?" she aks. "A recap shows you've read all the emails, heard all the client has to say, and have clearly understood the problem at hand, as well as what's expected of you. The client can clearly see you've paid attention and listened well, which is extremely reassuring."
Men With Pens isn't the only site offering advice on reeling in new customers, of course. Here on Inc.com, it's a topic we cover frequently with recent posts delving into things potential customers want to hear, ways to entice potential clients to come to you, and quick ways to get new sales in case you're in a hurry.
What's your secret weapon when trying to land a new customer?