Make It Easy
Have you ever noticed that most people talk in general terms?
The drawback is when we do this, we make it very hard for the other person to know what we want/need. A few years back someone I worked with would tell me over and over again, “Nikki, you need to be more specific in your communication. I am not clear on what it is you want me to do.”
To be honest, this response was incredibly frustrating. Taking a step back and re-reading my communication, I often found she was right. (Dang it!) I could certainly be more specific in my communications.
A common theme with my clients is being frustrated by the lack of response from potential customers. Once we dig into their communications (phone and email messaging), it’s clear – they’re too vague (just like me). Your Savvy Sales Tip this week: Be more specific and you’ll make it easier for their clients to say “YES!”
Here are two examples – which do think is more effective?
Example 1: A prospective client calls and leaves you a message stating they want to set up an appointment with you. When you call them back, you get their voice mail. You leave a message saying how much you are looking forward to working with them and your number to call you back at their convenience to get an appointment scheduled.
Example 2: A prospective client calls and leaves you a message stating they want to set up an appointment with you. When you call them back, you get their voice mail. You leave a message saying how much you are looking forward to working with them and that you have time available Monday at 10 am, Tuesday at 11 am, and Friday at 3 pm. You ask them to call you back and let you know which time works for them, and if none of these times work, you ask them to leave you some possible times they are available.
So which of these two examples are you currently doing?
And based on these two examples, which would you prefer if you were the prospective client?
The people that make it easy for clients to work with them grow their business. Being specific is a simple way to make it easy for your clients to say “yes.”
My challenge for you this week is to be more specific in your communication with clients. Take a hard look at your emails, listen to the messages you leave on voice mail. How clear is it from the other person’s perspective of what to do next? See how you can improve.
Wishing you continued success in all you are doing this week.
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