How To Know If You Are Giving Too Much Information
When’s the last time you thought a client was ready to buy and then they didn’t?
You got the dreaded response, “I’m going to wait and think about it some more.” Were you frustrated and maybe a little confused? Do you know what happened to cause them to back away from buying? And more importantly, was it something you did to cause them to wait? Maybe you were giving too much information.
It’s never easy to turn the lens inward and ask ourselves, “What am I doing to create this indecision my clients are experiencing?”
When you realize this has become a common occurrence with potential clients, it’s time to dig deep and figure out how to fix it. You need to do something different because what you're doing is not working.
Ask yourself, “Am I overwhelming prospects with too much information?” Keep in mind that you’re an expert and have years of experience in your particular field. What often seems simple to you may, in fact, be overwhelming to people hearing/learning about it for the first time.
Facts and Data Overwhelm
Maybe you're coming across like an infomercial, you know the ones that sell you on an item and then say, “But wait, there’s more…” This is something many of my clients realize about their approach once we did into their selling process. They want prospects to have “all the information” so they can make an informed decision. Sometimes “all the information” puts people into a freeze mode, hence the response, “I’m going to have to think about it and get back to you.”
Too often people who are not comfortable with the selling process consider themselves “educators” instead of salespeople. This generally means they are overwhelming people with facts and data.
What To Do Instead
Refrain from telling clients everything you think they need to know about your product/service. Instead, ask questions like,
“What information will be helpful for you to know to make a decision?”
Give them the answers to their questions. When a client needs more information, they’ll ask additional questions.
Keep in mind; it’s your job to make it easy for a client to make a decision. That means take your cues from your client. Find out what they want to know vs. telling them what you think they should know about your product/service.
Wishing you continued success in all you’re doing this week.
Agree? Disagree? Have additional comments or thoughts on this article? Please share.
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