So, what’s the key to potential clients, and why should you reach out first?
So follow me here as I compare Lucy at the chocolate factory to sales and potential clients? Maybe you’re like me, and chocolate is the first thing you look for after a particularly stressful situation. It’s not unusual for fear to surround the thoughts of reaching out to potential customers. The real reason I chose this clip is the idea of abundance. Most of us in business and sales dream of the day we are in such high demand leads are coming in like these chocolates on a conveyor belt.
I’d like you to think about these leads in a bit of a different way, just for a few minutes. When leads come to you, you react to questions. Potential clients may ask do you have this and do you have that? Do you do this, and do you do that? You answer and react to all their questions.
What if I told you it is possible to close more business if you reach out first to the potential clients? Curious? Let me give you an example.
The Neighbor Gets a Pool
Let’s say my neighbor is getting a pool. They are new neighbors; I don’t know them well. I see the trucks for days and the hole being dug outback. Every morning I watch the pool company’s workers arriving. I start imagining my backyard turning into an oasis. I know where I’ll have it placed, over in the corner of the yard. Every pool-related item begins to catch my eye. I notice lounge chairs with pretty pillows in this week’s newspaper and potted palms in another magazine. I remember the fun our family had on vacation by the resort pool last year. Oh, and I remember the new waterproof sunscreen that smelled like tangerine. I imagine life would just get easier. We could come home after a long day and have dinner poolside.
The Prospect Begins to Shop
I also begin to imagine all kinds of prices in my mind. I mention to a few friends who say I should do some research. They mention they have heard you can get fiberglass pools delivered from online providers for a fraction of the cost. You know, the ones you see the trucks hauling down the interstate.
I’m pretty savvy, and I know you can’t believe the cheapest prices online. So I settle in on the middle price point. It looks like I can expect a savings of $10,000 over getting something local. I get a little more interested as the neighbor’s yard begins to take shape. They didn’t have a mess on their hands all that long. Oh, and I saw the landscaper’s truck. It will be beautiful in no time at all. I decide we own a local business, and I should give the local guy a shot.
When It’s All About Price
So I give them a call. I call and ask, “Could I get a price on getting a pool installed?” I know the measurement I’ve priced and tell them my neighborhood. The pool representative tries to pin me down to a consultation, but I’m not interested in wasting his time. I just want a number. A range is fine. He comes back to me with a price, and you guessed it, $10,000 -$15,000 more that I saw online. I’m thinking yep; my friends were right, cheaper online. I decide I’m uncomfortable dealing with online ordering. I don’t trust them because I’ve never seen their work. So I don’t get my pool, and the local pool guy doesn’t get a sale.
So what could have changed the outcome for both the pool guy and me?
He Reaches Out Instead of Waiting
What if, while at the neighbor’s house doing the last walk-through, the pool guy decides to slow down as he walks by my house while my husband and I are sitting on the back porch? He says, “Hey folks, we just finished up a job around the corner. You might have even seen our trucks over the last couple of weeks. I noticed you have a great spot over in the corner there. Have you ever considered a pool?”
Then he does what seems magical. He just stops and lets the silence rule. The pool guy doesn’t say a word until we respond. He has asked in such a casual way we feel like he’s just being friendly. He is thoughtful and points out the spot I already knew would be beautiful. All of a sudden, who is asking the questions? When he stops by, it is unlike the phone call where I had called asking all the questions. This time he is in control of the situation. We are comfortable and will probably continue the conversation to get more information.
Why it Works
In the last scenario, the pool guy put himself in the best scenario. He already had credibility. We had seen him working, seen his progress, and knew others had trusted his company. The pool guy had an advantage; he had caught us at just the right moment. We had been reminded by the neighbor how nice it would be to have a pool in our own backyard. We had already been imagining the fun we would have as a family.
But, the best part for him is he catches me before I get my mind made up, before preconceived notions, and I’m still open-minded. The best part for me is his expertise and experience clear the clutter and overwhelming choices, and he shows me true numbers on what I want. Have you ever heard the first one to tell the story is the one people will believe? In this case, he has the opportunity to be the first one to tell the story. He has set the stage. All others will have to top what he has provided.
The chances for the pool guy are much higher in this situation than when I was calling his office. I’m not confused or overwhelmed by all the information I have gathered. He has credibility. If I get a pool, it will be from him.
How to Make it Easier
Yes, it is difficult to put yourself in the seat to be the first to reach out. There are a couple of things that can make it easier. The pool guy knew his ideal client. He picked a neighborhood where he already worked. The pool guy wasn’t pushy or tricky. He was sincere and saw a good spot to put in a pool. He was just stopping by for a visit and the opportunity to introduce himself and his company.
The pool guy could be like Lucy in the chocolate factory, answering all the calls that are from prospects that may or may not be his ideal client. Or, he could choose to reach out to potential clients that he knows meets the criteria and choose to develop them into happy customers. It’s almost as if instead of a conveyor belt of manufactured chocolates, he is choosing a box of his favorite handmade chocolates.
Reach out to me if you would like help learning how to reach out to potential clients. I have built a successful business by narrowing down the best prospects and reaching out to those that match the patterns of my ideal clients. I coach others on how to be comfortable and successful in sales.
>>>>Love reading blogs? Interested in more material like this one? Sign up for my newsletter today… Click here
>>>>Want to step up your sales game, but need help on where to start?? Join the community! Check it out …Click here
