May 4, 2010
How many of us “hang on” and wait for a potential client or customer to make up their mind whether or not to work with us?
I hear all too often from people I coach, “well I don’t want to bug them.” The point is we can let people contemplate for to long while it creates a sense of incompleteness in our lives, draining us of the energy to create business elsewhere.
Tips for bringing the customer to a close:
- Remember… Needy is Creepy. (You never want to be the most needy at the table)
- State a deadline of when the contract terms expire.
- Don’t please them, truly serve them by making the indecision the conversation.
- Coach them with great clarifying questions, help them see both (all) sides of the indecision. What is the indecision creating more of in your business? What are you not able to have happen as a result of the indecision?
- Bring it to a close. “When you want to see if there is work for us to do together, please call anytime.”
