Tuesday March 19, 2019
When clients make a purchase, they like to feel a connection with the person or company they're working with.
This is especially true for service-based professions, where your personality and expertise are key factors in the quality of your work, and even more so in fields like coaching, where your interactions are very personal and sometimes vulnerable for the client.
The conversations you have with your prospects, clients, and referral network members will make or break your connection with them, so today I'd like to share a few tips that will help you create stronger connections and win their trust.
Conversation Tip #1: Show Interest by Asking Questions
Have you ever been in one of those conversations where talking about the subjects you were interested in never lasted for more than three or four sentences, because instead of asking you questions, expressing interest, or talking on the same subject, the other person steered the chat in a different direction as soon as you stopped talking?
I've been in a lot of them, and when it happens often enough, it can leave you feeling unseen, unheard and neglected, and can make you less willing to talk with that person again.
If you want to create a connection that makes people eager to work with you, don't be that person who spends half the conversation talking and the other half thinking about what you're going to say next.
Instead, when the person you're speaking with starts to talk about something that clearly matters to them, ask questions. Get them to elaborate.
This will help them to feel seen, heard and understood, and it shows that you care about them.
As a result, they'll feel good around you, and people are naturally drawn to people who make them feel good.
If you don't have much practice with asking questions in conversations, here are a few you can use to learn more and keep the conversation going:
- How did you feel about that?
- What happened next?
- How come that happened?
- What are you planning to do next?
- What are you hoping will happen because of that?
I encourage you to tailor these questions to the situation, and to come up with your own questions during your conversations. Canned responses tend to be fairly obvious, and they aren't great for creating connections.
Remember, authenticity is more attractive than perfection. Don't distract yourself by trying to come up with the perfect questions; just focus on learning more about the person you're talking to.
Conversation Tip #2: Listen Without Judgment
This doesn't mean condoning or agreeing with everything the other person says. It simply means giving them a safe space to talk, where they can be real and imperfect without feeling like you're judging or rejecting them for it.
If they need to be called out on a mistake they're making, do it gently, with a focus on helping them to make their life and their impact on the world better.
There's a big difference between "You screwed up and you should do better", and "Yes, you screwed up, but nobody's perfect, and I believe you can do better in the future. I can help you with that, if you want."
Help them to understand how their current actions or mindsets aren't serving them, and what results they're producing. If you've made a similar mistake yourself, this would be a good time for you to share it, so they can see that you've been where they are, you understand where they're coming from, and you're speaking from personal experience.
Conversation Tip #3: Find Out Whether They Need Advice or to Vent
Sometimes people need to get something off their chest and feel heard and understood before they're ready to hear advice.
If someone is venting, and you try to give them guidance before they're ready to receive it, that's like trying to plug the leak in a tub of dirty water before the water's finished draining. The patch job won't hold very well, and the person will continue to be distracted by the feeling that there's something bad inside them that needs to come out.
Interrupting the venting process like this can also make it look like you care more about regulating their mood than you do about them.
When a person is venting, I recommend asking them: "Do you want advice and solutions right now, or so you just need to vent?"
Obviously, you don't want to spend a huge amount of time on people who do nothing BUT vent and who never intend to seek a solution, but sometimes people need to relieve some of the pressure inside them before they're ready to take practical action.
Letting them vent also has the benefit of helping them feel that you understand them, their problems and their desires.
If you give them advice before they explain their situation, it will probably sound canned and inapplicable. But if you offer the exact same solution AFTER you've listened to them, they'll feel that it's tailored to their unique needs, and they'll be more likely to accept and act upon it.
Do you have lots of potential clients to speak to, or do you need help?
If you already have lots of leads to speak to, that's great! I hope the information in this blog post helps you to create better connections with them, and to inspire more of them to become paying clients or referral network members.
But for some people, there are still a few additional factors they need to get in place before they can get a consistent stream of clients.
One of these is a marketing message that makes people want to sign up. Your potential clients need to know that your offer is worth the price you're asking, and that the outcome you promise is something they want badly enough to pay for it.
If your description of your offer has been getting glazed eyes, "I can't afford it"s, or polite "no, thank you"s instead of purchases, I recommend that you check out my ebook, Get More Referrals and Make More Sales: How to Get Your Referral Marketing Done For You, and Turn More Leads Into Paying Clients.
In it, you'll discover:
- How to make people eager to hire you or buy your product, by explaining your offering in ways that spark their interest.
- Which types of business to partner with in order to increase your incoming referrals, commissions from making referrals, and residual income.
- How to identify the audience that's the most likely to buy from you, so you don't waste your time and money marketing to the wrong people.
- Why certain attributes of your ideal client, like their age and income level, have a big impact on how you should market to them, even if those attributes don't affect whether or not they need your product.
- How to deal with, or even preempt, the dreaded "I can't afford it" objection.
- What to say to a client who thinks they don't have time for your product or program.
- How to stand out in your field, so your ideal clients choose you instead of your competition.
- How to empower your referral network members to send you clients, so you don't lose leads because your partners didn't know the best ways to send people to you.
- How to form groups of referral network members, so you get a steady stream of referrals from multiple people, instead of sporadic referrals from people who may or may not remember you when they meet someone who needs you.
- How to determine what marketing materials you need in order to take people from not knowing you exist to being ready to make a purchase.
- How to choose great referral network members who will frequently send your ideal clients to you, so you get more hot leads with less work.
- And much more!
Visit this page to learn more and get your copy.
I look forward to serving you through this ebook!