Feb 11 2019

Courtship 101: How To Get A Yes From Prospective Clients

Posted by Patrice Anne Angeles ,

It is typical for a sales representative to be rejected by a prospective client when pitching his products and services. But, despite it all, it can still be disappointing when the client decides the product isn’t quite right for them at this time, after the long and arduous process of pursuing them.

Everyone in the digital marketing field is no exception to such rejection. However, what you should know is that there are actually ways to persuade your prospects into saying yes.

To secure new clients and convert more leads into sales, we share with you a few tips on how to court a client and get their sweet, hard-earned yes.

The Statistics

In the way digital marketers and businesses alike rely heavily on advertising, you might get the idea that your success to courting a prospective client requires some sort of overpowering their buying decision. However, it remains exactly the opposite, the way it did some five decades ago.

Sometime in 1960, a theory by professor Albert Mehrabian revealed that only 7% of what we communicate is verbal and the rest consists of the use of our voice, including our tone and intonation, and the use of body language.

It only indicates that sales involve more than mere sales talk but establishing rapport with a prospective client. As it turns out, purchasing decisions don’t always rely on reasons but on emotions and beliefs as well. Hence, the next time you get a no, remember that you have the power to steer the situation in favour to you. You only need a bit of skill and persistence on how to get through it.

If you’re not yet convinced, here are some courting tips you can swear by.

1. Do your research

As a salesperson, you should take the time to know your prospect so you will know how to tailor your presentation to their specific needs. Before your appointment, find out as much as you can about the company or the person you are offering your products or services.

The Internet has made it easy to get access to their profile and determine how your products can benefit them as well as how your services are better than the rest. No one wants to have their time wasted so make sure that your sales message will be worth their attention and that means personalising your message into how your products can benefit them.

2. Know your competition

As part of your research, it’s essential to know your competition. Here, we don’t mean trashing your competitors, but learning a thing or two about the strategies that drive them to success and adapt what you think will be most effective to you as well.

As Bill Gates puts it, being aware of the competition keeps you on your toes. You can achieve this by either visiting their online profiles, listening to their customers’ feedback or shopping their services to name a few. You can analyse the data you’ve gathered and use this information to devise your unique approach with a potential client.

3. Become an authority

Your prospective client is more likely to be persuaded if they see you as having credibility in your own niche. There are many ways to create such an impression but the best and most honest way to do that is to actually become a respected expert who is knowledgeable about your products and services.

By doing so, you are equipped with the knowledge that allows you to create concrete and meaningful answers even when the questions aren’t exactly what you prepared for. In addition to facts and figures, sharing real-life situations wherein your services have helped similar businesses achieve their goals could play well to your advantage. A prospect would like to hear about personal stories that touch their emotions and success stories is only one of your many powerful storytelling tools.

4. Educate, don’t sell

In general, prospective clients are unreceptive to hard selling practices that typically involve scripted sales pitch and false promises. But, there’s a subtle way of manipulating the situation to your favour and that is to educate your client rather than selling.

To become an effective communicator and a salesperson, you need to listen more than you talk. This way, you’ll be able to find out their needs and at the same time, establish rapport which we mentioned beforehand is crucial in the process. Strive to start a conversation and not a pitch. Ask open-ended questions that will have your prospect talk about themselves. This way, you’ll get to know your prospect more and possibly gain their trust and confidence in return.

5. Create scarcity

On top of these, make sure that you convey the message that your offer is limited and time-sensitive. In one way or another, it will help trigger a prospect’s impulses and drive them to make the purchase.

Scarcity can indicate exclusivity and high demand for a product. When correctly done, your prospect will feel that you only offer your services to a handful of people and that you’re committed to their success, more than anything else. The same goes with your products, if your client thinks your limited product is worth having, they will jump into buying now instead of hoping there will be a restock soon.

When you left the meeting without a commitment, give your prospect ample time to make the decision. While you’re at it, send out a thank you note for the appointment and know when it’s time to make a follow-up. Remember, your courtship would be useless if you don’t follow up after the initial appointment.

Keep these tips in mind and you’re as good as getting a yes for all your sales pitches! 

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