So your business phone rings! CONGRATULATIONS! After all, a ringing phone is a HUGE opportunity on many different levels!
You ‘sneakily involve’ your caller using Valid Business Questions. Remember, this ‘phone interview’ forces them to ‘invest time’ with you. So now logically your caller will want a “return” on their time invested! And the only way to get this “ROI”? Book with you!
BUT not always! Sometimes your prospect will start sliding away with the dreaded, “Let me think about it…” or “Let me check with my husband…”
Don’t let ’em off the hook! (OR off the phone!) This is serious! Just look at the downstream income and Cheerleader referrals you lose by letting your prospect ‘slip away’! Instead, follow my favorite Winston Churchill quote and…
“Never surrender!” (Listen to Sir Winston’s speech HERE.)
Now that you’ve been inspired by Winston instead of meekly giving up when your prospect says, “Let me check with my husband/ wife/ boss” etc. you reply…
Never Surrender Reply (NSR) #1: “I understand. But before we finish up here, let me ask you- does the way I have my recommendations written up meet your projected budget?” This NSR gets their “hidden objection” out in the open! Now you can discuss ways to lower the scope of the job and your price too! (Many times I made more net profit per hour on the smaller job/lower price!)
NOTE: Your automatic ‘First Two Words’ to any objection? Always say, “I understand…” (This reply ‘finds common ground’ with your customer.) Now what can you do if your prospect replies, “No, your price is fine. I just want to think about it…” Do you surrender? Mr. Churchill would remind you: “NEVER!” Instead, fall back to…
NSR #2: “I understand. While we’ve been talking I’ve prepared a custom quote with all the different options we’ve talked about listed out. I can email it over to you right now. This will be a one-time-only email and I don’t even keep a record of your email address unless you want me to. Is there an email address you’d like me to send your quote to…?”
NOTE: In this ‘NSR email quote’ include links to your processes, video and written reviews from delighted clients, photos of your company and your employee’s Profile Pages. The big challenge for your client? Choosing a service they haven’t seen performed! If your wavering prospect doesn’t want their custom quote simply reply…
NSR #3: “I understand, Choosing the right carpet cleaning company is a big decision! May I email you a short two minute video orientation on our company?”
You see, you are STILL fighting! Sir Winston would be so VERY proud of you! 🙂
NOTE: Share ideas with over 5,000 fellow cleaning and restoration contractors by joining our Strategies for Success: ‘Growing Your Business’ Facebook Group HERE! (You don’t need to be a SFS graduate to join us.)