Prospects look for low prices for products and services. Prospects also understand that low prices may lead to poor quality products and services. Info Graphic reports that 65% of customers have given up on a brand’s services or products because of poor customer service. While lower prices may seem appealing, prospects often look for value in the products or services they purchase and will pay more for outstanding customer service and premium products and services. Let’s look at some strategies you can offer your prospects to make them buy from you.
1. Availability and responsiveness
Prospects want to know you are available to them and will respond to their questions. Communicating is key to exceptional customer service for your clients. It’s that easy. It is that simple. From the moment a prospect calls you to inquire about your products or services, their purchasing decision will be based upon how fast you respond to their inquiry. This sets the tone for the type of service they will receive if you are chosen to work with them.
2. Consistency
Prospects love consistency and aren’t just looking for availability and responsiveness. The past is indicative of what you will do in future. Your website, estimates, contracts and other information will guide your actions. You will build long-lasting client relationships and a solid reputation.
3. Under Promise, Over Deliver
Prospects and clients who say that “there is no hurry on this” actually mean they want it as soon possible. If you promise a delivery date and then exceed it, you’ve just delivered your product or service. This will show clients that you are delivering what you promised. Everyone wants it fast. If you can deliver it sooner than the competition, you can charge a premium price.
4. Qualitative
Prospects want to reach a goal and will use your products and services to do so. You will have a better chance of building trust and establishing long-term relationships with your clients if you provide them with quality products and services. You want them to be successful by using your products and services.
5. Follow-Up, Follow-Up, Follow-Up
Allstate Insurance claims that we are in good hands when they take care of our insurance needs. Are your prospects feeling the same way about you? Is it worth your time to follow up with prospects who have emailed you? Salesmen care about following up with prospects, even after they have closed the sale. Your prospects and clients will see that you care about your business by following up. This will allow you to sell more of your products and services to existing clients if you follow up.
6. Advocate for your Clients
Everyone enjoys having someone to help them. Clients will be grateful and willing to pay more for your assistance when they have a problem. Expect to advocate for your clients if needed. If you’re willing to help them in crisis, you will be able to keep your clients for life.
Prospects have enough knowledge to realize that they will receive what they pay for. Focus your efforts and energy on offering premium products and services, and charging premium prices.
