When it comes to business, there are three main reasons why potential clients may not buy from you (as stated by Jesse Elder, whom I saw live a few summers ago).
1) They do not believe in the product or service.
2) They don’t have faith in you.
3) They may lack confidence.
It’s difficult to put into words how crucial these three areas are.
As a result, we must meet our potential clients where they are (addressing their issues and ideas about what is achievable)…
Be upfront about who we are (by regularly showing up and being open and honest) and share the results of your work regularly.
This will allow them to witness firsthand how your work has benefited others (which will also instill belief in your products).
Being honest about who you are, what you stand for, and your story will help you gain confidence.
Then offer useful stuff to help people believe in themselves. This includes working with existing clients.
For example, if you’ve ever lost a fantastic client and couldn’t figure out why, you KNOW that beliefs are crucial to good connections and open communication with current clients.
In my current position, I make an effort to ask, “How do you feel?” daily. What do you think?
Even during sales calls, I will inquire, “How are you feeling?” Are there any concerns boiling to the surface? “
Now comes the difficult part:
There is no formula for determining who is always correct, but if you don’t know what your customer is thinking, you can’t help them.
The stories they tell themselves are important.
Some clients will always tell you that it’s in their nature to be open.
However, some customers will not tell you. (The same can be said for potential clients!)
When they are worried, they will remain silent and keep their emotions locked up inside.
So, while you may believe that everything is going swimmingly, they are having doubts and reservations, which can spell the end of the project because they are giving up on you, themselves, or their product!
Nothing is more vital than incorporating open communication into frequent talks, which I now do with my clients regularly.
While it can be intimidating to ask your clients how they are, I’ve discovered that it can create or break relationships and contribute to long-term, healthy ones.
Without a question, the clients I’ve now had for a year are the ones with whom I’m able to maintain these channels of contact open (and those who are willing, to be honest with me when I ask).
I hope you found this helpful!
Sarah, xo
