As a Business Coach, I can’t express enough of how important it is to be a person of your word. If you are in business, a business owner, or a sales professional there is nothing more disappointing to a customer other than to have a promise broken and wasted their time.
What is the outlier or cause for frustrating potential clients and disempowering yourself? Consider that you may not be following through with your commitments and promises to clients.
Here’s a short list of the main issues that turn off “potential” clients:
- Never returned my call
- Extremely unorganized
- Very late to our initial meeting
- Did not provide the proposal when promised
- Did not listen to my core concerns
- Over promised and under delivered
“How you do anything is how you do everything.” – T. Harv Eker
In other words, if you rarely arrive on time for work, it’s likely that you will show-up late to your customer meetings.
Another example, if you always miss deadlines, or wait until the last minute to complete projects and action items, it’s very likely that you will not provide answers to client questions, or meet your proposal commitments when promised.
I think you get the point! What is holding you back from being your best and proficient with your connections?
“With organization comes empowerment.” – Lynda Peterson
The first suggestion is to become impeccably organized. With all the appointment apps and software literally at your fingertips, get acquainted with one product and master using it. I happen to use the calendar app on my iPhone and Acuityscheduling.com for client appointments.
‘Organizing is what you do before you do something so that when you do it, it is not all mixed up.” – A.A. Milne
A bit about strategic meetings:
Nothing replaces on-site meetings with customers as you get to know and understand them better. This visit may also allow you to see what priorities the client is whiteboarding and focused on. This scenario is also ideal for spontaneous fact-finding while potentially making new contacts to decision makers and stakeholders. Basic phone calls and emails will not be as organic.
Although when on-site meetings are prohibitive or inconvenient, there are other solutions for a timely information gathering conferencing session.
Additionally, with all the technology advancements and tools (zoom.com, skype.com, webex.com, etc.) in the video conferencing arena, connecting to your clients couldn’t have been easier. Just, make sure you have an agenda that you share with your client before your scheduled meeting. Thus, giving your customer time to prep and provide answers to your questions. It’s also critical to stick to the scheduled “end of session” time as this action demonstrates that you respect your customer’s time.
Finally, never underestimate the value of a Coach. If you are struggling in business sales connections and turning off potential clients due to disorganization, perhaps you should consider working with a Professional Business Growth Coach. This partnership will empower your professional growth, those of your team, while positively impacting your revenues by 20% or more.
Author: Lisa Morgan Mosley is a Certified Business Growth Coach practicing in the United States and Canada.