Closing Behaviors That Drive Results
What are your closing behaviors that will increase sales tomorrow?
Whenyou look back on your business, there may be a few strategies that you canemploy to increase sales, have more service calls booked and generally improve thebottom line. These techniques may happen naturally, but they generally don’t occurby accident. If you are interested in gaining revenue right now, you will wantto put into place closing behaviors with the client leads that you call on, toenhance the opportunities to increase your customer list today.
What is Your Plan to Become an Industry Leader?
Asyou look over your last year in booked customers, you may not have beendisappointed at all. Your business in general is doing okay, or slightly betterthan last year in fact. You might feel comfortable as things go. But somewherein the back of your mind, you know that once you get access to new leads, you’llbe able to turn these leads into quick customer bookings for your services,that will significantly improve your cash flow. All true so far, but before youstart calling on those hot customer leads, what systems or sales practices doyou currently have in place to improve your chances of booking these new customers10 out of 10 times? This isn’t something that should be left to chance. And ifyou have never sat down and written out or even considered a formal plan toincrease your business each year, you should think about this, and now is theperfect opportunity to make changes.
Theplan that you need to formulate today is a plan to help your business todevelop new behaviors that will assist you to drive lucrative results for yourbusiness. Of course, you are already providing a high level of customer serviceto each new customer that you meet. This is good, but that isn’t all that isneeded to develop a highly successful business. You may want to considerrevamping a plan for your business process. One that is specifically focused ondriving new behaviors to improve your results overall. The following tips are somethingto consider when seeking to develop new ideas for improving your sales and closingskill set going forward.
ShowYour Industry Leader Status Every Day
Customerswill recognize you as an industry leader not because you continually tell themyou are – but rather because you consistently show them what you are made of ateach sales and service face-to-face meeting. For example, you can have the airof an industry leader just by knowing all that can be absorbed about yourindustry in general. Do you know the current trends in your industry? Are youable to advise the customer as to what strategies will fix the problem, andwhat will likely not work based on similar jobs that you have completed in the past(with pictures is even better)?
BeReady to Explain All Customer Options for Service
Ifyou are over-prepared to discuss a customer issue at the first consultation meeting,you’ll become the “go to” person for that customer going forward, especially onother related issues in the residential or commercial business property affectedby the problem that is the topic of the lead. This is not just chatting withthe customer to shoot the breeze, but rather it is becoming an expert in allareas of the customer’s problems, and showing that you can offer real solutionsto the problem. In this way, you will become an industry leader with yourunderstanding of service, knowing how to build trust and rapport with the customers,performance of your team working towards attaining high levels of customer careand satisfaction, and having a knowledge of how you are above the competition inresults rendered for work completed.
Asan industry leader you will need to deliver high quality results again andagain to your new customers. You can’t wish to be an industry captain, because thisis a verified status that you will need to prove on a daily basis. You willneed to save the wish list for the holiday season, for now you need a firm handon delivering high-quality service to your customers with your technical teamon board to do the same with each new lead generated for the company.
Make a Plan to Increase Sales
Ifyou have never made a list of what you want to accomplish this year with thenew leads that you are gaining to access this month, then it is the perfecttime to get in the habit of making a plan to increase sales and service callsright now. By being more aware of what you are doing right, what you canimprove on, knowing how your customers are treated by your technicians and howthe customers are reviewing your business after service is completed – you havean opportunity to keep planning to improve each week on delivering the promiseof high-quality consistent service to each customer in your customer base. By workingtowards your strengths and overcoming any obstacles and weaknesses, you willhave fewer threats to your business. This tactic will put you in the best positionto surpass the competition, organically grow your business, and daily deliveron the promise of being the best in the business for all customers in yourdatabase.
