Make it easy to say yes.

June 03, 2019  •  Leave a Comment

Be prepared to have your mind blown.

People do NOT buy the "BEST" product or service. 

First of all, "best" is subjective.  Second, "best" is impossible to decipher no matter how much consumer research someone does.  Third, "best" might be sold by a real pain in the butt who makes it difficult to do business with and even makes you regret giving them your money.

So all the comparison misery you put yourself through is for NOTHING.  As a photographer I can spend hours looking at what all my competitors are doing, how perfect their composition is, how nuanced their posing, the sharpness of their images, how creative their social media feed looks.  That comparison might even prevent me from creating AT ALL.  It might stop my dreams before they are ever realized. You might be a hairstylist or a life coach or an artist.  You may be wasting precious time and energy telling yourself that you won't ever succeed because you aren't as good as others in your field.  Let me say this again "best" is subjective and you actually don't have the right to decide for all those potential clients out there if your talent is worth their money.  

Here is what people DO buy.  They buy convenience.  They buy from business that make them WANT to buy from them.  They buy from people that make it easy to say "yes".  

When a potential client calls or emails you, they want you to be the answer to their problem.  They are literally leading you into success if you will just let them.  They do not want to call 10 other businesses.  They do not want to have to go through the effort and time of telling their story over and over again in the HOPES that someone will take their burden and provide them an answer.  They want you to be their answer.  So, how easy or difficult are you making it for them to say yes?

Here are a couple of things to think about.

How many steps does a potential client have to go through in order to get to you? 

1. Is your phone number and email readily available on every page of your website? 

2. Does your personal Facebook and Instagram link back to your business page and does your business page link to your website? 

3. Do you have an About section that clearly states exactly what you do in one paragraph or less. 

4. If someone reaches out with a question how many times do they have to go back and forth with you before they get the answer they are looking for.

5. What is your response time?  

How do you respond back to an inquiry?

1. Is your tone friendly, professional and welcoming?

2. No matter what the method (DM, Text, Email or Call) are you communicating in a conversational way?  I think of this as the 4 G's.

  • Greeting - Warmly welcome this new potential client and FRIEND to your business.
  • Gratitude - Express THANKS for their time and interest.
  • Give - Oh my gosh - GIVE them the information they are asking for.  Do not dance around if they are asking for a price - give it them.  This isn't a scavenger hunt.  You will either invite their business or repel it by your answer - either is fine and saves you both time.
  • Gather - Ask for more information and an opportunity to speak with them more about their needs.

How do you respond to a "No"?

Remember back to your dating years (or if you are in them now -Huzzah!) when a nice guy (let's call him Todd) asked you out and you were so tempted because, man, Todd seemed so respectful and kind but it just wasn't a good time for you to start dating?  You told Todd you really did appreciate the invitation and you were truly flattered but maybe another time?  Even as the words were leaving your mouth you felt like MAYBE you were making a mistake?  Maybe Todd could be "the one" and you were so glad that Todd was the kind of person who would obviously accept rejection like a BOSS and his reaction would probably draw you to him even more?

And then Todd's smile sinks into a sneer  "I only asked you out because I felt sorry for you anyway" and then he walks off never to be heard from again. You are left feeling relieved by your "no" instead of questioning whether you made the right decision.  You close the door on Todd for good, because now you see him for who he really is - merely another opportunist looking for a yes, ANY yes.

Don't be a Todd.

So, stop worrying about if your product or service is "as good" as someone elses.  Be the absolute best you can be at your OWN DARN THING!  Remember that your business succeeds or fails based more on your customer service than your product, so make it easy for people, be kind and take rejection well.  You will be leaps and bounds ahead of your competition.


 

 


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