You use every marketing trick in the book. But it's not enough...
The "new client hose" is barely dripping.
How do you crack it open?
If you want to flood your business in new clients, you don't need elbow grease...
...what you need is a little bit of Psychology.
These 3 sales triggers are guaranteed to top off your marketing, and drown your business in new clients:
People who say “Yes” once, will probably say “Yes” again.
Begin your sales conversation with a question that will get a definite yes:
Or...
Your goal is to ask something they can quickly say “yes” to. Then, you can ramp it up into more “sales-y” questions like these:
Sprinkle in these easy ‘yes’ questions. You want to get your client in a positive mindset. When you press for the sale later, the answer “yes” will bet at the front of their mind.
This plays out over your client’s “lifetime cycle.” Your initial sale can be small. Make any sale you can. Get the yes’s started. Upsell the bigger projects over time.
Clients who say "yes" to you all year will be more likely to buy your up sells, and more frequently. Eventually, the hose turns itself on.
People are creatures of habit and routine, tap into that by securing yes’s as early and often as possible.
Linking is psychological tactic to increase your authority and your appeal.
To link successfully, you want to mentally connect your business to a product or brand that your clients are already familiar with … especially o
ne that they regard as an authority.
For cleaning companies, this can be as simple as talking about the brand of cleaning product you use.
For example, “We use a professional-grade solution on windows and glass coffee tables. Think of it as Super Windex.”
For lawn care and landscape companies, this could be the brand of fertilizer (MiracleGro) or even the kind of mower you use.
Connect yourself with something your clients believe in:
When you link your company to a known and trusted brand, you reassure your clients that you choose to do business with good people. You don’t skimp, you buy quality.
The lead will connect you in their mind with the good reputation they already know.
If you are fighting against a national brand service company, you might want to use "negative links" - links that shows how you’re better than a name clients are already familiar with.
We all like to feel special. We all fear being left out. Exclusivity uses that desire and fear to press the lead for a “Yes.”
Create a sense of scarcity by emphasizing your limited availability.
For example, “Our crews are only in your area on Thursdays and we only have a few more slots open on that day.”
Scarcity accomplishes two things:
No one wants to be left out and everyone wants to feel special. This makes it easier for clients to say “Yes” to exclusive sales.
The three triggers listed above barely scratch the surface.
Stay on the lookout and you’ll see them all around. The more triggers you identify, the more tools you have in your salesman toolbox.
These questions will help you discover more sales triggers to use in your business:
These tools and triggers will drown your business in new leads, and more profitable clients. Once you start using them in your marketing, you’ll see a greater return on investment.
Pull these triggers, and open up your ‘new client’ flood gates!
Tags: Business Operation, Marketing
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