A common mistake that people make is to give clients too many choices or options.
Just like a 2 year old … clients don’t really like it. They might think that’s what they want, but really they want to know the simplest way to solve their problem or meet their need.
Here are 3 really key sales tips that you can do to help people navigate a simple way of working with you to solve their problems.
First, let me tell you why it’s important. It’ all about your bottom line. Customers are 86% more likely to purchase from you and 115% more likely to recommend you to others if they have decision simplicity (Harvard Business Review, May 2012 – ‘To Keep Your Customers, Keep It Simple). They are compelling numbers… so let’s get started!
Have a simple one page document (sales roadmap) that shows how a client typically engages with you. This tells the client:
The information you give your client should support how you can help them with their specific problem or need, and not be a list of everything that you can do. When it comes to influencing clients, less is definitely more!
Too much information causes paralysis, whilst they digest it – and worse confusion because they aren’t sure how you can help them specifically.
If you go to the doctor, and she says 'well you have 3 options', what would you think? Your clients are the same; they are talking to and will buy from you because you are an expert in the problem they want to solve.
So use your extensive knowledge in ‘what works’ in your area of expertise and tell them the right thing to do. By all means discuss options with them, but when it comes down to the prescription – be definitive.
I call this process tough love. Tough love is about knowing who and how you can best help your prospective client. What these simple steps do is help build trust in you and in your product or service. And people buy from people that they trust and like.
Like what you've read, and want to know more?
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Would love to hear your thoughts .... go on!