Asking for the Order

Are your customers missing out because you won’t ask for the order?

Too Busy to Spend Time with Potential Customers

If you’re like most small business owners, you are probably rushing in and out of your customer’s home, measuring and promising to email a quote later. If you don’t hear from them, you assume they’ve gone elsewhere. “Another time waster!”

It’s tough love but maybe it’s not them – it’s you. Did you waste their time by not doing a good job of consulting with them?

Increase Your Conversion Rate

Of course, you are busy but what if you signed up twice as many of the customers you visit? You could have more orders and spend less time visiting homes and providing quotes. Increasing conversion rates is the best way to start generating more business from existing resources.

You could be doing your potential customer a disservice by not telling them about your product and services and asking for their business.

Too often small businesses miss out on orders because they don’t like to ‘close’. Worse than that, the customer potentially misses out on buying better quality.

Do You Believe That Selling is Tacky?

The belief is that ‘selling is tacky’. They don’t want to be thought of as too ‘salesy’ or too pushy. They don’t want to risk alienating the customer, thinking that their product and knowledge will speak for themselves.

Buyers don’t think like that. They are not buying a product. They are buying a whole package and that includes you.

You can get away with it if your competitors if competitors are working the same way as you or worse, but they’re not. They use sales tactics to generate FOMO – the Fear of Missing Out – often as compensation for poor sales skills and inferior products. Despite media attention, buyers still do not realise that there is no such thing as ‘a deal that is only available on the day’.

If you refuse to ‘close’, you are not designing your sales process in line with the way that customers buy.

Closing is Natural

There is nothing to fear in asking for the order if you have given the customer a great experience and satisfied all their emotional and practical needs. When you’ve earned the right to ask for the order, closing is a natural process that does not feel pushy. It’s just an obvious conclusion to the process.

Customers do not buy the best or the cheapest product – they buy the one that is communicated to them in the clearest way that makes sense to them.

Potential customers may be excited when they’re with you and the adrenaline is pumping with excitement and serotonin floods the brain.

You leave feeling satisfied and you are sure they will choose you, but you may have underestimated the power of emotions in buying decisions.

Don’t Over Estimate Your Value

You’re not the first thing on your customer’s mind. They will have forgotten how keen they were by the next day.

The next salesperson they see will be the one to create the excitement, and you could be lost in the ‘fear of missing out on a good deal’, even if your product and service were better.

There is nothing tacky about selling when you put your customers first and serve them wholeheartedly. Selling is a selfless act of service. Believe in your product, create a fantastic experience and ask for the order. You may be saving them from buying an inferior product from someone who wasn’t afraid to ask.

When you buy decent quality windows, don’t sell yourself short barely earning a living over and above what you pay for goods. Charge your customers for quality and delight them. That means you can take a bit more time giving your potential customers time and attention during the sales process.

10 Tips for Converting More Visits to Sales

  1. Consult Thoroughly During the Visit:
    • Take the time to fully understand your customer’s needs and preferences. Offer personalised advice and demonstrate how your product or service can meet their specific requirements.
  2. Present the Quote on the Spot:
    • Whenever possible, provide the quote immediately rather than promising to email it later. This allows you to address any questions or concerns they might have while you are still there.
  3. Ask for the Order:
    • Don’t be afraid to ask for their business directly. A simple, confident request like “Would you like to move forward with this?” can significantly increase your chances of closing the sale.
  4. Emphasise Quality and Value:
    • Clearly communicate the benefits and superior quality of your product or service. Help the customer understand the long-term value rather than just the initial cost.
  5. Follow Up Promptly:
    • If you do need to send a quote later, follow up promptly. A quick follow-up shows professionalism and keeps the excitement alive.
  6. Address Emotional and Practical Needs:
    • Recognise that buying decisions are often emotional. Ensure you connect with the customer on an emotional level and address both their practical and emotional needs during your consultation.
  7. Reiterate Key Points:
    • Before leaving, summarise the key benefits and points of your discussion. This reinforces the value you’ve demonstrated and helps keep your offering top-of-mind.
  8. Prepare for Common Objections:
    • Be ready to address common objections or concerns. Whether it’s about price, timing, or features, having thoughtful responses prepared can help reassure the customer and keep the sale on track.
  9. Provide a Memorable Experience:
    • Ensure the entire sales process is a positive experience. From the initial contact to the final handshake, a great experience will leave a lasting impression and make it more likely that the customer will choose you over competitors.

You don’t have to get fancy or clever to deliver a good sales process, you can convert more visits into sales, ensuring that your time spent with potential customers results in more closed deals and less wasted effort.

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