Good afternoon, QuickBooks Community. Before what may be your last work day of 2020 is over (insert praise emoji), I wanted to share some thoughts that you may find useful in the upcoming year. My dad works for a land surveying company and we were discussing some of his responsibilities when it comes to finding new clients. Here are a few pointers on how to handle an initial contact with a prospective customer...
What's in it for them
This point is first on the list for a reason. When you begin your conversation with a potential client, don't immediately start selling. Take the time to build a rapport and find out what the customer needs. Once you understand their needs, you can then communicate how your business, product, or service can meet each one.
Relay the end results
Your customer should know exactly how their situation, problem, etc. will end up when they choose you. During your conversation there shouldn't be any question about what they're getting after signing up, as this should be communicated clearly.
Flexibility
More than likely, there's at least one product or service similar to yours on the market. As part of your initial conversation, make your client know that what you have to offer can mold and shape to what they need and that you will go above and beyond to see that happen.
Take it to the top
When reaching out to prospects, one way to optimize both your time and the company's is to speak with the ultimate decision maker. Lower-level managers aren't going to be able to make the final say. Projecting your product or service as a valuable asset to the "higher-ups" leads to more transactional relationships and completed projects.
Follow up
The first impression between you and your potential client may have been the epitome of business deals, or maybe... it wasn't. Either way following up with the individuals you hope to do business with lets them know you're committed. Sometimes a follow up can make or break a future agreement.
There you have it. I hope these points come to mind the next time you offer your product or service to somebody. What would you add? Do you have a fill-in-the-blank email template or is each outreach 100% customized. We'd love to hear your thoughts! Enjoy ringing in the new year, and take care!
