The dreaded call back to potential clients who didn’t sign up…
You know you should call them back but you don’t. Why? Fear, lack of humility, social anxiety, don’t want to position yourself as a salesman/women?
This is one of the things still to this day that I like doing least in my dog training business. We know that we should. We know that some people will sign up if we contact them, but the fear is greater than our desire to get that next sale. Let’s dive into a few ways to make this process a little easier for you.
1: Offer an incentive for them to sign up with a discount if they sign up within 24 hours. This can greatly increase your sales as it has in my business and decrease the amount of call back you need to make.
2: When you meet with a potential client or talk to them on the phone, be sure to tell them that you’ll follow up with them in 2 days to see if they have any questions.
3: Ask them which method of communication they want you to contact them with, phone or email. Carrier pigeon is optional.
4: If you do need to call them, they are already expecting that you will contact them. If you are able to connect with them, ask them if they have any question that you can answer and then ask them if they want to get started for training. If they say have yet to decide, give them more time.
5: If they have an objection, it’s almost always going to be budget related. If they suggest the training is more than they are looking to spend, don’t offer them a discount, instead, offer a lot more value for the quote you just offered them. Devaluing your service can be a catastrophic business decision long-term. Instead, offer them more for the price. If you give enough discounts, the word will get around and you will become the discount trainer.