Would you agree?
I think you would. If not you need to read this blog post from front to back.
What is in it for you?
I will show you how to implement a sales acquisition process in place for your business.
By following this process you’ll increase your bottom line by at least 25%.
What do you think about that?
I can hear your wheels turning right now.
So, without further adieu let’s get into it shall we?
Sales acquisition process – face-to-face
Selling face-to-face is the best way to sell.
It allows you to build a rapport with your prospect by getting to know them.
What do I mean by getting to know them?
You get the opportunity to find out what motivates them, makes them tick. What they’re trying to accomplish in their business this year. Really get to the bottom of it, if you will.
This will provide you the opportunity to:
- See if your product/service can really be a part of the solution to a problem they’re having right now.
- Is this a prospect that you can see doing business with over the long haul?
- You can figure out if you really want to have them as a customer.
That last one is really important.
Even though you can bring them aboard as a customer, it may not be worth it to you based on you getting to know them.
Reasons may include that they will call you incessantly if there is a problem – i.e. being a high maintenance customer, or complaining every time there was a change in your service, rise in cost, etc.
You might not want to deal with that headache in your business and that is certainly understandable as I probably would not either.
[tweet_box design=”default” float=”none”]That my friend is the beauty of being a small business owner. You can decide who you want as a customer![/tweet_box]
Do you agree?
The benefits of not having to deal with high-maintenance customers is:
- You can spend more time increasing revenue with your existing customers who are not high-maintenance.
- You can expend more energy and resources focusing on your customer acquisition plan and acquiring new customers.
Make sense to you?
Another reason selling face-to-face needs to be a part of your
new customer acquisition strategy
is it allows you to be totally upfront and honest with them and allows you to see if your prospect is being completely upfront and honest with you.
You can tell if they’re genuinely interested in meeting with you to hear what you have to say.
You were so persistent in getting an appointment with your prospect so they can sit down and talk with you that they made the appointment just to humor you.
Without any intention to buy anything from you!
Believe it or not the second part happens a ton my fellow business owner.
The key is you need to sniff that out within 60 seconds of sitting down with your prospect.
How do you do that?
By paying attention to their body language.
We put together a blog post a short time ago that went into what specifically to look for in terms of body language when meeting with a prospect face-to-face. You need to take a second and check it out. It is definitely worth your time.
Recommended Reading: 4 Free Customer Acquisition Channels For Businesses
Let’s do a quick recap of selling face-to-face as a new customer acquisition strategy.
- You get to know your prospects – their needs, wants, and desires.
- You determine whether you want them as a customer.
- Allows you the ability to see if they’re genuinely interested in your product/service or just wasting your time.
What else can you can learn about your prospect?
Besides their needs, their wants, their desires?
You can build a relationship!
That is the key ingredient in making selling face-to-face the ultimate
customer acquisition process for your business.
Why is that?
Think of selling face-to-face like dating.
In dating you work over time to build a relationship.
It takes days, weeks, months, sometimes years to develop.
The real building of that relationship begins with your personal interactions – i.e. face-to-face if you will.
The more face-to-face interactions you have over time the stronger the relationship.
Are you picking up what I am putting down?
Great! I love it!
This is what happens when selling face-to-face.
How many meetings and/or interactions will it take to build this relationship that will lead to them becoming a customer?
There is no one answer to this question.
It all depends on what your product/service is and how much it costs.
The more your product/service costs the longer it will take. Sometimes the opposite is true where your product/service is inexpensive and it takes less time to build a relationship and/or sell to that prospect.
[tweet_box design=”default” float=”none”]Relationships are the most important aspect of any business deal.[/tweet_box]
When you build a relationship with your prospective customers, who end up being your customer will be a customer for life!
What are your thoughts?
Building relationships with your prospects who go on to be your customers also help your business experience rapid growth as this lays the foundation for word of mouth marketing.
Read this epic blog post on word of mouth marketing. It will only take a minute of your time to read.
Recommended Reading: New Customer Acquisition By Word Of Mouth
So this is what an effective sales acquisition process looks like selling face-to-face.
If you follow what you and I have discussed, your new customer acquisition rate will explode!
Don’t wait. Implement this customer acquisition strategy right now.
Do you have a customer acquisition process in place for your business?
Is that process working?
If you could improve that process would you?
If you’re answering “Yes” to all of these questions then my hats off to you. Business must be awesome!
Otherwise you and I should talk. Let’s see how I can get you to where you want to be.