We’ve all been there – we have a great client “on the hook” but they just won’t commit. It can be so frustrating, especially when you’ve practically designed their entire house in your head and you’re ready to jump in! So what’s a creative to do in this situation?
I have 10 tips that will help you move that client right off the fence and into your “current client” category! Try these to hone your art of persuasion:
1. Take it face-to-face. Often in this digital age, we’re talking to clients via email, text, and phone rather than sitting down together for a meeting. We use the excuse that everyone is too busy and that taking care of it all online streamlines everything. But what that also does is keep you from establishing rapport with that potential client, and that’s not good. So if you have a client that’s wavering, have a meeting where you can sit down and just talk!
2. Don’t make it personal. First, don’t let your emotions get in the way. If you’re pushing too hard, some people will naturally back away. I know you’re excited, but don’t let that overwhelm the situation. And on the other side of the coin, don’t get angry or frustrated because they aren’t saying “yes” right away. People can always sense that frustration.
3. Be strong. Okay, let me clarify: I do NOT mean that you should strong arm them! What I mean by this is don’t cave on your pricing structure or bend your own rules and procedures because you’re caught up in the moment of trying to get them to sign your contract. That’s not going to work out for you in the long run.
4. Show your knowledge – and confidence. There is one reason that people are seeking you out – you have knowledge and skills that they don’t. So be sure that you’re showing your confidence in your abilities. That confidence will make them trust you and your ideas.
5. Draw them out. See if you can get to the heart of their hesitation. What do they really want that they aren’t telling you? Do they need more time to decide? Are they feeling overwhelmed? Ask them how they are feeling about what you’ve presented, and tell them that you love feedback.
6. Listen. People can give you feedback, but it’s no good if you don’t actually listen to it. Be sure that you are really hearing what that person has to say and what they really want. Sometimes the very information you need to finish the sale is in what they’re saying – and not saying.
7. Use a little humor. This is always a really stressful time for people. Even if they have a lot of money, it’s hard for some people to commit to giving you thousands of dollars. And then you add to it the fact that it’s about their home, their most intimate spaces, and the emotion goes up 1000%. So try using a little humor to break the tension – but only a little.
8. Be committed. You have to commit to making the sale. What I mean by that is that this can also be emotional for YOU – and a real confidence sapper. So instead of following up with meetings and questions, you may avoid the hard work of getting to the heart of why the person is hesitating. But you have to commit to seeing it through. Go back and look at #2 – it isn’t personal.
9. Show you care. Everyone loves gifts, right? So be sure you’re giving something thoughtful and heartfelt to the potential client. Maybe for a meeting in their home, you could take a set of books for their child, or a basket of dog toys for their pet. Show that this is the type of fantastic client experience that they will have through the whole process with you.
10. Prove that it’s smart decision for them. This is really the big one. You want to show them how you will save them time, money, and headaches – and you’ll produce their dream home for them, too! Give them the facts and figures they may need to see why going with you is a smart idea. And of course, don’t let it just be about your fees because you never win when you play that game. It has to be about your expertise, your knowledge, and your contacts that will save them money in the long run – not a savings on your fees.
So what do you think of these tips? Do you think you can use them to get that ideal client into your pipeline? Let me know in the comments section below!