The conversion STRUGGLE does NOT have to be REAL!
If you take the time to learn about your client, connect with them empathically, and engage their interest even further to provide the “why” you may notice that it’s not even a struggle at all.
In this blog, we will share with you exactly what kind of process you can take to increase your conversions and why it’s important to speak to your clients with intention.
When’s the last time you revisited your sales script?
So, before we dive into what makes a good sales process, it would be helpful to reflect on what you’re currently saying to your clients.
Do you tend to repeat the things you’ve always said, or speak in a way that reflects the needs of the client in front of you?
Let me tell you a story…
Recently, my husband decided he needed a new car. So he made an appointment to stop by a local dealership.
Before we left, he said “let’s be aligned before we get there that we are NOT buying anything today.”
When we walked into the dealership, the salesperson came up to my husband and said “Hi Brad, it’s so nice to meet you. My name is Jeff, and I always take a look at LinkedIn before one of my appointments comes in to learn more about them and saw that you work for the American Cancer Society. My wife is a two-time cancer survivor and we used the American Cancer Society’s programs to help connect us to her treatment! Thank you so much for everything you do.”
My husband instantly lit up. They spent the next 20-30 minutes talking about how the American Cancer Society is funding different initiatives to support cancer patients and breakthroughs in research before we even stepped foot on the car lot.
As we made our way to look at cars, my husband turned to me and said “I feel good about this place, I think they have what I am looking for here.”
Jeff knew all of the new models on the lot. He knew everything you needed to know about cars, trucks, and minivans. But he knew something much more important….he knew my husband, Brad.
As humans, we can’t help but crave connection. In fact, connection and empathy is what kicks off the ability to build trust with each other.
Here’s the thing: before people decide what they think of your studio and offerings, they decide what they think of you.
Let’s dive into a few ways you can connect with clients before offering the sale.
Step 1: The Fact Finding
Whenever a new lead comes through your Loyalsnap account, you’ll use this time to learn at least three basic pieces of information about them. A way to do this would be to start with why they filled out that form for more information to begin with.
Maybe they were intrigued by your offering because they’ve been going to classes down the street and haven’t been getting what they truly need. Maybe they have a goal to lose weight. Whatever the need, this will show you the first glimpse into why they asked you to reach out to them.
Here are a few other questions that you can ask:
Do you live in the area? Have a family?
Where do you work?
If you haven’t been to another studio, what’s stopped you?
With these basic questions answered, you will begin to get them involved, bought in, and even connected with you as a person before even mentioning your services.
The goal of this step is: come along with me, we can do this together.
Step 2: The Personal Journey
This is the step where you journey to a solution. The new lead will explain their struggles, why things aren’t/weren’t working, and their biggest obstacles. The more detail you can get from your new lead about what they’ve tried, what failed, why it failed - as well as your personal journey that may connect with theirs - the more relatable you will become.
Step 3: The Plan
At this point, you’ve connected with your new lead and learned all of their desires, wants, and needs, as well as their challenges. This is a perfect opportunity to dive into how they can get started, how you will help them, and why they should start TODAY.
Remember, this person filled out a form to get started for a reason. It’s your responsibility to find out that reason and show them how you can help. If you’re met with any hesitations, or objections, that means that you haven’t spent enough time connecting with them and need to go back to learn more.
When you update your process and language, you refine the focus of what you’re selling to begin with. There’s less room for misinterpretation and more space for growth, connection, and education.
Notice your words. They’re the bridge between your intention and your impact.