How to Make A Friend and Sell More on Every Appointment
Steps 1, 2, and 3 of ‘7 Steps to Success’ Selling System
The first three steps of the ‘7 Steps to Success Selling System’ are where you establish a foundation and build trust. When these steps are done correctly your customer will look forward to meeting you and will never buy from someone before she sees you. Thanks to a first phone call that focuses on people and family, not rooms and products, you may even receive a hug at the doorway from someone you have never met.
You will learn the importance of building your customer’s self image so she will want to make a quality buying decision, and you will learn how to do it. Best of all, during the home tour you will lift the entire discussion to a higher level of long term emotional satisfaction and happiness that will end any thought of comparing prices and products.
By correctly learning and following these first three steps you will have developed complete confidence by your customer so she will trust you, believe in you, and want to buy from you even if your price is higher than competition. Of course, as a professional, you must earn the right to her trust and never abuse it. Then you will receive amazing repeat purchases and have a client who is a missionary for life to tell her friends and refer them to you.
Lesson B-121-1 First Contact $99
The term “you never get a second chance to make a first impression” comes into play every time you take that initial call from a prospective client.
That’s why it’s critical for you to know exactly what to say, how to say it and when to say it on that initial phonecall. The First Contact lesson from WCU will show you step by step how to pre-sell the customer before you ever set foot inside the home.
In the Introduction section of this lesson you’ll discover:
Pre-judging and qualifying do’s and don’ts
How to guage the lifetime value of your customer
How to take every factor into consideration when setting the appointment
Everything you need to ask on that crucial first communication
In addition, you’ll also learn the 4 Critical Questions you absolutely must ask at the outset of every appointment. Ignoring any one of these questions will put you at a supreme disadvantage on your next contact with this lead.
Then there’s the telephone checklist. Do you have one or are you just ‘winging it’? While we don’t recommend reading something word for word, it’s important that you cover everything you need to on that first call, so having a checklist just makes sense. This lesson will give you all the components of that winning telephone checklist.
You’ll also receive a template for an Appointment Information Form that you can plug right in to your design business.
This First Contact lesson is for anyone who wants to make a consistently good first impression with every potential client, regardless of how busy you might be when they call, how much work you might already have, what kind of mood you’re in or any number of other scenarios that may affect how this first call might go.
After all, if you don’t have a good first contact, there may not be any other opportunities for a second contact.