Congratulations! You’ve made it to step 3 of the Shin-Fu Process. You assessed either the customer’s pain or pleasure in step 1. You got an idea of how to talk budget with a potential client in step 2. Now, comes another challenge. How do you get customers to be honest with you?
This is easier said than done. Here are some tips to keep in mind to get to a definitive yes or no from your client. Getting commitment is important because you are not chasing prospective clients and can yield a better ratio of leads to closed sales by weeding out the customers that won’t be honest with you.
Questions to ask to get your customer to be upfront with you:
The key thing to remember is the transition point from budget to getting a commitment from your customer. You can use a phrase such as this. Trust us, it works but man does it take some practice saying:
“If I get out to your house and I see something that will prohibit me from doing the job I told you I can do for the price we discussed, are you ok with me being open and honest and telling you that I can’t do it for that price? *Customer says ‘yes, of course!’* Great, well would you mind returning the favor and giving me a yes or a no after we talk?
Sometimes clients are uncomfortable telling me no, so they tell me maybe. And this maybe is what we call a slow-no. The thing is, I don’t want to chase you around trying to get an answer out of you any more than you want to be chased around.”
A few tips to keep in mind:
- That’s a long-winded phrase/question. Practice it with your team, significant other, or anyone else who will be brutally honest with you and give you that feedback.
- Make sure you offer your honesty first. This will also help to determine if your clients are still shopping around with other contractors.
Still have questions on getting your customers to be honest with you?
Getting to a yes or no from your customer is tough. If you still have questions, contact us today and find out how we can help you with your sales process.