Have you ever had a person inquire about your product or service, but you lost them early on in the convo? Think back to those times where you didnt make the sale or they did not book the appointment. Can you guess where you might have gone wrong? Let me try to help you figure it out. How soon did you drop the PRICE BOMB on them?I know what your saying, "is that not why I started my business, to make money" Yes, it is. Collecting your money from your client is a must, BUT YOU MUST ALSO MAKE YOUR CLIENT FEEL LIKE THEY MATTER. If all you discuss is money off hand and it will make them back down. You want to use a tactic I like to call ROMANCING! Yes you want to romance your client, making them feel like they matter. You dont want them to feel like they are just another potential dollar in your bank account; and you dont want to come off as a PUSHY SALESMEN. Telling them what your product or service can do for them is the first step to closing the sale, or booking that session or appointment. Now if you get one of those inbox messages on facebook that I oh so dislike such as "How much is _____" It's easy to turn the conversation around. Yes tell them the price but also tell them what they are getting. Now if you are a clothing designer you might want to divert their attention from the price by asking them what they are purchasing a certain piece of clothing for, ask them the occasion and maybe give them a few other choices, make them feel like your their own personal stylist, or personal shopper. Now if you are in my field which is photography, you can divert their attention from the price by simply asking where will these pictures be hung in your home, are you using them for a photo-album, or even start by asking them "Are these pictures for a specific occasion?"
Romancing your client does not mean WINE AND DINE THEM. It simply means making them feel important, making them feel as though you generally care. Not all clients are big spenders so you have to make those who are going to be spending money with your company feel special and that you are taking the time to get to know to them. Romancing your client is not a long process but taking a few minutes with each client getting to know them just by asking them a few questions will go along way in making them feel like not just a dollar sign when you see them.
Romancing also makes the easiest form of marketing easier for you! Which we all know is WORD OF MOUTH. If their friends hear about how special you made them feel, and how much of a personal and awesome experience it was dealing with you, their friends will be more reluctant to come to you to fulfill a want or need.
If you have any questions on how you can divert your clients attention away from your price, ROMANCING, or even how to or when to drop the PRICE BOMB contact me via email @ ejimaging@aol.com or hit me in my inbox on facebook.
Happy ROMANCING!!!
