Tag: client communication

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Hi David!

After studying your sales strategy, I can say that I can now make a fair number of sales. HOWEVER, the problem I’m experiencing now is that I can’t seem to KEEP the sale! In the past month four people have contacted me 3-4 days after I’ve sold them, and told me that they needed to back out.

What am I doing wrong???

Thanks!!

Great question.

If you’re getting people who are changing their mind after an initial sale, it means that you may be missing a key component in your sales conversation.

One of the most overlooked parts of a sales conversation  actually happens AFTER the sale has been made.

Once the sale has been made and you have received a deposit, it is crucial for you to continue the conversation by telling them what to expect.

Example:

“You know, you’ve just made a big decision to invest in yourself and grow. And we know that any time your ego feels threatened you will create circumstances in your life to get you to change your mind or to stop moving forward. So let me ask you something. What’s going to cause you to change your mind?”

This accomplishes two things.

1) It lets them know what to expect so if they start to create chaos, they can quickly identify it for what it really is.

2) If they decide to change their mind, you can re-engage them using their own words.

Example:

“When we spoke a couple of days ago, you said that overwhelm can derail you. Now you’re telling me that you are overwhelmed and can’t move forward. Isn’t this interesting? Your ego is playing a mind trick on you, so let’s go back to the truth…. (and then you re-engage them in the conversation and help them see what’s REALLY going on).

If you end your conversations using this technique, you’ll find that your new clients will feel well-informed and will be more likely to stick with their initial commitment.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. See the sidebar to ask your question today!

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This week's question from my portal “The Neagle Code: Directions for Life” comes from Kalisee.

Hi David,

I’m a social media specialist and I recently received an email from a really great client letting me know that she no longer wants to receive my services. She has 4 months left in her commitment with my company, and I have no idea what’s happened as she’s received great ROI from working with me. I’m not sure how to respond to her email. Do you have any suggestions?

Hi Kalisee,

Thanks for the question!

My number one rule of thumb in situations like this is to never respond via email.

I recommend you pick up the phone and reach out to your client.

First, it’s imperative that you find out what’s caused her to request to be released.

Do not make assumptions.

It could be that she’s had a family emergency or it could be that something has triggered her into fear, worry and doubt.

You’ll never know if you don’t call her, and if you don’t know, you can’t help her.

Approach the conversation in a way that let’s her know that you truly care about what she’s experiencing and ask questions that get to the bottom of what’s really going on.

From there you can decide together what is the best course of action.

In my experience, those phone calls are very powerful and usually end up in the client feeling better and sticking with the program with a renewed sense of possibility.

This week's question from my portal “The Neagle Code: Directions for Life” comes from Julia.

Dear David,

I'm narrowing the focus of my business with the programs I have on offer and who I serve. I know that some of my current subscribers will not “fit” my new client profile. How do I make the transition without losing the majority of my community? Thank you for your time!

Hi Julia and thanks for your question!

I guess my question back to you would be:

Why do you want to hold on to clients that do not fit your profile? It doesn’t seem like that would be in service to you or them.

Instead focus on those that you can and want to help. The subscribers who relate to that profile will stay and those who don’t will go.

Here’s the beauty of your situation…there is no lack. Your new subscribers are just waiting for you to make the transition.

I know in my company we would rather have a smaller group of our ideal clients than a huge group of people who are just names and email addresses.

In this situation, quality over quantity allows you to speak more clearly to people and maintain a clear focus of who you want to help.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

This week's question from my portal “The Neagle Code: Directions
for Life” comes from Brianna.

Hi Brianna,

Thanks for the question!

My number one rule of thumb in situations like this is to never respond via email.

I recommend you pick up the phone and reach out to your client.

First, it’s imperative that you find out what’s caused her to request to be released.

Do not make assumptions.

It could be that she’s had a family emergency or it could be that something has triggered her into fear, worry and doubt.

You’ll never know if you don’t call her, and if you don’t know, you can’t help her.

Approach the conversation in a way that let’s her know that you truly care about what she’s experiencing and ask questions that get to the bottom of what’s really going on.

From there you can decide together what is the best course of action.

In my experience, those phone calls are very powerful and usually end up in the client feeling better and sticking with the program with a renewed sense of possibility.

Just Believe,^®

 

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.