While there are probably over 100 ways to add value to your prospects and clients, I’ve outlined a few of my favorites.
I’ve been talking a lot about the sales pipeline in recent posts. As you remember, there are three buckets of the pipeline:
- Leads
- Prospects: People that you have scheduled an appointment with or someone you’ve spoken to about your product
- Paying Clients
Once somebody has given you money and all that, you need to continue to nurture that relationship through your client experience.
Let’s discuss the prospect experience a little more. Someone has come to you and said “Hey, I’m interested in working with you,” and you’ve given them your sales pitch over the phone or in person, but they didn’t buy immediately, or its a longer sales cycle and several different people have to get involved. You want to make sure you stay on their mind and continuously add value to that prospect.
Here are three tips on how to add value to your prospects day so that you stay on their minds:
Tip #1. Send them an actual physical article that you’ve clipped out of the newspaper, or out of a magazine, or maybe something from online that you’ve printed out that confirms the problem that they have and that a solution, such as your own, is a potential problem solver for them or will solve their problem.
Doing this shows that you’re actively thinking about them, and the problem that they have, and you want to help them solve that problem. Now the research article that you send them shouldn’t be from someone else that sells someone else’s program. It should be third party. Send them an article that confirms that their problem that they have is real, and that there is a solution for it, and your solution is obviously that.
Tip #2. Send them a video testimonial from another one of your clients that has gotten great results from your particular solution.
This does a couple things: One, it’s social proof, so it shows that what you do actually works. Two, it shows that there are other people that have the same problem that your prospect has. It could just absolutely push them over the line. I know that when I’m looking at something online or I’ve heard an advertisement for somebody, the more social proof of other people that have used that product and has gotten greater results from it, gets me to think more heavily about buying that product. Ultimately, I will buy it, but it’s that consistent reminder of the results that other people get that helps me make that decision. You need to be doing the same thing, showing all that social proof. Either dripping it over time or giving it all to them at one time like this is all the social proof that I’ve gotten.
Tip #3. Send them a gift card.
This is kind of my favorite thing to do. I like to send them a gift card to Starbucks, or a coffee shop, or something like that. Nothing really expensive, like $5.00 max. You might put in the card, “Hey, I know you have a lot to think about in terms of working with me. Go grab some coffee and think about it,” or something like that, that uses your own personality, but basically says, “Hey I’m thinking about you and I want you to have a coffee or a sandwich on me,” or whatever it happens to be. You want them to take the next action. People need to be told what to do, for the most part, and going through making that next action for them will oftentimes prompt them to purchase your program. Plus, it shows that you care.
Those are three tips to get your prospect to actually pull the trigger and buy from you.
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