1. Treat Closing as a Process
Heading into the final client meeting to close the deal can be intimidating, but it doesn’t have to be. By treating closing as a process from the first phone call to the final contract, you can sell the client on your company and services over time. Don’t wait until the close to start closing.
“From the very first call to the consultation to the follow-up emails, everything has to build on each other so by the time you sit down to close the deal, it’s more of an inevitability than an opportunity,” says Dave Marciniak of Revolutionary Gardens in Culpeper, Virginia. “We’re showing the customer our best work and giving them great customer service so they really understand who they’ll be working with and the philosophy we have.”
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The breadth of your website and Houzz profile, the quality of your photos, the way you handle the discovery call, your ability to screen the lead against your ideal client profile and your follow-up are vital elements in the closing process.
If done correctly, each step should contribute to the clients’ eagerness to hire you. You won’t have to persuade them in one conversation — their own enthusiasm will close the sale.