5 tips to get your clients to the finish line through the summer. You should begin these steps NOW before the summer is a wash.
- Find out their travel schedule for the summer. Ask them questions like, “Are you and your family doing anything fun this summer?" This will help you to understand their schedule and when you are most likely to get a response from them. Pro Tip: If you uncover that they will be away from the office for an extended period, ask if there is someone that will be in the office that you could copy on your communication. In some cases, this person could even be authorized to sign on the behalf of your client. Score!
- Confirm an agreed contract signature date and verify the customer feels good about meeting the deadline. In some cases, the client may never have planned on signing the contract at all. You may even uncover that their leadership will be out of the office for a certain time, which will help you be more strategic as well.
- Send Calendar Appointments – If it's not on the calendar, it won't happen. And don’t be afraid to pick up the phone and confirm them! Pro Tip: When you send your contracts to clients, send them within a calendar appointment. This strategy puts time on your client’s schedule that they are reigned in to focus on your contract.
- Call your client! Pick. Up. The. Phone. It is crucial that you do this before the summers in full swing. If they do not answer leave a quick voicemail. State exactly what you need from them. THEN send a follow-up email no longer than 3 sentences that state almost exactly what the voicemail said. “Hi, Client! I just wanted to connect before the summer to make sure you are all set with having the contract back by XYZ date. Please give me a call at your convenience.”
- Be confident. Ask your client directly. “What do we need to do to get this contract signed before you head out of town?” or “What will it take to get this back” Asking what it will take BEFORE you start throwing free stuff at them will make sure you don’t leave any money on the table and that you understand what is most important to the client. That open-ended question can be a real eye-opener!
- Establish a call to action with every client interaction. If they are still saying they will not be able to make it happen, set a reminder to call them back in a couple weeks. Sometimes things can change in those two weeks and they didn’t think to call you back. “Hi, Client! I know we spoke a couple weeks ago and you didn’t feel confident you could get this contract back, and I wanted to check to see if anything has changed on your end.”
- Thank you gifts. Again, clients like to be wooed and appreciated. You should always send a hand-written thank you card and gift after your client signs their contract BUT especially after a client sticks their neck out for you to get a deal closed. Customized gift ideas can come from your qualifying above.
Through it all, be courteous to your client's schedule and learn when is best to contact them during summer time. While making contact, you will be strategic in how you present information so you can get answers quickly. Once you have received your answers, you can quickly make adjustments and revisions on your end and put the ball back in their court. If you are still getting radio silence, a phone call and/or a direct closing approach might seal the deal. As always thank your clients graciously.
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