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| Coaching the Buying Cycle - Delivery, Follow Up & Finding New Business |
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Last Updated
8th of October, 2008
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Product Delivery
We want the relationship with the client to continue so we need to leave them with a solid lasting impression if we want to make our follow up that much more effective.
- We want to make the moment where the client takes ownership of the product an event – to do something that stands out in their mind. For example, send a client that just did a mortgage with you a gift basket the day they move in to their home and the mortgage is dispersed.
Look Out For:
- People that do nothing special at the point of delivery.
Coach:
- Review ideas on how they can easily and consistently make delivery an event.
Follow Up
We want the relationship with the client to continue so we need to be proactive and stay in touch with them if they are not staying in touch with us.
Look Out For:
- People that do not have a follow up strategy – they do not have a system in place, or time blocked out, to consistently follow up with clients.
Coach:
- Ask them to show you their follow up strategy as well as scripts they use when calling clients for follow up.
- Review the importance of long term follow up.
- Work with them to design a follow up strategy (who they will get in touch with, how, what they will say if it is a phone call follow up, goals, expectations and when they will follow up).
Finding New Business
We constantly need an influx of new clients.
- Where will they come from? How can we proactively encourage new business?
- Whether we focus on getting referrals from current clients, or going out to the community to network and solicit new clients, we need a plan on how to bring in new business.
Look Out For:
- People that do not have a plan to bring in new business.
Coach:
- Ask them to show you their plan to bring in new business.
- Ask them what they feel would be most effective – going out to introduce themselves to new clients, a focus on getting current clients to refer new people, or a combination thereof.
- Work with them to design a strategy to bring in a specific number of new clients in a given time frame.
- Include clear goals such as the number of referrals they should ask for, how many networking events (or similar ideas) they will participate in and when.
- Include a goal for new clients in a given time frame (you can’t hit a target you do not have)
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