Once you work through the process, if done everything you you’ve can, educated them, built as much trust as possible, and you get through this whole thing and the client says, not for at “It’s me,” least you know. The client has made a decision and isn’t being wishy-washy. Work on helping them get out of their state of mind of procrastination, which is pre-programmed and built into people. Help them make that decision today because we want the decision today. the thing: when you're working with clients on their level of Here’s urgency, got to really give them a logical reason why they you’ve Your conversion rates go up dramatically need to purchase today. when they see the connection. You can say something know Mr. and Mrs. client, like, “You the thing. shoulder season here at Peterson and here’s It’s we’ve got a special on doing tune-ups because going to get hot we’re pretty soon and going to be too busy, doing a season it’s we’re special for $74.50 this week and this week a only.” Whether it’s price, whether seasonal, whether discount, whether it’s it’s it’s them a logical reason to buy now. special, you’re giving Mr. and Mrs. Client can think hmm, yes that makes sense, I get it. going to start warming up. Your heating and May’s coming, it’s air conditioning company is therefore going to be busier. You're not as busy right now because the not there, so you're weather’s offering me something special– oh, okay. That makes sense.
Once you work through the process, if you’ve done everything you can, educated them, built as much trust as possible, and you get through this whole thing and the client says, “It’s not for me,” at least you know. The client has made a decision and isn’t being wishy-washy. Work on helping them get out of their state of mind of procrastination, which is pre-programmed and built into people. Help them make that decision today because we want the decision today. Here’s the thing: when you're working with clients on their level of urgency, you’ve got to really give them a logical reason why they need to purchase today. Your conversion rates go up dramatically when they see the connection. You can say something like, “You know Mr. and Mrs. client, here’s the thing. It’s shoulder season here at Peterson and we’ve got a special on doing tune-ups because we’re going to get hot pretty soon and it’s going to be too busy, we’re doing a season special for $74.50 this week and this week only.” Whether it’s a price, whether it’s seasonal, whether it’s discount, whether it’s special, you’re giving them a logical reason to buy now. Mr. and Mrs. Client can think hmm, yes that makes sense, I get it. May’s coming, it’s going to start warming up. Your heating and air conditioning company is therefore going to be busier. You're not as busy right now because the weather’s not there, so you're offering me something special– oh, okay. That makes sense.
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