Last time, I proclaimed that few skills are as essential to successful sales than effective communication. And I provided three ways you can become a communication rock star.
Now, here are four more tips to improve your customer response rates.
1. Public commitment
One of the most powerful persuasion principles is that of public commitment. Once someone goes on record, he or she strives to comply with that stated notion. Whatever the communication mode or situation, you can always say “Will you …,” which will trigger the response you seek. For example: “Will you promise me you’ll call if you can’t make your test ride appointment?” or “Will you promise me you’ll let me know by the end of the day today if a Saturday delivery will work?”
2. Use a cliffhanger
Like this: “Hey Steve, Mark Rodgers calling from Hannum’s. I found out some cool information that might interest you. Give me a call.” That’s hard to ignore.
3. Communication karma
Depending on how people are treated, they often reciprocate. I’ve noticed that if I get back to someone fast, they often reply to me fast. If I take a day or two, though, they take a day or two. Treat people as — you know — you would like to be treated.
4. What’s next?
Want to know the key to sales communication success? Always have a date, a time and a what’s next in place. Always. Here’s how it works:
Customer: “I have to think about it.”
You: “Of course, you do. It’s a big decision. May I contact you in a couple of days to answer any questions?”
You: “Great. Would you like me to call, text or hit you up on Facebook?”
Customer: “Call my cell.”
You: “Great. Morning or afternoon?”
Customers: “I’m usually available in the morning.”
You: “Terrific! So to recap, I’ll call your cell on Thursday around 10 a.m. Now, just so I’m as prepared as possible for our call, what specifically will you be thinking about?”
Tag on that question at the end, and you’ll be a communication dynamo.
Compelling communication has never been more important. You customize a customer’s motorcycle, so it just makes sense that you should also customize your communication. It’s not always easy, but it sure is effective.